{"version":"1.0.0","episode":{"title":"Don't Buy a Car This Memorial Day Until You Watch This | Episode 1077","url":"http://getcarcurious.com/episodes/don-t-buy-a-car-this-memorial-day-until-you-watch-this-episode-1077","audioUrl":"https://pdrl.fm/3359a6/pscrb.fm/rss/p/mgln.ai/e/1385/injector.simplecastaudio.com/14b42e71-1f9c-41b2-944f-bc8f2b3a3cb9/episodes/257060aa-7847-4912-b4d7-59fd8d046134/audio/128/default.mp3?aid=rss_feed&awCollectionId=14b42e71-1f9c-41b2-944f-bc8f2b3a3cb9&awEpisodeId=257060aa-7847-4912-b4d7-59fd8d046134&feed=gkrQ6WSC","description":"Today on CarEdge Live, Ray and Zach discuss the latest on Memorial Day car sales. Tune in to learn more! Hosted by Simplecast, an AdsWizz company. See https://pcm.adswizz.com\nfor information about our collection and use of personal data for\nadvertising.\n"},"annotations":[{"startTime":128.7,"endTime":172.2,"type":"concept","title":"Memorial Day weekend dealership sales","url":"/glossary/memorial-day-weekend-dealership-sales","quote":"dealerships, typically Memorial Day weekends were pretty big weekends for dealerships... May was a good month because of Memorial Day. We shouldn't forget what Memorial Day is really all about, but let's face it, in the car business, they'll use any holiday as an excuse to have a sale.","canonicalId":"concept:memorial-day-weekend-dealership-sales","priority":0.2,"confidence":0.75,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"Memorial Day is a major U.S. holiday that dealerships often treat like a sales event, stacking promotions and advertising to drive traffic. The episode frames it as a seasonal retail push rather than something tied to the holiday’s meaning.","simplifiedExplanation":"Around big holidays like Memorial Day, car dealers often run special sales and ads to get more shoppers in the door. It’s a common seasonal marketing strategy in the U.S."}},{"startTime":133.8,"endTime":143.2,"type":"concept","title":"manufacturer incentives","url":"/glossary/manufacturer-incentives","quote":"There were many incentives from the manufacturers. You could save some money and on top of that, there were hot dogs, hamburgers, potato chips, pretzels, and cold sodas.","canonicalId":"concept:manufacturer-incentives","priority":0.25,"confidence":0.85,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"Manufacturer incentives are money or benefits the automaker offers to reduce the effective price a buyer pays. They can be structured as cash rebates, financing rate buydowns, or other dealer-supported promotions.","simplifiedExplanation":"Sometimes the car company helps pay part of the cost to make the deal cheaper. Those are “incentives,” and they can show up as rebates or special financing offers."}},{"startTime":190.8,"endTime":301.9,"type":"topic","title":"using invoice-based pricing to make holiday sales work","url":"/glossary/using-invoice-based-pricing-to-make-holiday-sales-work","quote":"Dad, really dig in here... I said, well, I know one way it won't work... So we tried it, and we had the biggest Memorial Day weekend in the history of the store... Our competitor... they had like a 10 car weekend. We had like almost a 40 car weekend... even the newspaper ad was a copy of an invoice, a legitimate invoice, so people could actually see what the dealership was charged.","canonicalId":"topic:using-invoice-based-pricing-to-make-holiday-sales-work","priority":0.3,"confidence":0.8,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"The hosts discuss a dealership strategy: offering deals tied closely to invoice pricing during a holiday weekend and making the offer transparent in advertising. The segment contrasts this approach with internal skepticism and compares results to a competing store.","simplifiedExplanation":"They talk about a sales strategy where the dealer tries to keep the profit small (near what they paid) during a holiday weekend, and then see if it still brings enough sales. They also mention how the competitor did fewer cars that weekend."}},{"startTime":217.5,"endTime":232.3,"type":"concept","title":"invoice pricing (invoice plus $500 / invoice plus a couple percent)","url":"/glossary/invoice-pricing-invoice-plus-500-invoice-plus-a-couple-percent","quote":"I said for Memorial Day weekend, why don't we do a special sale? I put together a proposal. I said, why don't we do invoice plus $500 on all the cars or invoice plus a couple percent, whatever the hell it was.","canonicalId":"concept:invoice-pricing-invoice-plus-500-invoice-plus-a-couple-percent","priority":0.35,"confidence":0.9,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"In car sales, “invoice” is the price the dealer is billed by the manufacturer for a specific vehicle. A deal like “invoice plus $500” means the dealer would earn a fixed add-on above that billed cost, rather than relying on larger markups.","simplifiedExplanation":"Dealers don’t always sell cars at the manufacturer’s “sticker” price. “Invoice” is basically what the dealer pays to get the car, and “invoice plus $500” means the dealer only adds a small extra amount on top."