The Dodge Ram is a pickup truck line built for hauling and towing. When the show talks about strong sales, it usually means more people are buying these trucks right now.
The Charger Daytona is an electric Dodge Charger. The hosts are talking about how dealers couldn’t move them until the company added bigger incentives.
Stellantis is the company that makes cars like the Dodge Charger. In this story, they’re the ones running the incentive push that helps dealers sell the cars.
EV means electric vehicle. It’s a car that runs on electricity from a battery, and the segment is explaining why EVs weren’t selling as fast in that area.
Leasing is when you pay to drive a car for a period of time and then give it back. The hosts are saying people in that area weren’t very interested in leasing, so the lease-focused deals didn’t help much.
Incentives are special discounts or money offers from the car maker to make the car cheaper. Here, they’re saying those deals were mostly aimed at leasing, not straightforward price cuts.
“Final pay” here means the last chunk of money the dealer incentive program pays out. The hosts say that once it happened, the dealer got bigger discounts and could finally sell the cars.
Out-the-door price is the final total you pay for the car, including taxes and fees. The hosts are confirming the exact number the buyer would see as the final price.
The Jeep Wagoneer is a large SUV that’s meant to feel more upscale and comfortable. If the show mentions lease deals and selling the last ones, it usually means that specific version is ending or being replaced.
An electric powertrain is the system that makes an EV move using an electric motor and a battery. Here, it’s mentioned to explain why EVs can be especially sensitive to incentives and pricing.
The Wagoneer S is an electric Jeep model. The hosts mention it to show that if an EV costs more than what many shoppers are used to—and if incentives go away—sales can get harder.
Oversupply means there are too many cars sitting around compared to how many people want to buy them. When that happens, sellers often have to offer bigger discounts or deals to get cars off the lot.
A tax incentive is a government benefit that makes buying something cheaper at tax time. The hosts’ point is that when that benefit goes away, fewer people want to buy EVs.
Topic
dealer profitability vs manufacturer profitability
They’re talking about whether a car company making money automatically means car dealerships are also making money. The answer in this segment is: not yet.
The used car market is where people buy and sell cars that have already been owned. The dealer is saying they’re doing okay selling those, even if new cars are slower.
Day supply is an inventory metric that estimates how many days of sales the current stock will last at the current selling pace. The dealer says they’re focused on day supply—essentially managing inventory levels to avoid being over- or under-stocked.
MSRP is the price number on the window sticker. The host is saying buyers often judge the deal based on that sticker price, not the final price after discounts.
Transaction price is the actual negotiated sale price the buyer pays, after incentives and dealer discounts. The host’s point is that using transaction price data can hide the fact that MSRP looked too high to many shoppers early in the research process.
“Fall out of the funnel” means people stop considering the car partway through shopping. The host is saying high sticker prices can make buyers give up early.
The Jeep Grand Cherokee is a popular Jeep SUV. Here, they’re talking about changing what features come standard and lowering the price so more people will want to buy it.
The Jeep Grand Wagoneer is Jeep’s bigger, more upscale SUV. They’re saying Jeep is adjusting the package of features and pricing to make it more competitive.
This is about cars that don’t sell and stay on the dealership lot for a long time. When that happens, the dealer usually has to lower the price to move the car.
Term
Auntador price
This sounds like a mis-transcribed word for the final sale price. They’re comparing the discounted price to the sticker price to show how big the markdown is.
A lease payment is what you pay each month to drive the car for a few years. It’s not the same as buying—the lease is based on how much the car is expected to be worth later.
The Jeep Compass is a compact SUV. The host is saying it’s one of the more affordable models they can sell because the final price can be brought down with rebates and dealer/manufacturer support.
Four-wheel drive powers all four wheels, which can help when the road is slick or rough. Some systems only use all four wheels when conditions call for it.
The Jeep Renegade is a small SUV from Jeep. It’s being mentioned because it’s one of the models that stopped being sold or became less available after the pandemic.
The Dodge Grand Caravan is a minivan, which is a vehicle made for carrying people and cargo comfortably. When someone says it’s “long in the tooth,” they mean it’s an older model that’s been on the market for a long time.
The Patriot is a Jeep model that’s a compact SUV. The podcast is mentioning it because it’s one of the vehicles that’s no longer being sold like it used to.
The Fiat 500 is a small hatchback, designed to be easy to park and drive in tight city spaces. If it’s being mentioned as “gone,” it usually means it’s no longer being sold or offered in that market.
The Chevrolet Equinox is a compact SUV, meaning it’s sized between smaller cars and larger family SUVs. It’s often compared to other SUVs because buyers look at them as similar options.
