The Fastest and Slowest Selling Cars RIGHT NOW | Episode 956

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It's Nuno One here in Venture City, New Jersey, and I'm guessing New York, New York?

Is that the guess? And this is Car Edge Live for Monday, November 3rd with your hosts,

me, Ray, here in Venture, and Zach.

Well, in parts unknown, how are you today, handsome?

I'm doing okay, Pops. How are you doing this morning?

I am well.

That's good to hear. Glad to be here with you. Happy Monday, everyone.

We're going to be reviewing Pops, the fastest and slowest selling cars today.

Let me get it pulled up on the screen.

We've got the latest and greatest data for the month of November.

We're dad. We are seeing more of a buyer's market dynamic enter here in the U.S. car market.

And the slowest selling and fastest selling cars will help us understand which vehicles you can get a good deal on.

And maybe some of those vehicles you can't get quite as good of a deal on.

I'm going to pull the data up on the screen, but before I do, Pops, you want to remind everyone how we think about fastest

and slowest selling cars and why it's important.

Well, the way we think of fastest and slowest selling cars, not necessarily the same way everybody else might,

is we think of it as a day supply metric.

In other words, how quickly are these vehicles being sold by the dealer?

So it might not necessarily be by volume, but it's the speed in which it's being sold out of inventory.

So that's how did I do.

You did great. All right, so let's take a peek at some of the slowest selling vehicles, dad.

Just so you know, you are a little echoey in that office that you're in.

I don't know if there's a way to be able to mitigate that, but I thought I'd share.

Oh, okay. No, I don't have a way today, so we're going to be in a situation.

Say thanks for the heads up.

Yeah. All right. Well, here you go, folks. I guess I won't do the talking. I'll let dad do it.

Oh my God. No, you're the leader of the pack, but I'll do the best that I can.

These are the slowest selling vehicles based on how quickly they're selling in comparison to their day supply.

So when you look here, the number 10 slowest selling vehicle in the United States at the present time is the mini two-door hardtop.

There is 197 days supply, and there are a total of 2747 of them for sale.

And in the last 45 days, they've sold 628 of them.

So you can see that it would take them 197 days at the current sales rate to sell the remaining 2747 vehicles that their dealers have in the inventory at the moment.

Now, what you need to remember is dealers and manufacturers would like that day supply to be somewhere between 60 and 90, 75 day supply, a 75 day turn average is ideal.

How did I do?

You did good. Keep going.

Well, wait, this way I'm going to do the whole damn show. What are you kidding?

Well, luckily so, yeah. I'm going to provide for today. Have some fun.

The Jeep Compass has 198 days supply.

They have 21, over 21,000 available for sale.

They've sold a little over, I can't see that number. I think it's 4,800 in the last 45 days.

So, and that has, the first two have relatively, and I know people get mad at me when I say this, but relatively low average transaction prices.

The Mini at 37,000, the Compass at just under 32,000.

And I understand people get mad at me when I say that because they think, well, the average transaction prices should be in the 20s.

But relative to what pricing is today, these come in the neighborhood of $13,000 to $19,000 or $18,000 below what is the average transaction price today.

He's on roll folks.

Yes, then we have at number eight, we have the Mercedes-Benz SL.

As you can see, they don't have a lot of them. There's 539 in the country, but they've only sold 122 in the last 45 days.

So that gives them a 199 day supply and maybe just maybe, but I seriously doubt it.

The price of $163,000 is what's slowing down the sale of those vehicles.

But my guess is, it's just a guess.

Oh, that the people that have the money to buy that car, if they wanted it would.

So that's not the real reason that it's one of the slower selling vehicles.

Do you want me to tap in, Dad, even if it is a little echoey?

Yes. And then we have in the number seven slot, the Nissan versus sedan.

What was that?

I said, do you want me to tap in even though it's a little...

Oh, you're allowed to tap in by all means, young man.

All right, I got you. So then the Nissan Versa, Dad, 201 day supply.

