Black Friday at a big-box retailer is chaotic enough — long lines, crowded aisles, and that unmistakable frenzy of racing toward “doorbuster” deals. But what happens when that same high-energy excitement hits a car dealership?
On a recent episode of the Kunes Collective Podcast, hosts Marcos and Sandy broke down the unique culture, challenges, and fun behind Black Friday in the auto world. Their conversation went far beyond the sticker deals, touching on customer experiences, the rise of ultra-low-price cars, phone-pairing nightmares, evolving tech, and even holiday décor etiquette.
Here’s a deep dive into their candid, entertaining conversation.
Black Friday at a Dealership: How Do Cars Sell for $99?
Marcos kicks things off with the question everyone always asks: How can a dealership sell a car for 99 cents, $1, or $100?
Sandy explains that it’s not a gimmick — it’s strategy. Stores open around 6 a.m., cars are lined up with price tags ranging from the “$99 special” to higher-priced bargain cars, and the first few customers in line receive numbered tickets. That ticket essentially grants them first pick.
Customers camp out. Families bring heaters. It’s a full-blown event.
But the secret behind the ultra-cheap cars? Marketing dollars.
Instead of throwing money at TV or radio ads no one wants more of, dealerships sometimes redirect those funds into the deal itself. Selling a car for $99 becomes an unforgettable, buzz-worthy promotion.
“Even if we lose money on the car, we gain a customer,” Sandy notes.
And often, that customer tells others — some of whom come back ready to buy a $20,000 vehicle.
Other Dealers Are Catching On — Fast
According to Marcos and Sandy, this wasn’t always common. Smaller stores got creative first, but now even large volume dealerships see the value in offering those wildly inexpensive Black Friday cars.
TikTok is filled with examples. Other stores copy Kunes’ model:
First five or ten customers get a token → they walk the lot → they pick from clearly marked bargain cars.
Imitation may be flattery — but it also shows how big this trend has become.
Creating the “Buzz” Matters
Marcos and Sandy agree: Black Friday at a dealership isn’t just about sales. It’s an experience.
Stores do things like:
- Fill the showroom with balloons
- Roll out popcorn machines
- Do car-with-purchase giveaways (TVs, grills, etc.)
- Use megaphones in the parking lot to hype up the crowd
- Showcase running, fully disclosed bargain cars waiting outside
The goal is simple: make it fun.
Customers remember fun. They tell friends. They come back.
When Tech Takes Over the Car Buying Experience
Shifting gears (pun intended), Marcos and Sandy dive into one of the biggest evolutions in modern vehicle delivery: technology.
From Bluetooth pairing to infotainment systems to voice prompts, today’s salespeople must be part tech-expert, part driving coach.
A few highlights from their discussion:
● Salespeople MUST pair customers’ phones
This is not optional.
According to Marcos, if a customer leaves without a paired phone, the salesperson “is an absolute fail.”
Dealership surveys even include questions about whether Apple CarPlay or Android Auto was set up.
● Modern systems can overwhelm
Want to set up the rear entertainment system on a Grand Wagoneer? Be prepared for pairing remotes, linking Amazon accounts, activating apps, and multiple verification codes. Something as simple as “watching Netflix” can take five steps.
● Customers often don’t realize what their car can do
Sandy mentions helping customers uncover features they never used despite owning the car for three years.
● The future? AI-powered vehicle coaching
Instead of relying on rigid voice prompts like “navigate to…,” Marcos imagines a near-future where drivers can say natural, casual commands like:
“Can you help me pair my headphones?”
or
“Why is my seat not moving?”
— and the car’s AI system takes care of it.
Is the Affordable Car Gone?
One of the most relatable parts of the episode is the discussion around affordable used cars.
Marcos points out that the $10,000, low-mileage car of yesteryear simply doesn’t exist anymore.
Most vehicles under $15k now have 130k+ miles — and while the sticker may be low, ownership costs (tires, brakes, water pumps) can quickly turn that budget deal into a financial burden.
Sandy advises customers to consider total ownership cost, not just purchase price. Spending a little more upfront often saves money down the road.
Customer Mistrust & Breaking the “Stereotype”
Marcos notes that car salespeople often battle negative stereotypes — sometimes due to bad experiences customers have had elsewhere.
But when people sit one-on-one and salespeople explain the why behind pricing, reconditioning, and value, trust is built.
Transparency wins.
Both hosts emphasize that most dealerships no longer operate under the old-school “commission hustle” model. Many salespeople are paid based on volume, not how expensive the car is.
Whether you buy the $10k Malibu or the $100k TRX — to them, the job is the same: sell the car and treat people right.
Holiday Debates: When Is It Too Early for Christmas Decorations?
In classic podcast fashion, the duo drifts into a hilarious but relatable debate:
When should Christmas decorations go up?
- Sandy says the tree goes up after Thanksgiving — never before.
- Marcos can’t stand seeing a mix of Halloween and Christmas decorations on the same street.
- Both agree: let each holiday have its moment.
Toys for Tots, Food Drives & Giving Back
Toward the end of the conversation, they highlight something Kunes takes seriously: community involvement.
- Many stores participate in Toys for Tots.
- Delavan Ford is filling the bed of a truck with donations.
- The Elkhorn CDJR store is filling a Jeep Gladiator.
- Donations are collected until December 9.
If you’re able, bringing a new toy makes a huge impact.
Team Building — Even if Paintballs Hurt
The episode wraps with the guys talking about a friendly (and slightly terrifying) upcoming sales-team paintball outing.
Cold weather, aging reflexes, and questionable accuracy should make for some quality bonding — and even better stories in future episodes.
Final Thoughts
This episode of the Kunes Collective Podcast wasn’t just about Black Friday or cheap cars. It captured the everyday reality of dealership life: the fun, the chaos, the tech headaches, the customer relationships, and the humor that keeps the job interesting.
Black Friday is around the corner — and whether you’re chasing a $99 car or donating to Toys for Tots, there’s always something exciting happening at Kunes.
If you haven’t listened to the full episode yet, make sure to check it out — and stay tuned for future conversations with Marcos & Sandy.
