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Q4 2020 Aftermarket Trends: Full-Sized Pickups Remain at Top, While Sweet Spot Grows

Published: March 31, 2021 by Guest Contributor

The automotive industry have been working to keep tabs on the changes that have occurred over the past year; changes that demonstrated we are in a totally different landscape than before. Understandably, there is a lot of focus on new registrations, loan amounts and finance trends. But there is also a need to dig into what vehicles are currently on the road, and what those trends mean for the aftermarket.

According to Experian’s Q4 2020 Market Trends Review, there was a total of 281.4 million vehicles on the road in Q4 2020, up from 279.6 million the previous year.

And while all vehicles on the road could potentially need service, the aftermarket has a special focus; vehicles that fall within the aftermarket “sweet spot,” those that are in the six-to-12-years old range and may need maintenance in the coming months or years.

In Q4 2020, 86.5 million vehicles, or just over 30% of the vehicles in operation, fell within the sweet spot. And for aftermarket professionals, that’s a significant number of vehicles that could require servicing. But in order to fully understand the opportunity, you need to know which vehicles are currently on the road. For example, full-sized pickups are the largest segment of vehicles in operation but the third largest segment of vehicles in the sweet spot (14.9%). Mid-range cars (23.9%) claim the top spot for sweet spot vehicles, followed by CUVs (21.5%) second, small cars (13.2%) fourth and SUVs (10.1%) fifth. Differentiating between the current market and the sweet spot is crucial for aftermarket businesses to have a clearer, and more accurate, idea of what future service and maintenance needs may be.

While there is opportunity in those vehicles presently within the sweet spot, it’s equally important for aftermarket professionals to prepare for the future. The next several years will bring even more vehicles into range. As it stands, 2016-2019 model year vehicles each have over 16 million vehicles poised to enter the sweet spot in the future, making up an average of 64 million pre-sweet spot vehicles.

COVID-19 deeply affected the automotive industry over the past year, however the industry has made an impressive recovery. We’re continuing to navigate a different environment than prior to the pandemic. Aftermarket businesses and dealer service centers can navigate this new landscape by leveraging data in order to better anticipate the needs of consumers, and drive business growth in the coming years.

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From shifting consumer preferences to aging vehicles reshaping service demand, data from the second quarter of 2025 revealed a dynamic landscape where new and used vehicle registrations grow, and the aftermarket “Sweet Spot” becomes a rich source for service providers. Experian’s Automotive Market Trends Report: Q2 2025 found that light-duty vehicles reached 293.5 million, up from 291.1 million through Q2 2024. This growth can be attributed to the 16.3 million new vehicle registrations and 39.5 million used vehicle ownership changes, demonstrating a healthy turnover in the market. Taking a closer look at the registration trends, new vehicle registrations saw a 7.7% year-over-year increase, reaching 4.2 million through Q2 2025. Meanwhile, used vehicle registrations also slightly increased by 2% from last year, rising to 10.2 million this quarter, as buyers continued to seek pre-owned options amid conversations around affordability. Leveraging aftermarket trends for service opportunities As vehicles age and warranties expire, there is a natural shift to aftermarket services, and the continuous growth in the aftermarket sweet spot shows that consumers are willing to keep their vehicles for longer periods of time, as long as they’re still functional. The aftermarket sweet spot is made up of vehicles aged 6-to-12-years old and are typically out of manufacturer warranty, making them prime candidates for aftermarket services. For instance, 35.5% of all light-duty vehicles on the road fell into this category through Q2 2025, signaling an opportunity for service providers and parts manufacturers. With total vehicle registrations on the rise and more vehicles entering the aftermarket sweet spot, it gives automotive professionals in all stages of the buying journey an opportunity to capitalize on these positive trends and meet consumers where they are needed the most. To learn more about vehicle market trends, view the full Automotive Market Trends Report: Q2 2025 presentation on demand.

Published: September 22, 2025 by John Howard

Collaboration between financial institutions and tech companies is essential to stay competitive and enhance the consumer experience.

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Without data, anticipating buyer behavior in the months ahead can be challenging. While some OEMs had record sales¹ this spring, it remains critical to identify who’s in the market—whether to purchase or service their vehicle. With tax refund season in the rearview mirror and summer promotions approaching, consumers may be weighing their next move. Some could have “one foot in the showroom door” while others are waiting to see which dealer delivers the most compelling offer. Meanwhile, 41% of drivers choosing to keep their vehicles longer² are likely focused on maintaining them. So how can you best position yourself?  Explore These 3 Strategic Moves to Navigate This Summer:  Firm up your Service Marketing Plan: With summer road trips on the horizon, your customers may be in the market for services like A/C repair, wheel alignment, tire rotation, engine cooling, oil changes, multi-point inspections, and more. Discover who’s most likely to need service in the next 30–60 days with Experian Automotive’s AutoAudiences. Understand Customers’ Communication Preference: To effectively target your audience, start by understanding how they would prefer to communicate. As Car Dealership Guy puts it, “The shift in consumer preferences is undeniable and generational.”³ Experian Automotive’s Product Management Director, Kirsten Von Busch echoes this, adding, “Understanding generational differences is crucial to developing effective marketing strategies that resonate with each group’s unique preferences”. Experian’s Automotive Consumer Insights support this approach with data-driven messaging and communication channel recommendations.  Focus on Growing Market Share with Mid-Year Auto Trends: Two purchase types that are trending in the beginning half of the year include Leasing⁴ and Trade-In. Whether you have EVs or AWD vehicles on your lot, consider (A)ll (W)eather (D)eals that can (1) Supersede those in your backyard as part of your Conquest strategy and (2) Build upon your “Why Buy” dealer loyalty.  Experian Marketing Engine powers automotive marketing by helping automotive marketers identify the right audience, uncover the most appropriate communication channels, develop messages that resonate and measure the effectiveness of their marketing activities. Timing is everything, so start Targeting and Conquesting in your Market today!  Sources:  http://www.autonews.com/retail/sales/an-april-us-sales-2025-0501/  https://news.dealershipguy.com/p/3-real-time-shifts-in-car-buying-behavior-post-tariff-announcements-2025-05-01  https://news.dealershipguy.com/p/dealers-are-saving-thousands-in-labor-in-fixed-ops-2025-05-30 https://www.experian.com/blogs/insights/auto-the-current-state-of-ev-financing-why-more-consumers-are-choosing-leasing/

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