There are almost 15,000 for sale, but only 3,300 have sold.

Look at the price point, the difference between the Versa and the Mercedes-Benz SL.

It's a big price difference, the Versa selling at $21,000, the Mercedes-Benz at $163.

Then the Ford Mustang, Dad, coming in next, go ahead.

Well, I was going to say, and trust me, those that could afford to spend $163 for that Mercedes

wouldn't even consider spending the 21 on that Versa, I don't know, probably for their worst damage.

Ford Mustang coming in next on the list, 201 day supply, 18,000 for sale, 4,000 have sold.

In the last 45 days, even the Ford Mustang, Dad, cost nearly $50,000.

There's no wonder it's not flying off the shelves.

The Volvo XC90, we're in the top five now.

The number five slowest selling vehicle in the United States today, 210 days supply, 15,642 for sale.

And dealers nationwide have only sold 3,349.

The Volvo XC90 costs $71, almost $72,000.

Maybe that explains one of the reasons why it's one of the slower selling vehicles out there.

But I would imagine compared to its competition for three-row SUVs and MDX and the Toyota Grand Highlander and things like that,

it is probably not that significantly more expensive.

It's just not as desirous as some of the other vehicles out there.

Look how expensive it gets there, Dad.

The 26 right here, $86,000 almost for the MSRP.

Some 25s right here, almost $79,000, $79,000.

They're pretty expensive for the XC90.

You know, you don't want to think about the sell it.

For $85,000, you buy four verses and you put them together.

There you go.

And you end up with this really long, undesirable vehicle.

Let's keep going here, Dad.

We've got back-to-back Audi's, two sedans.

The A6 coming in at number four with a 224-day supply.

Dealer's Nation might have over 1,500 for sale, but they've sold a measly 300 over the past 45 days.

And then look at the A4.

It's been on this list for a long while now.

258-day supply, almost 2,400, a little over 2,400 for sale.

You had only 420 have sold.

Let's come back over to the car search quickly here and let's look at Audi and then let's pull up.

We'll do the A4.

Let's see here.

71 days on the market, 181 days on the market, 104 days on the market, 133 days, 177 days.

This thing's just not selling fast.

It is not.

And you know, it's really, how's it nicely?

It's an older style.

It hasn't really been updated that significantly over the years.

So I think, you know, that's leading to the problem with it.

I'm almost certain it's been discontinued.

So that's another thing that's holding it back.

I mean, Audi knew that it wasn't popular and so they were discontinuing it.

And it's tough to sell those remaining ones when nobody wanted them in the first place.

Yeah, absolutely.

Then, Dad, the final two spots here.

We've got a Maserati and a Jaguar.

Both are SUVs, interestingly.

The Gricale, Dad, from Maserati.

Over a 300 days supply of inventory, 675 for sale, 101 have sold in the last 45 days,

$82,000 price point.

And the Jaguar F-Pace, 332 days supply.

You're reigning champion.

Yeah.

There's the flow of selling vehicle in the United States right now, 2,299.

So almost 2,300 for sale, yet dealers have only sold 312 in the last 45 days, $71,000

selling price there.

So look at this list, man.

Your top five slowest sellers, interestingly, are all luxury vehicles, which that had been

the part of the car market that had been faring...

Pretty well had been those more expensive upscale vehicles.

Customers were still buying them, but this list would suggest otherwise.

These are the vehicles you can get the biggest discounts on the most negotiability because

they are so...

Two minutes in inventory and not enough demand.

This suggests that there are certain segments of the luxury market that are slow producers,

slow sellers.

And when you look at the vehicles that are on there, you begin to understand why.

You look at the price points, you realize that they're older designs, older technologies.

In the case of the Jaguar, they're not even building the damn things.

And Maserati has always struggled in this country.

So it's not too surprising.

I am sure we would find other luxury vehicles of similar price points and even more expensive

price points that sell particularly well in comparison to those.

