“Aged units” are just used cars that have been sitting on the dealer lot too long. Dealers treat them differently—often sending them to auction rather than waiting for a retail buyer.
Concept
60 to 90 day turn policy
Dealers set a time limit for how long a used car can sit unsold. If it doesn’t sell within that window, they usually stop trying to sell it on the lot and send it to an auction.
The Toyota Supra is a sports car made for fast, fun driving. When people talk about it in used-car auctions, they’re usually talking about how quickly these cars can be resold if they don’t sell within a set time. Low-mileage examples often get attention first.
Concept
goes to the auction
If a car doesn’t sell after a set amount of time, the dealer may sell it at an auction instead of keeping it on the lot. That’s often how they get rid of cars that have been sitting too long.
“Unsold new vehicles” are brand-new cars sitting at dealerships that nobody has bought yet. If there are a lot of them, it usually means the cars aren’t moving as fast as the dealer wants, so incentives may get bigger.
Nissan is a car brand. In this part of the show, they’re saying Nissan dealers have lots of brand-new cars that haven’t sold yet, even while offering special financing deals.
“0% financing” means you borrow the money with no interest added (for the deal period). It’s a marketing incentive dealers use to make a car easier to afford and sell faster.
The Nissan Armada is a large family SUV with three rows of seats. The host is pointing to one specific Armada that’s been sitting on a dealer lot for a long time without selling.
A price history chart shows how the car’s asking price has changed over time. If it keeps going up and down, it can be a sign the car isn’t selling easily and the dealer is trying different prices.
The Nissan Murano is a family-sized SUV. Here, they’re pointing out that it’s been sitting at dealerships for a long time, which usually means you can find better deals.
Days on the market is how many days a car has been listed for sale. If it’s been there a long time, it can mean the car isn’t selling easily, and you may have more room to negotiate.
Leftover unsold inventory just means cars that dealers still have but haven’t sold yet. If there are a lot of them, dealers and manufacturers usually offer better deals to get them off the lot.
The Nissan Frontier is a mid-size truck. They’re bringing it up to show that Nissan has multiple models that aren’t moving quickly, so shoppers may find incentives or discounts.
The Nissan Rogue is a popular small SUV. They mention it because it may be getting a strong financing deal right now, which can help move cars that are sitting longer.
Marketing dollars are the money a company spends on ads and promotions. If they spend less, fewer people may hear about the cars, so the cars can sit longer on lots.
Term
lump sum payment
A lump sum payment is a one-time payment. Here, they’re suggesting Nissan corporate may be paying dealers in a single chunk instead of funding ongoing promotions.
The Nissan Sentra is a regular, everyday compact sedan. Here, the host is saying a customer might ask for a Sentra, but the dealer tries to steer them toward older cars sitting on the lot.
In dealer-speak, “aged vehicles” are cars that have been sitting in inventory for a long time. Dealers may use showroom placement and sales incentives to move these units because they’re harder to sell as time passes.
“Minimum commission” means the smallest amount a salesperson is guaranteed to earn from a sale. The point here is that some discounted deals can end up paying more than that baseline.
An “in-stock unit” is a car the dealership already has on the lot. It’s different from older cars that have been sitting there for a while and may be discounted.
This means money-based reasons that influence what salespeople do. If bonuses or commissions are set up a certain way, they may focus on older or discounted cars to earn more.
Leftover inventory just means cars that didn’t sell when they were expected to. If a car has been sitting, you should ask what it was used for and why it’s still there.
A service loaner fleet is the dealership’s “loaner cars” they give people while their car is in for service. If a car was used as a loaner, it may have been driven a lot more than a true brand-new car.
A manager’s demo is a car the dealership’s manager uses to show customers how it works. It can rack up miles and be handled like a used car even if it’s still being marketed as new.
“Leftover cars” are cars that have been on the lot for a while and didn’t sell when they first arrived. Dealers may discount them to make room for newer cars.
Hyundai is the car brand being mentioned. The point is that Hyundai dealers may have lots of unsold cars from earlier model years, which can lead to bigger discounts.
A “manager demo” is a car the dealership’s manager used before selling it. Even if it has low miles, it’s not the same as a brand-new car straight from the factory.
A “trim level” is the version of the car with a certain set of features. “Highest trim level” means it’s the most fully equipped version, so it’s notable when a top-spec car is still sitting around and being marketed like new.
The Hyundai Palisade is a family SUV with three rows. “Calligraphy” is the nicer, higher-end version. The hosts are pointing out that these cars have already been used (miles/time), but the dealer is still marketing them like they’re new.
The Hyundai Elantra is a compact car. Here, the hosts are talking about a 2025 Elantra priced around $25,000, and they point out the listing says it’s a demo vehicle. That matters because a demo has already been used by the dealer.
