DO NOT WAIT TO BUY A CAR RIGHT NOW | Episode 991

Happy Holidays! Want to give your host a gift? Consider subscribing, rating, and reviewing the show this holiday season. It really helps the show grow. From all of us at Believe, have a Merry Christmas everyone and a Happy Holiday!

It's noon here in Washington DC and this is Car Edge Live for Monday, December 29th with your host, me, Ray, sitting next to Anna and some guy, Zach. How are you today, this early afternoon?

I'm doing fantastic. Happy almost New Year everyone. We've got a couple more days here before the end of the year. Good to have my dad here.

By my side, today's show brought to you by CarEdge.com. CarEdge.com folks, we are running our promotion. We decided through the end of the year.

So we've got another two days, 20 hours, 59 minutes, and 13 seconds for you to take advantage of $150 off our car buying service and 15% off CarEdge Pro. As a friendly reminder, CarEdge is a car buying service that takes care of the research, dealer outreach, and even negotiation.

We learn what matters to you, contact dealers, compare real offers, and help you get the best deal without the stress. What a privilege, dad. We've helped hundreds of thousands of people since 2019 and folks are saving a boatload of money.

Now, the big story that I want to talk about today, dad, do not wait to buy a car right now. If you have been on the fence, we are in the final 72 hours of car buying bliss.

This is the moment of truth for the auto industry, the last few days of the year. I'd like to spend a couple minutes that you ran dealerships for all those decades.

Explain to us why the end of the year. We talk about this all the time this time of year. Explain why now is the time and then.

Yes.

I wanted to spend some time digging into, I see cars actually went above and beyond and they have data on the actual vehicles that have the most leftover inventory.

So we talked about a million new cars unsold in last week's show on Friday. We're going to continue that conversation here and actually look at which specific vehicles are the most oversupplied and unsold at the moment, both from 2024 and 2025.

But before that, do not wait to buy a car right now. Do you agree, dad, or have I gas lit our audience? I don't think so.

Well, there's many times you do gas like the audience, just in the thumbnail and the clickbait headline. But this is not one of them.

You can either through the 31st or maybe the 2nd and perhaps in some cases to the 5th of January. But those stair step earnings can be hugely significant.

For instance, we know with Stalantis, it's upwards of $3,000 extra for the dealer on those cars sold. So I don't know if you knew that that $3,000 was about to go away, say, on January 1st.

I guess you would do everything you could to sell as many of those vehicles by December 31st so that you could earn that extra cash.

So manufacturers have increased rebates and customer incentives. They've increased dealer incentives.

The dealerships themselves have their own incentives to hit their sales objectives. The salespeople want to hit their sales objectives.

There is so much money riding on the last few days of the month so that, yes, if you were in the market for a car, today, tomorrow, or the next day, are your three best days in order to get that deal that you're looking at?

I still remember. I think it was a BMW dealership you worked at. I don't quite remember. There was one story you shared where you took a really short deal.

Short deal meaning you didn't make money. You lost money on the deal, which, if I'm not mistaken, negatively impacted your paycheck because the way you got papers on gross profit for the month.

But you took the deal because it got you to the stair step bonus because an incremental $100,000 for the dealership.

Can you share that story? Do you explain how that works?

It was at our BMW dealership and one of the sales managers took a deal and the other the next day he came down and said, you lost like $2,500 on that deal.

He said, yes, I'm aware of that. He said, well, what were you thinking? He said, well, I was thinking that deal was going to earn us our $200,000 bonus.

That bonus turned into $197,500, but I don't know. I figured you'd rather have that than me not making that deal at all.

Yes, you can end up losing money on a particular car deal because you're going to be heavily compensated for having reached the sales objectives that the manufacturer gave you.

So as a sales manager, you have to weigh that and you look at it and you go, hey, I'm taking this loser because it's going to make us $200,000.

And yes, there were days that I went into work and we took some deals that lost money and it was like I paid for the privilege to go in and work that day.

They didn't pay me because it negatively impacted the gross profit that I got paid off of.

Yes, so a typical pay plan, keep me honest here, but a typical pay plan for a sales manager is obviously a base salary, but then some percentage of gross profit in vehicles that sold.

And so if you actually lost money on deals, you're taking down that percentage that you're going to get paid off of gross profit at the end of the month.

