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Partner Interview
Published April 13, 2026

Baltics Classifieds Group: Dealer Unit Economics, Margin Pressure & Pricing Power

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Disclaimer: This interview is for informational purposes only and should not be relied upon as a basis for investment decisions. In Practise is an independent publisher and all opinions expressed by guests are solely their own opinions and do not reflect the opinion of In Practise.

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For used and new cars, there is data on Estonian official statistics. I assume you use this database for used cars. How many cars have been sold in Estonia over the last five years, from 2020 to 2025?

For new cars, from 2020 to 2023, it was slowly rising from 18,000 in 2020, to 22,000 in 2021, to 20,000 in 2022, to 22,000 in 2023. In 2024, it was 25,000. It's quite stable in that sense. In 2025, the new car market dropped 50%, to around 13,000 for the entire year.

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We will discuss that later because I assume this is due to new tax implications. And for used cars?

It shows the amount of overall ownership transfers, which are local. Until 2023, there were 60,000 ownership transfers. In 2024, it was 180,000 because of the car tax. Everyone wanted to change their car before 2025. In 2025, it is around 70,000. It has dropped 50% within one year, but it is on the same level as it was before. 2024 was a different year because everyone was afraid of the tax and wanted to complete their car change within 2024.

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