Dealers face new challenges as inventory stabilizes and buyer choices expand
Work Truck Solutions®, a leading commercial vehicle authority, has released its Q2 2025 Commercial Vehicle Market Analysis, highlighting continued strength in the new commercial vehicle market and its ripple effects across the used sector. With inventory level stabilization, the commercial vehicle ecosystem is showing signs of healthy alignment—as robust new vehicle sales are beginning to replenish used inventory and drive movement across both segments.
New Work Truck and Van Market
New vehicle pricing continued its gradual rise, with the average final price increasing by 0.4% quarter-over-quarter (QoQ) and 0.3% year-over-year (YoY) to $59,842. On-lot inventory per dealer dipped slightly from Q1 (down 0.6%) but remains significantly higher year-over-year (up 14.7%).
Sales activity picked up, with units moved per dealer rising 12.5% from Q1 and 35.0% year-over-year, reflecting operational demand, as well as a likely number of pull-ahead sales due to tariff concerns. Still, Days-to-Turn (DTT) rose again—up 17.4% from last quarter and 69.7% compared to Q2 2024—revealing slower commercial vehicle inventory turns despite higher sales as pockets of inventory remain mismatched to their market demand.
Used Work Truck and Van Market
Used vehicle pricing continued to soften, falling 1.7% from Q1 and 2.9% year-over-year to an average final price of $34,456. Used inventory per dealer remained nearly flat compared to the first quarter of the year, after dipping in the final two quarters of 2024, while sales ticked upward by 4.5% QoQ and 10.5% YoY. Despite an anomalous uptick in Q1 2025, DTT, as expected, continued to decline overall, dropping 5.6% YoY.
Median mileage of used commercial trucks and vans dropped 10.8% QoQ, but is still up 5.1% YoY. The quarterly drop in mileage is likely a result of more businesses trading in fleet vehicles in general, and doing so earlier than during the “pandemic era” when on-lot inventories were dramatically impacted by supply challenges.
Commercial BEV/HEV Market Insights
New commercial battery electric and hybrid vehicle (BEV/HEV) pricing saw a substantial uptick, with new prices rising 1.8% QoQ and 19.1% YoY to an average of $57,513. Conversely, used commercial vehicle prices in this segment fell 0.64% QoQ and 3.7% YoY.
As more alternative fuel vehicles come into the market, Work Truck Solutions will offer further insights into the commercial BEV/HEV sector.
Industry Perspective
“Although sales across most body types remain strong, the continued rise in new vehicle Days-to-Turn tells an important story,” said Aaron Johnson, CEO of Work Truck Solutions. “While not a slowdown, there are more vehicles on the lot, more choices for buyers, and more competition among commercial vehicle dealers.”
Johnson continued, saying, “For dealerships, this means the landscape is shifting. Success will hinge on how well they differentiate and adapt—whether through pricing strategies, inventory mix, digital merchandising, or more likely, a combination of all of these. The same tools that helped dealers thrive during leaner inventory times are at least as essential, if not more so, in an environment of increased competition. Visibility, agility, and customer engagement aren’t just advantages—they’re requirements.”