Now, there are a couple of questions in the chat.

Is this for new and used?

This is just new vehicles right now that we're looking at.

We're going to look at the fastest sellers here in just a moment before we do from the

redemption project.

I bought a used...

Reclamation project.

Excuse me.

Thank you.

Reclamation project.

Thank you.

I bought a used Toyota Highlander this weekend.

Thanks to Carage Pro and its tools.

I got $2,000 off the internet pricing and $1,000 more for my clunker of a trade.

Thank you guys for what you do.

That's got to make you feel good this morning, Pops.

That's awesome.

Yeah, that is.

And it does make us feel good for what we do.

And it's a gentle reminder as to why we get up every day and do what it is that we do.

Even though lots of people like to refer to me as well.

You ripped off your customers for 43 years and now you're trying to give back.

Now, I didn't always rip off my...

No, I didn't have to rip off customers.

It's just good to see that we can help people out there navigate the car buying process

so that it isn't as one-sided as it has always been.

And then let's see the friendly reminder to our community that we have a promotion going on.

We just announced $150 off our car buying service and 15% off Carage Pro.

So as we're in the year end here, you're going to continue to give discounts on our car buying services

and Carage Pro, which is the toolkit we use to get the best deal possible.

So learn more folks back at Carage.com.

And if you click on Car Buying Service there, you'll also quickly be able to see how it works

as well as the fact that you can get a free consultation with our team

and meet some of the team and see some of the recent deals.

There's so much good data here back on the Car Edge website.

You can meet the folks who support our thousands of customers every single month.

Check it out back at CarEdge.com.

Dad, are you ready to do...

We did the fastest...

Excuse me, we did the slowest sellers.

You ready to do the fastest sellers?

I'm ready to speak as quickly as I possibly can, yes.

No need to.

And we're going to hide this list.

We're going to go from bottom to top.

Okay, so you can see it all the way up there at the teammate.

Whoops.

We're okay.

There we go.

Yeah.

All right, a little better.

We'll do those two.

So we've got here, Pops, the number 10 fastest selling car in the United States right now,

the Toyota Corolla, 39 days supply.

There are 29,000 for sale nationwide, yet dealers have sold 33,000 of them.

Next, we have a Lexus, the RX Hybrid, 36 days supply.

Dealers have 4,600 of them.

They've sold 5,500 of them.

The reason I'm hiding this list is because there's going to be a theme here.

The Toyota Sequoia comes in next, 36 days supply, 4,400 for sale, nearly 5,500 of sold.

Next, the Lexus GX, 45 days supply, 2,800 for sale, 3,600 of sold.

Next, the Toyota Camry, 34 days supply, 44,641 for sale, almost 59,000 have sold.

Next is the Toyota Corolla Cross, 34 days supply, 14,000 for sale, 19,477 of sold.

Lexus NX Hybrid, 31 days supply, 2,000 for sale, 3,200 of sold.

You see the theme here?

Lexus, yes hybrid, 26 days supply, 1,400 for sale, 2,500 of sold.

Toyota Highlander, 25 days supply, and then dead, the Toyota Sienna with a 19 day supply.

The first time in car edge history, we have the entire fastest and slowest selling,

excuse me, the fastest selling list made up of Toyota vehicles with insanity.

Yes, and when I look at that list, I say to myself, if I ever wanted to buy a franchise dealership,

the only two at this point that I think I would be willing to look at based off of this information

would be Toyota and Lexus.

Those dealerships with those limited day supplies of vehicles are like having your own money

printing press in the back office.

It is many dealerships struggle to be profitable.

Many new car departments are unprofitable.

Nissan, for example, their dealers struggle with a net profit margin somewhere between

one and one and a half percent.

At Toyota, Lexus, that number, if I were to guess, that number is probably five to six percent.

We're talking about if you have one of those dealerships, you have a five times or six

time greater chance of securing much more profitability than if you had a Nissan dealership.

