As Chinese-made vehicles capture a record share of the Australian new-car market, we sat down with James Perros, co-founder at new-vehicle sourcing service Auto Fetch, to find out what's actually happening on dealer floors, and where the headlines don't quite match reality.

The media narrative right now is all EV, all the time. Is that what you're seeing in actual orders?

Nationally, sure, it’s been a genuinely big shift. But there's more to the market than just EVs. Diesel not only saw an increase from the previous 12 months average, but our diesel order percentage was the highest compared to any other individual category. The construction, towing, and 4x4 segments aren't moving the way the passenger and SUV markets are, and it's a big enough segment in Australia that it's worth paying attention to, not just folding into the national average.

What's happening with stock and wait times at the moment?

Overall it's pretty healthy. Toyota's still hard to get for certain models like the Prado and even some Hiluxes. Some of the Chinese brands can be a bit patchy too, depending on the model.

Anything surprised you about what buyers are prioritising this year?

Not really…value for money is the clear winner in this climate, consistently. What has surprised me is how much risk buyers are willing to take on brand-new brands coming into Australia without knowing how they'll actually hold up in things like resale value, reliability, (the stuff you only find out a few years down the track).

How are dealers responding to the shift toward Chinese-made brands?

We're seeing a lot of legacy brands come back with sharper discounts and offers to compete. And on the franchise side, some dealer groups are actually dropping legacy brands to pick up new Chinese franchises instead. A discount is easy to wind back, but swapping which brand you sell is a sign of dealers putting more skin in the game and betting on the future.

What's one thing you wish more buyers understood before they start shopping?

Don't just chase the best discount or the lowest price. Do your research on reliability, and make sure it's actually a car you feel comfortable driving. Buying the wrong car because it looked like the best deal is an expensive mistake. Price and value matter, but they're not the only thing that matters.

Where do you think the market's heading over the next 12 months?

Honestly, I'm not certain. I expect legacy brands will keep coming back with sharper offers and new models to compete with the Chinese brands. We'll also see a lot more EVs and PHEVs coming through because of emissions standards. What it really comes down to is how the newer Chinese brands hold up over the next year or two. Will they still be reliable once they’re a few years old? If they hold up, they keep winning. If they don't, buyers will remember.

What's your message to buyers navigating all this right now?

Don't try to figure it all out alone. The market's moving fast. New brands are coming in, legacy brands are repositioning, wait times are different for every model, and most buyers don't have the time or the industry access to track all of that properly. That's exactly why we started Auto Fetch. We work across the whole dealer network, so we can tell someone honestly whether a car's worth the wait, whether a new brand's actually a safe bet right now, or whether there's a better option they haven't even considered. Having someone in your corner who does this every day makes a real difference.