The U.S. automotive market continues to show resilience despite economic uncertainty, with Cox Automotive pointing to steady sales and growing demand for older used vehicles as signs that consumers continue to adapt.
While tariffs, elevated interest rates and affordability concerns remain risks, new-vehicle sales have held relatively steady through much of 2026, according to Cox. At the same time, demand has strengthened for older, lower-priced used vehicles as some consumers seek more affordable options.
That shift is extending deeper into the used market, with Cox reporting increased interest this year in vehicles eight, nine and even 10 years old.
“Consumers are looking for something affordable. If they can get their hands on a $15,000 or $18,000 car, there’s more competition in that marketplace,” said Cox in its commentary.
Affordability is also stretching beyond vehicle prices. Cox puts the average new-vehicle transaction price near US$50,000 and the average used price around US$30,000, while pointing to insurance, repair, maintenance and fuel expenses as additional pressures on consumers.
Credit availability offers a brighter spot. Cox said its Credit Availability Index has shown improving lending conditions in recent months, with lenders becoming more willing to extend credit to qualified borrowers.
For dealers, Cox argues that local market indicators may provide more useful signals than individual economic headlines.
“Pay attention to traffic, pay attention to sales trends. For me, I watch the wholesale market and I watch the retail market every week.”
Despite risks from interest rates, policy changes and broader economic uncertainty, the outlook remains cautiously positive.
“There is reason to feel cautiously optimistic going into the end of this year and next year. You can’t write off everything, even with a lot of the things that have been kind of negative.”
For Canadian dealers, some of the dynamics identified by Cox may look familiar. Recent Canadian Black Book data has shown continued demand for high-quality used vehicles, while affordability remains an important consideration across the market. CBB’s latest weekly report also put the average used-vehicle listing price at about $38,500. While the two markets are distinct, the U.S. trend toward older, more affordable vehicles provides another signal for Canadian dealers to watch as consumers weigh vehicle prices against the broader cost of ownership.