If I was in the market to buy a dealership, it would be a Toyota Lexus store.

I would pay whatever I needed to pay because based on past success for Lexus,

you're going to make all that money back and then some.

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Bring the whole family and be part of the legacy.

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Can we take the alternative angle, Dad?

What's the consumer take on this?

Most of our audience, as you know, is not in the market to buy a car dealership.

Well, maybe they should be.

What's the implication, Pops, if you are running a Toyota dealership right now

versus if you are running an Audi dealership, a Volvo dealership, et cetera?

Give us that perspective, please.

Well, the perspective is, obviously, if you have a Toyota dealership

and you can't keep the vehicles, the automobiles in inventory

for any extended period of time,

then the likelihood of having to discount them deeply is greatly reduced.

You know, everything in life is based on supply and demand.

And for Lexus and Toyota for the last several years,

they have done a tremendous job of matching their supply with the demand,

never allowing the supply to increase significantly enough

so that it's much, much greater than the demand.

Now, on the Audi side of things, if you get a customer that's breathing

and fogging a mirror and showing interest in that A4 or that A6,

you will do whatever you need to do in order to move that unit.

You will discount it as much as you could possibly have to discount it

to get the customer to say yes.

And conversely, at the Toyota or Lexus dealership,

it is really one of those situations where the salespeople don't have to be real good at selling.

They're really good at saying,

but if you don't, the person right behind you will.

And so that fear of missing out at Toyota and Lexus dealerships

is what allows them to sell vehicles at a higher profit margin

than say at that corresponding Audi dealership.

This also shows up, Dad.

I'm going to pull it up on the screen in the incentives that the manufacturers are offering.

To your point, and we're going to talk about it in a little bit here,

Nissan is in a lot of hot water and we know Nissan doesn't necessarily,

aside from the verse, have many vehicles in the slowest sellers list.

However, they have an oversupply of inventory relative to demand.

If we come here, Dad, to the car search, let's do this quickly.

Let's look at a Toyota.

Yes.

Let's not look at a Supra Corolla hatchback.

Sure, we'll look at a Corolla hatchback.

And I'm going to scroll down here.

I think we've got it.

Let's see, to incentives.

So we've got a $500 for only if you have military appreciation.

Let's look at the interest rate, 4.99% for 36 months.

That's the special interest rate.

Right now, if you're in the market for a Toyota Corolla hatchback,

one of the vehicles that we know is selling incredibly quickly

in this particular market, well, because it's a new 2026,

it has such a high-day supply,

but we know that this vehicle is flying off the shelves.

Yes.

Let's go back now and let's look at a Nissan.

And now, yeah, why don't we do the Rogue?

Let's look at the Rogue.

Yeah, that's their best-selling vehicle.

Let's scroll down to incentives.

There you go.

0% financing for 36 months.

This not only shows up in how negotiable the vehicles are at the dealership.

It's how much incentives the manufacturer is having to put on them to sell the unit.

Yes, and your Nissan dealerships will say that Nissan corporate is not spending

nearly enough money on incentives to move the needle.

But then again, when a company has some cash flow issues such as Nissan,

how much can you expect them to throw towards incentives and everything else

when we know what was at the second quarter of last year

that 99% of their profit went towards incentives to sell the units that they sold?

Well, that's not a recipe for longevity.

And at a certain point, you would think that the good folks at Nissan,

if there are any, I suppose,

would need to figure out something that will allow for longevity.

So, yeah, I would much rather be a Toyota or a Lexus dealer.

No, I know, but I want to keep remembering home the other perspective,

that the people that tune into this show watch us,

not because they want to get into the business,

they watch us because they're looking to get the best deal.

And I think it is important to understand if you are a Toyota lifer,

this market right now, can you get deals on Toyota?

Sure, we see it day in and day out for our car buying service,

but it is a lot more work than a comparable Nissan deal.

And let's talk about Nissan for a moment here, Dad.

That's the other big story in automotive news and in the automotive press today.

