Special Report: High Cost Of No-Haggle Pricing

Seven years ago, I conducted an experiment to see whether shoppers were really saving money by purchasing used vehicles from no-haggle retailers such as CarMax and Carvana. What I found in 2019 was startling. One Carvana 2018 Ford F-150 XLT was priced at $49,400, while a comparable factory-certified truck at a traditional new-car dealership was advertised for $36,000. I also found Nissan Rogues at traditional dealerships that were newer and less expensive than comparable vehicles at Carvana and CarMax.

As I wrote then, it is not difficult to create a pleasant transaction when the customer simply agrees to pay the seller's stated price. Paying sticker is quicker and when you pay the asking price, there is nothing to argue about. The important question is what that convenience costs. Seven years is a long time in the automobile business, so I decided to repeat the exercise using current inventory.

CarMax and Carvana have built much of their appeal around convenience and fixed pricing. Some people genuinely dislike negotiating for a vehicle and will gladly pay something to avoid it. There is nothing wrong with that, provided they understand what the convenience may be costing them. That is why I did all this research.

CarMax describes its pricing as no-haggle, and Carvana states that it does not negotiate vehicle prices. In other words, the price is set. You can ask nicely, smile broadly or bring homemade cookies, but the number on the vehicle is not changing.

At a traditional dealership, the advertised used-car price is generally an asking price. It may not always be negotiable because some vehicles are already priced as aggressively as the dealer can stand, but buyers can usually make an offer and attempt to improve the vehicle price, the trade allowance or the overall transaction. That distinction matters because every traditional-dealership price in the comparisons below is the full posted figure. I did not assume even one dollar of additional discount.

I searched current used inventories at Sam Pack's Five Star Ford, Classic Chevrolet, the Sewell dealerships and the Park Place dealerships. All four have been Car Pro Certified dealers for between 15 and 20 years. I then looked for comparable vehicles at CarMax and Carvana. I matched model year, trim, engine and drivetrain as closely as possible and considered mileage, equipment and manufacturer certification. Prices and inventory were checked on Aug. 2, 2026, and can change quickly.

COMPARISON NO. 1: 2024 FORD ESCAPE ST-LINE

 Don't miss the full Special Report →

  New CarPro Sweeps! Win A '26 Corvette or $40K!

We're excited to announce the launch of CarPro Sweeps - formerly Vehicle for Good!  

CarPro Sweeps was created to give everyday people a fun, exciting opportunity to win incredible vehicles and life-changing prizes through a sweepstakes experience they can trust.

You can enter now to win a 2026 Corvette Stingray or $40K cash! Our 30X bonus entries ends Sunday! Click here to enter! →

The sweepstakes began July 20, 2026 and ends 11:59:59 p.m. CST on November 1, 2026!

Check out past sweepstakes winners here! →

  Follow Up: $2M Warning About "Clean" Used-Car Titles

 ChatGPT Plus/CarPro.

In a recent Car Pro Advice column, I urged readers to think twice before buying a salvage-title vehicle. My point was not that every repaired salvage vehicle is automatically bad, but that the lower price can come with serious questions about repair quality, safety, insurance, financing and future resale value. A newly reported Wyoming criminal case adds another warning: Sometimes the biggest risk is not a vehicle carrying a branded title. It is a damaged vehicle whose paperwork allegedly has been manipulated so the brand disappears.

Read the follow-up →

  Straight Talk and Honest Answers

Over the years, I've answered a lot of automotive questions. Thousands, at least.

Between owning dealerships for decades, hosting my radio show every weekend, writing this newsletter, and talking with listeners from all over America, I've probably answered hundreds of thousands of questions about buying, leasing, maintaining, and selling vehicles.

Some questions come up every week.  But some of the most important questions are the ones almost nobody asks.

