Behind every car deal and test drive, there’s far more happening than most buyers ever see.
In Episode 8 of the Kunes Collective Podcast, hosts Marcos and Sandee pull back the curtain on the modern automotive industry—breaking down not only how vehicles are sold, but why certain decisions can impact buyers for years to come. From the unsung heroes inside the dealership to the rise of ultra-long auto loans, this episode delivers candid insight into one of the biggest purchases most people will ever make
The Unsung Heroes of the Dealership
The episode opens by highlighting a group of people most customers never interact with directly—but who keep the entire operation running smoothly: the dealership office staff.
While salespeople are often the face of the dealership, Sandee emphasizes that office managers and administrative teams handle the paperwork, titles, DMV processing, payroll, and countless behind-the-scenes tasks that make every deal possible. They also juggle constant interruptions from sales staff needing documents, keys, or commission slips—often while managing multiple departments at once
It’s a reminder that buying a car isn’t just a single interaction—it’s a coordinated effort involving many professionals working in sync.
The Rise of 96-Month Auto Loans—and Why They’re Risky
One of the most important conversations in Episode 8 centers on the growing prevalence of 96-month (eight-year) auto loans. While these extended terms can make monthly payments look appealing, Sandee explains why they often create long-term financial problems for buyers.
Stretching a loan to eight years typically means:
- Paying significantly more interest over time
- Being upside down on the loan for longer
- Making it harder to trade or sell the vehicle in the future
For younger buyers especially, an eight-year loan can represent a massive portion of their financial life—sometimes nearly a third of their adult years committed to one vehicle
The key takeaway? Don’t chase the monthly payment. Instead, focus on the total cost of ownership and how long you realistically plan to keep the vehicle.
When Leasing Might Be the Smarter Option
If a buyer is considering a 96-month loan just to reach a lower payment, Sandee suggests there’s often a better alternative: leasing.
Leasing can offer:
- Lower monthly payments
- A clear end date
- Less risk of negative equity
- The ability to upgrade vehicles more frequently
While leasing isn’t right for everyone, the episode stresses the importance of reviewing all available options before committing to a long-term loan that may limit future flexibility.
AI, Direct-to-Consumer Sales, and the Human Factor
As AI continues to influence nearly every industry, the podcast explores whether car dealerships—and salespeople—are at risk of being replaced.
Sandee’s perspective is clear: technology may enhance the car-buying process, but it won’t replace human connection.
While some manufacturers experiment with direct-to-consumer models, dealerships remain essential because they:
- Purchase inventory directly from manufacturers
- Handle trade-ins and negative equity
- Provide service, delivery support, and product education
- Help buyers navigate complex financial decisions
Buying a vehicle is a major purchase, and most consumers still want to see, touch, drive, and discuss their options with a knowledgeable professional—not just a screen or chatbot
Car-Buying Myths—Busted
Episode 8 also tackles some of the most common misconceptions buyers bring into the dealership:
“What happens when the salesperson goes to talk to the manager?”
They’re not stalling—salespeople are presenting your offer, objections, and goals to the decision-maker who can adjust pricing, terms, or trade values.
“Dealers make huge profits on every car.”
In reality, average vehicle margins are often just 1–3%, far less than many buyers assume
“I should hide my trade-in until the end.”
Doing so usually makes the process longer and more frustrating for everyone involved, without guaranteeing a better deal.
These candid explanations help demystify the process and encourage transparency on both sides of the table.
Rapid Fire: Cars, Trucks, and Industry Trends
The episode wraps up with a fun rapid-fire segment where Sandee weighs in on everything from:
- JDM legends
- Performance cars
- Off-road trucks
- Heavy-duty haulers
The conversation blends personality with expertise, giving listeners insight into how enthusiasts and professionals view today’s automotive landscape—and where it might be headed next.
Final Thoughts
Episode 8 of the Kunes Collective Podcast is a must-listen for anyone shopping for a vehicle—or planning to in the future. It balances industry knowledge with real-world advice, emphasizing that smart car buying is about more than just price or payment.
At the heart of it all is a simple message: ask questions, explore your options, and don’t underestimate the value of human guidance in a major financial decision.