The Jeep Cherokee is an SUV people compare to other popular models. They’re saying they want to drive and evaluate it so they can explain how it feels and how it compares.
Supply and demand describes how pricing and availability shift when inventory is scarce or abundant. The hosts argue that current availability and pricing changes create a different sales “game,” affecting perceived deals and how easily customers can test drive specific models.
In dealership terms, allocation is how a manufacturer distributes limited vehicle production to specific dealers. When the speaker says the store building gives “additional allocation” and “guaranteed allocation,” they mean the dealer is promised a certain share of vehicles rather than having to compete for whatever shows up.
The Hyundai Sonata Hybrid is a regular sedan that uses a hybrid system to help it use less fuel. Here, they’re using it as an example of hybrids selling much better than before.
The Hyundai Elantra Hybrid is a compact car that uses a hybrid system to help it get better fuel economy. They mention it because hybrid models are gaining popularity.
The Kia EV6 is Kia’s electric car. They’re saying Kia is lowering the price, because when EVs get more expensive (or incentives go away), fewer people buy them.
Concept
EV power trim
“EV power trim” refers to EV model variants where the trim level changes the powertrain configuration and/or battery/charging capability. In the segment, the hosts connect higher-priced EV trims—combined with reduced government subsidies—to lost EV customers and a shift toward hybrids.
The Jeep Gladiator is a pickup truck that still has Jeep’s off-road identity. They’re saying it’s a special kind of truck because it’s basically a Jeep with a bed.
The Dodge Dakota is a pickup truck model name that people are saying might return. They’re saying it could compete with trucks like the Ranger and Tacoma, but nobody knows the exact details yet.
The Toyota Tacoma is a midsize pickup known for off-road use. They’re saying it’s a more direct match to the Gladiator because both appeal to people who drive off the beaten path.
Overlanding means taking trips for days or weeks, often on rough or unpaved roads, and being prepared to camp and travel independently. They’re saying Tacoma and Gladiator buyers overlap because both fit that lifestyle.
The Dodge Charger is a popular Dodge model. Here, they’re saying the 2025 Chargers aren’t selling as fast as expected, so dealers are discounting them a lot to move inventory.
Unsold cars are cars dealers still have on the lot because customers aren’t buying them. When that happens, dealers often lower prices or offer extra deals to get them sold.
“Regionalized” trends means pricing and sales behavior can vary by location due to local demand, competition, and inventory levels. The hosts emphasize their tools surface these differences, rather than assuming one national market story applies everywhere.
The Hyundai Ioniq 9 is a Hyundai model they’re discussing as a “deal” opportunity. They think it’s not moving fast, so dealers may be more willing to discount it compared with other Hyundais.
They’re comparing the Palisade Hybrid Limited to the Ioniq 9. Their point is that the Palisade is selling well, so it’s usually harder to negotiate a big discount when a car is in demand.
“Days of inventory” is a sales-inventory metric that estimates how long it would take for current stock to sell at the current sales pace. Higher days of inventory generally suggests weaker demand and can correlate with bigger dealer discounts or incentives.
The Hyundai Ioniq 5 is an electric SUV, which means it runs on electricity instead of gasoline. It’s part of Hyundai’s electric vehicle lineup, so it can come up when people talk about pricing and value across the models.
An “A-rated dealer” refers to a dealer score/rating system used by the platform being discussed, intended to identify dealers that quote more transparently and consistently. In this segment, the hosts say the quoted price online closely matches what you’ll get in person.
“Sticker shock” means seeing a price that feels way higher than you expected. They’re saying the big discounts are partly there to soften that reaction to the MSRP.
Destination charges are money added to pay to ship the car to the dealer. Even if you get a discount, these fees can still increase what you end up paying.
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It's noon here in Ventner City, New Jersey, and our nation's capital, Washington, D.C.
And this is Car Edge Live for Thursday, May 7th.
With your hosts, me, Ray, here in my living room in Ventner City and Zach hanging out once again
with a life ring behind them.
God knows what's going on in D.C. today.
How are you today, handsome?
Doing fantastic, grateful to be here with you on this May 7th.
Dad, today's show is brought to you by caredge.com.
Again, a friendly reminder for the past six years.
It's incredible, y'all, how humbled we are for six years.
Me and my dad and our incredible team have been providing car buying services, education,
resources, the whole nine yards back at caredge.com.
Please do us a favor, check out the website, try the car search, and have some fun.
Now, Dad, they were going to be talking about dealers who can't sell cars right now.
And we have a very special guest joining us for part of that conversation.