A “demo vehicle” is a car the dealership used for things like test drives or showing it to customers. It might have low mileage, but it’s still been used, so it shouldn’t be treated exactly like a brand-new car.
Stalantis appears to refer to Stellantis, the automaker formed from the merger of Fiat Chrysler and PSA. Here, they’re described as responding to overpricing by cutting MSRP and increasing incentives to reduce unsold inventory.
Incentives are manufacturer-backed discounts or financial offers that reduce the effective price of a vehicle. The hosts distinguish between customer-direct incentives (offers to the buyer) and dealer incentives (money or support to the dealership) to encourage dealers to move inventory.
The Jeep Grand Cherokee is a popular Jeep SUV. Here, the hosts are talking about it as an example of a vehicle that might be discounted or easier to find because dealers have a lot of them.
Car
Dodge Gladiator Sport
The Dodge Gladiator Sport is a pickup truck that’s built for everyday driving but also has off-road roots. The host is using it to show how dealers may offer big discounts that you can sometimes negotiate further.
A dock fee is a charge the dealer adds for moving the car from where it’s built to where the dealer gets it. Even if you see a big discount, the final price can go back up when fees like this are added.
Accessories are extra add-ons for the truck or SUV, like add-on gear or styling items. Dealers sometimes include them in the deal, but you can usually choose not to pay for them.
They’re saying that even if a dealer advertises a discount, you usually still talk about the final price. The real number you pay can still depend on negotiation.
They’re talking about a 2025 Jeep Gladiator truck. The point is that dealers may discount cars more when the color is unpopular, because they need to move that inventory.
An “employee lease” is a car lease deal that’s available to dealership employees. It usually comes with better pricing than what regular customers can get.
Chevrolet is a big American car brand. The hosts are saying there are a lot of certain Chevrolet models still unsold at dealerships, which can mean better deals for buyers.
The Chevrolet Silverado 1500 is a large pickup truck, often used for hauling and towing. “0% financing” means the lender charges no interest for the financed amount during the promo period. The podcast brings it up because it can make the truck cheaper to pay for over time.
“Unsold” inventory refers to vehicles already on dealer lots that haven’t been purchased yet. When a model has a lot of unsold units, dealers may be more motivated to discount or use incentives to move them.
The host mentions “Penske” as an example of a dealership group. The idea is that some large dealers have schedules and goals for getting certain cars sold by certain dates.
This is a Chevrolet Silverado pickup truck, in the 1500 size. “LT” is a mid-level trim, meaning it comes with more features than the base version. The point here is that the host is using one specific truck listing to explain how hard it is to find certain inventory and how that can change the deal.
A dealership’s inventory is the specific set of vehicles currently on the lot (or allocated to the store). Inventory levels and mix by model year can influence how aggressively a dealer discounts or offers special financing.
“60 months” means the loan is set up to be paid off over five years. A longer term can make payments smaller, but the overall deal depends on the financing terms.
Term
deal calculus
“Deal calculus” just means doing the math to see which offer is actually the better deal. Here, the host is comparing incentives on different model years to figure out what costs less.
The Ford Bronco is Ford’s off-road SUV. Here they’re talking about the Bronco Sport (the smaller Bronco) and whether the manufacturer and dealers are offering enough to satisfy buyers.
This means the car uses a small 3-cylinder engine, and a turbocharger helps it make more power. Some buyers might accept it to get a better deal, even if they wanted something bigger for off-road use.
This means brand-new cars from the 2025 model year that haven’t been sold yet. Lots of unsold cars can lead to price cuts or deals to get them off the lot.
That’s extra rental insurance for things like tires and windshield/glass damage. If something hits the windshield or you damage a tire, the coverage helps pay for it.
This means a small SUV that’s built to be practical and affordable. It’s usually not as strong on steep hills as bigger SUVs, but it’s easier to live with day to day.
The Kia Sportage is a regular, everyday SUV from Kia. Here, the host is basically saying it’s a dependable choice for getting you where you need to go without spending a ton.
Term
tires had a lot less rubber
They’re talking about the tire tread—the part that makes contact with the road. If the tires spin instead of gripping, they can wear down faster and lose traction.
The Hyundai Venue is a small SUV that’s usually priced to be budget-friendly. The host mentions it as a practical choice if you just need basic transportation.
This phrase means people who get car loans based on their credit history. The host is saying a lot of the cars sitting unsold are the kind that are marketed toward those typical credit/financing situations.
The Ford Model T is a very old car from the early days of automobiles. People often talk about it because it was one of the first cars made in huge numbers. The color detail is about what it looked like when it was first produced.
The Toyota Sienna is a family minivan. The host is talking about the 2013–2016 models with a 3.5-liter V6 engine, which are popular because they tend to be dependable.
A 3.5-liter V6 is an engine with six cylinders. It’s called a “V6” because the cylinders are arranged in a V shape, and “3.5 liter” is the engine’s size.
