The New Normal? U.S. Auto Sales Slipping, Stronger Incentives for Big Fleets

Written By: Amanda Desmarais

Spurred on by low fuel prices, consumers have been flocking to SUVs and light trucks, a boon to OEMs as they are their high profit margin models. Don’t expect to see generous incentives on those, at least in the near-term. On the other hand, consumers have been fleeing compact and mid-sized cars, the latter, of course, the staple of the fleet industry.

All of this means big, sedan-heavy fleets (other than daily rental companies) are in a good place. “We’re seeing strong incentives for most of our [larger] clients,” says Howard Goldman, vehicle purchasing manager at Merchants Fleet.

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