Volvo Cars of North America Inc. asked dealers at the make meeting Sunday to emphasize used-car sales more this year.
Higher used-car sales would help dealers offset softer new-car sales. At the same time, Volvo Finance North America Inc. wants dealers to sell as many off-lease cars as possible so Volvo Finance doesn't have to auction them off.
Boston dealer Ray Ciccolo said dealers are worried about the leasing market, since GE Capital Auto Financial Services announced in November that it is quitting the auto finance business.
Several other lenders have quit or pulled back on leasing.
Volvo CEO Mark LaNeve said Volvo continues to offer leases with factory incentives, "but we're not going to be crazy about it."
Volvo sold a record 123,178 new cars in 2000. That was 5.6 percent ahead of 1999 but short of Volvo's goal, announced at this time last year, of 145,000 units.
In January, Volvo's U.S. sales were off 15.1 percent to 8,175.
"We've been participating in marketing used cars for several years," said LaNeve. "But we will have a more complete program in just about every respect — warranties, merchandising, training, inspections. It will be a better partnership."
Ciccolo, who owns Boston Volvo Village, said Volvo did not give details of the plan at the make meeting, and added: "We expect to hear the details in April."