As part of my search for solutions to my truck’s electrical problems, I visited a few used car dealers (and used car departments of new car dealers) to price alternative transport. I went well armed with information, having researched possible cars and trucks on Edmunds.com and made lists of what Edmunds terms the “true market value” of relevant ones for several model years. I always found that the cars’ sticker prices were several thousand dollars above those listed by Edmunds, and I always asked the salesmen to justify that. They uniformly tried to persuade me that Edmunds.com didn’t know what it was talking about. When I produced corroborating values from NADA and the Kelley Blue Book, they’d fall back on the old “Well, we use a different book” excuse. When I refused to buckle, and insisted on answers, about half of them hemmed and hawed and waffled; the other half simply refused to talk any further.
It was always thus. When I retired Deirdre, my ’84 Mercury Cougar, I was offered something like $1400 above KBB for her in trade. This made no sense to me, but I was ready to deal. The new(ish) car was a ’93 Mazda 626, for which they were asking $9995. In plum condition, and this one was close to it, it was worth a KBB-estimated $8600. By any definition of the term, this was a wash.
(The next Mazda was bought new. Sticker was just over $20,000. But that’s another story.)
There is, however, a silver lining:
Only one dealer was honest enough to tell me that they charged the price they believed the market would bear. If their price was higher than Edmunds’ recommendation, it was because that make and model were in demand in this area, or they’d had to invest extra money in getting the vehicle ready for sale (which they backed up with invoices showing the work that had been done). They made no excuses and didn’t try to waffle.
That sort of forthright statement deserves some sort of signal boost.