Yes, correct.

But if there was ever a time to do it, it's now. It's these three days because you're at the end of the month.

You're trying to hit that volume objective.

Again, we've had different dealership representatives come on and share what the current stair step amounts are.

And we also know from our research, like at Nissan, it's going to be up to $1,200 per vehicle sold.

And we're talking about a Nissan dealership that may be sold in incremental 100 cars, $120,000.

Chevrolet, it was over $1,500.

Which is Chrysler, Dodge, Jeep, and Ram. It's $3,000.

Imagine you sell an extra or hit your $100 vehicle volume threshold.

That's $300,000. Who cares if we're losing money on every car deal if we're going to make up $300,000 on the back end?

Well, the back end is today, tomorrow and the next day.

Yes, yes.

And then you know what happens on January 1st? It resents.

It does. And hopefully we all recover from the excess amount of alcohol we drank on the evening of the 31st.

Yeah, hopefully be smart, be safe.

Yes.

That is really the confluence of events right now.

And it's not BS. This is what happens every single year.

And this is that moment in time where you can strike while the iron's hot?

Yes.

Now, there are particular vehicles, Dad, that these manufacturers have overburdened their dealer body with.

So again, this data comes from IC cars, new cars with the most leftover 2024 inventory.

We're talking about January 1st, 2026.

There are still new 2024s on dealership lots.

We looked at this on our video on Friday, our live show on Friday.

There are up over a million 2024 and 2025 new cars unsold right now heading into 2026.

And you can see here, Dad, Dodge Hornets.

Of the new Dodge Hornets for sale nationwide, 82% of them are 2024s.

Plug into plug-in hybrid.

This time next year, it might still be the same.

Dad, if I'm a Chrysler Dodge Jeep brand dealer and I have a Dodge Hornet plug-in hybrid on my lot right now.

Yes.

Look at that average price, $41,000.

That's absurd.

And I've got this vehicle sitting there.

What are you doing?

What are you doing with 82% of your new inventory being 2024 or the Jeep Grand Cherokee?

70% are still new 2024s.

Alfa Romeo Tonale, 46.8%.

Chevy Malibu, 31%.

But Dodge Hornet, non plug-in hybrid, 26.3%.

Look at this list, Dad.

And walk me through what you're actually doing today and tomorrow and the next day.

Because you don't want to walk into 2026.

What's your area of factory reptile?

What do you do here?

I'm looking at this list and it says to me that as a Chrysler Dodge Jeep brand dealer,

I should have my damn store up for sale, okay?

Because what brands dominate this list?

They are a Chrysler Dodge Jeep and in this case, Alfa Romeo.

Alfa Romeo.

So it's...

As a customer though, Dad, can I target these vehicles to get an absurd deal?

I would think so.

And I would suspect that any sales manager, new car manager worth their salt is targeting

those vehicles to get them sold with the special bonuses for salespeople or special minimum

commissions for salespeople on those vehicles.

It is incumbent upon you that if you have anybody that comes in and is looking for a

2024 Hornet or even a 2025, you're trying to push them to a 24.

But you would just, whatever needs to be done, that vehicle, there is no way that vehicle

should make it to January 1st, 2026.

I don't care how much money you're losing.

These vehicles are not like fine wine, they're not getting better with age.

They're like some poor wines where they're turning into vinegar with age.

So what's the point of holding onto them?

And if you are a CDJR dealer and you work in front of it with all those Hornets and

all those Jeeps that haven't sold.

You've got to be looking and you've got to be kicking yourself.

It's like, what are we doing here?

Why did I do this?

And I know one of the headlines in automotive news is that CDJR dealers are expecting a big

turnaround in 2026 with the new management team.

Well, of course, what are they going to say?

We think it's going to be just as bad in 2026.

So it is incumbent upon them to just move all the stale inventory as quickly as they

possibly can at whatever price point they can get for.

Yeah, I think that's the point.

Regardless of the brand, the reality is you don't walk into 2026 with 2024.

It's used to have a boss, Dad, Roger Penske from Penske Odd Motive Group.

We told you don't walk into 2026 with any 2025s.

Yeah, let's take a moment here, Dad, and let's do a little bit of a live experiment.

You know, I love doing these.

We're going to go on CarEdge.com.