“Van Life” is when people turn vans into homes on wheels and travel while living in them. The host is using it as a reference for how some people think about vans.
Gas mileage means how far the car can go on a gallon of gas. Higher gas mileage usually means you spend less on fuel.
LIVE
It's a noon here in Ventner,
Sydney, New Jersey and our nation's capital, Washington, D.C.
And this, this is Car Edge Live
where let me get the date correct today, July 7th.
With your hosts, me, Ray hanging out
in my living room here in Ventner
and Zach hanging out amongst all his metals
in his office in Washington, D.C.
How the heck are you today, handsome?
Doing pretty good.
There's the metals, very proud of those.
Today's show, folks, is brought to you by CarEdge.com.
For those of you that are not familiar,
my dad and I, back about six, almost seven years ago,
we started CarEdge.com.
We have a car search, a buying service,
Ask Car Edge, our research center,
dealer reviews, more free consultations.
We're hiring a little moon icon, a heart,
some notifications in your profile.
We are the man.
What's the moon?
You don't know what the moon does?
Darko.
Oh, that puts it night mode?
Yeah, night mode, in case you want night mode.
God.
God.
Night mode's too dark for me, buddy.
That's why we keep it on the sunny side for you, pops.
Anyway, folks, check out the website CarEdge.com.
Yes, today I'm wearing my Argentina jersey
because Team USA lost last night.
Argentina's playing right now.
My girlfriend is half Argentiniancy
and know who we're rooting for.
We're rooting for Messi and his friends to win their match,
which is going on right now.
Anyway, pops, the story we're talking about today
is dealer lots are full of cars that nobody wants.
We've got some really interesting data here.
First things first, we're going to CarEdge.com
slash Unsold, and I encourage everyone in our community
to do the same.
We still have 103,000 new cars for sale
that are 2025 model year or older.
And you got the date right today.
It is July 7th, 2026.
More and more cars are model year 2027,
yet we still have almost 104,000, 103,475.
Unsold 2025s are older on dealer lots.
There's a few in particular we're going to pick on here
in just a moment.
The first things first, Dad, you're a car dealer
and you've got a new 2025 on your lot right now,
July 7th, 2026.
What's the conversation like in the dealership?
What are you guys doing?
What's the conversation about that aged old 25 leftover?
It depends who I'm working for.
You know, I worked for a gentleman who believed
his cars were like fine line
and every one of them got better with age.
And it was not uncommon at times for us to have
some vehicles on the lot that had celebrated two birthdays
and were working on a third,
but that isn't necessarily normal in the car business.
Typically what you don't want are aged units
and what's an aged unit?
Well, on the used car side of things,
most dealerships have a 60 to 90 day turn policy
and what that means is that if they haven't sold
that used car in 60 days, if it's a 60 day turn policy,
or within 90 days of a 90 day turn policy,
then that vehicle instantly goes to the auction
and gets sold regardless of what it gets sold for.
And that's so a used car manager has the pressure on him
to retail his inventory in 60 to 90 days.
On the new car side of things,
you don't want new cars over 90 days.
You don't want them sitting around.
So if you have vehicles that are 2025
and 2027s are already starting to arrive
at many dealerships today,
I would think the conversation would go something
along the lines of,
what are you doing to move these units?
You know what, Ray?
You either figure out how to move these units
or we're gonna figure out how to move your ass
out of that chair, okay?
There'll be somebody else occupying that chair
who can figure it out for us.
And that would, I think would be the conversation,
is that we need to come up with a plan
to get rid of these units.
We need to be like David Copperfield
and make the damn things disappear.
So typically when you have that type of conversation,
managers then tend to well do stupid things
and take stupid deals because well,
they like where their ass is at the moment
and they wanna keep it in that chair.
They wanna keep their job is what I'm hearing you say.
Yeah, there's lots of motivation
for all the obvious reasons for dealers
to get rid of these unsold cars.
There are a few brands in particular
that have a lot of unsold vehicles right now.
And the first one I'm gonna pick on, Dad,
gonna be Nissan.
Nissan has right now at this moment.
Again, go to caredge.com slash unsold
and then choose Nissan in the dropdown.
4,242 unsold new Nissan's from 2025
or older on dealer lots right now.
I bring up Nissan, Dad,
because they have four vehicles for the 2026 model year
that have 0% financing offers for July 2026 right now.
Yet they still have 4,242, 2025s out there
that are left unssold.
And it's interesting looking at some of these.
For example, this Nissan Armada
has been on this dealer's lot only for 98 days.
This one supposedly,
I'm thinking it's been moved around
from dealership to dealership.
But if I come down here,
if I come down here, Dad,
this price history chart is craziness.
They've been like seesawing the price back and forth.
I think to get like price drop alerts
and things like that from the various car searches.
Or we've got a Nissan Murano,
think same dealership, 444 days on the market.
