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Class 8 Truck Sales Decline 11.8% as Fleets Delay Purchases
Executives Point to Freight Uncertainty and Softer Demand
Key Takeaways:
- U.S. Class 8 retail sales fell 11.8% year over year in April but increased 6.6% from March, according to Omdia Automotive.
- ACT Research cut its annual sales outlook as fleets reduced capital spending amid freight market uncertainty.
- OEM executives cited stabilizing demand, normalized inventories and expectations for stronger sales later in the year.
U.S. Class 8 retail sales fell below the prior-year level as buyers continued to wait for a more sustained freight market recovery in April.
Omdia Automotive data showed sales decreased 11.8% to 15,941 units from 18,078 in 2025. Sales have trended below the previous year since June 2025, but they increased 6.6% sequentially from 14,952. Year to date, sales are down 18.2% to 56,168 from 68,680.
“We’re saddled, I think, with the same challenges that we’ve had for quite some time,” said ACT Research Vice President Steve Tam. “The fleets that we’re talking with, the buyers that we’re talking with, they’ve cut their [capital expenditures] for this year.”
Tam added that truck manufacturers are still selling trucks, just not as many as expected. He described this as a double-edged sword: Sales are down, but in a way that further squeezes capacity, which helps carrier profitability. He sees uncertainty in the freight market and the broader economy but also signs of improvement.
“We’ve taken a step in the right direction, but it’s a tentative step,” Tam said. “If we continue to see improvements in those underlying fundamentals, then the steps become more intentional.”
ACT Research forecast truck sales of about 225,000 units for the year. But sales figures so far have put the projected total closer to 200,000. Tam noted that the industry typically sees weaker sales during the first half of the year, with momentum building in the latter half. He has observed these freight seasons flatten out in recent years, but buying behavior hasn’t yet caught up.
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Tam
“Historically, we see sales retrench a little bit in the April time frame,” Tam said. “That, I think, can be taken as a positive sign that heads are starting to get in the right place.”
Daimler Truck North America brand Freightliner claimed the largest market share with 5,342 trucks sold, representing 33.5% of all sales, according to Omdia data. That reflects an 18.5% decline from 6,551 the prior year. Western Star, also a DTNA brand, dropped 33.1% to 709 units from 1,059.
“April results reflect a market that is beginning to stabilize, with sequential improvements suggesting underlying demand is firming,” said Justina Morosin, senior vice president of sales and field operations at International Motors. “However, retail sales continue to lag those demand signals as production/supply constraints, fleet economics and delivery timing remain key factors.”
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Morosin
International leadership has noticed a higher mix of retail deliveries to larger fleets than to smaller operators, which is typical in the early stages of a recovery. Morosin also has seen operating costs disproportionately pressuring small fleets and owner-operators in a way that has accelerated capacity exits that larger fleets can better withstand with surcharges and scale.
“At the same time, dealer inventories have largely normalized from 2025, which is another great sign of retail momentum,” Morosin said. “Industry progress is evident … This is driven by sustained tightening in the contract-spot rate spread.”
Morosin added that once replacement levels are reached, the key question will be whether the industry can sustain peak output amid supply chain and labor constraints. She also pointed out that vocational remains in expansion, while medium-duty fluctuates below replacement demand.
“Going forward, the pace of retail recovery will depend on how consistently demand translates into build-and-delivery activity,” Morosin said.
International sales surged 40.8% to 1,851 units from 1,315. Peterbilt Motors Co. sales declined 17.1% to 2,567 from 3,096. Kenworth Truck Co. sales decreased 17.1% to 2,519 from 3,038.
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Randall
“April retail sales showed continued month-over-month improvement, though year-over-year comparisons reflect the profitability headwinds and soft freight demand fleets are still working through,” said Jonathan Randall, president of Mack Trucks North America. “The industrial and construction sectors are firming, which is encouraging for near-term freight volumes.”
Randall also is keeping watch on consumer spending and expects improvement to continue as freight demand gradually builds and prebuy activity picks up. Mack Trucks’ sales declined 5.6% to 1,420 units from 1,504. Volvo Trucks North America sales increased 0.3% to 1,515 from 1,511 units. Mack and VTNA are brands of Volvo Group.
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Koeck
“Class 8 retail sales in the U.S. and Canada totaled 17,820 units in April, which is down compared to the same period last year,” said Magnus Koeck, vice president of strategy, marketing and brand management at VTNA. “At the same time, April showed a modest improvement from March.”
Koeck has seen fleets taking a cautious approach when it comes to new truck deliveries. He noted that rates remain under pressure, even amid meaningful improvements. He suspects overall profitability needs to improve but is optimistic retail sales will grow monthly.
“We will see significantly improved retail numbers during the second half of this year,” Koeck said. “Fuel efficiency and total cost of ownership remain key priorities for customers in this environment.”