Nissan faces dealer blowback over unattainable stair step targets.

Can you explain, Dad, what stair step targets are?

And we'll get into how much money that makes for the dealership

and why it's so challenging right now if you are a Nissan dealer.

Stair step programs are basically sales goals that are set by the manufacturer.

And the way a stair step normally works is if you hit 90% of your goal in many cases,

you will attain a bonus for every vehicle that you sold

that would be at the lowest level available.

So let's just say for fun that is, I think it's a $350 bonus per vehicle sold at 90%.

It can get up to $1,200 per vehicle as well.

Yeah, if you hit 110% of your objective.

Okay, so that's a huge swing.

And then if you hit 100% of your objective, the numbers between the 350 and the 1,200,

the problem with stair step programs from a dealer's perspective is that the manufacturer

who sets your sales objective does not always set a reasonable objective,

does not always look at what you've done in the past and then say,

okay, this is what we based on reasonable growth,

what we would expect you to do in the future.

Some of the dealers are complaining that their sales objectives are upwards of 40% higher

than what their sales were for the same month last year.

Well, I don't know too many businesses that are struggling,

that expect suddenly to be able to increase their sales penetration by 40%

to be able to show a 40% growth year over year, month over month.

So the numbers that arbitrarily gets set by the manufacturer

make it extremely difficult in many cases for the dealers to hit anywhere near the objectives that they need to hit.

And then it encourages the dealers, which is, and this is the good part for the customer,

it encouraged the dealers from deal one to start discounting way below the bottom line

because the hope is going to be that, well, we've got to do whatever we need to do to hit those objectives

so we can earn that money back.

So it encourages dealers to take really, really short deals, low profit deals,

which is beneficial to the customer, and it penalizes the dealers that take those deals

who somehow still don't manage to hit their objective.

It is a really slippery slope, and, you know, the smart dealers, there's two types of dealers.

Some dealers are going to look at it and go, these numbers are unattainable and unreasonable,

and I don't even care to hit them, just we're going to sell cars like we know how to sell cars

and we're going to make whatever profit we can make moving forward,

or other dealers are going to look at it and they're just going to go,

okay, well, we're going to discount to the bottom, bottom, bottom, and we're going to hit those objectives.

And I think that's the important thing here for those of you that watch this show.

Look at some of what we're learning here.

One of the dealers to Automotive News said his fourth quarter sales target is 40% higher than his volume in the same period last year.

Think about that for a moment, and if he hits his goals, he makes an incremental $1,200 per vehicle.

You have more leverage today as a Nissan customer than ever before.

Think about the paradox here of being a Toyota customer, the juxtaposition of being a Toyota customer, and a Nissan customer right now.

Nissan's feeling the pain as program incentivizes their dealers to essentially cheapen the brand,

which whatever, take advantage of that right now, take advantage of it.

I think that's the important message that I want to hammer home here.

Yeah, from a customer's perspective, it's really good.

If you're looking to buy a new car, as an existing customer who might have one of their vehicles to trade in,

well, it's not as good because this puts downward pressure not only on the new car pricing,

but also on used car pricing and used car values.

So it significantly cheapens the brand and the brand's value.

Now, as the manufacturer for that dealer who said, well, my goodness gracious,

their target's 40% higher than my volume was for the same period last year.

Nissan's looking, I'm going to say, you are nowhere near what you needed to be in sales penetration last year,

and that's the reason why the number's 40% higher.

You were performing so far below what are expected levels of sales

that that's why you need to increase your business by 40%.

But I digress because as the dealer, I don't want to hear that.

I want to figure out how I can make some money and remain in business.

I think it's so fascinating, Deb, because if we go back to our slowest selling vehicles list,

you've got to imagine, I'll pull it up on the screen just so we can look at it.

Nissan only has one vehicle on the slowest sellers list.

You've got to imagine, at least for these other vehicles here,

like there's immense pressure on the dealer.