}},{"startTime":307.24,"endTime":313.8,"type":"concept","title":"dealer holdback","url":"/glossary/dealer-holdback","quote":"makes, because we've discussed it a thousand times, if not more, that there's holdback,\n[313.8s] there's floor plan assistance, there's advertising assistance, there's fuel assistance,","canonicalId":"concept:dealer-holdback","priority":0.55,"confidence":0.85,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"Dealer holdback is money the manufacturer pays back to the dealership after the sale. It’s part of the behind-the-scenes dealer compensation that can affect how much discount a dealer is willing or able to offer.","simplifiedExplanation":"Holdback is extra money the car maker gives the dealer behind the scenes. It can influence whether the dealer can afford to discount the car more."}},{"startTime":313.8,"endTime":318.1,"type":"concept","title":"floor plan assistance","url":"/glossary/floor-plan-assistance","quote":"[313.8s] there's floor plan assistance, there's advertising assistance, there's fuel assistance,\n[318.1s] there's a multitude of different ways that the manufacturer gives the dealer additional sums","canonicalId":"concept:floor-plan-assistance","priority":0.45,"confidence":0.8,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"Floor plan assistance is financial support from the manufacturer to help dealers pay the interest and carrying costs on inventory. It can change how aggressively a dealer prices cars, because the dealer’s cost to keep vehicles on the lot is partially subsidized.","simplifiedExplanation":"Floor plan assistance is help from the car maker to cover the cost of having cars sitting at the dealership. If that cost is lower, the dealer may be more flexible on pricing."}},{"startTime":313.8,"endTime":318.1,"type":"concept","title":"advertising assistance","url":"/glossary/advertising-assistance","quote":"[313.8s] there's floor plan assistance, there's advertising assistance, there's fuel assistance,\n[318.1s] there's a multitude of different ways that the manufacturer gives the dealer additional sums","canonicalId":"concept:advertising-assistance","priority":0.35,"confidence":0.75,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"Advertising assistance is manufacturer funding that helps a dealership pay for marketing. When a dealer gets more support for ads, it can affect how they promote deals and how much discount they’re willing to offer.","simplifiedExplanation":"Advertising assistance is money from the car maker to help the dealer advertise. It can influence how deals are marketed and priced."}},{"startTime":313.8,"endTime":318.1,"type":"concept","title":"fuel assistance","quote":"[313.8s] there's floor plan assistance, there's advertising assistance, there's fuel assistance,\n[318.1s] there's a multitude of different ways that the manufacturer gives the dealer additional sums","canonicalId":"concept:fuel-assistance","priority":0.25,"confidence":0.6,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"Fuel assistance is manufacturer-provided money intended to offset certain dealer operating costs, such as moving or running inventory. It’s another example of non-price compensation that can affect how dealers structure offers.","simplifiedExplanation":"Fuel assistance is extra money from the car maker to help cover some operating costs. It can indirectly affect what kind of deal a dealer is able to make."}},{"startTime":412.2,"endTime":418.2,"type":"concept","title":"dealer transparency index","url":"/glossary/dealer-transparency-index","quote":"[412.2s] I think, perhaps, our dealer transparency index might help to some extent.\n[418.2s] It could. It could, but yeah.","canonicalId":"concept:dealer-transparency-index","priority":0.5,"confidence":0.75,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"A dealer transparency index is a scoring or ranking system intended to measure how openly a dealership communicates pricing and deal terms. In practice, it’s meant to help shoppers identify which dealers are more straightforward versus more opaque.","simplifiedExplanation":"A dealer transparency index is like a report card for how clearly a dealership explains pricing and the deal. Higher transparency usually means fewer surprises at the dealership."}},{"startTime":426.8,"endTime":434.7,"type":"brand","title":"Honda","url":"/glossary/honda","quote":"Okay. If you're\n[426.8s] looking at a Honda and there's four Honda dealers in your market area, you're going to have to compare\n[434.7s] what all four are advertising.","canonicalId":"brand:honda","priority":0.2,"confidence":0.85,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"Honda is a major car brand, and the hosts use it as an example of how shoppers should compare multiple dealers in the same market. The point is that different dealers can advertise and discount differently even for the same brand.","simplifiedExplanation":"Honda is the car brand being used as an example. The takeaway is that you should compare offers from multiple Honda dealers, not just one."}},{"startTime":443.4,"endTime":443.4,"type":"brand","title":"Acura","url":"/glossary/acura","quote":"Maybe there's one that's being overly aggressive. We were the\n[443.4s] Acura store that was being overly aggressive. There are savings to be had. Then there's times","canonicalId":"brand:acura","priority":0.2,"confidence":0.8,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"Acura is Honda’s luxury brand, and the speaker references an Acura store as an example of a dealer that was “overly aggressive” with pricing. It illustrates how dealer behavior can vary widely within the same brand network.","simplifiedExplanation":"Acura is a luxury car brand. The host is saying their Acura dealership was more aggressive with discounts than others."