And honest to goodness, real life, breathing dealer who can't sell some of his cars right now.
Jared, how are you, my friend?
I'm doing good.
And I wanted to start with a smile because the thumbnail, you got me not smiling.
I was like, man, it's not that bad.
It's all going to be okay.
It's all going to be okay.
So let's start here, Jared, and Pops.
First things first, we had a mixed bag when it came to sales in the auto industry for the
month of April.
I'm going to pull up the headline from automotive news.
April US sales, hybrid store, imports lose ground.
And there are a few other takeaways.
Now, Jared, the brand that we're going to talk about today, one of your stores is a
Chrysler Dodge Jeep and Ram store.
And there was actually some good news for CDJR at the corporate level.
They actually had a profit in the first quarter on strong sales of Jeep and Ram models.
Now, before today's show, I asked you to share a few vehicles with me and my dad that just
aren't quite selling on your lot over at JimGloverDodge.com, and you sent over three.
And these three I want to start with, Enviard, these are some vehicles that I ran them on
the car edge side.
They've been sitting on your lot for well over a year, some of them.
What's going on with this 2025 Dodge Charger?
Explain to us in our community, this is an example of a car you just have not been able
to sell.
What's going on?
Yeah, so the Charger Daytona, this was kind of the first EV that Stellantis brought to
market.
And coming out of the gates, we had some traction with it and did fairly well with them.
I mean, throughout the year, we probably sold 15 or 20 of them, more in Oklahoma.
So EV is not a huge thing here in Oklahoma.
And leasing is also not very widely accepted here.
So where a lot of the incentives stacked on these cars for the majority of the year was
in the lease space, not a lot of actual cash rebate just to overall discount for the car.
And on May 1st, they did what they call final pay.
So they final paid the remaining Charger Daytonas, finally gave us a really significant stack
of incentives to help us move these cars.
And I emailed you over, I was just able to do all the math because the final pay finally
posted last night.
But this particular car, I'd have to look at my notes for my email, but I want to say
this car gets back down to like 34 something, like 27,000 off MSRP.
And my website hasn't even updated yet because I did this about an hour ago.
Yeah, the email you sent me, Jared, is that the actual out the door price on this vehicle
that we're looking at on the screen is $34,986.
So your website's going to update to reflect that.
I mean, that is like, we've been going for months now saying there's all these unsold
2025 vehicles, when are they finally going to sell?
You're going to have to, you and my dad are going to have to explain what final pay means
to me and the rest of our community.
But tomorrow morning, this thing's going to be listed about at $53,835.
It's going to be listed at $34,986.
Dad, I don't know, man.
You and I have been talking about this.
We've been waiting for that exact moment.
Oh, absolutely.
I mean, that's what the unfortunate reality is.
And Jared, I think, can verify this, is that's what's going to take the soul of the car.
It's just that simple.
It's not where he would have liked it to have been, but legitimately, that's probably the
number, $27,000 off of MSRP, that is going to allow him to finally move that vehicle.
And final pay means that Stellantis isn't coming up with any more marketing dollars
to Jared and his team to move that car moving forward.
That's it.
There's no more money coming from Stellantis to help them sell that vehicle.
Would that be correct, Jared?
That'd be correct.
And I think the focus from the national level for the EVs was the Leafs,
because there was lease deals on the Daytonas, on the Wagoneer Ss.
We sold our last Wagoneer Ss over the weekend, but there was lease incentives that allowed
you to lease these cars for $299, $349.
They were fantastic deals because a lot of the cash that they just put on the hood as final pay
was present on the lease side.
But again, in Oklahoma, it's a little bit more difficult to advertise a lease.
And a lot of people just, we drive a lot.
Like in the state of Oklahoma, average commute, stuff spread out, and you can drive for 45
minutes and travel 50 miles.
And in a lot of the markets, probably where you guys are at, that's not the case.
So people just drive more.
So the lease doesn't always work for people unless it's a second car, third car,
where they're just not going to put a bunch of miles on.
But I think this is, I mean, keep us honest here, this is indicative of what can happen
when there are new models that are brought to market that don't necessarily sell great.
You mentioned you sold your final Wagoneer S, which was another example of an electric
powertrain, bit of a high price point for a brand that had previously been more of a
detainable price point.
So like new models, and then also obviously oversupply.
Like there's just in certain regions of the United States, particularly where you are
in Tulsa, yeah, there were great lease incentives, but people don't lease to your point.
So these are two of the dynamics that I think for car shoppers out there are critically
important.
At the end of the day, it's supply and demand, and there's too much supply.
