suggestions for better negotiation with a dealer

lkc001

Hello all---am new to this forum.  Long time camper here with several different types of trailers in the past, but am really looking seriously at a Tab 320S or Outback.  I'm in Colorado in a suburb North of Denver, where prices seem to be at a premium for all types of trailers, especially the Tabs.  The dealers in the Longmont area are the highest in price.

Would really appreciate some suggestions/info on how to haggle with the dealers.  For instance, their starting price for a 2018 320S runs around $29K.   In doing research on what to offer a dealer, many people say start with an offer 25-30% off their top asking price?  These dealers seem so sure that when they tell you a price that is what they are going to get and nothing less.  One guy told me there is a difference in the price for Cash v Financing.  I told him that there are consumer laws on the books that forbid that type of price manipulation tactics--he just looked at me with a stupid look on his face and didn't say anything.  Clearly they don't mind walking the ethical fence.  

Yet, if you wanted to travel @ 2 hours south to Pueblo, you could see the same trailer for starting at $22,500.   

Any stories on your experience in negotiating for a new or 2-3 year old Tab would be welcome.

Thanks!

Sharon_is_SAM

Yes, we traveled 2 1/2 hours south to Columbus and worked with a dealer that made good use of our time.  The factory is almost 2 hours away for us, too, so we are lucky in that respect.  

If you are in a city with a hot TaB market, there may not be much negotiation.  Maybe you can request them to put in a expensive AGM battery and throw in some good solar equipment.  Ask if they will upgrade the tires in the purchase price.  You did not mention if you are trading in another RV - if so, maybe they can take a hit on what they give you for the trade in - or just sell it yourself for more.  Maybe they have an extended warranty they can throw in or a maintenance plan over a couple year period.  The TaB maintenance really does not cost that much in the first couple years, but it may be worth your while.

Get creative.  In the end, if they think someone will buy it without them lowering the price, they will have a time limit.  Walk away and leave them your contact info.  If they don't sell it, maybe they will call.  

Personally, I would go to Pueblo.

jgram2

This may not be helpful, but if I’m spending big dollars, I try to check vendor reviews, especially if they’re going to be providing repairs which could come at you down the road. If there’s a significant difference in quality of work, I’d would go with the one with the best reviews (if you feel they are real reviews),even if it meant traveling farther. That’s just me. Saving  $6,500  for 4 hours of travel is not bad.

COcamper

Hi @lkc001
We bought our 2017 Tab in Longmont in August 2017. I had a figure in mind, about 35% off asking price that day, for a trailer on site. The way we got the deal is that we were prepared to leave without the trailer and we literally did start to walk out the door. "Hold on" said the manager. They threw all kinds of "delivery fee" and "financing" mumbo jumbo at us, but I wanted none of that and didn't care their reasons. I had the bottom line out the door cost in mind, the cash ready to spend, and that was that. Eventually he agreed.

I think the time of year is good for a sale and the salesman wants the cash rather than keeping the trailer on site thru winter, ESPECIALLY in Colorado. Instead of haggling, like @Sharon_is_SAM said I'd suggest playing straight up hardball, be 100% willing to walk out the door without your trailer, and see what happens. 

BrianZ

What we did was get together with our cousins for a package deal to tell the dealer, "I see you have two identical T@Bs on your lot.  We and our cousins would like to buy them both if you will give us a discount for buying two."
It worked, and we each paid $18,500 for our T@Bs at Wilmington RV in NC.  It wasn't a huge savings, but it did pay for getting our brake controller and 7-way wiring done.

We will be making our 2nd annual joint fall camping trip with our cousins next month in NC, which will be our first trip outside of Virginia.  We have something like 27 state parks here with campgrounds, and we've done 8 so far.

tabiphile

@COcamper has it right. Buying is really simple. Selling is really hard and especially if your prices are not in line with what folks want to pay. Salesman are on commission..if they don't sell they don't get a check. Dealerships have breakeven costs and sales targets that they must hit in order to cover their overhead and pay the carrying costs on inventory. They have monthly numbers they need to hit..they have quarterly numbers they have to hit. They have annual numbers they have to hit. As a buyer you need to know the price that you will pay (and it does not need to be completely reasonable) and you need to be willing to walk away if you don't get it. You need to shop at month, quarterly and year-end and you need to let the seller know that your are a real buyer if they meet your requirements...and if they don't, walk away. Let them chase you. If they counter with something silly (tires, warranty etc.) repeat your offer, give them your number and walk away. Do this with three of four working days left in the month and better yet, end of month and end of quarter. If they don't call you back...don't call them. They must make the next move and if the seller is experienced..he knows that game. He might wait a month to call you..that might be the time when he knows that he needs a sale and that you are it..even at a loss.

