William Nash on pricing strategy
From $KMX CarMax Q2 2026 Earnings Conference Call · · EARNMOAR
“In the second quarter, we responded by lowering retail margin to drive sell through and we intentionally slowed buys to balance our inventory with sales; this strategy has worked as both price competitiveness and inventory position have improved.”
On , William Nash, President, Chief Executive Officer & Director at Carmax Inc, spoke about pricing strategy during $KMX CarMax Q2 2026 Earnings Conference Call on EARNMOAR.
About William Nash
Bill Nash, president and CEO of CarMax, has emphasized the company’s focus on vehicle affordability and its omni-channel shopping experience amid ongoing macroeconomic pressures. During earnings calls in fiscal 2025 and 2026, Nash stated that the company is responding to elevated used-car prices and higher interest rates by lowering retail margins to drive sell-through and intentionally slowing buys to balance inventory. He noted that CarMax achieved approximately $125 per unit in cost savings in fiscal 2025 and expects to achieve at least another $125 per unit in fiscal 2026, exceeding an initial $200 target. Nash also highlighted the company’s credit expansion efforts, including testing new credit scoring models and a new funding method for a portion of its non-prime portfolio, which he said is intended to mitigate risk and support growth of CarMax Auto Finance income. Nash has also discussed the potential impact of tariffs on new car prices, stating that double-digit increases could push some consumers toward used cars, particularly late-model vehicles. He attributed the company’s performance to its associates and culture, and expressed confidence in CarMax’s strategy to deliver high-teen EPS growth with mid-single-digit retail unit growth. In fiscal 2026, the company revised its combined unit sales target to a range of 2 to 2.4 million units, with revenue between $33 billion and $45 billion, reflecting what Nash described as ongoing volatility in consumer demand and vehicle pricing.