Well, and obviously in the macro view of it, sorry to interrupt, but the stance of the
federal government moving away from the tax incentive, that was a huge kind of hit to all
the EVs that were currently on the ground.
And Stellantis did make, in their final pay, there's actually a specific $7,500 incentive
to try to make the dealer whole for that going away.
So they at least, I believe, did their part in helping us move these cars now.
It would have been awesome to have something more to work with earlier in the year.
Can I ask a silly question?
We know that Stellantis on a corporate level have a good first quarter.
I mean, they were profitable, which is, hey, that's a great thing to be when you haven't
been for a while.
Has that same profitability been seen on the dealer level as well?
Because just because a manufacturer suddenly becomes profitable doesn't mean their dealer
body has.
Ray, I'd say not yet.
I don't have, I mean, I don't have statistics to back that up to know the overall dealer body.
You know, our store, we've got a wonderful service department and we do pretty well on
the used car market.
So we have fared okay.
Our new car volume is still down, but we've also been really taxful with our orders.
So we've been focused on our day supply and what we're carrying and almost like laser
targeting, trying to get down to a specific target.
And I can kind of explain how we do it because I'm really proud of my GM for the impact that
we've had in the last six months, just getting things back online.
But overall profitability, are we where we once were?
I'd say definitely not because we're still, our new car volume is going into the pandemic.
We were 185, 175 new cars a month fairly consistently.
And then now we're, our store, we're number two in Oklahoma.
We're number one in the Tulsa market, but it used to take 150 plus to be number one in Tulsa.
And today it's, I think last month with 87.
So it's just, it's a different mentality, I guess, but it's starting to show signs of
moving back in the right direction.
The Ram brand's doing great.
Um, so it's starting to turn.
Well, that's a good thing to hear.
And, and obviously with corporate being profitable, it allows them to throw more
marketing dollars your way.
I would assume so that ultimately their dealer bodies can become whole and more profitable again.
I would hope.
I think that's the plan.
That's, that's the hope.
That's the goal.
You know, I think I kind of shared it.
And I, I'm a little bit more open about this than maybe I should be, but
I shared in one of my YouTube videos a couple weeks ago that, you know, it, it's no surprise
that Stellantis got a little over their skis from a price standpoint.
And we saw it happening back in 2022 through 2023.
And we started comparing, you know, MSRPs to, to key models and specifically the Grand Cherokee.
And unfortunately they were looking at transaction prices, which included,
you know, incentives and dealer discounts and not at the MSRP level.
And the, the insight that I shared, it's like, guys, you got to realize that at the very top of a
customer's research and buying, when, when they're looking for what they want to buy,
they may be comparing a Grand Cherokee to something else in the same segment.
And they fall out of the funnel for Jeep at the MSRP level because the MSRPs were too high.
They didn't know they could get 10,000 off, right?
And I think what, what they've done, and I shared quite a bit of this on, on that video,
but as they went into 2026, we saw massive MSRP reductions in Wrangler, Gladiator,
the Grand Cherokee kind of got repackaged and recontented.
Grand Wagoneer got repackaged and recontented. So they, they were, were bringing more standard
content down and trying to get MSRPs back down to where they need to be in their respective
segments. And as a dealer, I'm optimistic that I think that move, as soon as consumers realize
and those high funnel consumers are working their way down into the buying market, you know,
say they research for 90 days, I think over the course of the summer, hopefully the Jeep brand
feels some needed tailwinds because things are priced where they need to be again.
I think you're, I think you're onto something there. And I want to just show you one more
example of the unfortunate reality that you are kind of stuck with right now. And that is
another example of a Dodge Charger, which is another vehicle that you've been sitting on
for quite a while, Jared. And this is, you know, where you've been is a vehicle like this. I think
when I looked on the car edge data, we had it at over a year, it's been sitting on the Jim Glover
lot. This price is going to get updated tomorrow. And you sent in your email to me in preparation
for today's show, you said that the Auntador price is going to end up in $45,000, which is almost
$35,000 off of a nearly $80,000 MSRP. If this doesn't clearly depict the, I don't know,
errors in prior ways of the manufacturer, I don't know what else does cars, new cars should not
be selling at almost 50% off. You know, that's just no one wins. Everyone's confused. I'm sure
you were confused, you know, when you were trying to sell an $80,000 Dodge, for example. So it is
interesting, like this is kind of what's been in the past. And obviously now into the future,
Jeep and other manufacturers having to reduce their MSRP. What are your thoughts on this particular
one? They're sitting here $35,000 off. It's crazy, Jared. It's crazy. I'm thankful that we're going
to be able to do it because at the end of the day, you know, we've, we need, we need that car
to find a home. And I think there's not a lot of scat packs left. And so, you know, anybody that
is looking for a Daytona scat pack, we've got probably one of the, one of the last remaining
for you. And it's going to be a great deal for somebody. I think where we missed just in Oklahoma
in general was the lease was the play. You know, that's, it's an $80,000 car, but like I said,
there was lease payments that were $400 a month, $450 a month. That's a really good deal for,
for the, for the, the customer that is open and willing to lease. Just unfortunately in Oklahoma,
it was, we would put the lease together and it just, it wasn't very well,
well taken or well received in Oklahoma just because a lot of people don't lease.