A dealership will make sales to turn inventory..even at a loss if you get them at the right time.

This approach does not work if you start your visit by telling them that the T@B is the only thing that you will ever buy...if you give them an opening, they will own you.

TABaker

tabiphile said:

This approach does not work if you start your visit by telling them that the T@B is the only thing that you will ever buy...if you give them an opening, they will own you.

I don't understand that statement.  By "the T@B" do you mean don't tell them at specific T@B is the only one for you, or that you will only buy 'A' T@B, or are you to suggest you will buy other inventory?

Dcarlton

You could look for a used one.  I was ready to by a 320S and was talking to a dealer. He wouldn’t budge on the price. I kept looking and found one in driving distance  that was four months old.  The owner had taken it on three weekend trips and decided it wasn’t the right thing for her. I offered the same price the dealer said no to. I liked the color of this one better than the dealer’s stock and it came with a visor, a full cover, and a Prodigy brake controller.  I’m just finishing hooking up so I can head out right after work tomorrow. I guess you could say I’m a happy camper.

Sharon_is_SAM

There are owners who quickly following purchase identify that they want more room, so new pre-owned TaBs listed for sale are not uncommon.  If you are going to buy off the lot anyway, these can be better priced.  If you live closer to the factory, you can have alterations done, too.  I am not sure what time of year the market for resale is best (?spring), but there is always end of season/model year dealer sales - if they have not sold out.

ScottG

tabiphile said:

...

and walk away.

...

I consider willingness to do this the number one priority is making a big purchase. The dealer will always know more than you about their profit margin, business plan, etc. The only thing you really control--and it's the most important thing of all--is whether any greenbacks actually change hands. Certainly do your homework, but rather than play a game, just have the discipline to keep your wallet clamped until you get a price you are comfortable with.

You might also engage in some communication through the internet. Dealers want to get you on the lot, so they may come out with a better offer up front if you are not standing there drooling in front of them!  :-)

Sharon_is_SAM

Part of all these suggestions to the OP should be what are TaBs going for where he is located.  Hence my suggestion to just go South! 

Also, I have seen dealers that can't keep the TaB 400's on their lots.  They have NO incentive to negotiate.  So if you know that a product is flying off the shelves in one location, but seemingly better priced in another location, you may have a better opportunity to negotiate where the dealer is finding it difficult to unload the product.

N7SHG_Ham

I think the big unknown in negotiations here is the buyer really has no clue what the dealer has invested in a unit. Unlike a car which is pretty easy to find out. I bought my current TV for exactly $500 over invoice and custom ordered it. Just having some number in mind on these units is a bit arbitrary if you don't actually know bottom line and work up from there. On a new Tab I would think a custom order and add $1000 to dealer cost including their PDI and shipping would be fair. I can find 400's with almost $10k of difference in price on dealer websites, pretty sure none are selling at a loss, so looks like some room for negotiations. I am considering the option of ordering from a dealer and then shipping cross County, certainly less than $10k to do that!

lkc001

@COcamper---thank you so much for the info on this specific dealer.  I know exactly which one you are talking about--he is the only one in Longmont that sells Tabs.  Would you happen to remember what the original price they were asking on 2017's?  What model did you get?  Have you had to have any service done at that dealer, if so, was your experience positive?

I already have a pretty good idea about the kind of games this dealer plays--he already tried with offering two different selling prices for cash v financing.  I told him there were consumer laws that prohibited such, and he stopped trying to gaslight me with his explanations.

I appreciate the great info from all of the posters!   

I have read at numerous places that it is not unusual for someone that can negotiate hard and walk away, that 20-35% can be saved off their list price, at the right time of year. A deeply discounted price could be lower than what you could find on a used one, considering that RV's depreciate much more than vehicles as soon as you drive them off the lot.  RV's are marked up tremendously from what they list. 

Used are very hard to find in Colorado.    

I won't haggle that hard over the minor stuff like tires or batteries, I'm looking for a deep discount.  

Thanks again everyone

Any other advice is always welcome

tombeaux

I would drive for a dealer with reasonable pricing. The service department at the close-in dealer won't care where you bought it. $29k for a 320S seems about $9k high, at least $8k. I know you are a long way from Texas, but this dealer is basically "no haggle." You can get a new 400 here for less than $28k.  https://www.princesscraft.com/   They have pricing for lots of their inventory online so you can get an idea of a reasonable price and go from there.