}},{"startTime":506.3,"endTime":514.3,"type":"brand","title":"AutoNation Ford of Bellevue","url":"/glossary/autonation-ford-of-bellevue","quote":"I'm going to share with you this one, AutoNation Ford of Bellevue. A-rated dealers, that's fantastic... I'm actually going to show past. It looks like they put add-ons.","canonicalId":"brand:autonation-ford-of-bellevue","priority":0.4,"confidence":0.9,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"AutoNation Ford of Bellevue is a specific Ford dealership used in the segment as a case study. The hosts evaluate how the dealership presents pricing and add-ons, and they analyze how long vehicles sit on the lot.","simplifiedExplanation":"AutoNation Ford of Bellevue is a specific car dealership. The hosts are using it to show how you can spot potential deal issues like extra charges and slow-selling cars."}},{"startTime":514.3,"endTime":524.9,"type":"term","title":"add-ons","url":"/glossary/add-ons","quote":"It looks like they put add-ons. This is interesting... They put add-ons on the Ford Maverick. That's actually a little bit sketchy.","canonicalId":"term:add-ons","priority":0.45,"confidence":0.85,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"In car shopping, “add-ons” are extra dealer-installed or dealer-sold items added to the purchase price beyond the advertised vehicle price. They can include accessories, protection packages, or other add-on products that may not be optional or may be overpriced.","simplifiedExplanation":"“Add-ons” are extra items a dealer tries to sell you on top of the car’s advertised price. They can raise the total cost, so it’s worth checking what’s included before you agree."}},{"startTime":517.18,"endTime":521.38,"type":"car","title":"Ford Maverick","url":"/cars/ford/maverick","image":"https://upload.wikimedia.org/wikipedia/commons/1/19/2022_Ford_Maverick_Lariat_FWD_Ecoboost.jpg","quote":"They put add-ons on the Ford Maverick. That's actually a little bit sketchy... You are here for 211 days. A Maverick for 444 days. Lots of Mavericks here, actually, which is fascinating.","canonicalId":"car:ford:maverick","priority":0.55,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"The Ford Maverick is a compact pickup that became popular for offering truck utility at relatively lower cost. In this segment, the hosts use the Maverick as an example of how long specific vehicles sit on a dealer’s lot.","simplifiedExplanation":"The Ford Maverick is a small pickup truck. Here, they’re using it to show how long certain trucks can sit at a dealership before they sell.","imageAttribution":"Zoz0716 (CC BY-SA 4.0)"}},{"startTime":528.6,"endTime":546.5,"type":"term","title":"days on market","url":"/glossary/days-on-market","quote":"What I'm interested in here is you have the inventory situation... I'll show you the days on market of the vehicles at this dealership.","canonicalId":"term:days-on-market","priority":0.6,"confidence":0.9,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"“Days on market” is how long a specific vehicle listing has been available for sale. Longer days on market can indicate weaker demand, pricing that’s not competitive, or other issues that make the car harder to sell.","simplifiedExplanation":"“Days on market” means how many days a car has been listed for sale. If it’s been sitting for a long time, it can be a sign the price or deal isn’t very attractive."}},{"startTime":528.6,"endTime":558.2,"type":"term","title":"inventory","url":"/glossary/inventory","quote":"What I'm interested in here is you have the inventory situation... You can see at this particular dealership, most of their inventory is over 180 days on the lot.","canonicalId":"term:inventory","priority":0.35,"confidence":0.75,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"In dealership terms, “inventory” refers to the vehicles a dealer currently has listed for sale (new, used, and certified pre-owned). The hosts use inventory mix and volume to compare how aggressively a dealer is moving certain models."}},{"startTime":732.9,"endTime":788.0,"type":"concept","title":"pre-dealership pricing research","url":"/glossary/pre-dealership-pricing-research","quote":"I want to pull back up here because when you start to do this analysis before you even go to the dealership, you can pretty much hone in on who has the highest likelihood to engage with you and make a deal this Memorial Day.","canonicalId":"concept:pre-dealership-pricing-research","priority":0.4,"confidence":0.75,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"The hosts describe doing analysis before visiting a dealership to identify which dealers are most likely to negotiate and discount. The idea is to use publicly visible signals (like inventory age and add-on behavior) to decide where to focus your calls and bargaining.","simplifiedExplanation":"They’re talking about researching dealerships before you ever go in. The goal is to find which ones are more motivated to sell, so you waste less time and can negotiate from a stronger position."