If you're an Audi dealer, there's immense pressure right now to sell the A4.

If you're a Volvo dealer, immense pressure to sell the XC90 Ford with the Mustang Jeep with the Compass Mini

with the hardtop two-door.

I mean, these dealers must be feeling the pain of the market having shifted,

and we're not even going to talk about it at Nazium today,

but we got the October numbers for many automakers, and they're not good.

The general market sentiment is poor from an automaker and dealer perspective.

Slowest selling vehicles represent opportunity.

Manufacturers who are putting volume-based bonus plans on their dealers' heads

and saying, go chase them, opportunity for customers.

Toyota dealers, Lexus dealers, they have the most leverage of anyone right now,

but still, it's the season of car shopping.

We're still seeing better deals there than before.

Yes, absolutely.

And I guess the reality of the situation is that you'll always be able to,

if you work at it and really do your research,

you'll always be able to find something that you can get a deal on.

And it doesn't necessarily have to be a Nissan of all though or an Audi.

You might be able to find that Toyota you're looking for,

one that's been sitting around on that dealer's lot for a little longer than they would like,

and they might be a little more motivated to work with you.

So you just have to always do your research.

You have to understand what the local market conditions are,

and in some cases, you have to be willing to say to yourself,

well, I might have to go outside of my local market area

in order to be able to find the deals that I want,

because maybe the Toyotas aren't moving as quickly in Minot, North Dakota,

as they are in Chicago, Illinois,

so that it might pay if you live in the Chicago area to shop in Minot.

It could be a little bit of a pain in the butt,

but if it saves you thousands of dollars, it can be worth it.

So sometimes you just have to realize that the world is a much smaller place

than we'd like to believe, and so if you have to travel a little further,

you travel a little further.

We've done that for countless customers already this buying season with the buying service,

and I would say this is why back on the website, if you have CarEdge Pro,

the market day's supply is local, so it's dependent on where you are.

I've had my zip code like the past week or so somewhere in Kentucky is what I've been doing here.

So in a 68 days supply of this particular make model and trim of vehicle here in Kentucky,

it could look entirely different in Florida, for example, or Arizona.

Let's actually do it. We'll do a quick example.

So it's 68 days here. This is on a rogue SV.

And here's the other thing that's really important with what you just said.

We also know that say in Florida, dock fees are absolutely outrageously expensive.

And in some states, dock fees are capped.

So if the dock fee in a state where you might be looking that's out of your market

is maybe $300, but the dock fee in Florida is $1,200,

well, you know what, there's a $900 savings there just on the dock fee

that might be enough to encourage you to go out of your local market area.

Absolutely, absolutely.

All right, folks, if we can help you out with anything, check it out, caredge.com.

We have some limited time savings back on the website, $150 off our car buying service,

15% off Car Edge Pro. Take advantage of that back on caredge.com.

And yeah, we'll be back tomorrow doing more Car Edge Live here on the channel.

Sorry again for being a moment late in the echo.

We'll try and make it better for tomorrow.

But enjoy the afternoon pops. I appreciate you doing this as always.

You do the same, young man. And if you're in a state where there's elections tomorrow,

well, don't forget to get out and vote.

Absolutely. All right, folks, we'll see you here tomorrow.

Much love, Dad.

Love you too, handsome.

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The Fastest and Slowest Selling Cars RIGHT NOW | Episode 956

About this episode

Mini Cooper

Jeep Compass

average transaction price

Mercedes-Benz SL

199 day supply

Nissan Versa

Ford Mustang

Volvo XC90

Acura MDX

Toyota Grand Highlander

MSRP

Audi A6

Audi A4

Maserati Grecale

Jaguar Fpace

luxury vehicles

Toyota Highlander

Carage Pro

Toyota Corolla

Toyota Camry

franchise dealership

net profit margin

inventory management

supply and demand

Toyota Supra

incentives

interest rate

Nissan Rogue

0% financing

new car pricing

dock fees

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