KBB Predicts 16.9 Million U.S. Sales in 2015
Despite predicting that new-vehicle sales will rise above 2014 levels, the vehicle information site believes 2015 will be the slowest year for sales growth since 2009.
IRVINE, Calif. — Kelly Blue Book reports that new-car sales will total 16.9 million vehicles in 2015, up 2.5% from 2014 totals. KBB is also predicting that it will be the slowest year of growth for new-car sales since 2009, a year in which sales declined 21.2%
KBB offer other prediction as well. It said it expects incentive spending to rise to the highest levels since 2004 — averaging nearly $3,000 per unit. The vehicle information site said it also expects the average transaction price to rise this year, which should keep the ratio of incentive spending to average transaction prices at prerecession levels.
Reporting on 2014 trends, the site noted shifts in customer vehicle preference due to cheaper gas prices. The industry saw increased sales in crossovers and SUVs as a result, with sales of small luxury crossover vehicles and SUVs growing 18.6%. Sales in the mid-size segment increased by 12.3%.
Cheaper gas prices also affected other segments, with non-luxury car sales remaining essentially flat last year, up only 0.8%. Hybrid sales fell 11.5% compared with 2013, while full-size car sales dropped 9.8%. Overall, cars made up 46.1% of sales in 2014, the lowest percentage since 2005.
“Consumers shifted toward crossovers and SUVs in 2014 as gas prices fell to the lowest levels in more than five years,” said Alec Gutierrez, senior analyst at Kelly Blue Book. “If gas prices continue to stay at these levels, there will be growing pressure from manufacturers to revisit CAFE standards.”
Also in 2014, the average transaction price was $32,804, as more consumers opted for vehicles with more options.
Daimler posted the largest increase in its average transaction price, which increased by 4.9%. Mitsubishi reported the largest decrease in transaction price, which fell 4.1%.
More F&I

Sell Value, Build Trust
In this video, Trent White explains why selling on value, not fear, builds lasting customer trust, reduces cancellations, and drives long-term success.
Read More →
F&I Sales Give Dealers First-Half Lift
Product business shored up total profits to avoid an overall revenue tanking as product penetrations held steady, StoneEagle reported.
Read More →
Targeted Training Drives Results
Today’s technology, instead of threatening F&I managers, can actually make them better, according to an industry veteran who’s watched market setbacks roil the unprepared.
Read More →
Double the Change, Double the Chance
When an F&I manager gets a customer refusal, it’s a wise move to tweak more than one thing in the product offering.
Read More →
Just Do It
F&I managers need training, but instead of resisting application or expecting perfection, they should improve by simply acting on what they learn.
Read More →
Dealer Lender Preferences Revealed
When lenders provide consistent, fast service, their overall satisfaction scores with dealers greatly improve, according to JD Power research.
Read More →
Leading with Purpose
In this video, Trent White explains how understanding your people’s 'why' is a key leadership responsibility of F&I professionals and how that mindset drives dealership engagement, trust and performance.
Read More →
Integrating Nontraditional F&I Products
The niche presents a strategic advantage for auto dealerships as they move to adapt to fast-changing consumer expectations in today’s market.
Read More →
Trust Is Personal
Technology, no matter how efficient, can’t replace what the human F&I manager can do, which is to bridge the divide between cyberspace and the in-store experience.
Read More →
Amplify 2026 Billed as Turning Innovation Into Results
Reynolds and Reynolds says its annual retail summit will connect dealers with practical strategies, peer insight, and technology-driven ideas.
Read More →