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PPO Morning Brief: Regional Snapshot for Used-Car Dealers
PPO Morning Brief — November 24, 2025
Today we’re zooming out from the single rooftop view and looking at the U.S. used-car market by region — where prices are hottest, where value is hiding, and how days-to-turn and demand differ across the map.
If you’re making inventory and pricing decisions off national headlines alone, you’re already a step behind. The real edge comes from knowing how your region compares to the U.S. average and adjusting your playbook accordingly.
1. National Snapshot: Used Market Still Tight, Turn Slowing
Let’s start with the big picture:
- The used-vehicle inventory at the start of November reached approximately 2.26 million units on dealer lots, representing around 48 days’ supply, marking a new high for 2025.
- The average used-vehicle listing price is hovering in the mid-$25,000 range, with some data sources placing the median closer to $ 18,000, depending on age and mix.
- For 3-year-old vehicles, the average transaction price is about $31,067, up ~5% year over year, but days to turn have stretched from 37 to 41 days — the slowest Q3 pace since 2017.
- Used EVs are the standout, turning in roughly 34 days on average, faster than any other powertrain.
So nationally, we’re looking at a market where prices are sticky, inventory is high, and turns are slowing. That’s exactly why the regional view matters.
2. Regional Pricing Snapshot: Who’s Paying More (or Less)?
Recent nationwide studies of used prices by state show a clear spread in affordability across regions. Some markets are effectively “on sale” for used cars, while others are paying a premium.
Directionally, here’s how it shakes out:
- Northeast (e.g., DE, NJ, PA): Among the cheapest used prices in the country. Strong region for value buyers and, if logistics work, for sourcing inventory.
- Midwest: Slightly below the national average on pricing. A lot of older, higher-mileage units, but still solid value if reconditioning is dialed in.
- South: Roughly at the national average, with a wide mix of payment-focused buyers and strong truck/SUV demand.
- West (including high-cost states like AK, AZ, WY): Among the most expensive used markets, driven by higher incomes, lifestyle segments, and limited supply in some areas.
The takeaway: the same unit is not worth the same money everywhere. If you’re part of a group or you buy cross-region, this matters a lot.
3. Regional Days-to-Turn: Where Aging Risk Is Highest
Nationally, 3-year-old units are taking about 41 days to sell on average, up from 37 days a year ago. But that average hides important regional differences.
Here’s a directional view:
- Northeast: Strong demand for sub-$25K and older units. When you get the price and payment right, the turn can be faster than the national average. The risk is in overpricing late-model units in very payment-sensitive pockets.
- Midwest: More balanced supply, but aging risk shows up on mid-priced sedans and crossovers that don’t stand out in photos or price. Great region for value merchandised properly; dangerous if you ignore aging metrics.
- South: Big truck/SUV appetite, but buyers watch payment closely. Days-to-turn stretch quickly when you ignore price-to-payment or sit too high over market on lifted trucks and big SUVs.
- West: Higher prices and strong demand in key metros, but also big risk if you over-index on high-dollar units without a clear value story. EVs and late-model imports can still move quickly if merchandised right.
The point isn’t that one region is “good” or “bad.” It’s that your turn strategy has to match your regional reality.
4. How to Use This Regional View in Your Store Today
Here’s how to turn today’s snapshot into action at your rooftop:
- Benchmark your store against the national + regional averages. Where do your prices and days-to-turn sit versus the big picture?
- Rebuild your inventory stack by payment band. Especially in the South and Midwest, your $450–$650/mo stack matters as much as model mix.
- Look at aging through a regional lens. If your region typically turns in 36–40 days and you’re sitting at 55+, that’s not “just the market”—that’s a store issue.
- Make cross-region sourcing intentional. If you can move value units from expensive regions to cheaper ones (or vice versa) inside a group, there’s real spread to capture.
- Adjust your merchandising story by region. In high-cost markets, lead with convenience, time savings, and selection. In value-driven markets, lead with payment, cost-to-own, and transparency.
5. Download the PPO Regional Snapshot Checklist
If you want a simple way to operationalize this every morning, I built a one-page PPO Morning Brief — Regional Used-Car Snapshot Checklist.
- National vs regional benchmarks
- Inventory and aging checks by segment
- Daily pricing and merchandising action items
- Team talking points for your sales/desk huddle
Download the PPO Regional Snapshot Checklist (PDF)
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