So Nissan's one of the first brands
I wanted to pick on here.
They've got some leftover unsold inventory
and they've got their 2026 as many of them.
The Frontier, was it the Rogue that's
on a 0% financing right now?
Halffinder and I think the Murano.
So Nissan is a brand here
where their dealer lots are full,
nobody wants them and there's deals to be had.
One would think.
And if you're sitting on some of those 2025's
and there's no more marketing dollars
being spent from Nissan corporate,
which means that there was a lump sum payment
that was given to the dealer
to allow them to move those vehicles
and that there would be no further incentives from Nissan.
So now it's just up to the dealer.
And what do you do?
You advertise at cheap price,
you encourage your salespeople to,
if somebody comes in and they say
they're looking for a Sentra, fine.
Let me show you this Armada first.
Okay, cause you might need a place to park that Sentra.
And the Armada could accommodate it,
but you encourage, you park these aged vehicles
around the showroom, in the showroom.
So that everybody has to walk past one of them
when they're looking at something
and with the hopes that it'll catch somebody's eye.
And you reward your salespeople with spiffs.
And what's a spiff?
An extra bonus for selling an aged unit
to encourage them to do that.
If, let's just guess,
let's say at a typical Nissan dealer
that the minimum commission today
is maybe 150, 200 hours for a car sold.
And so if you're an average car salesperson
and an average car salesperson today
probably sells eight to 10 new cars a month
or eight to 10 cars a month.
And if they're making $200 a car,
figure it out folks, they're not making a living.
So what do they do?
If the sales manager puts a bonus on these aged vehicles
and say the minimum commission,
if you sell one of these at whatever DOI accept
is $500 or $750 or $1,000,
whatever number you put on it,
it is many times more than what the minimum commission
would be for taking a discounted deal
on an in-stock unit that's newer.
So this is an opportunity for salespeople
to sell different cars that will actually allow them
to be able to make a living.
So as you're describing here,
there are economic motivators
for why these cars get sold at lower price points.
I mean, that's where the leverage comes in.
And so Nissan is one of the brands right now
where dealers lots are full of 2026s
and have some leftover 2025s,
which to your point ask the salesperson
when you call the dealership and say,
hey, can I get that the door price on this 25?
Also, do you have a bonus on this?
Like you, that's a totally fair question to ask.
And these dealers have Nissan dealers
we're focusing on right now have that leftover inventory.
The next brand I would turn our attention to dad,
we're gonna run through five of them here together, Hyundai.
Hyundai dealers have 4,331 leftover 2025
or older new cars on their lots right now.
Here's a perfect example of something
that a lot of customers and a lot of people
in the carage community are going to run into.
These 2025s, like this one that's been on this dealers lot
for 179 days.
Look at this, it has 3,507 miles on it.
Wee woo, wee woo, wee woo.
The alarm bells are going off in my head.
This is a vehicle that's being sold as a new car,
but has been in service loaner fleet.
So it doesn't really matter.
Might have been, typically service loaners
are sold as used cars.
This could have been a manager's demo for all we know.
I'm here on the dealership website,
you can see they've got it listed as new,
but of course they do have the 3,000 miles on it
that have been driven.
And so you're getting a $5,281 discount,
which is great, that's tremendous.
It's well in excess of 10% off of MSRP,
but this is one of the things you're going to run into
with some of these dealer lots
that are full of leftover cars.
Some of them have become demo cars for the managers,
meaning the managers drive them around as their car,
or you go into service loaner fleet.
Other customers are driving it
when their cars are in for service,
and that's something you have to look for
if you're a deal hunter here.
These leftover cars, some of them get miles on them,
but Hyundai, that is another brand
where they have a lot of inventory
and leftover inventory from two model years ago,
because Hyundai already has 2027s on the dealer lots.
Yes, and again, there would be an economic motivator,
typically for salespeople,
especially if that is a manager's demo,
because at most dealerships,
the dealer principle will say to anybody who drives a demo,
oh, by the way, you don't get your next one
until you sell your current one.
And, oh, by the way,
you're only allowed to put X number of miles on it.
So if this demo is reaching its limit for miles,
trust me, that manager is extremely motivated
to get rid of that car
so he or she can get into their next demo.
Most dealerships don't say to you,
oh, you just keep taking cars.
Don't worry about all the ones you've left behind
with miles on them that we haven't sold yet.
No, no, no, you don't get your next one
until you sell your current one.
So it doesn't hurt if you're a customer.
To ask a salesperson,
do you have any manager demos
that you're in need to get rid of,
that perhaps your manager would be more motivated
to make a deal on because he or she
is close to their mileage limit on their demo?
Or what's the oldest one of X that you have in stock
because I am sure your manager would be motivated
to move the oldest one as opposed to the youngest one?
Which if I may, this is one of my favorite things.