}},{"startTime":752.56,"endTime":757.64,"type":"car","title":"Ford Explorer","url":"/cars/ford/explorer","image":"https://upload.wikimedia.org/wikipedia/commons/d/d5/2020_Ford_Explorer_%28sixth_generation%29_1.jpg","quote":"Let's take a peek at this right right here. This is on 2025 Explorer. Yeah, [757.7s] you can see here.","canonicalId":"car:ford:explorer","priority":0.55,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"The Ford Explorer is a mainstream three-row SUV that’s commonly used by dealers to showcase pricing and add-on packages. In this segment, the hosts point out that a specific 2025 Explorer listing includes extra products added on top of the base vehicle.","simplifiedExplanation":"The Ford Explorer is a popular family SUV. Here, the hosts are using a 2025 Explorer example to show how dealers can tack on extra add-ons that may not be optional in practice.","imageAttribution":"Benespit (CC BY-SA 4.0)"}},{"startTime":758.0,"endTime":763.0,"type":"term","title":"service contract","url":"/glossary/service-contract","quote":"they're adding SWAT service contract and MAC shield that you may or may not have asked for onto this vehicle.","canonicalId":"term:service-contract","priority":0.7,"confidence":0.9,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"A service contract is an optional dealer or third-party warranty-like plan that pays for certain repairs after the factory warranty period. It’s often sold alongside the vehicle and can vary a lot in coverage, exclusions, and cost.","simplifiedExplanation":"A service contract is like an extra repair plan you buy with the car. It may cover some repairs later, but the details matter—what’s covered, what’s not, and how much it costs."}},{"startTime":758.0,"endTime":763.0,"type":"term","title":"MAC shield","quote":"they're adding SWAT service contract and MAC shield that you may or may not have asked for onto this vehicle.","canonicalId":"term:mac-shield","priority":0.3,"confidence":0.6,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"“MAC shield” is referenced as another dealer-added protection product alongside a service contract. In practice, these “shield” items are usually appearance or protection plans, and they’re worth scrutinizing for coverage and whether they’re redundant.","simplifiedExplanation":"“MAC shield” sounds like an extra protection add-on the dealer is bundling in. You should check what it covers and whether it’s already covered by the car’s included warranties or other plans."}},{"startTime":803.0,"endTime":825.4,"type":"term","title":"employee pricing","url":"/glossary/employee-pricing","quote":"Is Ford employee pricing worth a big deal looking to get an XLT Ford F-150? We saw Ford come out with it.","canonicalId":"term:employee-pricing","priority":0.45,"confidence":0.85,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"Employee pricing is a discounted purchase program tied to automaker employee benefits, typically lower than standard retail pricing. The hosts discuss whether it’s worth waiting for or comparing against seasonal manufacturer incentives.","simplifiedExplanation":"Employee pricing is a lower price you can sometimes get through special programs that are meant for employees. The hosts are asking whether that kind of discount is the best deal during Memorial Day or if other times of year are better."}},{"startTime":992.0,"endTime":1002.0,"type":"car","title":"Ford F-150 XLT","url":"/cars/ford/f-150","image":"https://upload.wikimedia.org/wikipedia/commons/a/ae/2021_Ford_F-150_%28fourteenth_generation%29_front_view_01.png","quote":"And so back to the question about the Ford F-150 XLT, I think in a lot of cases, you can do better than employee pricing...","canonicalId":"car:ford:f-150","priority":0.55,"confidence":0.9,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"The Ford F-150 XLT is a trim level of the Ford F-150 pickup, one of the most common full-size trucks in the U.S. In this segment, it’s used as an example of how advertised deals (including “employee pricing”) may not be the best real-world discount you can find.","simplifiedExplanation":"The Ford F-150 XLT is a specific version of the Ford F-150 pickup truck. They’re using it as an example to show that the “deal” you see advertised might not be the best price you can actually get.","imageAttribution":"Gold Pony (CC BY 3.0)"}},{"startTime":1002.8,"endTime":1007.0,"type":"company","title":"E-Boards","quote":"...especially if you find that aged one on a dealer's lot. And you see here, E-Boards saying four deals go $1,000 below employee pricing and incentives...","canonicalId":"company:e-boards","priority":0.25,"confidence":0.55,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"E-Boards is referenced as a source for deal information (e.g., listings showing discounts relative to employee pricing and incentives). In this segment it functions like a market-deal aggregator or tracker rather than a car brand.","simplifiedExplanation":"E-Boards is mentioned as a place that tracks or reports car deals. They’re using it to support the idea that discounts can beat employee pricing."