Pent-Up Demand Swells During Government Shutdown, CNW Reports
CNW Research says the government shutdown was like ‘putting a dam on a river.’ But when will that pent-up demand be released?
BANDON, Ore. — The 16-day government shutdown, which ended on Oct. 16, may have caused more consumers to delay their car purchases, but it also caused pent-up demand to swell, CNW Research reported this week. The firm’s short-term outlook for vehicle sales: cloudy.
“As more Americans begin considering a new-vehicle acquisition, the number reported increases. That’s the normal condition of things,” wrote CNW’s Art Spinella in his firm’s monthly newsletter. “But the government slowdown was like putting a dam on a river, causing pent-up demand to swell to 128,600 from September’s 109,500. A year ago, pend-up demand was 102,500.
“Effectively, the indication is that the mess in Washington, D.C., kept people on their couches instead of in showrooms.”
So when will those consumers come back to the market? And will they return in time to impact October sales numbers?
Since February, purchase delays have declined virtually every month from nearly four months to 2.89 months in September. Spinella estimated that the government shutdown pushed purchase delays to 3.4 months.
“Simply translated, it means those people who put off a vehicle acquisition are now planning to wait until next year to reenter the marketplace,” Spinella wrote. “Will that change because the government is fully operational now?”
A survey conducted by CNW after the government slowdown showed a slight decline to 3.38 months. But with the holiday season approaching, Spinella wondered if other financial considerations will rise to the top of consumer budget demands.
“As CNW mentioned in its Retail Automotive Summary three years ago, while Americans at that time claimed they were going to save more in the future, the reality is the use of credit is skyrocketing. At least until the government shutdown,” Spinella wrote. “So the underlying condition is one of spending rather than saving.
“Auto sales should, if this holds, return to an upward movement in 2014.”
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 →