2025 in Review: Dealer Takeaways and Defining 2026
Posted Date: 1/20/26
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What Dealers Saw in 2025 and What Comes Next in 2026
As we opened 2026, we asked several of our dealer partners one simple question:
As we opened 2026, we asked several of our dealer partners one simple question:
How would you sum up 2025 in retailing, and what do you expect—or want—from 2026?
The answers were refreshingly consistent. While individual rooftops experienced different results based on brand mix, geography, and inventory access, the broader themes were clear: 2025 rewarded operational discipline, and 2026 will demand even more of it.
What Dealers Told Us About 2025
Across the board, 2025 was a year defined by strong execution under tighter conditions.
The answers were refreshingly consistent. While individual rooftops experienced different results based on brand mix, geography, and inventory access, the broader themes were clear: 2025 rewarded operational discipline, and 2026 will demand even more of it.
What Dealers Told Us About 2025
Across the board, 2025 was a year defined by strong execution under tighter conditions.
- Fixed operations remained a stabilizing force, though growing customer-pay repair order volume required intentional effort.
- New vehicle sales stayed solid, but margin compression and affordability pressures limited upside.
- Used vehicle procurement continued to be a challenge, fla2-20ttening or reducing year-over-year used performance for many stores.
“Fixed operations in 2025 was strong, however continuing to grow customer-pay RO count was a challenge… New car sales were solid, but margins declined greatly as affordability became an issue.” — Chris Wilson
“2025 will be a near-record year for my store. We were way up in volume and gross.” — Bobby Lubbers
“Margin compression amid post-COVID normalization… dealers were winning only through process, speed, and expense discipline.” — Bob Winnett
“I would say 2025 was good – not great – dependent, for us, on brand mix” — Ron Ardissone
What Dealers Expect in 2026
Looking ahead, expectations are more measured but optimistic for disciplined operators.
Many dealers anticipate:
Our goal is to ensure our clients have a full arsenal of operational support, whether conditions accelerate or tighten further.
Built for What’s Next
Looking ahead to 2026, the outlook is realistic but confident. This will be a year that continues to separate strong operators from the rest. Affordability pressures, tighter
inventory, and margin sensitivity won’t disappear, but dealerships that stay focused on people, process, and performance will find opportunity.
At OnSite Dealer Solutions, we’re taking these insights seriously. Our commitment is to stay aligned with our dealer partners, investing in our people, expanding
flexible service offerings, and delivering on-site solutions that help dealerships move faster, operate smarter, and protect profitability.
Whatever the market brings, our focus remains the same: helping dealers operate more efficiently, serving customers better, and building outstanding performance for the long term.
2026 will reward preparation and consistency. ODS is built for that…and proud to stand alongside our partners as they take on the year ahead.
“2025 will be a near-record year for my store. We were way up in volume and gross.” — Bobby Lubbers
“Margin compression amid post-COVID normalization… dealers were winning only through process, speed, and expense discipline.” — Bob Winnett
“I would say 2025 was good – not great – dependent, for us, on brand mix” — Ron Ardissone
What Dealers Expect in 2026
Looking ahead, expectations are more measured but optimistic for disciplined operators.
Many dealers anticipate:
- Lower or flatter new-vehicle volumes tied to affordability and consumer confidence
- Gradual improvement in used-vehicle availability, particularly in the back half of the year
- Fixed operations continuing to do the heavy lifting, especially customer-pay work
- A return to fundamentals where strong operators separate themselves from the pack
“I anticipate 2026 being lower in new car volume due to affordability… and used cars declining because availability remains tight.” — Chris Wilson
“We expect some flattening in new car volume and about a 5% increase in used cars.” — Bobby Lubbers
“2026 should be a fundamentals-driven market—better used turns, disciplined pricing, fixed ops carrying the load.” — Bob Winnett
“2026 will start the same – hope to see interest rates continue to decline (new fed chair). 2nd half of the year will be better as used car availability becomes better… SAAR around 16 million.” — Ron Ardissone
What This Means for Dealerships
The message from the field is clear: 2026 will not be about shortcuts. It will be about:
“We expect some flattening in new car volume and about a 5% increase in used cars.” — Bobby Lubbers
“2026 should be a fundamentals-driven market—better used turns, disciplined pricing, fixed ops carrying the load.” — Bob Winnett
“2026 will start the same – hope to see interest rates continue to decline (new fed chair). 2nd half of the year will be better as used car availability becomes better… SAAR around 16 million.” — Ron Ardissone
What This Means for Dealerships
The message from the field is clear: 2026 will not be about shortcuts. It will be about:
- Maximizing every customer interaction
- Driving efficiency and speed through the service lane
- Improving reconditioning timelines and inventory readiness
- Align staffing, pay plans, and workflows to volume, retention, and throughput, not just front-end gross
How OnSite Dealer Solutions Is Preparing for 2026
At OnSite Dealer Solutions, these insights directly shape how we’re investing for the year ahead.
In 2026, our focus is simple: be a complete, flexible, and scalable support partner for our dealer clients.
At OnSite Dealer Solutions, these insights directly shape how we’re investing for the year ahead.
In 2026, our focus is simple: be a complete, flexible, and scalable support partner for our dealer clients.
That means:
- Continued internal investment in people, training, and technology
- Expanded service offerings designed to adapt as dealership needs shift
- Customized, on-site solutions that help offset margin pressure, labor constraints, and operational bottlenecks before they become problems
Our goal is to ensure our clients have a full arsenal of operational support, whether conditions accelerate or tighten further.
Built for What’s Next
Looking ahead to 2026, the outlook is realistic but confident. This will be a year that continues to separate strong operators from the rest. Affordability pressures, tighter
inventory, and margin sensitivity won’t disappear, but dealerships that stay focused on people, process, and performance will find opportunity.
At OnSite Dealer Solutions, we’re taking these insights seriously. Our commitment is to stay aligned with our dealer partners, investing in our people, expanding
flexible service offerings, and delivering on-site solutions that help dealerships move faster, operate smarter, and protect profitability.
Whatever the market brings, our focus remains the same: helping dealers operate more efficiently, serving customers better, and building outstanding performance for the long term.
2026 will reward preparation and consistency. ODS is built for that…and proud to stand alongside our partners as they take on the year ahead.