Read more→

  U.S. Auto Market  

Top 25 Best-Selling SUVs
Midway Through 2026
Read more→

Car Buying Is Becoming More Digital
Read more→

 Recent Feedback From Alan Mulally  

One of my recent closing messages was titled: Lessons I Learned From Alan Mulally. My friend Brian Huth the General Manager of Five Star Ford in Dallas sent that message to Mr. Mulally, the former CEO of Ford Motor Company. If you missed that closing message, you can read it here:

Lessons I Learned From Alan Mulally →

Here was the nice email from Alan:

Hello Brian and Jerry!!

Thank you so much for your wonderful notes and thoughts from two of my most special and fun “Working Together”™ leaders and friends!

: )))

And thank you so much Jerry for your wonderful “Working Together”™ article!

: )))

Please find attached my current Our “Working Together”™ Leadership and Management System summary interview that I continue to use to teach and coach leaders and their teams!

Also, please find attached a few of the so many wonderful books and articles in the first attachment, like yours Jerry, that everyone loves to study as they implement Our “Working Together”™!

: )))

Thank you so much Brian and Jerry for your Our “Working Together” leadership to live to serve humanity with love and humility to create value, growth and happiness for all!

Respect, appreciate and love you!

: )))

Alan

 You Ask, CarPro Answers

Q: What Are The Best Hybrid SUVs Worth Cross-Shopping Right Now?

• For Jerry's Answer Click Here →

Q: Is CarMax A Good Place To Buy A Car?

• For Jerry's Answer Click Here →

  School Starts Soon - Watch Out For The Kiddos!

As schools reopen, the morning commute changes almost overnight. School buses return to neighborhood streets, parents form drop-off lines, teenage drivers head to class, and children begin walking or riding bicycles near roads that may have been relatively quiet all summer. This is the time for every driver to reset his or her habits. A school zone is no place to make up the three minutes you lost looking for your keys.

  Legal Matters

Suits & Settlements is a weekly feature highlighting recent automotive-related legal matters. Whether they impact customers and drivers, a specific automaker or have wider implications for the industry, they are important lawsuits and settlements I think you'll find as interesting as I do.

In this week’s Suits & Settlements, you’ll find the following reports:

• Former Dealership Office Manager Charged in $65,000 Fraud Scheme
• GM Says Plaintiffs Still Can't Prove Airbag Defect
• Detroit Diesel Sued Over Alleged Engine Calibration Defect
• Tesla Wins Dismissal of Arizona Insurance Class Action

Read more→

Quick Shifts

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Each week I bring you the top stories in the auto industry along with my commentary or sometimes amusing thoughts about the craziness that goes on in the world of cars.

Stories you’ll find today:

• Texas Pulls the Plug on Viral Plate
• The Math Wasn't Mathing
• Corvette Hits 130. Handcuffs Hit Back
• Bought It Legally. Arrested Anyway

Read more → 

Recent Feedback From NYC Sanitation Dept.

 I had this article last Friday to lead off my Quick Shifts:

The Rats Are Winning the Urban Planning Debate. New York City is moving ahead with a plan to replace thousands of curbside parking spaces with large garbage containers as part of its effort to get trash bags off sidewalks and reduce the city’s rat problem. City officials estimate nearly 30,000 parking spaces could eventually disappear to make room for the new “Empire Bins,” arguing it’s a worthwhile tradeoff for cleaner streets and fewer rodents. Drivers, unsurprisingly, aren’t thrilled, especially in neighborhoods where parking is already treated like an Olympic event. Supporters point to cleaner sidewalks and improved sanitation, while critics see one more reason to circle the block for another 20 minutes looking for a place to park. The takeaway is simple: New York has officially decided that garbage deserves a guaranteed parking space before your car does. Somewhere, a rat is celebrating while a driver is still looking for an opening.

That prompted the New York City Sanitation Press Secretary to reach out to me:

Mr. Reynolds,

Thank you for your shout out to our ongoing work to get all trash bags off New York City streets and into sealed containers. But can you explain why any rat would celebrate this? These containers are taking away the all-you-can-eat buffet of trash bags that rats used to feast on. Our streets and sidewalks are cleaner, and rat sightings are way, way down. We’d love it if you could explain (or change) those lines. And please drop us a note at pressoffice@dsny.nyc.gov any time. Thank you!

