Since Russia began partial mobilization, the demand for cars imported from abroad by higher-bidding entrepreneurs has fallen by about 30 percent. This comes as parallel imports become more accepted by the government for individual buyers, a shift highlighted by Elena Lisovskaya of the Fox rules YouTube channel, who spoke with socialbites.ca about the changing market.
“Demand has dropped a lot. Our sales are down by roughly a third, and dealer sales by about 70%,” Lisovskaya noted.
Similarly, Dmitry Rogov of RogovMobil, a company that handles turnkey car deliveries from South Korea, reported a decrease in activity for buyers after the initial stress of the situation. Yet he observed that the decline in activity among receivers was not as steep as in the first shock period.
“In any sudden event, panic sets in. People worry about immediate concerns, which creates volatility in the market. Then demand falls as individuals shift focus. This time, the swings and the decline were not as extreme as in March,” he suggested.
Much of the current dynamics stem from a middle-class cohort leaving Russia and trying to liquidate valuable assets, including cars. Independent automotive consultant Sergey Burgaziev explained that this behavior has increased the supply in the secondary market. The same sources add that these leaving buyers could later create fresh demand for mid- to high-end new or used cars once the situation stabilizes.
“Those who left officially reduced demand. The higher bid is quite accurate—people who can replace their car within the next couple of months have exited. This trend is likely to persist,” Burgazliev asserted.
Leasing to a car dealership
Andrey Olkhovsky, managing director of the Avtodom Group of Companies, observed more purchase offers as customers sought to liquidate durable goods quickly, with September’s events contributing to a broad dip across many brands.
By contrast, Andrey Terlyukevich, managing director of the AvtoSpetsCentre Group of Companies, reported that until September 20, demand at their dealerships remained stable. Since September 21, however, the market shifted markedly, despite the wide range of vehicles on offer.
Family “Koreans”
Russian buyers have shown diminished interest in European cars, largely because sanctions complicate access to spare parts. Lisovskaya indicated that buyers now tend to favor brands such as Kia, Hyundai, Genesis, Toyota, and Mitsubishi.
At many dealerships, these popular models can fetch prices up to a million rubles higher than previously offered alternatives. Lisovskaya explained, for example, that a high-end Hyundai Santa Fe might sell for roughly a million rubles less at a family dealership than at a premium dealer. The cheaper a model is, the smaller the price gap tends to be; for instance, a Hyundai Tucson could command about 500 thousand rubles more at a dealer.
Importantly, experts note that sourcing cars from Belarus and Kazakhstan has become less profitable, while imports from Europe, the United Arab Emirates, and South Korea face longer wait times. Lisovskaya warned that Belarus, faced with sanctions, is not supplying many attractive used cars and prices are rising as supply tightens. The era of inexpensive cross-border purchases is largely behind them.
Rogov added that by autumn, Belarus and Kazakhstan had become scarcer as car options and are no longer as appealing to business buyers as they were in mid-year or spring. He noted that Belarus increasingly serves as a transit hub for cars arriving from Germany, the UAE, and the USA. While Germany still offers a broad selection, transporting a car from there remains risky if borders close, potentially leaving the car stranded away from Russia.
Experts say larger South Korean crossovers continue to be popular among family drivers, including the latest Hyundai Palisade and Kia Mohave. The most demanded model, according to Rogov’s data, is the newest fourth-generation Hyundai Santa Fe. He pointed out that the more expensive a vehicle, the larger the price differential with dealers can be. For example, a 2018-2020 Kia Optima can incur a price gap of 150-200 thousand rubles, while a newer Hyundai or Kia with richer options could close that gap depending on the exchange rate. For premium models like the BMW X5 or X7, the difference can exceed a million rubles.
Used car prices in August and September rose by about 20 percent compared with May and June, but have since begun to decline as the market thins and liquid inventory dries up. Burgazliev emphasized that the nine-month period shows a sharp drop in both new car sales by about 60.5 percent and the used market by nearly 10 percent, underscoring that those who stay in the country continue to swap vehicles despite broader turmoil.
What does the “gray” import carry?
Today, parallel import models remain part of the Russian market, with vehicles such as Range Rover, Land Rover Defender, Range Rover Sport, the new Jeep Grand Cherokee, the new Volkswagen ID6, and the Audi Q5 E-tron making appearances. Alexei Starikov, deputy general manager for new car sales at Avilon AG, noted that demand has cooled somewhat from peak periods, yet it persists for both new and used cars.
Andrey Olkhovsky of Avtodom Group confirmed that parallel imports continue, though most purchases happen through individuals rather than dealers. Since late September, Avtodom has arranged supplies of certified cars and components through several countries, including the United Arab Emirates, Korea, Serbia, the USA, and others. He added that many vehicles are en route and that buying cars with VAT increases the likelihood of selling through leasing companies.
In summary, the Russian market remains active in parallel imports, but the mix and flow of cars have shifted. Buyers are weighing the trade-offs between price, availability, and brand—and dealers are adapting to a market marked by sanctions, currency volatility, and evolving import paths. Citations: socialbites.ca; RogovMobil; Avtodom Group; Avilon AG; expert commentary from Burgazliev and Starikov.