Let me pull it up here.

Have I ever heard of that company?

I think you've heard of that company.

Let's go to CarEdge.com, Dad, and let's shop new.

And then let's do, you got any guesses what I'm going to do?

Dodge.

We're doing a nationwide search here, and we'll do the Hornet.

There are only 900, wait for it to load, and 60 Dodge Hornets for sale nationwide right now.

So Dodge is the new one.

So Dodge has done a good job stopping the production of these and having fewer of them out there.

But yeah, I'm going to go to year here.

Oh my gosh, supposedly we still have some from 2023.

We're just going to do 2024 for a second.

2024.

You've got 549 2024 Dodge Hornets for sale nationwide.

Look at that.

450 days on the market.

542 days on the market.

Let's click into this one, Dad.

Because already I'm intrigued.

You've got an MSRP of $33,490.

The dealer's advertising it at 32038, which is $800 less than invoice.

$800 less than invoice, but honestly not that big of a discount.

No, and I would imagine you could get even more.

There has to be a factory to deal with incentives on those vehicles.

And if you're that dealer, what excuse, if you are a sales manager or the new car manager in that dealership,

what excuse do you offer to your dealer principal or the owner of the store come January 1st

when that vehicle that's already been there 450 days is still there?

I mean, what do you say to them?

I mean, how do you justify it that, hey, I've been doing a really good job for you.

I've kept this one vehicle.

It's really special.

I've kept it around for 450 some days, and I'm hoping if we play our cards right,

it'll still be here 900 days from now.

This is, though, to be clear.

And I see some comments talking about, well,

I actually think this is probably the potentially one of the best value options out there right now.

If you need transportation, excuse me, you're not paying anywhere near $32,000.

You're getting a bigger discount than that.

I just pulled up the stats down here.

There is a 495 days supply just within this area.

So within 100 miles of the 68010 zip code, there are 11 comparable year make model trim coordinates for sale,

yet only one has sold in the last 45 days.

You're looking for a good deal.

Yeah, nobility.

This is probably a sub $30,000 transaction.

Oh, absolutely.

And I imagine Dodge is offering some incentivized finance rates and things like that.

This is a good way, and it has a full manufacturer warranted.

But if there's been one that has been sold within 100 miles, within 45 days.

And within the last 45 days, every dealer needs to call the dealer that sold it to say,

what's that guy's name?

Guy Eric Alstom.

Because we need to call them and see if they have any relatives that are just as dumb as they are.

Look at this, Deb, from space.

Hornet has $6,250 in retail cash alone.

So you're getting a massive...

Again, you're just looking for mobility.

I'm looking at this as a cheap option to get from point A to point B,

because it is the number one in terms of the most leftover inventory at a time of year

where these dealers are desperate.

No one wants to walk into next year with a 2024 new car on the line.

Excuse me, when I was with the Penske organization,

and I knew Mr. Penske's rules, which were, I'm not allowed to carry over any of the...

If it was 2012, I wasn't allowed to carry over any of the 2012s in the 2013.

Well, I knew that.

And so I started making arrangements to move the existing 2012s that I still had in October

and putting special bonuses and programs on them internally to make sure that I was sold out of them.

I was always sold out of the current model year moving into the next year by the middle of December.

I made it a point that I was not going to have any come January 1st.

I wasn't going to be getting an email of, well, what are you doing?

Why do you still have these cars?

I knew what the company policy was.

I knew what Mr. Penske's policy was when it came to those.

And I didn't wait till December to make sure that I could get rid of them.

I started making plans to get rid of them in October

so that I wouldn't be confronted with it in December.

So let's take a peak here, dad, another functionality that I like to use

and I think will be interesting here is we can sort by seller price,

so their advertised price, lowest.

So let's do that really quickly.

Now, this could obviously illuminate some vehicles that might have deceptive pricing like dealer add-ons and things like that.

But look at this, dad, $33,490 MSRP.

The dealer has an advertised for $22,040.

Yes.

So anybody in the Henderson, Nevada area looking to buy a Dodge Hornet at the local Dodge store

and dealers in Las Vegas are hardly known at all.

Well, just put out there.

So do I think that they would honor that price?

It probably includes incentives that nobody can qualify for even sanity clause.

