A Dealership Insider’s Guide: How to Get a Mid Size SUV at Clearance Price

4 minute read

By Topic Insight Staff

In the ever-evolving world of automotive sales, midsize SUVs have emerged as a popular choice for families, adventurers, and daily commuters alike. These vehicles strike a fine balance between practicality and style.

As the market continues to grow, manufacturers and dealerships are rolling out attractive deals and incentives to entice buyers – start a search today to find dealerships with deals on midsize SUVs.

The Art of Selling Unsold New Cars

Imagine walking into a car dealership armed with specific details of the car you desire, only to find the salesperson gently steering you towards a different, slightly older model. This subtle shift in focus isn’t random; it’s a strategic move. Salespeople often promote cars that have been in the showroom for a while. They’re motivated by dealer-provided incentives for each sale of these vehicles. When a salesperson suggests an older yet unowned car, it’s likely they’re eyeing an added bonus for themselves.

The Dealership’s Dilemma with Unsold Vehicles

Dealerships find themselves in a tricky spot with unsold vehicles. Every car on their lot is financed through loans, meaning interest accumulates over time. If a car doesn’t sell, the dealership bears the cost. This pressure incentivizes dealers to devise creative ways to ensure these vehicles find buyers. Hence, a dealership’s inventory is not just a collection of cars but a carefully managed financial portfolio.

Leveraging Discounts and Incentives to Sell Cars

Discounts are universally appealing, offering the double benefit of acquiring a desired item while saving money. This principle is not lost on car dealerships. To expedite the sale of slower-moving stock, they often reduce the prices of these vehicles, sometimes significantly more than the newer models.

While selling a car at a discount results in less profit compared to new models, it can still be financially beneficial for the dealership. This strategy can help cover a substantial part of the loan used to finance the car and, at a minimum, alleviate the burden of accruing interest.

Additionally, car manufacturers play a role in aiding dealerships to sell these unsold vehicles. They might offer various incentives1, such as cash back, reduced lease rates, or attractive financing options, to make these cars more appealing to buyers. Through these efforts, dealerships can balance their inventories and make room for newer models, creating a cycle of continuous and efficient car sales.

Strategies to Move Unsold Inventory

Dealerships employ several tactics to sell unsold cars. One common approach is offering discounts. These reduced prices aim to make these cars more appealing than newer models. In addition to price cuts, dealerships sometimes get support from manufacturers. This support can include special financing options or incentives that make these older models more attractive to buyers. Salespeople also play a vital role. They are often incentivized to promote these less popular vehicles to customers, sometimes redirecting them from their initial choice.

Alternative Uses of Unsold Vehicles

Dealerships also find alternative uses for unsold cars. These vehicles might serve as loaners for customers whose cars are in for service. This approach allows the dealership to classify the vehicle as slightly used later on, thus lowering its price. Another strategy involves using unsold cars as demonstrator vehicles. These cars are lightly used2 for test drives or as temporary replacements, making them attractive as nearly-new used cars at a more affordable price.

Trading and Auctioning as Last Resorts

When other methods fail, dealerships may resort to trading unsold vehicles with other dealers, perhaps in a region with different consumer preferences. This practice allows dealers to refresh their inventory with cars more likely to sell in their area. If all else fails, dealerships might turn to auctions. Here, unsold vehicles are sold to the highest bidder, albeit often at a lower price than in the dealership. This option is usually the last resort due to the lower returns and additional costs involved.

Navigating the Purchase of an Unsold New Car

When considering the purchase of an unsold new car, buyers should be diligent. It’s crucial to inspect the vehicle thoroughly, ensuring there are no hidden flaws or issues. Checking the car’s history, including its use as a demonstrator or loaner vehicle, is essential. Buyers should also scrutinize the dealership’s documentation to confirm the car’s status and history. This careful approach can lead to a wise investment, securing a nearly new car at a significantly reduced price.

The Win-Win Scenario

The process surrounding unsold new cars at dealerships is a fascinating interplay of business strategy and consumer opportunity. Dealerships strive to minimize financial losses and efficiently manage their inventories, while consumers have the chance to acquire high-quality vehicles at more favorable prices. This dynamic creates a win-win scenario, where dealerships can sustain their business and buyers can find hidden gems among the unsold inventory. The journey of an unsold new car is a testament to the adaptability and resourcefulness of the automotive industry in balancing supply, demand, and financial viability.

Topic Insight Staff



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