Do you see Stellantis with the changing some of their MSRP's moving downward in an effort to
bring the vehicles closer to what the average transaction prices really are,
as opposed to pricing them so high and, and then allowing between factory incentives and
dealer incentives, allowing the dealer to discount them as much as they had in the past. I mean,
at least this way it seems as if it might be more appealing to more people because it seems
more reasonably priced to start with. I do. I think what we're going to see is
MSRP's are lower and that's already happened. You know, I'm going to be curious to see like,
you sent the article over of, of average transaction prices. I don't know if we want to
dive into that yet, but kind of what we're talking about. I think they've already swung
that direction with the 2026s. And then only time will tell if the incentives follow, you know,
what the real plan is. If are we going to, you know, have lower MSRP's with smaller discounts
or, you know, what's really the long-term play? I think the biggest, the biggest swing in the
wrong direction for Stellantis is they stepped away from our most affordable models. And, and
as dealers, it's something that we really have really have been wanting back and needing back.
And, and Compass is close. You know, Compass, Compass is close. The, the most of our cars land
around $31,000 because they buy that with dealer destination fee and we order latitude just because
that's good content. And then they incentivize them. So it actually, for an inter-level car,
you know, if you're looking at another manufacturer that's got a $26,000, $27,000 car with no rebates,
well, a lot of people have some negative equity or they've got a trade that they need to get out
of power from under and, you know, the $31,000 Compass with a $2,000 or $3,000 rebate actually
puts them in a better situation. So I think it's, it's with that car, I'm a proponent to say, hey,
let's decontent it a little bit and give us a front-wheel drive instead of a four-wheel drive
and get a sub 30,000 as a actual with dealer destination fee MSRP. And I think that would
help that car quite a bit. But if you think of some of the other models that we lost since the
pandemic, we had renegades, we had journeys, we had, we had Dodge Grand Caravans. And yes,
they were longer in the tooth, but they were affordable. And there was a, there was a spot
in the industry for an affordable minivan. I mean, we as dealers, I think we'd love to have that car
back. Yeah, we, we track some of the casualties since 2015. The Dodge Dart's gone, the Chrysler
200's gone, the Dodge of Ender, Jeep Patriot, the Fiat 500 hatch. You know, you really are looking
at that, that compass that you mentioned, which if I may, this is going to be probably one of the
craziest things that's ever come out of my mouth. If you're in the market right now for a brand new
Toyota RAV4, and you can't find one for two to three months because there's no supply and dealers
are charging addendums and markups, the Jeep Compass nationwide has a 120 days supply. I mean,
I, you keep me honest here, Joe, but I think getting Jeep dealer yourself included, if someone
called up and actually expressed interest in a compass, like there's a deal to your point,
there's even rebates to be had there. So it's crazy to think of cross shop at a Toyota or the
Jeep. Don't get me wrong. Well, I, so I'll rebut you a little bit on this, and I'm sure up there,
I'm going to get hated in the comments for this, but the compass is actually in a bit different
segment. So, though, but if, but the, the entrant that we just got is the new Cherokee Hybrid.
And, you know, we are as, you know, I'm talking about me personally, we've kind of walked into
that car to see, Hey, let's see how it goes first. Man, I went and drove it. I'm really,
really happy with that car. And I think it's going to be a great point in the segment. But as,
as the brand Jeep really needs to help explain where they positioned it, because they didn't
position the Cherokee to go head to head with the Chevrolet Equinox. They positioned it to go
head to head with the RAV4 and the CRV, which is a pretty bold, but product to product, I think,
I think it's going to be great for us and something that we can lean into. And I'm actually,
I've considered trying to find a RAV4 and find a CRV myself to have here for, for not only myself
to form an opinion, but for our staff to train with all three cars and see, okay, really where
does the Cherokee stack up from quality and drivability and is a quieter, you know, so on
and so forth to where we've got some experience with all three. I drive my bus in a busy city.