But it gives you something to argue about and you can, I mean, that's a brand new car, is it not?

Yeah.

Okay, so we know it was a $33,000 car and we know they have an advertised for $22,000

and maybe you can't really buy it for $22,000.

But if you could buy it for $24,000 or $25,000, you're getting an overpriced $33,000 car with zero miles,

hopefully, for what would be a relatively inexpensive price in today's automotive world.

Now that we can also look at the vehicles for 2025 that are left over right now.

So there's going to be a more significant number of vehicles here.

Again, IC cars has the breakdown.

So new cars with the most left over 2025 inventory as we head into 2026, you can see.

We've got the BMW i4.

That's first on our list here.

Then you've got the Lexus GX550, which caped out with a grain of salt.

Those are selling like hotcakes right now.

Subaru BRZ, the LX600, the GR Corolla, Kietanero, Volkswagen Taos.

That's one where you can get a big deal.

Ford Maverick on here, some Toyotas as well.

Now this list, Dad, your 25 is going into 2026.

Obviously, still as a dealership, you don't want to have 25s going into 2026.

But this list, it's going to be negotiable still, obviously, most of these,

but a little bit different than the desperation for the 24 is going into 2026.

And we didn't even look to see if there were any 23 Hornets still available.

I think there were three.

We can take a quick peek here.

Give me one second.

Wow.

But the point is that dealers are desperate to get rid of some of this inventory

at this point in time.

And if they're not desperate, then they should have their heads exacted.

There's 24, 2023 Dodge Hornet, new Dodge Hornets for sale right now.

Well, what's hard to imagine?

How could that one be 109 days on the market?

Yeah, many of these are being moved around and things like that.

Yeah.

But, you know, Deb, to your point, there are still 2023s out there,

but there are a lot of 2025 new cars, almost 950,000 of them as we're going into 2026.

And so, again, that's this point of leverage here at the end of the year.

Oh, no, absolutely it is.

And as a consumer, you can use that to your advantage.

And yes, many dealerships understand the situation that they're in,

and they will do whatever it takes to make those vehicles disappear.

You know, if they need to bring David Copperfield in, then they will.

And it's those dealerships whose sales managers should be trying to imitate David Copperfield

and making this stuff disappear.

Now, at the same time, Deb, we have 440% financing offers right now.

So, we are seeing the manufacturers step up in terms of the offers that they are putting out there for consumers.

This is the highest number.

Matt, say something about that.

Yeah, sure.

You know, I have seen comments from people who say, well, they raise the price of the car when they give you the 0%.

No, the manufacturer does not raise the price of the car.

The manufacturer is absorbing the cost of that 0% financing.

And the cost of that doesn't get rolled into the selling price of the car,

because the financing is independent of the dealership and the dealership discounting of the vehicle.

So, now, there could be a situation where there's an either or.

You could take advantage either of the 0% financing or say a $2,000 cash rebate.

You can't do both.

You can do one or the other.

But if you choose to do the 0% financing, it's not as if the dealership won't still discount that vehicle.

They will.

They need to get rid of it.

So, yeah, I've seen those comments where people say, well, they just raise the price.

They don't just raise the price.

So, regardless, you always negotiate that.

But over price, and then from there, if you can qualify for subented financing, 0%, 0.9%, etc.,

you do that.

If you can't, then you get that pre-approval and you roll with that.

Yeah.

40% financing offers is the highest we've seen all year.

The previous record was in November when they were 42.

December of last year, they were 32.

So, we've seen a significant increase in the 0% financing offers from manufacturers in

an effort to try and get these vehicles sold.

And many of these offers are exclusive to the 2025 model year.

Some brands like Hyundai and Kia, for example, have extended to 2026s as well.

But many of them are explicitly focused on moving old, unsold inventory from 2025, which

again fits the narrative that we've been talking about today.

Yeah.

And the manufacturers to a certain degree understand that it's becoming increasingly more difficult

for people to be able to afford to purchase these new vehicles.

And it will get even worse moving into the new year if, in many cases, people's health

insurance premiums go up dramatically.

So, if health insurance premiums double or triple, well, that means that people are going

to have a tougher time being able to afford a car payment.

So, even in 0% interest, it might not make a difference.

But that is what many manufacturers, they don't seem to be willing to really lower the price.

