0:00 / 0:00
2026 Car Market CHAOS Ford & Mazda Dealer Explains | Episode 999

2026 Car Market CHAOS Ford & Mazda Dealer Explains | Episode 999

CarEdge Live Jan 23, 2026 31 min
0:00
0:00

About this episode

Insights from Joe Lewis of JC Lewis dealerships reveal the evolving dynamics of the car market as 2026 begins. With a shift from a seller's to a buyer's market, Joe discusses inventory challenges, particularly for Ford and Mazda, and the impact of tariffs on vehicle availability. He shares details on new and used car sales, including the struggles with negative equity and the strategies dealerships are employing to adapt. The conversation highlights the importance of understanding market conditions and how they influence pricing and sales tactics.

Filter:
|
Technical Too Afraid to Ask
Car

Tata Motors Aria

"... or grab the controls yourself. You can also tell Aria, your AI agent, what you're thinking. And everyth..."

The Tata Motors Aria is a type of SUV made by an Indian company called Tata. It has a lot of space inside and is designed to be comfortable for passengers, but it hasn't sold very well outside of India.

Brand

Buick

"Visit your Buick Certified Service Center and ask for a multi-point vehicle inspection."

Buick is a car brand that makes luxury vehicles. It's part of General Motors, which is a big company that owns several car brands.

Term

brake pads and rotors

"...get up to $210 in stackable rebates on batteries, brake pads and rotors, cabin and engine air filters..."

Brake pads and rotors are parts of your car that help it stop. The pads press against the rotors to slow down the wheels, and they need to be replaced regularly to keep your car safe.

Term

cabin and engine air filters

"...brake pads and rotors, cabin and engine air filters, and wiper blades..."

Cabin and engine air filters are parts that keep the air in your car clean. The cabin filter cleans the air you breathe inside, and the engine filter keeps dirt out of the engine.

Term

wiper blades

"...cabin and engine air filters, and wiper blades at participating US GM dealers only."

Wiper blades are the parts on your car that wipe the windshield clean when it rains or snows. They need to be changed regularly to make sure you can see clearly while driving.

Car

Mazda Cx30

"...So, Joe, let me ask you a question if I may. We know that the Mazda CX-30 was a very popular car at one point in time..."

The Mazda CX-30 is a small SUV that offers a mix of space and sporty driving. It's popular for its stylish design and fun-to-drive nature.

Concept

incentives

"Their mindset is the incentives and special interest rates have gotten worse on CX-30."

Incentives are special offers that car companies give to help sell cars. This could be money off the price or lower interest rates for loans.

Car

Mazda 3

"They're making less of them. And the Mazda 3, the hatchback in the sedan went from being one o..."

Mazda is a car company from Japan that makes cars that are fun to drive and look good. They are known for making reliable cars that use less gas.

Term

stair step programs

"...some manufacturers have stair step programs,"

Stair step programs are a way for car manufacturers to encourage dealerships to sell more cars. The more cars a dealership sells, the bigger the rewards they get, like bonuses or discounts.

Term

dealer fee

"But, you know, every car you sell is, you know, another dealer fee you get, another chance you get to get back in financing."

A dealer fee is a charge that car dealerships might add when you buy a car. It can cover things like paperwork and other services, so it's good to know about it because it can make the car more expensive.

Term

financing

"another chance you get to get back in financing. More cars in your backyard means more people returning for service."

Financing is how people borrow money to buy a car. Instead of paying for the whole car upfront, you can pay a little bit each month, usually with some extra money added for interest.

Term

reconditioning cost

"What would you say is your average reconditioning cost for your retail used cars? And just for everyone that doesn't follow the jargon, reconditioning cost is how much money..."

Reconditioning cost is the money spent to fix up a used car so it can be sold. This includes things like repairs and cleaning to make the car look good for buyers.

Term

recon cost

"This can make or break the used car deals, how much your recon cost was. Yeah, so and keep in mind, month to date we're at $1910 and 61 cents average recon."

Recon cost is the money a dealer spends to fix up a used car before selling it. This can include cleaning and repairs to make the car look and work better.

Term

auction

"...no wonder you don't wanna buy cars at the auction because whatever cars dealers typically are sending to the auction are cars that they didn't wanna spend the reconditioning dollars on..."

An auction is a place where cars are sold to the person who offers the most money. Dealers use auctions to sell cars they don't want anymore.