}},{"startTime":1008.5,"endTime":1018.5,"type":"car","title":"2026 Chevy Traverse RS","url":"/cars/chevrolet/traverse","image":"https://upload.wikimedia.org/wikipedia/commons/9/93/18_Chevrolet_Traverse.png","quote":"What should my target discount be for a 2026 Chevy Traverse RS in the St. Louis metro? Okay.","canonicalId":"car:chevrolet:traverse","priority":0.75,"confidence":0.95,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"The 2026 Chevrolet Traverse RS is a specific trim of the Chevrolet Traverse three-row SUV. Here it’s the basis for a “target discount” question, meaning the hosts are discussing how to evaluate whether incentives and dealer pricing are actually competitive versus “employee pricing.”","simplifiedExplanation":"The 2026 Chevy Traverse RS is a particular trim of the Chevy Traverse family SUV. They’re asking what discount you should aim for, so it’s about getting a good deal rather than just trusting advertising.","imageAttribution":"Bull-Doser (Public domain)"}},{"startTime":1027.4,"endTime":1047.2,"type":"concept","title":"zip-code-based car search","url":"/glossary/zip-code-based-car-search","quote":"car search works off of zip codes. So I think we want, what was it, 63101? I guess that's going to get us into the St. Louis metro.","canonicalId":"concept:zip-code-based-car-search","priority":0.3,"confidence":0.75,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"A zip-code-based search filters inventory by geography, which changes what listings you see and how you interpret pricing and supply. In practice, local inventory and regional demand can make the same model sell for different amounts.","simplifiedExplanation":"This is just how the search finds cars near you. Where you live affects which cars are available and how competitive the prices are."}},{"startTime":1063.5,"endTime":1077.4,"type":"term","title":"market day supply","url":"/glossary/market-day-supply","quote":"We'll look at this first one here. 123 days on the market. The market day supply is 90.","canonicalId":"term:market-day-supply","priority":0.55,"confidence":0.8,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"Market day supply estimates how long it would take to sell the current inventory at the current sales pace (often expressed in days). Higher supply can mean more negotiating leverage; lower supply can mean cars move quickly with less room to bargain.","simplifiedExplanation":"This is a way to measure how many cars are sitting around compared to how fast they’re selling. If there are lots of cars and sales are slow, dealers may be more willing to discount."}},{"startTime":1063.5,"endTime":1069.4,"type":"term","title":"days on the market","url":"/glossary/days-on-the-market","quote":"We'll look at this first one here. 123 days on the market. The market day supply is 90.","canonicalId":"term:days-on-the-market","priority":0.35,"confidence":0.85,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"Days on the market is how long a specific car listing has been available for sale. Longer time on the market can indicate weaker demand or pricing that isn’t competitive, which can create negotiation opportunities.","simplifiedExplanation":"This tells you how long the car has been advertised for sale. If it’s been sitting there a long time, it may be easier to negotiate the price."}},{"startTime":1077.4,"endTime":1086.0,"type":"term","title":"dealer invoice cost","url":"/glossary/dealer-invoice-cost","quote":"The dealer invoice cost was $56,110. The MSRP is $58,815. We give it a negotiation power score of 62 out of 100.","canonicalId":"term:dealer-invoice-cost","priority":0.55,"confidence":0.9,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"Dealer invoice cost is the price the dealer pays the manufacturer for the car (before the dealer adds its own profit and any holdbacks/fees). It’s often lower than MSRP, and shoppers use it as a baseline to judge how aggressive a discount really is.","simplifiedExplanation":"This is basically what the dealer pays the car company for the car. If a dealer is selling close to invoice, the discount is smaller; if it’s far below invoice, you’re getting a better deal."}},{"startTime":1086.0,"endTime":1091.8,"type":"term","title":"MSRP","url":"/glossary/msrp","quote":"The dealer invoice cost was $56,110. The MSRP is $58,815. We give it a negotiation power score of 62 out of 100.","canonicalId":"term:msrp","priority":0.45,"confidence":0.95,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"MSRP (Manufacturer’s Suggested Retail Price) is the sticker price set by the automaker. It’s a reference number—dealers can sell for more or less than MSRP depending on incentives and negotiation.","simplifiedExplanation":"MSRP is the “list price” the manufacturer puts on the car. The actual price you pay can be higher or lower once discounts and rebates are involved."}},{"startTime":1086.0,"endTime":1091.8,"type":"term","title":"negotiation power score","url":"/glossary/negotiation-power-score","quote":"We give it a negotiation power score of 62 out of 100. And they've already discounted.","canonicalId":"term:negotiation-power-score","priority":0.4,"confidence":0.7,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"A negotiation power score is a data-driven metric used to estimate how much leverage a buyer has based on factors like inventory, pricing vs. invoice, and how quickly cars are moving. A higher score generally suggests the deal may be easier to improve."