So, they're trying to figure out other ways to do it, and that's by lowering the interest

rate to make the payment more affordable, because they understand that 85% of all customers

out there are payment buyers, payment conscious.

Yeah.

For what it's worth, I think these 0% financing offers are fantastic.

And if you can take advantage of them, take advantage of working out the door price as

a discount from the dealership, plus any available incentives and rebates.

If you can get 0%, there's nothing better than 0%.

I had someone email me the other day, and they were looking at the EV Toyota.

I forget what the hell it's called.

The Toyota version.

And it was, he could get the 0% interest, and he could bury all his negative equity,

and he could also utilize cash down that they had for it.

You know, if the payment wants, and you're not paying any interest to bury, finally,

your negative equity, and you think you'd be happy with that, then go ahead and do it.

I mean, it is an opportunity for people to pay off their negative equity over time

without having to add interest.

Yeah.

So anyway, good.

Again, this is the time to be making these moves, because there's 440% financing offers.

They're not going to be there in January.

At least that's our best guess that we had a kind contribution come in here from a real

estate realism and a concrete comment as well.

I'm stuck between a Hyundai Tucson and a Honda CR-V.

Both hybrids, both top trims helped me get off the fence, which is a better buy today.

I feel like, I like the feel of the Tucson, but the dependability of the Honda and that

I just want to pull up here from space.

Appreciate you being here.

Space Tucson hybrid has $4,000 lease cash can get three to $4,000 off on top.

The CR-V should be shooting for anywhere from 7% to 9% off of MSRP.

Dad, you're looking Tucson or CR-V, which option are you going?

I would probably, if it were me, I would do the Honda.

I think it's a better quality vehicle, and I think their track record is better than

that of the Hyundai.

Do you mind, Honda, and you're going 7% or more off of MSRP?

Yes.

I realize that Hyundai Kia are sister companies and two brands that have seen tremendous growth.

I also realize that they have had many, many issues with quality engines and other things

that I would stick to something that's more tried and true.

In my mind, that would be Honda.

Honda has developed a reputation over the history of that company of building very dependable

automobiles.

Let's face it, Honda, Toyota, every now and then they produce a dog that has issues, but

for the most part, and the CR-V is one of their best selling vehicles, I just think you're

better off with the Honda quality than the Hyundai quality.

Dad, I want to take a second.

We appreciate everyone that leaves reviews on their experience with CarEdge.

I want to read off a few of them here from Ken.

This was 18 hours ago over on TrustPilot using the AI negotiator, which is part of CarEdge

Pro 50S on off right now.

The AI negotiator was very helpful in reducing the stress of finalizing and closing a great deal.

Love that.

Here from Rusty, this was yesterday.

CarEdge experience was awesome.

I used the AI negotiator and was able to negotiate with seven-plus dealerships at once.

My negotiator was spot-on with everything I wanted to convey.

I was able to negotiate a fair price without even leaving my house.

Signing up for this service was totally worth it and saved me from all the hassles of buying

a new car.

Would I recommend?

Absolutely.

Love seeing this for you.

Negotiating anonymously with seven-plus dealerships at once is a really cool way to do it.

We got here from BrewDog.

We signed up for the concierge service.

We signed up for the service.

Nagy was our assigned representative.

She was very communicative and did her best to secure the best possible price for our new

car, satisfied customer.

We love seeing these reviews.

We really, really appreciate it.

Again, folks, if you are in the market to buy a car anytime soon, we've got a promotion

running.

Even if you don't do it between now and the end of the year purchasing the vehicle, you

can take advantage of these discounts that are running and use them in the new year.

Please learn more about our car buying service.

On the car buying service page, you can actually get a free consultation call with our team

to see if it's a good fit, as well as meet the awesome concierges.

Where's Maggie?

She's going to be right there.

Learn more about Maggie.

You can click on her little profile right here or CarEdge Pro, which is where the AI negotiator

is so cool to see that coming along.

Yes, seeing all the comments talking about ChevyDude recently did another video, which

was awesome.

It actually documented his experience a couple months after his original experience and how

it worked perfectly well for him.

That was beautiful.

We'd love to see that.

We've got some community numbers here using it right now, as well as that.

In Colorado, using the AI to negotiate two deals as we speak.

Do five, do seven, do as many as you want.

