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Old 08-17-2017, 02:43 PM   #1
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2018 27' International
Fort Worth , Texas
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Pricing- Factory order vs. stock? Out of state, vs. local?

Hello Streamers,
We are in the market for new Airstream, and are in a position to buy when the timing is "right". We have a local dealer, and understand the benefits associated with that. However, we have heard they aren't much for dealing on their units. They probably don't have to (we are in TX, with a nearly year-round RV'ing season). So, in addition to considering our local dealer, we are open to other options in order to maximize our hard-earned dollars. From other's recent new-unit sales experience, can we assume dealers are willing to sell their remaining 2017 models at a discount of at least 20% or more? We are looking at a 27FB model, if that is helpful. How much of a discount should we anticipate at this time of year? We want to be realistic in our offer and have some basis for it.

Next question: We just saw a Facebook post/thread related to pricing, and it sounds like getting 20-21% off MSRP is not uncommon for those who Factory Order their units. Should we expect a dealer to readily honor such an offer on a 2018 factory-ordered unit? Should we shoot for more than 21% off, or is that unlikely? Where should we start our negotiation process?

Assuming the above assumptions are valid, this leads us to wonder why would anyone travel over 1,000 miles for a stock unit for virtually the same discount as a factory-order unit? Does this mean that those who travel for their Airstream purchase are getting better deals than 20%? What type of discount should one anticipate at this time of the year for a 2017? It'd have to be a decent amount in order for us to drive cross country....

Our third option is to wait until fall/winter when our local dealer has more 2018 stock inventory on their lot, but we anticipate less-negotiation ability under this scenerio. Again, please advise if our thinking is incorrect.

We appreciate, in advance, the valuable advise of this group!
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Old 08-17-2017, 03:03 PM   #2
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Fact of life, dealers are in business to make money, same as everyone else. It is up to you as a buyer to convince the dealer that he should sell for less if he wants to sell at all.

One technique that I used successfully to buy my Airstream was this:
1 - pick out the exact make, model, and floor plan you want by visiting your local dealer.
2 - select every dealer within the range you're willing to travel, minus those whose reputations you don't trust.
3 - Ask them all to quote you a price (by email only so it's in writing) on the make/model/plan you want, no substitutions. But you can give them the option of in-stock or factory-order if they can also give you a delivery date for the factory-order. But be sure to disclose that you're asking the same thing of other dealers. Don't have to tell them which other dealers, just that there is competition.
4 - When you've received all the quotes you're going to get, discarding those who try to quote on a different make/model/plan (it happens) and those who declined to quote, then contact all the ones that are still in the competition, and tell them what the low price to date is, and ask if they can beat that.
5 - Repeat until no one offers a lower price. Then if the local dealer isn't lowest, ask them if they can match the low price to date. Between two dealers with the same price, closer dealer wins because there are fewer "sunk" costs (out-of-pocket expenses) associated with traveling to the dealer.
6 - Thank all of the unsuccessful dealers for their time and assistance. A bit of goodwill never hurts.

By following this procedure, you should be able to get an acceptable discount, secure in the knowledge that no one else within range will give you a better one.
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Old 08-17-2017, 03:31 PM   #3
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Hi

There is no "always true" rule about pricing. Right now we are in the middle of an "RV boom". You are still in prime selling season. Neither one of those is a good time to get a maximum discount.

If you order an AS now, it will be coming in mid-winter. That's not what you would normally call peak season (Maybe in Florida ...). How much that factors into dealer prices .... who knows.

If you buy an AS off the lot today, you can still get some really nice camping in this season. If you factory order, wait for next season. How significant is that to you? Yes, exactly planning your entire life 10 years in the most economical approach. What's for dinner on August 17, 2027? You'll save money if you know the answer today Not everybody is that organized ....

Bob
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Old 08-17-2017, 04:21 PM   #4
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We just bought our first AS in June after looking at them for two years (had to sell some stuff to make room in the driveway). We bought out of state because the local dealer did not have what we wanted in stock. I feel that buying form a larger dealer does has advantages. The local dealer had only 7 in stock and was pushing us to make an offer on one of in stock units.

I contacted the two largest dealers on the east cost both of them has 50 to 75 Airstream in stock and 5 to 7 models that we were interested in to look at. I was able get a couple quotes by email before driving to the dealership so I had a good idea what I was going to pay.

When I got there I negotiated more on the loan terms then the price as a 1% savings in interest would be worth more then the same off the sticker.

Fore us this worked out the best, We got the trailer we wanted at a good price with a low interest rate. You will need to decide what important to you, getting one of the lot or ordering new an waiting, then find the dealer that willing to work with you to make it happen.
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Old 08-18-2017, 11:38 AM   #5
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AS Pricing

Contact Patrick!
He is extremely knowledgeable and very nice!

2018 International Signatiure 27FB
MSRP - almost $103,000
Purchase Price - $80,500

Patrick Calabro
Sales Person
Tampa RV
-------------------------
Office # (813) 659-0008
Mobile# (813) 380-9639
Web: RVOne.com
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Old 08-18-2017, 12:20 PM   #6
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Explorer
I have two thoughts: One is to closely follow Protagonsit's advice which is the most thorough one, and the other is...live up to your avatar. Since you are fortunate in that "We are in the market for new Airstream, and are in a position to buy when the timing is "right...don't waste the beautiful fall trying to save a couple of hundred dollars. The fall is probably the best time to go camping, don't miss out on it. Safe travels whenever you get it. jon
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Old 08-18-2017, 12:57 PM   #7
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Inventory vs ordering can make a difference

Boils down to best price and your goals...you can typically find a unit on line with the major dealers and not have to wait. Plus, inventory units need to be moved out! This was our second "new" AS in 3 years so had some experience from last go around.

