Hi all,

Hoping someone can explain to me the logic of not negotiating on a used car that has sat on the lot for at least 4onths.

About a month ago I looked at a 2016 Ford Fiesta ST with about 60,000 miles for sale at a new car dealer in my area (different brand so not CPO).

They have the car priced a couple thousand over KBB/Edmunds/NADA dealer retail value, and the car isn't in mint condition. There's dry rot on the windshield gasket, some wear in the interior, needs tires and most importantly was lightly modified with an exhaust, cold air intake, and what looks like an EGR or PCV delete. That was all not disclosed in the online description, and put me off a bit, but I figured what the heck, I'll throw them an offer and see if they bite.

I told them I'd need at least $2500 off the price to be interested, to account for retail value plus the cost of new tires. The salesman earnestly took my offer to his manager who countered with $500 off. When I told him I would have to pass on the car they forwarded over a screenshot of their market pricing system which did seem to indicate the car was priced in the 75th percentile (in terms of competitiveness - i.e. priced better than 75% of the other FiSTs in the area). After that final, polite, exchange they have not followed up with me yet the car still languishes on their lot.

Why would they choose not to give me a relatively minor discount on it vs letting it sit and potentially having to send it back to the wholesale auction?

I'm thinking either A.) They're just greedy, feel the car is rare enough, and are hoping a sucker finally comes around B.) They massively overpaid for the car at auction and don't want to take a cash loss on it (even so how long will they let it sit on the lot?)