Carvana new sales strategy turns dealership into ‘playground’

DALLAS — Carvana is aiming to bring its online strategy for selling used vehicles to sales of new cars and trucks.

But don’t expect the company to actually sell you a vehicle at one of its seven Stellantis franchised dealerships.

Instead, the online vehicle retailer said it intends to use such dealerships as service locations, test-drive centers and potentially “playgrounds” for consumers to decide what vehicle they would like to buy through Carvana’s online platforms, marking a stark contrast from how traditional franchised dealers handle new products.

“Every single car that we sell, whether it’s used or new, is online,” Tom Taira, Carvana president of special projects who’s leading the new vehicle operations, told CNBC during an interview at its franchise in Texas. “That’s a very inherent difference. Even coming into the store, you’re buying it online, and that’s a big difference in how people think about it.”

Shares of Carvana fell 10% during trading Wednesday, which coincided with CarMax, the company’s largest rival, beating Wall Street’s quarterly expectations but reporting margin pressure and declining gross profit per retail used vehicle.

Through its used vehicle sales, Carvana has become the most valuable auto retailer in the U.S. with a more than $70 billion market cap. Carvana’s target with the new vehicle business is to grow its market share and customer base as well as assist used vehicle sales through trade-ins and other means, according to Taira.

If the company is successful, the strategy could cause a ripple effect across the U.S. franchised dealership model, which the National Automobile Dealers Association says includes 16,990 retailers that topped $1.3 trillion in sales last year.

This week marks the first time Carvana has publicly talked about its plans for new vehicles since it purchased its first Chrysler-Dodge-Jeep-Ram franchised store for Stellantis early last year in Arizona. Its network has since grown to other Carvana-popular markets in Sacramento and San Diego, California; Dallas; Atlanta; Cleveland; and Boston. 

“When we got into new cars, we said the only way we’re going to make this happen is to ensure that it goes the Carvana way. That we actually sell cars exactly the same way that we do to used car customers,” Taira said during a media event at its Dallas location. “Why break something that already works?”

Carvana spent roughly $171 million on its acquisitions of new Stellantis vehicle franchised dealerships, excluding its most recent purchase of a retailer in Ohio, according to public filings. The company declined to disclose any further…