Carvana is pacing toward roughly 800,000 units this year, still tracking its long-stated goal of 3 million annual sales sometime between 2030 and 2035. Three more ADESA sites joined the network, bringing the total to 19, with capacity to support 1.5 million units and room to grow well beyond that.

🎙️ Listen to today's Automotive State of the Union episode for the complete discussion, additional context, and the conversations that shaped our perspective.

Our read on this quarter isn't the revenue line, it's how Carvana moves inventory. Centralized, dedicated reconditioning throughput is what lets a used vehicle reach a shopper fast enough to convert, and any multi-location group sitting on that same volume through a regular service bay is leaving speed, and sales, on the table.

Customers earning over $100,000 grew more than 60% year over year for Carvana as the company leaned into a pricier mix. Those buyers already pay for convenience everywhere else in their lives. The dealers who treat delivery and a frictionless online path as the actual product, not an add-on, are the ones positioned to capture that same growth.

Map your reconditioning path this week. If used inventory routes through the same shop as service work, that's real turn time lost. Then look at your highest-income buyers specifically and ask whether your delivery and online experience are built for them or just bolted on. Carvana's edge isn't its size, it's doing these two things well while its market share is still small enough that any store can compete on execution.