The Wholesale Market Is Changing and Dealers Who Adapt Faster Will Win

The Wholesale Market Is Changing. Dealers Who Adapt Faster Will Win

The wholesale automotive market is moving through a particularly interesting phase right now. While new vehicle supply has continued to improve across Australia, demand for used vehicles remains strong, with many dealers still relying heavily on wholesale channels to maintain quality stock levels. According to the Australian Automotive Dealer Association (AADA), used vehicles continue to play a critical role in dealership operations, particularly as buyers remain value conscious and selective in their purchasing decisions.

At the same time, the market is becoming increasingly competitive. Recent data from Cox Automotive Australia showed used vehicle listings increasing nationally throughout 2025, while average days to sell figures also rose across many segments. This points to a noticeable shift in buyer behaviour. Consumers are still active, but they are becoming far more price sensitive and selective about the vehicles they choose to purchase.

One of the biggest changes we’re seeing across the wholesale space is the importance of speed. The Australian Bureau of Statistics reported more than 1.2 million used vehicle transfers nationally in recent yearly reporting periods, reinforcing just how active the broader used car market remains. However, activity alone no longer guarantees quick movement.

Vehicles priced above current market expectations are often sitting significantly longer than realistically priced stock, creating additional pressure around holding costs and ageing inventory. Dealers are becoming far more strategic about stock turn, with greater focus on accurate pricing, fast decision making, strong presentation, and seamless transactions. Dealer to dealer relationships are also becoming increasingly valuable as businesses look for faster and more reliable ways to source and move stock.

Efficiency is now a major focus across the industry. Rising interest rates and increased floorplan carrying costs over the past two years have added further pressure on dealerships to reduce ageing inventory and move vehicles faster. This has naturally shifted buying behaviour across the wholesale market.

Rather than relying solely on auctions or traditional sourcing methods, many wholesalers and dealers are now actively using dealer to dealer marketplaces every day to secure stock before competitors have the chance. The speed of access to inventory is becoming a genuine competitive advantage.

At Tooti, we’re seeing buyers source vehicles daily across a wide range of categories, from affordable everyday vehicles through to commercial units and specialty stock. The dealers finding the most success in today’s market are not necessarily the largest operations. They’re the ones adapting the fastest to changing conditions.

If you’ve got wholesale ready stock sitting in your yard, now is the time to get it in front of active buyers.

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