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Old 08-11-2016, 08:23 PM   #15
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Wulfratt, I suppose you won, but if I was a dealer, I wouldn't be returning your email/call when the "bid down" began.

I'm sure you will disagree, but it smells of being unethical.

Did you explain to the bidders (dealers) that you were going to do this to them prior to the negotiations?
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Old 08-11-2016, 08:28 PM   #16
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I simply let my wife do the negotiating. Her ancestors have centuries of haggling practice, and she inherited the ability in spades.


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Old 08-12-2016, 12:20 AM   #17
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Price and Negotiation tips

Quote:
Originally Posted by DanB View Post
Wulfratt, I suppose you won, but if I was a dealer, I wouldn't be returning your email/call when the "bid down" began.

I'm sure you will disagree, but it smells of being unethical.

Did you explain to the bidders (dealers) that you were going to do this to them prior to the negotiations?


Yes very transparent about the process. Nothing unethical. Dealers will work with you if they understand you are an educated and experienced buyer. This is exactly why dealers have internet sales reps.

As a side note there are individuals (full time brokers) that you can hire for a flat fee that will negotiate on a new car (or other vehicle / asset) for you and this is the process they use and dealers understand it.

It simply comes down to who (which dealer) has inventory that they need to move at that point in time. You also need to understand when to stop asking. Sometimes it's after 2 rounds some times its 4 or 5 rounds. Just depends on the specifics of the given circumstance. It's not a game it's a win-win business transaction that you are facilitating.
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Old 08-12-2016, 07:19 AM   #18
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Would you recommend the same process for a factory order?
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Old 08-12-2016, 08:34 AM   #19
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Quote:
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Would you recommend the same process for a factory order?
You can but you will not achieve the same level of discount. Dealers want to move the units they have in inventory.
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Old 08-12-2016, 12:28 PM   #20
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Quote:
Originally Posted by wulfraat View Post
I negotiate for a living. Buying a car, travel trailer, or similar commodity is pretty straight forward. I just bought a new Subaru Forrester for my niece at 18% off MSRP. It took about 3 days. 25 emails and maybe 1 hour on the phone total. Never went to a dealer and never met the sales person until we showed up with a check and signed the papers.



You will need to know what you want (specific model) and will need to be a little flexible around color. you will also need to have the flexibility to travel to pickup your unit... but you can certainly easily and quickly tighten the screws and get a great deal. I purchased my Airstream new at 45% off MSRP.



Here is how I would go about the process, if I were you.



1. get an excel spreadsheet going to track your offers



2. List all dealers within a 1,000 mile radius. Lets say there are 20. Include colonial in this list regardless of distance from you. They have purchasing power and can likely offer some good prices out of the gate.



3. Choose the model trailer you want. No special features / add-ons, etc.. just the 'base' model. don't be picky about color. lets say is a 2017 int. serenity 25FB.



4. email each dealer, let them know you will make a purchase in the next 2 weeks with cash. it helps if this lines up with end of month/end of quarter. cash is king of course, I don't get into any discussions around financing, etc. Ask the dealer for their best price on a "base 2017 International Serenity 25FB". Be clear and transparent the fact that you are focused on the bottom line and that will earn your business. Don't tell them you have a budget, etc. just let them know that it's simply the bottom line that matters. No hard feelings if you cannot find a number that works for both of you, you understand they need to make money, just looking for a win-win, etc. etc.



5. Get your 20 bids (or 10 or 15 or what have you). Take the lowest, and now go back to the other 19 dealers and ask them to re-bid. Make sure you have your lowest bid in writing (email, sample invoice, etc.), dealerships will want to know you are being truthful about your current / best offer.



6. some won't play, some will drop out, some will bid lower.



7. take your next lowest price and go back around again. repeat.