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For sure. I don't want to give you a marketing idea, but if you can make that happen,
invite your customers to come in and drive wall three and then give them the reason why they
should be buying the Jeep. Hey, they get it. Yeah, I think that I just again want to reiterate
because from a fundamental supply and demand right now, Jeep has dug themselves into a hole.
I mean, we, the Stalantis brand has dug themselves into a hole to a degree with those price increases
like we've talked about. They're trying to come back. They have slashed MSRP's to your point, Jared.
They actually have you, you as a dealer and many others have so much available inventory right now.
We had a Toyota dealer on the show recently, Jared. He was talking about if you want to test
drive a 2026 Toyota RAV4, you can't go to Hertz or something. See if they have one, you know,
like you just can't. And so it is a very different sale process and dynamic right now and both from
like a perceived deal perspective, like it's a very different game. So it is worth, people should
hear this message and should understand it's an option. Yeah, absolutely. Do you feel as if
during the massive increase in prices at Stalantis over the last few years,
during the last tenure, the Traveris tenure, do you feel that they, to a large degree, abandoned
their customers who were loyal customers to their products because they raised their prices so much
and now they're trying to backtrack on prices to reintegrate those customers again, to invite them
back to almost shameably saying, hey, we made a mistake and we really didn't mean to leave you
behind. As a dealer, were you feeling that as you were watching those MSRP skyrocket?
I think we felt it was definitely the wrong player, wrong direction and we were communicating it
as vividly as we could. But you know, it's because we're a GM dealer as well and I saw how
Chevrolet handled it and I handled it a little differently through the pandemic. I mean, that
was the first time for all of us. Sure. That was weird. And like our dealer group, we chose to
stay at MSRP and we timed it right. So we built a Jeep building right in the middle of the pandemic.
So we built our building in 2020, which if you know how the Jeep standalone stores, how they
work, when you build the store, you get additional allocation and it's guaranteed allocation. So
when we went into the pandemic, when everybody else was running out of Jeeps, we had rows of them.
So we went through the pandemic in a really good situation and out of the other side of it is when
volume started hurting when MSRP started coming up. So do I think they walked away from their customer
base a little bit? But I think they have realized now and you know, Tavares isn't in the picture
anymore. I think the moves they're making, they're trying to figure out how to get their market share
back. And instead of just, what's the right way to say this? Instead of just ripping the band-aid off,
I think they're trying to figure out where that level is going to be and exactly where they need to
be. And then they've got to get back into certain segments. You know, we walked away when Cherokee
got discontinued at the end of 2023, we walked away from the biggest segment in the country
and didn't have a vehicle position there at all. And so we're happy to have Cherokee back.
We've just got to make sure we market it the right way. Like it is a hybrid, which is a good
thing. You don't have to plug it in. You don't have to charge it. It's got a gas engine. I mean,
it's an accepted technology that people have been buying from Toyota for a long time now.
But I think because of everything that went in with EV and then plug-in hybrid,
there just can have to be a better understanding like, hey, you don't have to plug this thing in.
And their marketing hopefully can do a good job to get that point across.
And if I may, there's some macro data here that backs up some of the trends that you're
acknowledging here. April sales, look at this. We had at Hyundai, April sales of the Hyundai
Sonata Hybrid rose 171%. The Elantra Hybrid jumped 55%. The Santa Fe Hybrid set an April retail
record. It was up 3%. Kia had their hybrid sales up 97%. Here every year for the month,
the Sportage Hybrid was up 112%. Serento Hybrid up 34%. This is textbook data that
demonstrates that. And I just want to make a comment here, Jared and Pops. It's not just
Jeep. We're spending a lot of time talking about Jeep right now and Stellantis. But here you go.
Kia drops EV6 pricing for 2026 by as much as nearly $5,900. So a lot of automakers found
themselves going way up on MSRP's and then especially with the EV power trim and the
government stopped subsidizing it, lost customers. And it seems like everyone is pushing back towards
hybrids. Obviously Kia Hyundai there with their sales for hybrids up significantly. The other
data said Honda's hybrid sales as a proportion of total sales in Toyota, hybrid sales as a
proportion of total sales were way up. If Jeep's going to make their dealers happy again, I feel
like they have to go in this direction. And potentially there are other brands as well.
Yeah. And I really hope to just entrance in the segments that we're not in.
