I have used this tip 3 times, {once when I bought our 24' C lass C, again when i bought my Indian Springfield motorcycle and most recently when I purchased my Honda Ridgeline last summer} all with great success {keeping mind that when you get free advice you get what you paid for}.
Do your homework and narrow your focus to a specific model or two. Find a large dealer, the bigger the better as in one with multiple locations {I used La Mesa RV for the coach, Ride Now Chandler for the bike and Auto Nation on the Honda} that has what you want on their lot and then...
Show up on the last day of the month when they open prepared with an aggressive price that your are willing and able to pay. Do the usual dance until you are satisfied that they are down to their rock bottom price and then ask to speak to the sales manager.
Me: You have already made your "nut" for the month right?
Sales manager: Well yes, it has been a god month, what's your point?
Me: So any rig you sell between now and the close of business will mean cash direct to the dealership from corporate, right? Tell me I'm wrong.
SM: No, you are not wrong that is how it works.
Me: So you are going to move heaven and earth to close me today, right?
SM: Yes, we really would like to sell you a coach {bike, truck etc.} today.
Me: So lets take another look at your previous best offer and find out how much better you are prepared to make this deal contingent on my buying right here, right now.
This can be a better price, adding on some nice options, a better finance rate, whatever. Be prepared to walk if the deal does not get significant improvement and be certain they know you will go down the road if it doesn't.
When I bought our class Class C this brought my TT trade in from $4,000 {wholesale book} up to $8,500 a good but fair price. They sold that very clean TT that weekend for $9,000. When I bought my Indian I found the last 2017 in the state of Arizona and got it OTD {out the door - tax, license registration, dealer prep... everything included} for $20,000 including $900 in add on options. When I bought the Ridgeline I got it OTD for $39K very nicely equipped. In all three instances I was dealing with large chain dealers.
Another income source for the dealerships is owner financing. Assuming you have good credit {the higher your FICO score the more leverage this will give you - anything over 800 will put you in the drivers set {sorry, bad pun intended} and they will be highly motivated to get you to finance in house. They will immediately sell off the loan and collect a nice fat premium for initiating the
financing. Just be sure their loan product is a competitive with a good rate and terms.
After getting them down to a great price using the first tip you can now hammer them once again to make the deal even better by offering to finance with them vs paying cash or getting your loan elsewhere. This took an additional $500 off of the price of my Ridgeline, got me $900 in options thrown in for free on the Indian and got us a smoking great rate on our used Class C. I put a 15 year loan on it and paid it off in 6. I walked back in on the bike and Honda thet next day and paid off the loans with the cash I had originally planned to buy with - a definite "win, win!"
Will these tips work for you? I'm guessing they will as I know they worked for me. Good luck!
Worked for me...
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