}},{"startTime":1089.8,"endTime":1097.0,"type":"term","title":"dealer discount","url":"/glossary/dealer-discount","quote":"And they've already discounted. The dealer discount is already $4,500. So that's the dealer discount.","canonicalId":"term:dealer-discount","priority":0.6,"confidence":0.9,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"Dealer discount is the amount the dealer reduces the selling price from the reference price (often MSRP or the advertised price). In this segment, the hosts treat it as a key lever for negotiating the out-the-door deal.","simplifiedExplanation":"A dealer discount is how much money off the dealer is offering. It’s one of the main things that determines whether the deal is good or not."}},{"startTime":1126.5,"endTime":1135.0,"type":"term","title":"rebates","url":"/glossary/rebates","quote":"And then there are other rebates that you may qualify for.","canonicalId":"term:rebates","priority":0.5,"confidence":0.85,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"Rebates are manufacturer-funded incentives that reduce the purchase price, sometimes requiring eligibility (like financing through the brand or meeting residency/lease/loyalty rules). They can stack with dealer discounts, changing the effective deal.","simplifiedExplanation":"Rebates are cash incentives from the car company that lower what you pay. Sometimes you have to qualify, and they can be added on top of other discounts."}},{"startTime":1293.1,"endTime":1319.3,"type":"car","title":"2026 Honda Pilot Elite","url":"/cars/honda/pilot","image":"https://upload.wikimedia.org/wikipedia/commons/8/8a/2023_Honda_Pilot_%28front_view%29.jpg","quote":"Target discount on a 2026 Honda Pilot in the DC area. So, let's come here. Honda Pilot Elite. ... So, now we're over on the car search. Honda Pilot Elite.","canonicalId":"car:honda:pilot","priority":0.7,"confidence":0.95,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"The Honda Pilot is a three-row midsize SUV, and the “Elite” trim is the top-of-the-line version in most model years. In this segment, the hosts focus on pricing and availability for a 2026 Honda Pilot Elite in the DC area, including how much discounting is realistic.","simplifiedExplanation":"The Honda Pilot is a family SUV with three rows of seats. “Elite” is the nicer, higher trim level, and they’re talking about what kind of discount you can realistically get on a 2026 one in the Washington, DC area.","imageAttribution":"deathpallie325 (CC BY-SA 4.0)"}},{"startTime":1336.6,"endTime":1343.6,"type":"term","title":"invoice price","url":"/glossary/invoice-price","quote":"Look at the invoice price, Dad. There's $4,000 in profit.","canonicalId":"term:invoice-price","priority":0.55,"confidence":0.9,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"Invoice price is the amount the dealer pays the manufacturer for the vehicle before dealer profit and other charges. Hosts use it to estimate how much profit is built into the deal and whether a discount is meaningful.","simplifiedExplanation":"Invoice price is basically what the dealer pays for the car to the manufacturer. If the selling price is close to invoice, the dealer isn’t making as much profit."}},{"startTime":1336.6,"endTime":1363.9,"type":"term","title":"days supply","url":"/glossary/days-supply","quote":"It's a brand new one. 28 days on the market. 39 days supply. Look at the invoice price, Dad.","canonicalId":"term:days-supply","priority":0.45,"confidence":0.8,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"Days supply is an inventory metric estimating how long current stock would last at the current sales pace. Higher days supply usually means more bargaining power for buyers; lower days supply suggests tighter supply and less discounting.","simplifiedExplanation":"Days supply is a measure of how long dealers’ inventory will last. If it’s low, cars are moving and discounts are harder to get; if it’s high, dealers may be more willing to deal."}},{"startTime":1350.7,"endTime":1359.0,"type":"term","title":"negotiation score","url":"/glossary/negotiation-score","quote":"All right. We're giving it a very low negotiation score because of the market dynamics. Yeah, limited leverage. The reason we're saying this, it's only been on the market for 28 days.","canonicalId":"term:negotiation-score","priority":0.6,"confidence":0.75,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"A negotiation score is a dealer-dealability metric the hosts use to estimate how much leverage a buyer has. It’s driven by market conditions like days on the lot and how much inventory is available.","simplifiedExplanation":"A negotiation score is a way to guess how easy it will be to get a good price. If the car is selling quickly and there aren’t many deals, the score will be low."}},{"startTime":1367.5,"endTime":1388.9,"type":"term","title":"processing fee","url":"/glossary/processing-fee","quote":"Now they're listing their $995 process. Where are they located? Virginia.","canonicalId":"term:processing-fee","priority":0.5,"confidence":0.85,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"A processing fee is a dealer charge for administrative steps involved in preparing the sale (paperwork, handling, etc.). The hosts discuss how the fee is presented on the dealer website and compare it to typical averages to judge whether it’s excessive.","simplifiedExplanation":"A processing fee is an extra charge the dealer adds for handling the paperwork and preparing the sale. The hosts are checking whether that fee is unusually high compared to what’s typical."