Non-Luxury SUV Cross-Shopping: CPO To New

Jeep Wrangler

Among non-luxury SUV shoppers looking to upgrade from CPO models to their new model versions, domestic SUVs (predominantly Jeep, Chevrolet, and Ford) are getting most of the attention and accounting for nearly 70% of the above cross-shopped SUVs.  Additionally, fullsize SUVs are also benefiting from the spotlight where nearly two thirds of the models are cross-shopped with new model alternatives above the average rate.  On the other side of this spectrum, smaller SUVs and Asian imports are cross-shopped at lower than average rate.  To increase upsell opportunities, each brand will need to take advantage of the existing CPO interest and shift shoppers’ attention towards the value of a new vehicle offering  to win the conversion battle.