Let's see a little bit of a live experiment.
So this is what dealership was this.
Let me scroll down here.
This is Camelback Hyundai.
So here's what I'm gonna do.
I'm gonna click on view the full report
that's gonna take me to their dealer transparency index page.
And I'm gonna scroll all the way down
to on the lot right now.
And I can go ahead and click on literally any of these bars
and it'll take me back over to the car search
with their inventory.
I'm gonna view all 447 vehicles.
Now on the car search,
I'm viewing just inventory at Camelback Hyundai.
I could have also, of course,
come down here to the dealership filter
and search for Camelback Hyundai right here.
But dad, now I'm gonna sort by days on market.
So I'm super interested.
So these are the oldest cars at this particular dealership.
So actually you can see here, super interesting.
A Hyundai Palisade calligraphy with 1,523 miles.
They've had it for 321 days.
I bet you this one is a manager demo.
It's the highest trim level
and it's only out 1,500 miles on it.
They're selling it as a new car.
Then you've got another Palisade calligraphy,
141 miles, 312 days.
This is the research that you can do beforehand.
I mean, none of these are leftover 25s it seems,
but they've got quite a few age 26s
that they're definitely motivated.
I mean, look at all these calligraphies.
This is crazy.
But that would indicate that the 2026s came out
about a year ago or close to a year ago.
So that any 2025s that are sitting there
have been sitting for a while.
One would assume.
Definitely, definitely.
Definitely, that's a great point.
Also, I am just shocked here at the price points.
Look at this.
You've got $25,000, 2025, Hyundai Elantra.
It tells you right up front, demo vehicle.
Look at that one, bless them for that.
But then the other two next are $61,000,
$26 Palisade calligraphy is crazy.
Okay, so first was Nissan.
Second is Hyundai, you know, who's third?
Not BMW.
Not BMW.
I'm going to guess Ford.
Jeep, 9,136 leftover unsold 2025 Jeep vehicles out there.
Right now.
And this is where things,
I mean, we're talking about almost 10,000 vehicles,
9,000 vehicles that Jeep still has some incentives
out on the market right now for one vehicle in particular.
I'm going to go to the model drop down here.
I'll zoom out and then zoom back in.
There are 3,200 leftover grand Cherokees,
2025 grand Cherokees on the market right now.
So if you've been waiting, waiting, waiting, waiting
to buy yourself a Jeep Cherokee,
I don't know if there's ever going to be more motivation
from dealers right now than there is at this moment
where these vehicles have been sitting for a long, long time.
And there are still some incentives from the manufacturer,
from Stalantis here on some of these vehicles.
So Jeep, that is another example of a brand.
Lots full of cars, 25s, 26s, 27 soon to come.
Nobody wants some of them evidently.
And we know what that means, it's just price.
So there's got to be big motivation there from dealers
on some of these 25 leftovers.
Yes, and at some point, yes.
I mean, Stalantis started figuring it out last year
when they realized that they had overpriced
just about everything that they were offering
and they started lowering MSRP's on many of the vehicles
and they increased the incentives dramatically
either customer direct incentives
or to the dealership, those incentives
in order to encourage the dealers
to move those vehicles along.
And they've done a much better job of it,
but they still have plenty of inventory
that needs to be moved.
So yeah, if you're looking for a Jeep Grand Cherokee,
I would think now, I don't know why you're looking for it,
but if you want-
No, lots of people like them, yeah.
Yes, that's true.
But if you are looking for a Jeep Grand Cherokee
and you don't mind getting a 25 instead of a 26
because you can save significant sums of money,
then yet by all means, go in, negotiate.
There is a motivation level on those 25s
that might not necessarily be the same
as it would be on a 26.
I mean, I've told you any number of times
when somebody came in and they said, well, I want a deal.
Okay, well, I have a 20, 25,
but I'm interested in a 20, 26.
But you said you want a deal.
I've got a year to sell this 20, 26.
I'm running out of time to sell the 20, 25.
I'll make you a deal on that for the year.
Here's a perfect example.
It's not just the Grand Cherokees.
Here's a 20, 25 Gladiators Sport.
Look at this dealer discount.
You've done zero negotiating up until this point
and they're giving you $11,597 off the top.
Now, they're adding back their dock,
they're adding back their, there it is, dock fee.
And they're also giving you optional $1,900
and accessories, which obviously you'll pass on.
But this is the type of just off the top type of deal
that you're able to get, which to be clear here
isn't necessarily actually a deal.
Like you still have to negotiate and all that funds.
But you're not gonna see 11, five off the top
on a 26 or a 27.
But yeah, to Mark Miller's point
on a puke green 25 Gladiator, here you go.
Here's your 11,500.
Here's your 20% off the top.
Here's the color that you didn't want,
but it is a shade of green that would allow you
to save lots of green on the price.
And so sometimes you have to settle.
