Trade-Ins and ...
You need to understand that the Used Car Department and the New Car Department are different profit centers in the dealership. The New Car Manager and the Used Car Manager are NOT motivated to "help the other out".
When you go to buy a "common car", the "dealership" will intervene to "make the deal" [e.g. drop price on new car, up price on trade-in] and work it out later.
When you buy an MDX, they "ain't gonna budge" on the MDX price AND they know that you are going to buy the MDX. Therefore, it is up to you to work out the deal with the used car manager with "no assist" from the dealership. Now understand that the Used Car Manager wants to make a profit. Why go thru the hassle to buy your car, wholesale it, and make no money?? Therefore the Used Car Manager is going to offer you less than he can get for the car wholesale. Most wholesalers don't pay "low book", they buy "back of book" [unless it is a really hot car] because the best they can get for the car when they sell it is less than wholesale [the buyer wants to buy it way back of low book, ......].
You've got the Used Car manager trying to "make a buck" and the wholesaler trying to "make a buck". Got the picture??
Now understand that "make a buck" could be $100, $500, $1,000 etc. So are you really surprised that a Used Car Manager tries to buy your $7,000 car for $3,500?
By the way, I am NOT defending them. There are lots of jokes about used car salesmen, hmmmmm wonder why!! Additionally, there is a car wholesaler in our family. He lives VERY nicely!! Think he does that by "buying high" -- WRONG.
They succeed mostly because most people don't want to sell it themselves [it is a pain in the butt].
PS -- That "friendly service writer/advisor" at MOST dealerships is commissioned. Ever wonder why the transmission needs to be power flushed every 7,500 miles or why the air filter is dirty every 7,500 miles ...... That is largely the drive of these "service packages" that are significantly "more comprehensive" than the mfg. recommended maintenance. Of COURSE, they are simply trying to HELP you take better care of vehicle. I believe we have seen a "large varience" in the cost of a 7,500 or 15,000 mile service. Guess what, the Service Department is a third profit center at the dealership.
PSS -- Tim, please don't hesitate to shoot at this response. I won't be at all hurt to hear the dealership point of view.