}},{"startTime":1388.9,"endTime":1399.3,"type":"term","title":"dock fee","url":"/glossary/dock-fee","quote":"The average in Virginia, by the way, I just pulled up their transparency page is $875. So it is an expensive dock fee.","canonicalId":"term:dock-fee","priority":0.5,"confidence":0.8,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"A dock fee is a dealer charge tied to moving or handling the vehicle at the port/transport “dock” before it reaches the dealership. Hosts call it “expensive” and compare it to a state-average figure from the dealer’s transparency page.","simplifiedExplanation":"A dock fee is an extra charge for getting the car from where it was delivered to the dealership. In this segment, they’re saying it’s higher than average."}},{"startTime":1460.9,"endTime":1464.6,"type":"term","title":"lease","url":"/glossary/lease","quote":"We've got here from space as well. Yeah, 10% on the lease and reasonable.\nLower trim will not get there.","canonicalId":"term:lease","priority":0.6,"confidence":0.8,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"A lease is a financing structure where you pay for using the vehicle for a set term, rather than buying it outright. The hosts mention “10% on the lease,” meaning they’re talking about negotiating the lease deal (often influenced by the vehicle’s MSRP, fees, and residual/value assumptions).","simplifiedExplanation":"A lease is like renting a car for a few years with monthly payments. They’re discussing trying to negotiate a discount on the lease terms, not just the purchase price."}},{"startTime":1583.7,"endTime":1645.5,"type":"term","title":"target discount","url":"/glossary/target-discount","quote":"what should my target discount be? Let us know in the chat.","canonicalId":"term:target-discount","priority":0.55,"confidence":0.9,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"A “target discount” is the specific amount (or percentage) of price reduction you’re aiming for when negotiating a car purchase. In dealer pricing, it’s often discussed alongside out-the-door numbers and incentives to figure out what’s realistic for the current market.","simplifiedExplanation":"A “target discount” just means the amount of money you want to save on the car. They’re asking what percentage off people should realistically try to get."}},{"startTime":1681.8,"endTime":1710.0,"type":"car","title":"2026 Acura MDX type S with the advanced package","url":"/cars/acura/mdx","image":"https://upload.wikimedia.org/wikipedia/commons/e/ef/2022_Acura_MDX%2C_rear_5.28.21.jpg","quote":"Okay, here's something. You're looking at here's the 2026 Acura MDX type S with the advanced package, 77.9.","canonicalId":"car:acura:mdx","priority":0.7,"confidence":0.95,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"The Acura MDX is Acura’s three-row family SUV, and the “type S” trim is the performance-focused version. In this segment, the host is specifically looking at a 2026 Acura MDX type S with the advanced package and discussing pricing/discounts for that exact configuration.","simplifiedExplanation":"The Acura MDX is a family SUV with three rows of seats. “Type S” is the sportier version, and the “advanced package” adds extra features—so they’re talking about a specific, fully-optioned MDX when discussing what discount to target.","imageAttribution":"Kevauto (CC BY-SA 4.0)"}},{"startTime":1690.6,"endTime":1715.0,"type":"car","title":"Acura NSX","url":"/cars/acura/nsx","image":"https://upload.wikimedia.org/wikipedia/commons/1/1c/Acura_NSX_%282020%29_%2852226490182%29.jpg","quote":"I think he could have bought an NSX for that. Okay. Granted, it only had two seats.","canonicalId":"car:acura:nsx","priority":0.35,"confidence":0.9,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"The Acura NSX is a mid-engine sports car known for its performance and engineering pedigree. Here, the host compares the cost of a modern Acura MDX type S configuration to what they believe the NSX could have cost back when they started with Acura.","simplifiedExplanation":"The Acura NSX is a high-performance sports car. The host is making a “back then vs now” comparison about pricing—basically saying the money mentioned for the SUV reminds him of what an NSX might have cost.","imageAttribution":"Wikimedia Commons / CC BY 2.0"}},{"startTime":1723.7,"endTime":1736.0,"type":"term","title":"AI agent","url":"/glossary/ai-agent","quote":"we could also shop the dealer's life like with our AI agent.","canonicalId":"term:ai-agent","priority":0.4,"confidence":0.85,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"An “AI agent” is software that can take actions or perform tasks on your behalf—here, to help “shop” or analyze what cars a dealer’s customers are interested in. The idea is to automate parts of market research and deal analysis using AI.","simplifiedExplanation":"An “AI agent” is like a smart helper program. In this context, they’re talking about using it to gather info about which cars people are interested in so they can do better deal analysis."}},{"startTime":1723.7,"endTime":1736.0,"type":"term","title":"dealer's life","quote":"we could also shop the dealer's life like with our AI agent.","canonicalId":"term:dealer-s-life","priority":0.25,"confidence":0.55,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"“Dealer’s life” here appears to mean the dealer’s day-to-day activity and customer interest patterns—what inventory shoppers are looking at and how the dealer is responding. It’s used as a shorthand for dealer-side market signals that could inform deal analysis.","simplifiedExplanation":"“Dealer’s life” is a casual way of talking about what a dealership is dealing with—like what cars customers are asking about. They’re suggesting using AI to learn those signals."