Used vehicle auction prices on the rise in anticipation of tariff-induced hikes
By Breana Noble, The Detroit News
Hundreds of used vehicles rolled through the auction aisles of Manheim Detroit on Thursday as dealers in person and online scrambled to make their bids to shore up inventories in anticipation of price increases.
Average used vehicle list prices are up slightly year-over-year at $25,547, according to Cox Automotive Inc., a dealer digital services provider that owns Manheim and its 79 U.S. auction sites, which handle more than 7 million vehicles per year. The increase represents a reversal as used prices had fallen over the past couple of years after hitting a peak during the pandemic. But President Donald Trump’s tariffs have spooked buyers, prompting a surge in new and used vehicle purchases with consumers hoping to get ahead of larger price increases.
“We’re trying to get caution out there, but we’re not trying to spread any kind of concern that there’s a collapse coming,” said Charlie Chesbrough, a senior economist at Cox, which is forecasting a 1% increase in used vehicle sales in 2025 compared to last year. “It’s just going to be a challenging couple of months here over the summer.”
The Manheim Used Vehicle Value Index that assesses the wholesale prices of used vehicles at Manheim auctions reversed course in April after declining in February and March. It spiked 2.7% month-over-month compared to a typical monthly movement of about 0.3%, as prices rose almost 5% on average. The frenzy has slowed a bit since April with the index falling 1.1% in a mid-May report shared this week. But the index still remains 4.4% higher than it was a year ago.
It typically takes four to six weeks before changes at auction are reflected in retail transactions, Chesbrough said: “Our expectation is over the course of the summer, those prices are going to rise even more quickly.”
In Carleton on Thursday morning, auctioneers rambled 250 to 400 words per minute to secure bids within 1 minute from dealers across the country for used vehicles from automakers like Ford Motor Co. and General Motors Co., rental car companies, banks and other dealers. About 72% of Manheim’s vehicle sales are done online.
Established in 1992, the 250-acre Manheim Detroit has three sales days per week for licensed dealers. Whether a company vehicle, a trade-in, a repossession or a fleet retirement, 1,800 vehicles or more hit the block each of those days. Vehicles sell anywhere from $200 to salvage dealers to $450,000 for a Lamborghini recently. Most vehicles passing through are about three years old.
“Every car will sell,” said Keith Winningham, assistant general manager at Manheim Detroit. “It may not be today. Maybe it’s next week. The market’s constantly changing.”
Manheim Detroit is unique because of the business it does with manufacturers and the Canadian dealers that sell in its auction. Despite tariffs and trade tensions between the United States and Canada, sales from Canadian dealers are up this year, said Noel Kitsch, general manager of Manheim Detroit Market Center.
Most vehicles sold in Canada are made in the United States (designated by their vehicle identification numbers beginning with a one, four or five). Those can return to the United States tariff-free, Kitsch said, while more Canadian- and Mexican-built vehicles are staying in Canada because of Trump’s 25% auto tariff.
“They started adjusting in October,” Kitsch said about the Canadian sellers. “We have not seen a decrease in Canadian vehicles. As a matter of fact, we’re up year over year in Canadian sales in the Michigan area.”
High interest rates, improved new-vehicle inventories and inflation on other goods contributed to falling used vehicle prices over the past couple of years. The spring usually sees an increase in demand with tax returns hitting consumer pockets, Chesbrough said, and prices have stayed high.
“The used vehicle market is still looking very, very strong in terms of sales out there,” he said. “But the inventory has been drawn down, and that’s creating a situation where the inventory is lean on dealer lots, and they’re going to be less likely to make a deal, because their sales have been going quite well, and their existing inventory is now worth more money, because they know the incoming replacement inventory is going to cost a little bit more.”
Days of used-vehicle supply nationwide is in the 40s, he said, which is down about 20% from recent weeks.
More than a third — 34% — of Americans plan to buy a car in the next 12 months, the highest since 2023, according to auto lender Santander Consumer USA’s Paths to Prosperity survey. Some have pulled ahead those purchases in anticipation of increased prices, said Betty Jotanovic, the lender’s president of auto relationships.
But this comes as auto loan delinquency rates have returned to pre-COVID levels. Default rates remain below the norm, but it’s an indication of consumer economic stress, Jotanovic said.
“The consumer is getting behind on their payments,” she said, “but still prioritizing the auto loan over their mortgage or credit card.”
Adding in the uncertainty around tariffs, buyers may adjust their purchases, Jotanovic said: “You’re going to see a shift where maybe your typical new buyer goes to a one- or two-year-old used car, or maybe that one- or two-year-old used buyer goes to a three- or four-year-old used vehicle.”
Fewer younger vehicles are returning to dealer lots in 2025. A sharp drop in leasing through 2022 and 2023 amid a microchip shortage and other supply-chain disruptions, Ivan Drury, director of insights for auto information website Edmunds.com Inc., wrote in a report released Thursday.
In the first three months of 2025, the average sales price of a three-year-old used vehicle surpassed $30,000 for the first time since the second quarter of 2023.
“Due to unexpected market swings,” Drury wrote, “3-year-old lease-return values are coming in higher than automakers originally forecasted — offering some drivers unexpected trade-in advantages.”
That’s incentive for vehicle sellers to send their inventory to auction, and it’s keeping the 320 Manheim Detroit employees busy. The facility has a mechanic shop, a body shop to repair dented and scratched panels, and a paint shop able to spruce up as many as 50 vehicles per day. Manheim inspects about 150 vehicles to grant AAA certification daily.
“If there’s heavy collision on a vehicle, most of those assets are going to be sold as is,” Winningham said. “Most of what we do are cosmetic repairs. If a dealer is out in the lanes, and they’re looking at the car, and the bumper is scratched, it’s got a dent in the door, he’s got to calculate in his head what he’s got to spend on that car No. 1. No. 2, he has to get it repaired. Most body shops at most dealerships are very, very busy. And for him to have to get that into a shop and get it sold takes time. Obviously when they buy a car, the whole concept is to sell it as quickly as possible.”
Ninety-five percent of auctioned vehicles here are detailed on-site. Fixed imaging tunnels leverage 44 cameras and artificial intelligence to help identify damage on the vehicles and pick the best dozen of 2,000 photos captured as the vehicle travels under 10 mph through the tunnel. The chosen images are uploaded within minutes to Manheim’s website for dealers to check out.
Vehicles on average spend less than 30 days at Manheim before heading to a buyer. If a vehicle doesn’t sell, it might go to an auction next week or at another location. Certain electric vehicles stick around longer because of lower demand and to balance out losses for the seller, Kitsch said.
Whether buying at auction or from a trade-in, dealers like Walt Tutak, general manager at Matthew Hargreaves Chevrolet in Royal Oak, have upped their supply of used vehicles. Tutak is at 200 vehicles and could increase his stock to 225, up from a typical 150, in anticipation of tariffs affecting new-vehicle inventories.
“It hasn’t affected (demand) for used cars,” Tutak said about tariffs. “But we need to pay our bills one way or another. If inventories are going to get lowered, we want to be covered selling used cars.”
Tutak isn’t the only one thinking like that, and he recognized that used car prices are going up. But he said he’s willing to compromise on margins per vehicle if he’s selling more of them, he noted, seeing it as a long-term investment in the business.
“They’re going to come back to our dealership,” he said, “and tell friends and family and come to our service department and body shop and parts department. It’s a snowball effect.”