Negotiation tactics
Didn't want folks to think that I went into hibernation after asking you all to share your experiences....was out on vaca for two weeks and then been pretty ******* with work.
Here's my update - all dealers I was talking to before I left for my vaca (Aug 20th) knew that I was going to be out of commission for two weeks and would probably only sign a deal after I came back. Cuz of this I didn't really push any dealer too much on any price point and ended up receiving a variety of quotes, the best of which was $1,500 over invoice for a 2011 HSE Lux (not sure what the exact nomenclature is for 2011s). Wasn't sure if this was a good deal or not as didn't have any reference till I read Chris's post about the $1,000 over. (Chris - does that include any discounts you would have received due to your association with the forces?)
What, I think, is working against me is that we are after a specific color combination (Nara Bronze/Almond)...
Plus, my wife has convinced me to wait it out till Jan/Feb before we buy the car...which further gravitates me to the deal Chris has received....maybe I order now for a Jan/Feb delivery?? Getting $1,000 over will be the challenge...
Some negotiation tactics:
This is what I've done. I dealt with seven different dealerships via email since I'm deployed. One dealership from England, one in Germany, one from Manhattan NYC, and four from Virgina ranging from 12 - 160 miles from each other. I let all dealerships know that I'm selection the best deal so everyone will get a fair chance to do business with me. I will take the lowest bitter and let the games begin. I waited a week, and slowly but surely the quotes started to trickle in. Some didn't believe me that I was deployed to Afghanistan because when I would call, their caller ID would have a (202) Wash D.C. area code, but that's because I was calling from a phone linked to Satellite relayed back to D.C. So I had to call from my cell phone until they were received some weird number on their caller ID.
The German Dealer was through Land Rover's Military/Government Sales program which offered 10% off from the MSRP, $48,500 - 10% = $43,650 plus free shipping and handling from England. All options were at full MSRP price. Warranty was Global 4yr/50,000mi which was ideal for someone that likes working globally, and bringing my family and vehicle with me.
However, I was not happy with the $675 Land Rover charged for Legal fees for Power-of-Attorny and a $550 prep fee for England. Shipping was free but I had to pay a 2.5% Import Duty Tax to Custom Border Patrol in NJ. I said, "Hell no!!!"
So I offered the most curteous and respectful dealer $1000 above the $44,200 Invoice, and all options at invoice. I told him that I rather do business with a U.S. dealer and if he agreed to my terms, I would send my wife with a $2000 deposit check the next day so we can start business and order my 2011 LR4 HSE for Dec10 - Jan11 delivery. YOu can see all my options on the 1st page, the reply with a picture of a custom wheel in it. Not counting accessories, the vehicle comes out to $58,200 MSRP. I'm paying $53,126. The dealer agreed. The deal is to wrap it up quick...it's now or never. From $58,200, I received about a 9% discount, which is outstanding.
I didn't get the LUX package b/c I see the refrig and power steering column as a waist of additional weight, and money. The more you use the alternator, the more your fuel efficiency goes down. The truck already sucks with gas mileage and whether you're rich or not, it still sucks equally because you're only getting about 319 miles on a tank. My BMW only has a 16 gal tank and I still get about 415 hwy miles. If you stuff all the additional options from the LUX into a backpack and attempt to carry it, you won't get very far b/c of the weight. Now, light-bulb manufacturers are making these energy efficient light bulbs so you can save some gas, but add a frig, how much would it run the alternator then? Once I get my LR4, I will add more LED light-bulbs in the front, change my fog lights to HIDs, add dual K&N cold-air intakes, Magnaflow LR4 cat-back Exhaust system (will not sound loud or distasteful), and custom forged wheels (the ones in my previous reply) weighing 10 lbs less than the stock LR4 supposed light-weigh wheels. After all is done, this should be a 14 city/MPG and 20 Hwy/MPG, 390hp and 387 lb/torqe vehicle. I've done it with all my vehicles since 1990 and saved thousands in gas. How do you think I get 415 miles on my BMW 335i?
In summary:
- Have a game plan
- Be sure you have a personal quote you can be happy with
- Present quote, and stick with it
- Have your loan check ready and flash in dealers face to show you mean business
- DO NOT STALL, i.e. If you agree with my terms, I'll buy this vehicle from you today!"
- DO NOT BE WISHY-WASHY, you'll lose trust fast
I hope my experience helped. I hope all of you can get a good quote. Some say $500 is nothing, but I bet to differ. Another $200 you can add the premium 480-watt sound system like I have done.
V/r,
Chris