Vincent Gragnani, Press Secretary, NYC Department of Sanitation

I explained that Quick Shifts was a funny, quirky, feature each week about cars that I tried to put a funny spin on. I offered to remove the article if it offended the NYC Department of Transportation. Mr. Gragnani replied with:

Good morning Jerry,

Thanks for the quick response.

We just wanted to be clear that NYC rats have nothing to celebrate these days, given that these bins take away their all-you-can-eat buffet of trash bags on the street.

As I said initially, we do appreciate the shout out – and the comical spin here. I shared the blurb across the Department early this morning.

I am happy that I could bring a little joy to the good folks in New York City.

  Weekly Recalls

• •  
    • Ford (2) **CRASH RISK**→    
      
    • Ram → 

 Incentives Guide

Here you'll find our incentives and rebate guide which includes a link to every major manufacturer’s incentive page. Just enter your zip code to find the current incentives offered in your area. 

Current incentives By Automaker →

  Sell Or Consign Your Car For Top Dollar!

I hear from a lot of people who end up with an extra car for some reason. Sometimes it is due to a death in the family, or someone gets transferred overseas. I’ve seen many occasions where this happens. Well, now, we have two ways to dispose of a vehicle.

GiveMeTheVin has been with us for quite some time. In fact, GiveMeTheVin founder John Clay Wolfe and I have been friends for over 30 years. His team is made up of terrific buyers who make the transactions very easy. They have helped many of our listeners and I’ve had terrific feedback. They're great, too, if you need a good idea of what your car is truly worth and as I always say, a car is only worth what someone is willing to write a check for it. GiveMeTheVin writes checks, and lots of them.

Now, if you have more time, RetailMyRide.com is now an official partner of the Car Pro Show and they take cars on consignment. You’ve heard me recommend them in the past most likely, and they have helped many of our listeners. They market the car at all the right places, they get top dollar for it, take a little off the top, and you get the rest. It’s that simple. No people coming to your house, calling or texting, no worrying about how to complete the paperwork, they do all that for you.

So, the question is: Do you want quick cash or the most cash? We’ve got you covered either way with CarPro AppraisalPro OR CarPro ConsignPro.

It all starts at CarPro.com, click SELL A CAR at the top, or click here →

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  Closing Message From Jerry

 The Customers Who Scared Me The Most  

During the years I owned dealerships, I used to tell my managers something that sounded completely backwards.

"I don't mind the screaming, angry customer. In fact, I'm thankful for them. The customers who scare the hell out of me are the silent ones. They're the ones who just go away...and stay away."

I'd usually get a puzzled look because most people assumed the loud, angry customer was the biggest problem a dealership could have. I never believed that for a second. The customer who was willing to complain was still talking to us. They still believed there was a chance we would listen. They were giving us an opportunity to explain, to correct a mistake, or simply to let them know someone cared enough to hear them out. Even if we couldn't give them everything they wanted, we could almost always leave them feeling respected. They were giving us a second chance.

The silent customer was an entirely different story. Those customers didn't ask to see the general manager. They didn't call the next day. They didn't write a letter or send an email. Most of the time, they didn't even tell us why they were disappointed. They simply left, and by the time we realized they were gone, they had already decided they weren't coming back. Worse yet, they were probably telling their friends, neighbors, and coworkers why they would never do business with us again. That's why I always told my managers we ought to thank the customer who was willing to complain instead of quietly disappearing. Whether they were right or wrong wasn't always the point. The point was that they still cared enough to give us the opportunity to make things right.

I hadn't thought about that philosophy in quite a while until I read an automotive news story last week.

A Florida couple purchased a used Nissan Quest minivan from a Nissan dealership and later became unhappy with the transaction. According to published reports, they posted a one-star online review describing their experience. Like most stories that become national headlines, we don't know every detail, and we probably never will. The couple almost certainly signed paperwork acknowledging they were buying the van "as is," and the dealership may have been completely within its legal rights. I simply don't know, and I'm not interested in pretending otherwise. If they had done some research in advance, they’d know the only minivan in history worse than the Nissan Quest was the Ford Aerostar.