When I was at our Audi dealership
and there was a mini Clubman S4 that I wanted
because they had some great leases on them,
especially employee leases.
And they only had one that fit what I needed.
It was British racing green with a white top,
with a white roof.
It was the, as far as I was concerned,
one of the ugliest color combinations you could ask for.
Certainly not one I would have picked,
but I picked it because it was the only one that was left
that allowed me to get the type of deal
that I wanted to get.
So sometimes, sometimes you should settle
for something that might not be your first choice,
but because it allows you to save a significant amount
of money that financially it makes sense.
Which leads us to the next manufacturer
we're calling out here again, excuse me.
Dealer lots are full of these cars
and there are some that nobody wants.
And that creates this buying opportunity.
Do you have a sense what the next brand is?
We've got two more that we're gonna look at.
It's not Toyota.
No.
I don't know.
Chevrolet 9883 new Chevy cars from 2025 or older,
still sitting on dealer lots right now.
Now the one that I'll pick on here, dad, is the Silverado.
Now the Silverado 1500 actually has 0% financing
for I think it's 72 months.
On the 2026 variant, there are still over 1,000
unsold 2025 Silverados out there.
Highly motivated dealers to get rid of those as well.
Well, but here's the thing.
How many Chevrolet dealerships are there?
3,000?
Yeah.
So to find one of those 1,000 Silverados,
you're gonna have to search.
Because there really, 1,000 sounds like a lot,
but if one of them isn't at a dealership
anywhere near you, then it becomes a little more
problematic.
Now, if it is at a dealership near you,
and you want one, there should be those dealers
that still have some of those,
would be highly, highly motivated to get rid of them.
I know if it was a Penske dealership,
they needed to be out of those in 2025
before the calendar year flipped.
Here's a perfect example.
This is a 2025 Chevy Silverado 1500 LT,
611 days on the market, $58,109 MSRP.
You've done zero negotiation.
This is the only one at Freeway Chevrolet.
This is the only one they have left, $12,250 off the top.
Wow.
You've done no negotiation to this point.
And I think there's a great comment I saw earlier
in the chat.
It doesn't necessarily mean that you're getting
this big discount off of MSRP.
It's a deal.
I completely agree with that.
There's still, you should negotiate this.
You should absolutely negotiate this.
But for some of you that don't necessarily
even want to negotiate that much,
they're just telling you right up front,
this thing's been sitting here for 611 days.
It's the only one we have.
We're giving you $12,250.
What is that as a percentage of MSRP?
Well in excess of 20% off of MSRP.
Yeah, no, they've looked at it,
and they go, whatever it takes.
That's waving the white flag, isn't it?
20% off MSRP on a Chevy Silverado?
I mean, here, let's actually hear what we need.
I would certainly think so.
And then here's the beauty of it.
So you go in there and you go,
wow, I noticed your advertised price,
and that's pretty damn good.
The sales person is pretty damn good.
That's incredible.
I've never seen us sell one of that cheap.
Well, you need to ask your manager
if he'll sell it for a little less.
What are you talking about?
How much less?
Well, I was thinking somewhere around 45,
because what's my favorite thing to say?
You never get what you don't ask for.
You think just might cave, you don't know.
It is interesting that I'm looking
at this dealerships inventory, and forgive me,
I said 72 months, it's 0% financing
for 60 months right now in the 2026 Silverado 1500.
They're actually doing $10,500 off,
it seems like, on the 26s.
So this is actually where the calculus
can become so interesting,
because I'm not aware of these 0% financing
for 60 months on the 25s.
So this dealership, think about that.
They're giving you $2,000 more of a discount
on the leftover 25, of which they only have one at this.
They have a ton of 26s.
I think it looked like they had 302 26s.
They're offering $10,000 off without you negotiating,
and you get 0% financing.
It actually probably is a better deal
to get the 0% financing if you qualify for it,
and get the 26, putting even more pressure on the dealer.
Eventually, that truck's just gonna make it
to wholesale dealer auctions as a used car.
Like that's the path here,
if they don't do some even bigger discount off of it.
Well, like I say, ask for more off,
and use the calculus that you just suggested.
And then look at the salesman and go,
well, why wouldn't I buy that 2026?
I'm gonna qualify for that 0% interest for 60 months.
So why wouldn't I buy the 2026?
You have to make the 2025 seem economically feasible
for me to do it.
And right now, with the incentive from Chevrolet,
it makes more sense for me to take 0% interest
and buy a 2026.
Convince me otherwise.
Super fascinating.
Yeah.
All right, last one, which brand, Dad?
We know it's Ford.
It's Ford.
So think about the numbers you're talking about.
Sonisa was about 4,000,
and it was Hyundai at about 4,000,
then it was Jeep at about 9,000,
then it was Chevy at about 9,000.
Almost 10, yeah.
Yeah, what are you saying?
So...
