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Old 10-27-2014, 12:45 AM   #1
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Negotiating price on a '15 Scout 16'

Hi all,

I've come out of lurking because, after months, or years, of looking for a camper, starting with Airstream, deciding they were too expensive, and then going full circle back to Airstream, we are in a fairly serious negotiation on a new 16 foot Scout. Here's what it says about it on the site:
2015 AIRSTREAM SPORT 16' REAR BEDROOM
(NEW, IN STOCK )

Sleeps: 3 Length: 16 Stock#: D2612 VIN#: 1STHRAC14FJ531581 Weight: 3500 Exterior: Silver Interior: Sharksfin Location: BAY AREA MSRP: $43,977 Sale Price: Call, in stock

We talked about what extras and decided on the rock guards and the Blue Ox towing package. Rock guards with installation were priced at $1100 and the towing $1400 with install. We vaguely discussed perhaps around list price with the towing package and rock guards included - the dealer saying he had less to play with in terms of price for a 16 footer.

Can anyone help us figure out what a fair price is for this trailer and these options? We are in the California Bay Area.
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Old 10-27-2014, 01:07 AM   #2
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$39,500 plus tax and tag


Ms Tommie Lauer
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Old 10-27-2014, 01:14 AM   #3
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Thanks so much! How would we best sell them on that price? Is there a way to calculate it such that we can show them how we got there and why it's a fair price?
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Old 10-27-2014, 02:54 AM   #4
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Negotiating price on a '15 Scout 16'

I would suggest shopping around and finding more than one dealer to price what you want. You might be well advised to look at some used units right here on the forum. Two or three year old units can be as nice as new and come at a price of more than 20 - 30% off retail. But this requires some patience and shopping.

If you can find two or three trailers you want you are then prepared to make an offer and then walk out. Incidentally you also need to know all the additional fees some dealers add on. Negotiate, making it clear you are offering an "Out the door" price which includes all fees. Then be prepared to walk away if you do not get your offer met.

On the trailer you have shown my guess is they may come up with a retail price and ad transportation plus other fees to get an additional $1500 to $2000 on the price,
$40,000 "out the door" would about all I would go.

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Old 10-27-2014, 05:00 AM   #5
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I remember when $39,500 was a lot of money...

ARE YOU SURE you want a "dinky twinky"?

Nine years ago I was a total rookie - also looking at a 16 footer because I was intimidated by towing anything big. A trip to the factory and getting to walk through several small trailers on the assembly line quickly sold me on a 22 footer as the ideal trailer. (BUT NOW... I own a 25 footer and drool over a 30 with recliners and the new floor they're putting in the Serenity this year and...)

It's called Aluminitis. (Hello, my name is Paula and I'm a grateful recovering aluma-holic. I've been sober for...)

Well obviously, I haven't fallen off the aluminum wagon yet, so recovering? NOT. But trading up can get expensive. You see a lot of 16's and 19's for sale because people have moved UP to bigger units. BEFORE you buy, spend time at a BIG dealer sitting for at least an hour in every model and floor plan you can.... OR buy a gently used dinky twinky.

Whatever you choose, be happy. Paula
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Old 10-27-2014, 10:23 AM   #6
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I'm sure we'll want to move up, but we are limited by our current tow vehicle and finances. we could probably go up to 19 but are having a hard time finding a decent lightly used one-looking in Northern CA and Oregon, and Nevada, and Utah.

Hopefully this is a 10 year 'starter'.
Thanks to all for your comments.
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Old 10-27-2014, 10:46 AM   #7
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Greetings from the Florida Panhandle

First off, welcome to the Forums. We're glad to have you with us.

As to your situation, call Colonial Airstream in Lakewood, New Jersey, and get a price from them. They are very aggressive in their pricing. It will at least give you a negotiation starting point.

You should be able to negotiate at least 10 to 15% off of MSRP. At 15% it would put you at $39,522. Even a meager 10% would bring it down to $41,847 as opposed to the $44,000 you are being offered.

Do some shopping around with other dealers. Even a 1,000 mile drive can be worth it if you can save $5,000.

Also, as you check with other dealers ask if they have a recently traded 16 footer that would meet your requirements.

You should definitely pluck around the websites of various Airstream dealers to see what they have in stock, both new and used.

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Old 10-27-2014, 12:47 PM   #8
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75% of window sticker (or close to it) would be reasonable.
That would be in the neighborhood of $33K - demonstrate that you are a real/serious customer and have the money.
The dealer pays around 70% of sticker - so is making $2200 on a quick sale.
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Old 10-27-2014, 02:10 PM   #9
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I agree with Moose. We contacted Colonial and neg our 16' out west. Also, don't forget to ask about extra cost of having someone "walk you thru it all". I'd say we were so overwhelmed, that we caught 50% of the talk even though we took pics and vids and notes. (The best way to learn about your AS it join a cool AS group and ask all the questions to people who really know the answers!)

Btw, we Love the 16'! and are not sorry at ALL! Sure having more space could be great, but we sure don't need more stuff! Big plus: We can scoot in and out of more cool places!
Good luck!
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Old 10-27-2014, 04:04 PM   #10
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Honestly - getting one from a western dealer - there will be higher transport costs to get it TO that dealer than to one closer to the mothership. If you buy from an eastern dealer and drive it home, you're talking 5 to 10 days and a barrel of fuel. Lost wages? The bargain evens out pretty quickly.

Paula
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Old 10-30-2014, 04:07 PM   #11
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So my DH called and left a message that our finances couldn't tolerate a cost od more than about 29k for the base unit. I wasn't expecting him to go that low, but he's the guy with 15 years of sales experience. we'll see how that goes or if we've just been rendered persona non grate at the dealership.

Between this and the Giants I don't know if I can take the stress.

Again, thanks to all for your help.
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Old 10-30-2014, 04:17 PM   #12
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Note that all Airstream dealers pay the same delivery charge to Ohio or California. That is not a bargaining detail for them. It is a cost to be considered by the purchaser to drive to the East Coast or get it locally in California. At registration time in the home state, the sales tax paid to the state will normally be the same for either dealership.

However, I paid more tax in Arizona than Indiana charged and obviously did not get a refund. If Arizona had charged a lower tax, Indiana would have collected the difference to bring the total sales tax expense to their rate. (As a legal resident of Indiana, my vehicles are all plated in Indiana.)
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Old 10-30-2014, 04:58 PM   #13
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In about the year 2000 I had the chance to by a Bambi for $20,000 and thought that was high.
Boy, what I did not know...
I could have bought it and towed it behind my Nissan Pathfinder and enjoyed the Airstream lifestyle for 12 more years!
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Old 10-30-2014, 05:22 PM   #14
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If you buy outside of California, you should not pay any sales tax in the state where the trailer was purchased. When you get back to California and register it, they will collect California sales tax.

Brian
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