OnDemand WTP Pricing Research

CarMax Is Learning From Carvana – Carvana Co. (NYSE:CVNA) | Seeking Alpha

Consistent No-haggle Architecture
The mendacity shown by sales professionals at traditional used car dealerships is something that frustrates many buyers. Price transparency is key for simple online sales. CarMax has consistently used a no-haggle approach for all parts of the sale. This architecture was laid out many years ago in their July 2003 Background Paper:

Pricing Information – All elements of the sale are fixed, value-oriented and non-negotiable at CarMax, including the price of the car, the trade, the financing and the extended service policy. Each of these elements is offered “a la carte”, so the customer chooses or excludes each based on the perceived value and usefulness to the customer. Each price bears a consistent relationship to the underlying cost of that element of the offer.

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CarMax Is Learning From Carvana – Carvana Co. (NYSE:CVNA) | Seeking Alpha.

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