Used Class 8 retail sales lose steam in September

ACT Research found that overall Class 8 used truck sales grew 10.2% to 24,900 units from 22,600 the prior year. (Bim/Getty Images)

Used Class 8 truck sales showed a notable sequential slowdown in the same-dealer used retail market in September despite overall gains.

ACT Research found that overall Class 8 used truck sales grew 10.2% to 24,900 units from 22,600 the prior year. Sales were also up 4.6% sequentially from 23,800 units. But the report highlighted that the 5.7% slip in same-dealer used retail truck sales followed a notable decline in August. Same-dealer sales still managed to come in ahead of the prior year.

“The September decline in used Class 8 retail sales was directionally consistent with, but greater than, the typical seasonal drop,” said Steve Tam, vice president at ACT Research. “While auction volumes rebounded in the last month of the quarter, retail and wholesale channels faced continued headwinds.”

ACT Research also reported that the average retail sales price increased 11.5% to $64,007 from $57,383 the prior year but was down 1.9% sequentially from $65,234. Average retail mileage increased 1% to 414,000 from 410,000 a year ago and 1.5% from 408,000 miles in August.

“Higher average miles and an uptick in vehicle age contributed to downward pressure on pricing, but the market’s longer-term trajectory remains positive, reflecting the resilience of carriers navigating a challenging operating environment,” Tam said.

Commercial Truck Trader data reflected those results, with its shopper activity cooling after a strong July and August. It showed per-dealer search activity was down about 18% month over month, and leads were down about 15%. But that activity was still strong overall for the quarter, with per-dealer leads up 21% over the prior quarter and nearly 52% ahead of last year.

“What stands out is that we’re seeing fewer casual browsers and far more serious buyers,” said Charles Bowles, director of commercial OEM at Commercial Truck Trader. “Search and detail-page views per dealer are slightly below a year ago, yet leads, emails and saved listings are sharply higher.”

Bowles added that this describes a market where motivated buyers are competing for a tighter pool of quality trucks. He noted that buyers who are ready to transact move quickly when good inventory is scarce and will pay for the right spec.

“Heading into Q4, I expect demand to stay healthy but uneven,” Bowles said. “Tight inventory should continue to support pricing, while freight conditions and financing costs remain the swing factors for smaller fleets and owner-operators.”

Werner Enterprises CEO Derek Leathers addressed the used equipment market while presenting third-quarter financial results during an investor call. He noted that the market strengthened early in the quarter before leveling off later as fuel prices spiked in September. The trucking company sells used semi-trucks and trailers through its subsidiary, Werner Fleet Sales.

“We realized higher gains on a sequential basis,” Leathers said. “OEM manufacturing constraints, a higher average truck age across the industry and the approaching 2027 EPA emission standards are supportive of demand for high-quality used assets.”

President Donald Trump’s return to office cast some doubt on the new emissions standards, which establish a stricter baseline for heavy-duty engine emissions starting with model year 2027. This resulted in his administration proposing a rollback of certain compliance mandates to help businesses adjust while keeping the overall standard moving forward.

J.D. Power data showed retail selling prices decreased 0.5% sequentially but increased 9.9% from 2025. Wholesale prices decreased 3.4% from the prior month but rose 5.2% from the previous year. Auction prices decreased 4.9% sequentially but increased 24.8% from 2025.

“More new drivers entering the industry needed clean used trucks at a time when inventory was tight,” Chris Visser, director of specialty vehicles at J.D. Power, wrote in the report. “Pricing held firm in September, indicating conditions did not change appreciably. Capacity utilization is at a high level, which should mitigate the value implications of increased trade-ins.”