Can X2 be a volume player in the U.S.?

PALM SPRINGS, California — The X4 and X6, BMW's "sports activity coupes" with raked-back rooflines, historically have sold in modest numbers. Hopes are higher for their new baby brother — the X2, which went on sale in the U.S. and Europe this month.

"That might become our future volume car, frankly," said Patrick Womack, chairman of the BMW National Dealer Forum and general manager of Laurel BMW of Westmont, in Illinois. "It might replace the 3 series in volume."

Kuhnt: Reason for optimism

That's a tall order. BMW sold 59,449 units of the 3 series in the U.S. last year. But the X2 lands in the fast-growing compact crossover segment. The larger X3 also falls into that category, and BMW sold 40,691 of those last year. The X1, the front-wheel-drive crossover on which the X2 is based, tallied 30,826 sales in 2017.

By contrast, BMW sold just 5,198 X4s and 6,780 X6s last year. Topping those numbers seems more than doable for the generally well-received X2, which has sportier styling than the less-expensive X1.

Although they aren't sharing sales estimates, BMW executives in the U.S. say they are counting on the X2 to conquest buyers from other brands and become a substantial part of the automaker's business.

"The reception from the dealers and our focus group of customers made us very optimistic," said Bernhard Kuhnt, CEO of BMW of North America.

BMW will sell about 62,000 X2s globally this year and 84,000 next year, according to IHS estimates. The forecasting firm expects BMW to sell 251,000 X1s this year and 230,000 in 2019.

On average, the X2 in Europe will cost about 1,500 euros more than a comparably equipped X1. Last year, the X1 became BMW’s best-selling SUV with more than 296,000 sold globally, the company said.

Luca Ciferri contributed to this report

You can reach Amy Wilson at awilson@crain.com.