Ford's at 37,000, I...
Yeah, but it's coming down, buddy.
It's coming down on one damn 2025 at a time.
All right, so dealer lots are full of these cars
and nobody wants them.
Okay, Ford.
There are still 37,193 left over 2025 or older Ford vehicles.
New on dealer lots right now.
This is mind boggling to me, Dad,
because I did some research before today's show.
Many of these are still Ford Broncos sports
like we've been talking about.
You know what the financing offer is
on 2025 Ford Broncos sports right now?
Zippity-doodle, Zippity-day,
MyOmi, it's a wonderful day.
They're giving you 0% financing,
but for how long you think?
Oh, 36 months.
36 months.
They are not stepping up
in the way that they need
on these 2025 Ford Broncos sports.
Now, dealers are definitely stepping up.
I mean, there are 56 $7,000 discounts
on their websites listed,
which again, go to negotiate,
you can get even more off.
But Dad, the manufacturer,
something has to happen here
because Ford's being aggressive on 26s,
but it's another example of what we just talked about
with the 25s over at Chevrolet.
They're just not quite there where they need to be,
but that becomes leverage for the customer
in those conversations with the dealer.
And it's only leverage
if you're willing to accept a three-cylinder turbo
for your off-road vehicle.
Okay.
Some of the payment options
that you ultimately get down to on the Broncos sport,
I mean, we're talking about sub $500 a month car payment,
which is good in today's world
when the average new car...
Not for 36 months.
Sure, no, no, no.
If you do the 0% financing for 36 months,
you're going to be spending a lot per month
on one of the Broncos sports.
Yeah, probably $1,000 or more per month.
Yes, yes, yes.
Doesn't everybody have just $1,000
a month to throw towards their car payment?
Not including their insurance,
not including their fuel,
not including any maintenance.
Doesn't everybody just have that $1,000?
I mean, I know the average new car payment today is $777.
So you telling me that the average Joe
doesn't have $1,000 a month to throw towards his car?
I'm pretty sure he doesn't.
Again, folks, the data we've been looking at today,
caredge.com slash unsold.
These are the vehicles that these manufacturers
can't get rid of.
These are the vehicles that the dealers
can't get rid of.
And yes, it's July 7th,
and we still have 100,000 plus,
100,000 plus unsold new 2025s.
To the chat we go, Dad, from Matthew.
Thank you for this, Matthew.
We appreciate it.
Thank you, Matthew.
Top's back to Europe.
They didn't have my rental,
so I got a 9-11 cabriolet for 12 days
for only 400 euros more.
Sent pictures to Zach.
Awesome.
I can't say that word of the past he went through,
but awesome.
I will look at my e-mail and share in those photos.
Come on.
Thank you, Dad.
Also from Matthew, appreciate it.
I also bought the tire and glass coverage,
and rocks blasted the windshield on the Autobahn
at 165 miles per hour.
177 miles per hour.
What's the fastest car in the world?
A rental car.
Oh, gosh.
That was funny.
Yeah, that is.
It sounds like if I can derive anything from this.
It sounds like you had all the time, Matthew.
And I'm not gonna sit here and suggest that I'm jealous,
but yeah, I'm a wee bit jealous, yeah.
Would you ever buy a rental car, Dad?
I like that quote he just said.
What's the fastest car in the world?
A rental car.
Would you ever buy a prior rental?
You know I wouldn't.
You know I've always advised against it.
I did a radio interview yesterday morning in Cincinnati,
and I was asked, but you said, what about rental cars?
I go, what about them?
You don't have their driven.
I'm not buying one.
If it's not yours and you're driving it,
are you gonna drive it like it's yours?
I don't think so, and people don't, you know?
So, no, I wouldn't buy a rental car.
Food for thought, folks, for all y'all out there.
We're talking about affordability a lot here at CarX Live.
Rich, appreciate the kind contributions.
I got the new Hyundai Venue.
It's a subcompact crossover SUV listed at $22,000.
I had a, speaking of rental cars and Hyundai Venues,
I had when I was in Puerto Rico earlier this year,
a Hyundai Venue rental car.
Man, it can get you from point A to point B,
but it definitely feels like $22,000.
That's already a $1,000 car, but you know what?
Seriously, it gets you from point A to point B.
It was totally fine.
It was 100% fine.
What did we have when we were in St. Martin?
Was it a sportage?
Yeah, a sportage, yeah.
Yeah, and the house we rented was on,
I'd be born on an island, you know?
So, I mean, just take that into consideration.
So, how big can the hills be?
I mean, how high can the hills,
what can the incline really be?
And boy, when we made the right turn from one road
to get onto the hilly road that took us to the house,
yeah, it was like it didn't have enough power
with the five of us in the vehicle to go up the hill.
It made it.
I want everyone to know that the Kia Sportage
and Hyundai Venue will most likely get you
from point A to point B, so you are okay.