The beautiful thing is that the AI agent is doing it while you are busy doing whatever

it is you'd like to be doing.

Where you have absolute control of your life.

You are not a slave of the dealership.

You don't find yourself in the dealership.

You allow the AI agent who is...

Cool, man.

Could you imagine when we started this, we'd have built something like that?

Crazy.

Absolutely.

No, no.

I couldn't imagine that because when we first started this, you had me calling the dealers

all over the country, trying to get cars and negotiate deals.

When I was supposed to be retired, you had me working 12 and 14 hour days.

Yeah.

Let's come here and answer a couple more questions in the chat.

From P. Burns, do you think the manufacturers will continue some of their rebates in January?

I do.

I do think.

Will they be as aggressive?

I don't think so.

Yeah.

But there will be some.

Yeah, absolutely.

There always are.

It's just how great are they?

And here, may I...

Here's a perfect example.

There you go.

Here's a perfect example.

I believe it was sometime in November when Car Edge ran a promotion and it was $300 off

on the concierge service.

That was our Black Friday promotion, yeah.

Okay.

Well, that was a great promotion.

We can't afford to do that all the time.

No.

Okay.

And so, yeah, are we running a promotion now?

Yes, it's $150 off.

Is it as good as when it was $300 off?

No, but it's still a promotion.

Will there be a promotion next month from the manufacturers?

Yes.

Will it be as strong a promotion as what they're offering in December?

Probably not.

Yeah.

Yeah, we've got one more here.

I want to pull up.

I like these guys, but they are slinging something to sell just like everyone else.

You want a real Car Edge buy used and get a pre-purchase inspection.

I just want to pull this up for a second.

Me and my dad have spent years building out the company, building out an incredible team,

and building out products and services to help people buy cars.

So, we do a sign to sell at its back on CarEdge.com.

If you want to learn more about why we're passionate about that, we've done, I think,

a fairly good job explaining how we make money, why we're different than other car shopping

websites.

You go to the home page, you scroll down, built to help you, not the dealer, how it works.

And the truth is...

One site pops about us down here.

Go for it.

Well, the truth is, you can use it to buy used cars as well as buy new cars.

So, then the other thing I was going to mention is we're huge advocates for used vehicles.

Right now, though, the gold rush moment is on new cars.

The pressures that the market faces on new and used vehicles is different, and it's

more pronounced here at the end of the year on new vehicles.

And go watch some of our other content that breaks down new versus used, and what's a

better value.

If you're in the market for a one, two, three-year-old used car, it actually makes more sense

to target a new one right now.

So, appreciate the feedback and appreciate the comments.

All we can do to show it could be transparent and be upfront about what we're up to and

try and help as many people as possible.

Let's call it a show, Pops.

I didn't realize.

You blend into the background today.

I do.

And you're like sitting back like this, or just, yeah.

Yes.

I'm not going over.

Yeah.

No.

No, I blend in.

You know.

I didn't realize.

No, I realized.

It's okay.

Yeah.

Anyway.

They can see my pudgy face.

We're back tomorrow with another episode of CarEdge Live, so please tune in for that.

And then on Wednesday night, Wednesday night, we'll set it up.

I'll set up the show today, actually.

We're going to do a fundraiser, our annual fundraiser for lung cancer awareness, so stay

tuned for that.

We'll do it here on the live channel, so we'll be doing a special Wednesday night show.

So just starting to set the temperature, or starting to set the expectation there.

Excuse me.

It'll be at 7 p.m. Eastern time on New Year's Eve, so please stay tuned for that.

Yes.

Well, yeah, I was going to say, don't just stay tuned, tune in and reach into your pocket

a little bit.

Yeah.

We're going to be fundraising.

To be clear, it's like one of the live shows where all the contributions go to the nonprofit.

It's going to be for Lung Cancer Foundation of America, so be a good night.

But anyway, we're back tomorrow at 12 p.m. Eastern with more Car Edge Life.

Absolutely.

Thanks, everybody, for being here.

And please make sure you're back here tomorrow.

Tell a friend.

And to tell a friend, to tell a friend, to tell a friend.

And everybody will view us on a separate device.

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DO NOT WAIT TO BUY A CAR RIGHT NOW | Episode 991

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2024 Hornet

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