Fleet buyers underpin market as new car sales rise in September

Australia’s new car market recorded 101,992 sales in September 2025, up 5.1 per cent on the same month last year, according to VFACTS data released by the Federal Chamber of Automotive Industries (FCAI).

Year-to-date, the total stands at 914,439 sales, just 1.4 per cent lower than 2024.

Fleet buyers keep industry moving

Fleet purchasing continues to be the cornerstone of the automotive industry. For the year so far, 49.75 per cent of all new vehicles have been acquired by fleets — almost half of the entire market. This shows the ongoing importance of business, government, and rental buyers in keeping the market stable during fluctuating consumer demand.

For manufacturers, fleet customers are not only the volume drivers but also critical partners in the transition to low- and zero-emission vehicles.

EV and PHEV sales gaining traction

Electrified vehicles are making meaningful inroads into the mainstream market:

• Battery electric vehicles (BEVs) made up 11.3 per cent of September sales, lifting their YTD share to 8.1 per cent.
• Plug-in hybrids (PHEVs) recorded 4,491 sales in September (4.4 per cent of the market), lifting their YTD share to 4.2 per cent.

FCAI Chief Executive Tony Weber acknowledged the growth but argued that more needs to be done to give mainstream buyers confidence. “More needs to be done to give mainstream buyers the confidence to consider EVs in the future,” he said, adding that government support for charging infrastructure was a necessary step.

Fleet demand is reshaping supply

While Weber is right to highlight the importance of charging, his comments underplay a significant shift already underway. The New Vehicle Efficiency Standard (NVES), which takes effect in 2025, is forcing manufacturers to rebalance their portfolios towards cleaner options. This is not just about creating choice for private consumers — it’s directly benefiting fleet buyers, who are gaining access to a broader range of low- and zero-emission vehicles across passenger, SUV, and light commercial categories.

With more than 100 BEVs and 50 PHEVs already available, the supply side of the market is far stronger than it was even two years ago. Fleet procurement teams, tasked with meeting corporate emission reduction targets, now have the leverage to accelerate adoption and normalise EVs in the mainstream.

For many organisations, PHEVs are acting as a bridge technology, allowing fleets to immediately cut emissions if they educate drivers on good charging behaviours. BEVs are also proving increasingly viable in urban and government applications where daily range requirements align with vehicle capabilities.

Market leaders

Toyota led the market in September with 18,318 sales, followed by Ford (8,300), Kia (7,330), Mazda (7,034), and Hyundai (6,501).

The top selling models in September were:

1. Toyota HiLux
2. Ford Ranger 
3. Ford Everest
4. Toyota RAV4
5. Toyota LandCruiser

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