Gladiator is in the small truck or the mid-sized truck segment. But it's a unique
entrance, right? Gladiator is still a Jeep. It's a Jeep with a bed. And I think it's perfect for
some people, but there's rumor and I think it's confirmed that the Dakota is coming back at some
point. We haven't seen it yet. We don't know what price it's going to be or what powertrain it's
going to have. But I think that's going to give us a play in that segment to go against the GMC
Canyon in Colorado and the Ford Ranger and even the Tacoma. Tacoma probably aligns a little better
with Gladiator because of just overlanding in the off-road space. But the Dakota will definitely
help us and then hopefully coming down the pipe is some form of entrant back into the $20,000
to $25,000 MSRP space. That'd be a huge win for Stellantis dealers if that happens.
Now, Pops, we know Jared's got a store to run, but I'll leave it to you, Dad. You got a final
question for our esteemed guest here. And I should mention, there it is on YouTube now
and the Jim Glover team. They're on YouTube. They're making content there. They're doing
all the things that we love to see. So I encourage everyone to search YouTube, find them on there.
Obviously, check out their website as well. We have a link down in the description of today's
show too. But Pops, I'll leave the final question to you.
I actually don't have a final question for Jared. I have a simple mind and I went through
my simple questions. And I think what I could take away from this is that Jared,
from a retail perspective, understands his customer and understands his customer's needs
and has tried his best to convey that to the manufacturers that he represents.
And I know from experience that oftentimes the conversations from the dealer's side of
things to the manufacturers, it's like talking into a vacuum. They're pretending to listen,
but they don't really want to acknowledge it. And I think with the change in management at
Stalantis, there's a certain level of acknowledgement now that there were mistakes made and they're
trying to do something positive about it. So it's not a question. You can comment on all
you want, Jared. I would appreciate it. No, I agree. I think you're hitting the nail on the head
because every manufacturer has a dealer council and I actually sit on the regional dealer council
for this region of the United States. And so we have access and we have meetings and we talk about
things and we have suggestions and then that rolls up to a national dealer council with Detroit.
We were all saying the same thing. So the dealers were in alignment of what needed to happen. And
I think it just took longer for them to make the decision to say, hey, you know what, this is the
direction we need to head. The new leadership, I think, is making the right decisions. Just
unfortunately, it's like turning the Titanic. So you've got to turn a big ship and it's just
going to take some time. Dealers still need to right size their inventory. I was actually looking,
I'm super proud of my team because in April, we turned 38% of our ground stock, which points back
to about an 80 day supply. That's still not fantastic, but in the world of Stellantis,
it is fantastic. I think nationally was about a 25% turn last month. So we're getting close.
I've still got some models that we're not perfect on. And then we support our service department.
So we run a fleet of 30 to 40 courtesy vehicles, so service owners every month. So we're always
going to be a little inflated just because I've got to support the customers and service as well.
Friendly reminder, y'all, Jared, his team, they're over at Glover Auto Family. He's out there posting
all sorts of information here on YouTube. So learn more from him and his team back at their
YouTube channel, Glover Auto Family. And Jared, I'm going to have to, I'll text you later this week.
I'm so curious when this updates and it's got, you know, not 53, but what'd we say 35? And when
this one over here updates and it doesn't say 71, instead it says, what's that again? I'm saying
45, 45. You will have to tell us how long after, you know, because again, it's going to update on
your website tomorrow. I'm curious how many hours it lasts at that price because you know all the
car listing websites, they do price drops. I mean, emails are going to go out to people that,
yeah, like an email is going to go out to someone who's been like watching your car and it's going
to say $22,000 price drop. Like if that doesn't sell it, man, if it's still sitting there in a
week, we got to have you back on to talk about like, what the heck will sell. So thank you for
the insight. Thanks for sharing what's going on in your neck of the woods. And yeah, thank you so
much for your time. Yeah, thanks, guys. Yeah, Jared, always good to see you, my friend. Yep.
That's crazy, man. Yeah, yeah. You know, but he hit, he was, you know, every market in every
region is different. Yeah, the big push was for EVs was leasing. Well,
but leasing doesn't necessarily work in every area and it doesn't work in Oklahoma.
Everything is regionalized. Everything we talked about on the show is regionalized. I mean,
one of the things I'm most proud of, where do we have it all? I'll find it here so we can all
look at it together. We do the fastest and slowest selling cars back on CarEdge.com. I think it's
under research. Where is it? Inventory report? Yeah. If you don't know, nobody knows.