But yeah, these are definitely more affordable vehicles.
And the Sportage did make it.
The tires had a lot less rubber on it
because they were spinning.
Yeah.
Just, you know, yes, there are, if I may,
there are vehicles out there.
And I just had this conversation this morning.
There are vehicles out there that are less expensive.
And what it really boils down to is just looking
at your needs and not your wants.
I keep saying it, but people need to have the discipline
to settle for what they literally need
and what they literally can afford,
as opposed to being jealous of those
who might be able to afford more.
So don't put yourself in that position
where you're going to succumb to your wants
as opposed to your needs,
because your wants are just going to cost you
a poop ton more money than your needs.
And a Hyundai Venue, is that what it was?
Or a Kia, whatever?
Kia Sportage and Hyundai Venue.
Yeah, at $22,000, if you need something
to get you from point A to point B,
and that's only your need and that's affordable,
then damn it, just buy it.
That's what you have to do in my mind.
Matthew, thank you.
Han Ten Yoke.
My dad got it right.
So always love to see that.
Han Ten Yoke.
Han Ten Yoke.
And Matthew, we're really, really, really kind.
My God, he's on a roll, ladies.
He's making up for lost time.
These stale cars mostly appear to be those
that cater to Ho-hum credit profile buyers
as much as their Ho-hum cars looks like economic indicator.
For me, it is an interesting observation,
but I also think my dad's spot on it,
like the Ford Broncosport.
The reason it hasn't sold is because everyone knows
the engine's not good.
So that's kind of its own separate category.
It's not like these are all Dodge Chargers
or something like that.
Like there is some new cars category.
Yeah, sometimes just, it's OK to settle.
And that's all, it's OK to settle.
You don't always have to have the most expensive thing.
You don't have to have the most tricked out thing.
It is OK to settle.
If you, when the Model T came out,
it was like exactly what shade of black would you like.
They were all equipped the same.
So if people settled, if you wanted a car,
that's what you got.
It might not have had everything you wanted in it.
OK, but you weren't thrilled to have it
because it beat the horse.
OK, and you could, so settling is a bad thing.
You remember when you took delivery of your Model T,
you know, we get it then.
We absolutely get it.
Thank you, I remember selling them.
Yes, yes.
From Mall Cop, thank you Mall Cop.
2013 to 2016, 3.5 liter V6 Toyota Sienna
is both what you want and what you need.
Van Life is the way lads think about Mall Cop.
Definitely some of these more reliable, decade old Toyotas.
Sure, great option, absolutely.
Yeah, and I would say the same thing
about the 3.5 liter V6s that Honda throws
into a lot of their products.
It might not be the best gas mileage in the world,
but you know, sometimes you're just better off.
All right, so some of the information
that we ran through today, to be clear here,
I'm using our own car search, so I encourage everyone
in our community, go to caredge.com, use the shop,
new cars, shop, use cars, have some fun there.
It's worth mentioning we have our buying service,
so for those of you that are in the market now
or in the future, learn more about Car Edge concierge,
learn more about our AI-powered negotiator as well,
and importantly, scroll on down here.
Where is it, where it?
Meet the team of folks that work on all these things.
Yeah, schedule a consultation call as well.
Meet our team, actually talk to us
and see if it might be a good fit.
For those of you that are researchers,
we also have Car Edge Pro, so so much good stuff
back at caredge.com.
I'm incredibly proud of everything
that we've done over the past seven or so years.
Yeah, let's do it all again tomorrow,
with more Car Edge Live.
I'm sure we'll have something to talk about then.
We appreciate everyone so much.
What's tomorrow?
Is tomorrow Wednesday?
Wednesday, July 8th.
I am available for Wednesday, July 8th at noon.
It'll be my pleasure to be back here tomorrow.
Sounds good, we'll be back here tomorrow, guys.
Dad, I love you, enjoy the afternoon.
I love you too, and I hope Argentina is playing well.
I have no idea, but-
Yeah, can't wait to go check the score.
Well, you'll have to let me know.
Love ya.
Love you too, I'll talk to you later.
About this episode
Ray and Zach dig into CarEdge data showing dealer lots packed with unsold “leftover” new cars—over 103,000 units that are 2025 model year or older still sitting on lots as 2027 arrivals ramp up. They explain why dealers push aged inventory out (turn policies, auction pressure, and sales spiffs that can lead to aggressive pricing). Nissan and Hyundai get spotlighted for high counts of unsold cars, including examples of vehicles with thousands of miles sold as “new,” likely demos or service loaners—creating deal-hunting opportunities if shoppers ask the right questions.
Today on CarEdge Live, Ray and Zach discuss the latest data on unsold new cars. Tune in to learn more! Hosted by Simplecast, an AdsWizz company. See https://pcm.adswizz.com
for information about our collection and use of personal data for
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