We talked with 8 dealers on several units this past 8 months, while deciding on the right unit for us. We then narrowed down to 4 dealers who were willing to work with us on competitive pricing. I found the exact 28' unit we wanted on 2 dealer lots; one in Oregon and one in FL...we were looking at the 20-21% range. Our local dealer who has a great sales and service department would have been our first choice, but sales management was not very aggressive on pricing in the past. I was not willing to sit and negotiate when I knew from experience, I could get to the bottom line quicker with other dealers out of state. After all, once you know what you want, price is the goal in the end, right?

We were contemplating a 1200 mile road trip to FL at first if we purchased there...we had never been there and a road trip seemed kind of exciting...we had the time. Then I found another unit in OR- 2200 mile drive, but we were going that direction anyway for the summer at our MT place so ended up not really too much further out of our way. Decision made over price and stock....no waiting around. 6K miles now in 2.5 months.

Service locally- Once you purchase, the service departments are all separate P&L centers, and you typically have to get in line like others wanting service. My experience.

Lots of experience in this thread and on the Forum to help...just spend time at your local dealer inside several AS's deciding on which unit works best. Then get to negotiating! Your missing out on all the fun!
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Old 08-18-2017, 01:00 PM   #8
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I buy cars the using the strategy expounded by Protagonist. I feel that is the best price you can get.
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Old 08-18-2017, 01:14 PM   #9
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Quote:
Originally Posted by Explorers3 View Post
Hello Streamers,

We are in the market for new Airstream, and are in a position to buy when the timing is "right". We have a local dealer, and understand the benefits associated with that. However, we have heard they aren't much for dealing on their units. They probably don't have to (we are in TX, with a nearly year-round RV'ing season). So, in addition to considering our local dealer, we are open to other options in order to maximize our hard-earned dollars. From other's recent new-unit sales experience, can we assume dealers are willing to sell their remaining 2017 models at a discount of at least 20% or more? We are looking at a 27FB model, if that is helpful. How much of a discount should we anticipate at this time of year? We want to be realistic in our offer and have some basis for it.



Next question: We just saw a Facebook post/thread related to pricing, and it sounds like getting 20-21% off MSRP is not uncommon for those who Factory Order their units. Should we expect a dealer to readily honor such an offer on a 2018 factory-ordered unit? Should we shoot for more than 21% off, or is that unlikely? Where should we start our negotiation process?



Assuming the above assumptions are valid, this leads us to wonder why would anyone travel over 1,000 miles for a stock unit for virtually the same discount as a factory-order unit? Does this mean that those who travel for their Airstream purchase are getting better deals than 20%? What type of discount should one anticipate at this time of the year for a 2017? It'd have to be a decent amount in order for us to drive cross country....



Our third option is to wait until fall/winter when our local dealer has more 2018 stock inventory on their lot, but we anticipate less-negotiation ability under this scenerio. Again, please advise if our thinking is incorrect.



We appreciate, in advance, the valuable advise of this group!


The is a lot of good advice here. When we bought I learned that the larger dealers have more units allocated and are willing to sell in the 20% off range. The smaller dealers, including my local dealer, have access to far less units, and can't to give anywhere near those discounts without a material effect on the dealership profitability.

Get ready to travel and you can save big $.
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Old 08-18-2017, 01:31 PM   #10
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I prefer negotiating a little differently, ie, on my terms, not on a dealer's terms. Namely:
1. Do your homework and figure out for yourself at what price you would be comfortable acquiring the product, being reasonable and knowing that the dealer must benefit from the sale.
2. Start calling one dealer after another; offer them your price cash for delivery FOB their dealership within a week.
3. Sooner or later, somebody will accept or counteroffer so close that it makes negligible difference.
4. Now, you've gotten your product at your price and on your terms and have avoided all the dealership games.
The foregoing process got me a new 27FB (and over time many other products and results) at a price that I've had no problems living with.
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Old 08-18-2017, 01:44 PM   #11
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Has anyone had issues with their local dealer providing warranty work when you purchased the trailer from a distant dealer?

Thanks
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Old 08-18-2017, 01:58 PM   #12
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Quote:
Originally Posted by camperguy58 View Post
Has anyone had issues with their local dealer providing warranty work when you purchased the trailer from a distant dealer?

Thanks
It has happened in the past according to reports here. Hopefully any dealership doing that is a thing of the past with the implementation of the new 5 Rivit program. Any dealer guilty of such business practice is subject to loosing their license to sell AIRSTREAM's according to the President of Airstream.
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Old 08-18-2017, 02:14 PM   #13
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Quote:
Originally Posted by AWCHIEF View Post
It has happened in the past according to reports here. Hopefully any dealership doing that is a thing of the past with the implementation of the new 5 Rivit program. Any dealer guilty of such business practice is subject to loosing their license to sell AIRSTREAM's according to the President of Airstream.


Thanks
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Old 08-18-2017, 02:51 PM   #14
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Msrp

I have to wonder how the manufacturer arrives at a MSRP. Is it cost plus as things used to be priced? Is it what the manufacturer thinks the market will bear? Is it a number determined by looking at what other manufacturers are suggesting as MSRP? Is it a number that after the standard discount will still give the dealer some profit?

Inquiring minds want to know,

Lyle
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