This took me a second. Research and then you click on inventory report. This page is national by
default. You can also come in here and you can find Oklahoma. So here's what's going on in the
state of Oklahoma. Here are the fastest selling cars in Oklahoma. You know, and here's our methodology
down below on the page. So, you know, you could also look at the best selling or the slowest
selling. And so, and there you go. What are we looking at? Dodge Charger. One of the slowest
selling cars in the state of Oklahoma. Can't be surprised, y'all, when we're still looking at
leftover 2025 Dodge Chargers, which again, are going to end up ultimately selling at
almost half of their original MSRP. So everything's regionalized. I'm very proud of the tools we've
built to try and surface trends regionally. But dad, you and I have been like with a megaphone,
unsold cars, unsold cars. To get the validation today that I mean, we're going to see 40 plus
percent off of MSRP to sell unsold cars. I mean, it seems like May 7th was the day where it finally
flipped for some brands. It is as my area vice president when I worked in the Scottsdale for
Penske used to say, the customer hasn't bought it yet because you haven't lowered the price enough
yet. And I see this question that's come through here. How long has that SCAP hack been listed for?
We have been tracking it for 489 days. There you go. So yeah. Now, let's come here to the chat.
We had a really kind contribution come through earlier in the show from Krishna. Thank you,
Krishna. Thanks. Ioniq 9, Palisade Hybrid All Wheel Drive Limited. What is the better deal?
At this time, I see both 200 plus days of inventory in Texas area. Any suggestions? Great work.
Car edge team. I don't think the Ioniq 9 is selling well at all because of its price
point. So I'm thinking the Ioniq 9 is probably the one you're going to be able to get a bigger
discount from the dealer on more incentives, et cetera. What do you think that?
Well, we know the new redesigned Palisade is selling well. We know it's popular.
So we know that it's going to be harder to get your hands on a good deal on a Palisade
hybrid than on an Ioniq 9. When we were at the Hyundai dealer a couple of weeks ago,
we were shocked at what the prices are. You should not have to spend that kind of money for a Hyundai.
Let's actually take a quick peek at the Hyundai Ioniq 9 because it is kind of jaw-dropping
how expensive they've become. So let's come here, Hyundai, and we'll do Ioniq 9.
I mean, actually, you know what, Dad? Yeah, I'm definitely, I mean, we're in my neck of the
woods in the Maryland area, but look at that. The advertised price, $10,735 off of MSRP. And
this is an A-rated dealer. Meaning, if I were to click through on this really quickly,
they're one of the good guys. If I check here, what is it? The price they quote online is pretty
much the exact, or the price you're going to get when you go into the dealership is pretty much
exactly what you see online. So I mean, these guys are advertising almost $11,000 off,
but I think that the reason they're advertising $10,000 plus dollars off is because the MSRP is
too high. We just had this conversation, we'd share it. Yes. Yeah, you don't expect to be looking
at a nearly $70,000 Hyundai when you go to a Hyundai dealership. It's a Hyundai, damn it.
Okay. And so you just don't expect to see a $70,000 Hyundai. And so to suggest that there would
be some sticker shock associated with that would be an understate. Definitely some negotiability,
that's for sure. Oh, absolutely. And the Palisades, I don't think if you were to pull those up,
you're not going to see as large a discount on those. And so I think if the idea is a
larger discount, then you're going to find that on the IONIQ 9. Yeah, I mean, look at these
discounts we're talking, a grant. Yes. Yeah, just different games, different ball games.
Yeah. And they both end up coming down to about the same price.
Yeah, they do. Right away, folks. Again, huge thanks to Jared and the Jim Glover team for
being a part of today's show. Dad, we're back tomorrow with more Car Edge Live. I am so excited
for what we're going to cover tomorrow. It is one of the biggest secrets in the auto industry,
and we have some new data from Consumer Reports that just blows your mind.
$3,000 destination charges, y'all. Tomorrow, my dad might turn it into a tomato. I think he's
so red with frustration and anger. So tune in for that. If you enjoyed today's show,
subscribe to the channel. We really appreciate it. If we can help you out with anything,
Dad, where should folks go? CarHedge.com.
How's your cough? Are you feeling better? I am feeling a bit better. Yeah, I mean,
it's still there, but not to the same degree that it was. I'm working on it, buddy. I go to
the doctor tomorrow, okay? But after the show, not before the show.
We're back tomorrow, y'all. Love you, Dad. Love you too, handsome.
About this episode
The conversation centers on why Stellantis dealers are struggling to move inventory, especially slow-selling Chargers and EVs, and how incentives, MSRP cuts, and lease deals are being used to clear lots. A dealer guest explains that some vehicles have sat for over a year, while the hosts contrast corporate profitability with dealer-level reality. The discussion widens to Jeep pricing strategy, regional demand, hybrid momentum, and how inventory management and dealer feedback are shaping the response.
Today on CarEdge Live, Ray and Zach are joined by Jared Glover from Jim Glover. Tune in to learn more! Hosted by Simplecast, an AdsWizz company. See https://pcm.adswizz.com
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