Term

reconditioning dollars

"...whatever cars dealers typically are sending to the auction are cars that they didn't wanna spend the reconditioning dollars on. So you know pretty much you're buying that dealer's headache..."

Reconditioning dollars are the costs that car dealers spend to fix up used cars so they look and run better. It makes the cars more attractive to buyers.

Car

Mazda Cx9

"...I'm looking at one right now, just as an example. It's a 2018 Mazda CX-9 with 134,000 miles car we took in on trade, recon estimate $11,707."

The Mazda CX-9 is a type of SUV that can fit many passengers and has a lot of space for cargo. It's designed for families and is known for being comfortable and practical.

Term

used car price

"...adding another 10% to use car price right up front. So that's incorrect."

Used car price is how much a second-hand car is worth. It can change depending on how well the car is maintained and how many people want to buy it.

Brand

Chevrolet

"This winter, know what your vehicle needs before it needs it. Visit your Chevrolet certified service center and ask for a multi-point vehicle inspection"

Chevrolet is a popular car brand in the United States that makes many types of vehicles, like cars and trucks. They are known for being reliable and affordable.

Term

multi-point vehicle inspection

"Visit your Chevrolet certified service center and ask for a multi-point vehicle inspection"

A multi-point vehicle inspection is a thorough check of your car to make sure everything is working well. It looks at important parts like the engine, brakes, and tires.

Car

Mazda Cx90

"because if you're off, for instance, on that CX-90 you're talking about or CX-9 you're talking about,"

The Mazda CX-90 is a bigger SUV made by Mazda that is designed for families. It looks nice and has lots of features, making it a good choice if you want a comfortable car that’s also fun to drive.

Brand

Ford Motor Company

"Ford Motor Company has publicly come out and said that there is an affordability issue for Ford and that they're going to try to address that."

Ford Motor Company is a well-known car maker in the United States that makes many different types of vehicles.

Term

MSRP

"...begin to build more of your entry-level vehicles at a lower MSRP."

MSRP is the price that the car maker suggests that dealerships sell a car for.

Car

Ford Maverick

"...I loved when they came out with the Ford Maverick a few years ago."

The Ford Maverick is a small truck made by Ford that is meant to be affordable and useful for everyday tasks.

Car

Ford Escape

"...we're seeing the Ford Escape go away now..."

The Ford Escape is a small SUV made by Ford that many people like because it's useful for families and everyday driving. However, Ford has decided to stop making it.

Car

Ford Ecosport

"...and the EcoSport that one away..."

The Ford EcoSport is a small SUV made by Ford that is easy to drive in cities. It's being discontinued, which means Ford will no longer make it.

Car

Mazda Cx50S

"come look at some Mazda CX-30, CX-5s, and CX-50s."

The Mazda CX-5 is a slightly larger SUV compared to the CX-30, offering more space for passengers and cargo. It's designed to be comfortable and fun to drive.

Term

days on market

"...run down here to days on market and market days supply."

Days on market is how long a car has been for sale before someone buys it. It helps sellers know if their price is right or if they need to lower it to sell faster.

Car

Mazda MX-5 Miata

"and like Miata, 36 day supply. CX-50, 40 day supply, 30, 46 day supply."

The Mazda MX-5 Miata is a small sports car that is very light and fun to drive, perfect for those who love driving.

Term

day supply

"CX-5, 50 day supply. So we definitely do take that into account when selling."

Day supply is how many days a car dealership can keep selling cars based on how many they have in stock. If they have a lot of cars, they might lower prices to sell them faster.

Car

Ford F150

"...but right now I'm driving a F-150 Tremor. There it is, we appreciate it."

The Ford F-150 Tremor is a special version of the F-150 truck that is built for off-road driving. It has better suspension and tires to handle rough roads and trails.

Car

Tesla By Model

"... from Joe. I mean, he sat there and broke it down by model for you. So, you know, what's selling well in his..."

The Tesla Model Y is a type of electric car that looks like a small SUV. It's popular because it can go a long distance without needing to be charged often and has a lot of cool technology inside.

12 cars featured

Request an Explanation

Heard something you'd like explained? We'll add it to this episode.

Sign in to request explanations for terms you heard.

Want to learn more?

Browse our glossary for plain-English explanations of automotive terms, jargon, and concepts.

Explore Terms

Help improve this episode

See something that's not quite right? Our annotations are AI-generated and can sometimes miss the mark. Click the flag icon on any annotation to suggest a correction.

Report incorrect info
Suggest better explanations
Flag missing cars