
From Uncertainty to Confidence: Sales and F&I’s Role in Today’s Market
Buyer energy is high—and the numbers back it up. The used-car market picked up speed in March, with retail used-vehicle sales climbing over 9% from February, with 1.66 million units sold across franchised and independent lots. Certified pre-owned sales rose even faster, jumping 21% month over month and 6.4% year over year. The surge in tariff and tax refund car sales is driving this momentum—some buyers are making the most of their refunds, while others are acting early to avoid potential price hikes tied to tariffs or supply chain shifts. Whatever their reason, one thing is clear: people are ready to