}},{"startTime":1809.6,"endTime":1827.4,"type":"car","title":"2008 GMC Denali XT","image":"https://upload.wikimedia.org/wikipedia/commons/7/79/GMC_Denali_XT_NY.jpg","quote":"Yeah, wonderful. Thanks for this, Rich. Zach, you wanted to GM pick in honor of your visit. Yeah, it was so cool being at General Motors the other day. Like we should talk about that. Check out the 2008 GMC Denali XT.","canonicalId":"car:gmc:denali xt","priority":0.55,"confidence":0.75,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"The GMC Denali XT is a 2008 concept/preview vehicle associated with GMC’s Denali luxury branding. In this segment, it’s brought up as something Rich saw at General Motors, and the hosts discuss whether it ever made it past the “concept stage.”","simplifiedExplanation":"The GMC Denali XT is a GMC concept vehicle from 2008 tied to the Denali luxury name. The hosts are basically talking about whether it ever turned into a real production car.","imageAttribution":"IFCAR (Public domain)"}},{"startTime":1852.4,"endTime":1878.6,"type":"car","title":"2025 Mazda CX30","url":"/cars/mazda/cx-30","image":"https://upload.wikimedia.org/wikipedia/commons/f/fb/2019_Mazda_CX-30_Front.jpg","quote":"Yeah, Dad, I also want to pull up this because I'm super proud of it. Does the girlfriend own a car? She does. There's two. There are three cars in the family, so to speak. I have my 2025 Mazda CX30.","canonicalId":"car:mazda:cx-30","priority":0.35,"confidence":0.9,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"The Mazda CX-30 is a compact crossover that Mazda positions as a small, stylish alternative to larger SUVs. Here it’s mentioned as one of the family’s current cars, giving context for what the hosts consider “cool” in their household lineup.","simplifiedExplanation":"The Mazda CX-30 is a small SUV/crossover from Mazda. In this story, it’s just one of the cars in the family.","imageAttribution":"Vauxford (CC BY-SA 4.0)"}},{"startTime":1868.5,"endTime":1878.58,"type":"car","title":"Mazda Cx5","url":"/cars/mazda/cx-5","image":"https://upload.wikimedia.org/wikipedia/commons/2/23/2017_Mazda_CX-5_%28KF%29_2.0_Premium_wagon_%282017-11-28%29_02.jpg","quote":"...ah. But your sister and brother-in-law have their CX5. My girlfriend drives the coolest car of all of t...","canonicalId":"car:mazda:cx-5","priority":0.7,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"The Mazda CX-5 is a compact crossover SUV that’s often chosen for its everyday practicality and comfortable driving feel. It’s mentioned in a personal context—someone’s sister and brother-in-law having a CX-5—suggesting it’s a common “cool” option within the family. That kind of mention usually points to how the CX-5 fits real-life ownership rather than being a niche vehicle.","simplifiedExplanation":"The Mazda CX-5 is a small SUV made for daily driving. It’s designed to be practical for errands and family trips. The podcast mentions it because someone in the family has one and thinks it’s a standout choice.","imageAttribution":"EurovisionNim (CC BY-SA 4.0)"}},{"startTime":1878.6,"endTime":1899.6,"type":"term","title":"manual","url":"/glossary/manual","quote":"My girlfriend drives the coolest car of all of them. She drives a manual. Fiat Abarth. Yeah. It's pretty cool. Yeah. And she drives a manual.","canonicalId":"term:manual","priority":0.4,"confidence":0.95,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"A manual transmission requires the driver to use a clutch pedal and shift gears themselves, rather than letting the car automatically select gears. The hosts emphasize it because it changes the driving experience—more involvement and more “driver feel.”","simplifiedExplanation":"A manual is a car where you shift gears yourself. You use the clutch and move the shifter, instead of the car changing gears automatically."}},{"startTime":1878.6,"endTime":1899.6,"type":"car","title":"Fiat Abarth","url":"/cars/fiat/spider","image":"https://upload.wikimedia.org/wikipedia/commons/f/f5/2016_Fiat_124_Spider_Lusso%2B_1.4_Front.jpg","quote":"My girlfriend drives the coolest car of all of them. She drives a manual. Fiat Abarth. Yeah. It's pretty cool. Yeah. And she drives a manual.","canonicalId":"car:fiat:abarth","priority":0.3,"confidence":0.85,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"Fiat Abarth refers to Abarth’s performance-focused versions of Fiat cars, known for being more driver-oriented and enthusiast-friendly than standard Fiats. In the segment, it’s highlighted specifically because it’s paired with a manual transmission, which the hosts treat as a rare and fun combo.","simplifiedExplanation":"Abarth is the performance brand within Fiat. The hosts are excited because this Abarth is a manual, which makes it more engaging to drive.","imageAttribution":"Vauxford (CC BY-SA 4.0)"}}],"speakers":[{"id":"s1","name":"Ray","role":"host"},{"id":"s2","name":"Zach Shefska","role":"host"},{"id":"s3","name":"Bleav","role":"host"}],"transcripts":[{"url":"http://getcarcurious.com/episodes/don-t-buy-a-car-this-memorial-day-until-you-watch-this-episode-1077/transcript.vtt","type":"text/vtt"}]}