What caught my attention wasn't the sale of the van. It was what reportedly happened afterward.

According to published accounts, the dealership's general manager responded by posting negative online reviews of the couple's upholstery business and encouraging others to do the same. The story spread quickly across the country. The dealership's ownership publicly apologized. What could have remained a disagreement between one customer and one dealership suddenly became a national story about something much bigger than a used minivan.

The more I thought about it, the more I realized I had seen two completely different philosophies of leadership during my career.

One philosophy views criticism as something to fight.

The other views criticism as something to learn from.

Recently I wrote about Alan Mulally and the lessons I learned from watching him transform Ford Motor Company. One story from his tenure has stayed with me because it illustrates that second philosophy better than anything I've ever seen.

When Mulally arrived at Ford, he instituted his now-famous weekly Business Plan Review meetings. Every executive reported on the health of his or her operation using a simple color system. Green meant everything was on track. Yellow meant there were concerns. Red meant there was a serious problem requiring immediate attention.

Week after week, nearly every report was green, even though Ford was losing billions of dollars.

Mulally quickly realized the reports weren't reflecting reality. The executives had spent years in a culture where admitting a problem could become a career-ending move. If something had gone wrong, it was safer to hide it than to talk about it.

Then one day, Mark Fields finally put a red chart on the screen.

Everyone in the room braced for what they expected would happen next.

Instead of criticizing him, Alan Mulally applauded.

Then he asked one simple question.

"How can we help?"

That moment changed Ford's culture because every executive in that room instantly understood something had changed. The objective was no longer to identify who should be blamed. The objective was to identify problems while they could still be fixed. People no longer had to fear bringing bad news into the room because they knew they would be met with support instead of punishment.

As I watched that philosophy unfold over the years, I realized it wasn't really about automobiles at all. It was about leadership.

The best leaders I've ever known understood that criticism is information. Sometimes it's accurate. Sometimes it isn't. Sometimes it's emotional. Sometimes it's completely unfair. But every complaint deserves to be heard because buried somewhere inside that complaint may be an opportunity to improve, to explain, or to strengthen a relationship.

The same principle applies everywhere.

Employees who stop bringing you problems haven't run out of problems. They've simply decided it's safer to remain quiet. Children who stop talking to their parents about difficult subjects usually haven't stopped needing advice. They've stopped believing they'll be understood. Friends who quit telling us the truth haven't changed their opinions. They've simply concluded we no longer want to hear them.

I've lived long enough to know that not every customer is right. Any dealer who tells you otherwise probably hasn't spent much time on a showroom floor. But I also know that every customer deserves to be heard. Sometimes you'll discover the customer misunderstood something. Sometimes you'll discover your employee made a mistake. Sometimes you'll realize a process you've trusted for years isn't working nearly as well as you thought.

None of those discoveries happen if people are afraid to speak up.

That's why I still believe what I told my managers all those years ago. The customers who complain aren't your biggest problem. More often than not, they're giving you one last opportunity to keep them in the family. The customers who should worry every business owner are the silent ones. Once they've decided it's no longer worth saying anything, the relationship is usually already over.

Alan Mulally understood that great leaders don't make people afraid to tell the truth. They create an environment where people know they'll be heard.

Whether you're running a Fortune 500 company, a local dealership, a small business, or simply trying to build stronger relationships with the people you love, that lesson never changes.

People don't expect perfection.

They do expect respect.

And they'll forgive a lot more mistakes than you might imagine if they know someone is genuinely willing to listen.

Straight Talk and Honest Answers — always.

💡 Kim Komando's Quiz Answer:

B) “Always Day 1.” Even if it’s Day 1,045. Jeff Bezos swears it’s a mindset: Stay sharp, stay curious, stay hungry. Whether you’re running a Fortune 500 or finally launching that side hustle, act like it’s the first day of your big break, full of energy and possibility.

So next time you hit snooze, whisper to yourself, “Always Day 1.” Then hit snooze again like the rest of us.