Used Car Retailer Carvana Sees Potential Business Benefits from Trump’s Tariffs

Automakers are concerned that President Trump’s tariffs on imported vehicles and auto parts could soon drive up expenses and impact profits.

However, one company in the automotive sector sees tariffs as a potential benefit. Carvana, an online used car retailer known for its unusual “vending machine” towers for vehicles, is optimistic.

The tariffs, which include a 25% tax on automobiles produced in Mexico, Canada, Germany, and various other nations, are likely to drive up prices for new cars and trucks, pushing more consumers towards second-hand options. The administration announced on Monday that lowered tariffs on Chinese imports will not affect those on vehicles and auto parts.

“As car prices increase, Carvana finds itself in a relatively advantageous position as consumers seek more affordable and higher-quality vehicles,” stated Ernie Garcia, the founder and CEO of the company, in a recent interview. “We anticipate that this shift will lead more customers to second-hand cars and savings from online purchases.”

Trump asserts that the purpose of imposing tariffs is to encourage manufacturers to produce more goods and create jobs in the U.S., although he also suggests they will help address issues like illegal immigration and drug trafficking.

Automakers are preparing for the anticipated repercussions.

Recently, General Motors indicated that tariffs could elevate costs by $2.8 billion to $3.5 billion this year. Ford, which produces more vehicles domestically than GM, estimates a net cost of $1.5 billion due to tariffs. Toyota, importing many vehicles from Japan, predicted costs of $1.3 billion just for March and April.

Analysts warn that prices for certain imported vehicles might soar by as much as $10,000, and new vehicle sales could slow significantly this year.

Alan Hague from a consulting firm in Fort Lauderdale noted that Garcia’s perspective aligns with consumer behavior trends as retail dealers brace for changes.

“I believe we will see an increase in second-hand car sales due to tariffs, and more customers will flock to Carvana’s website as it remains their primary focus,” he remarked.

However, potential drawbacks exist. Should tariffs lead to a recession or significant price hikes in vehicles, both new and used car sales could decline. Currently, used cars at auctions average about $1,000 more than just two months prior.

Hague remarked that it may take a while for the full effects to manifest, as prices for most vehicles on dealer lots have not yet risen dramatically. The first set of imported models subjected to tariffs, enacted in early April, is just starting to arrive, with customs duties on engines, transmissions, and other parts coming into effect shortly after.

Regardless of the outcome, Carvana finds itself in a stronger financial position than in previous years.

In the wake of the Covid pandemic, which propounded a surge in online used car sales, Carvana became a favorite among investors, resulting in soaring stock prices. However, as demand began to wane, the company faced considerable losses while holding a considerable inventory of vehicles purchased at higher costs.

Simultaneously, rising interest rates followed Carvana’s acquisition of Adesa, a used car auction company, leaving analysts wary of the company’s survival due to the increased debt and losses. By February 2023, inventory levels had plunged.

Nonetheless, Garcia managed to renegotiate debts, lower costs, and streamline Carvana’s operations. Over several months, the company reduced its workforce, sold off inventory, and successfully turned Adesa into a cost-effective supplier for vehicles. Recently, the facility was established at 11 Adesa locations to repair and refurbish used vehicles.

These efforts have begun to pay off. Last week, Carvana announced record figures for the first quarter of the year. Profits reached $373 million, a significant increase from $49 million the previous year, selling 133,898 used cars—46% more than in the first quarter of 2024. The average gross profit per vehicle stood just below $7,000.

The company achieved this by maintaining a leaner inventory, reducing advertising spend, and employing around 4,000 fewer people than three years ago, effectively recovering much of the lost ground.

“From 2017 to 2021, our focus was on growth,” explained Garcia. “Over the past two years, we’ve unlocked efficiency, and that’s driving significant performance improvements.”

Garcia now aims for Carvana to sell between 500,000 and 3 million vehicles annually within the next five to ten years.

Many Wall Street analysts are regaining confidence in the company’s prospects, but a significant challenge remains. Finding skilled auto mechanics is quite difficult, and Carvana will require hundreds more to achieve its aim of refurbishing used cars for sale.

“Labor is a major bottleneck,” stated analyst Ronald George from City in a recent report.

Garcia expresses confidence in Carvana’s revamped business model and believes it will thrive, irrespective of shifts in U.S. trade policies.

“I think it demonstrates that customers are willing to buy cars online and that our online model delivers real value,” he concluded.