8. when you get down to 3-4 dealers pickup the phone and call each of the sales people at the 3-4 dealers with whom you have been corresponding. Make sure they know you are serious, build a little rapport, and have them go back to work to get a better price to earn your business



9. Get their "best price".. then go back around again one more time.



10. You'll get down to one, that will be the one you will own and you'll be very excited about getting such a great deal you won't really mind what color the interior is.



There you have it. Be open to a previous year model that is still on the lot (IE a 2016 int. serenity 25FB). This is where you will get the best deal, a win-win as the dealer wants to get rid of it, etc.. Of course be professional, transparent and honest: negotiation isn't about one of the parties getting screwed, it's about win win.



Good luck.



Peter
I did basically this on the purchase of a 2014 Toyota Avalon.
I got the car for $28,100 and 0% financing.
I don't think I could have done any better than that.
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Old 08-12-2016, 12:37 PM   #21
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From a dealer's standpoint, the hardest customers to deal with are the ones who have no idea of the value of the product they are trying to buy. Quite often, this customer's only basis for negotiation is how much they can get you to come off of the first price you gave them. So the dealer is always gambling on what price to throw out first. These buyers always assume that there are thousands of dollars that can be negotiated off of whatever number the seller gives them first, so if the dealer gives them what they ask for, "the bottom dollar!" they are left with no room to negotiate, and the customer leaves mad because "the crooked dealer wouldn't deal with me!"
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Old 08-12-2016, 03:26 PM   #22
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Numerous AS dealers have told me:

1. They have to pay market interest on all the new Airsteams on their lot.

2. They don't want to keep any Airstream on their lot for more than a few months (it "gets stale") --- they make their money by turning inventory, not by storing inventory.

3. The Airstream buying season is from the Spring through the Fall.

Therefore, the best deal on a new Airstream should be for one that has sat on the lot for more than a few months & is sold during the Winter (heavy supply + light demand). Those facts allowed me to buy a new Airstream at the best discount from MSRP as I thought reasonably possible.

Lastly, I begin (over the phone) not by asking a dealer for their offer price but by telling them my cash bid price & negotiating up from there. It's important, I believe, to do my homework & get a pretty good idea of what a great but not unreasonable price would be for any item (and where else it might be available) before beginning any negotiation for its purchase, and also to know exactly how much and no more I am willing to pay for it (my "drop-dead price"). And as others have mentioned, if you "fall in love" with the item and "have to have it," you are going to pay for it dearly.
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Old 08-12-2016, 04:48 PM   #23
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That same formula applies to motorcycles. I bought Road King in February during a blizzard...
Probably applies to boats as well.
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Old 08-13-2016, 08:25 PM   #24
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In the midst of a negotiation (vintage) not liking the process very much.

The duality of the seller wanting high and you wanting low is not an easy bridge gap.
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Old 08-13-2016, 08:56 PM   #25
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I too sit in the middle of negotiations. I have his offer price and it is high, as best I can tell from research. In doing my due diligence, I have asked for the AS to be hooked up to shore power to check out all the systems that he says are perfect. The AS currently sites on a lot with no power available. But before he will move it to a hookup, he wants an offer in writing. I'm a bit gun shy of putting in an offer with no knowledge of anything that is hooked to the electrical system working. Not sure of the sniff test here. Any of you expert negotiators have any advice? Better than offering $15,000 less than his price just to get it moved?
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Old 08-13-2016, 09:13 PM   #26
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We also did not test systems, no electric where it's at. But that was presented to us honestly as "fair to assume no systems are functioning".

We did have a very nice inspector that vetted it for us.

We'll see.
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Old 08-13-2016, 09:45 PM   #27
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Price and Negotiation tips

If it's not win-win or doesn't feel right walk away and find another one. It takes work on both sides to bring a negotiation to a close, sounds like you are working but the seller is not.

There are plenty of different airstreams on the market
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Old 08-14-2016, 06:10 PM   #28
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So, we finally have a successful conclusion to our negotiations. Glad I don't price negotiating for a living.
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