I sold cars for years and’s I can tell you that this is an extraordinarily accurate representation of conversations (from both sides) with informed buyers
I purchased a 2020 Lincoln Nautilus using research and strategies from Car Edge. The three role playing videos with Zach's girlfriend as the mark were very good as well. The conversation with the salesman was similar. Dealer was pissed but I ended up getting them to knock 3 grand from the "internet" price. Also was able to fenagle a bit more for my trade. I had three cash offers in hand....again dealer pissed. Final hurdle...I had pre arranged financing with USAA. Got into F&I and the guy tells me you have to use our financing to get this great price. Me: That's fine with me as long as you match what I have with USAA...They did.
This is a perfect example why I won't negotiate with dealers. The back and forth with the salesperson who must work w/the (the boss) Manager. I have better things to do with my time with the back and forth. Once I had pre negotiated with a stealership, finalized the deal and drove and hour to pick up the new vehicle. I arrive at noon and at 6PM the dealer was still playing games. Six hours to prep a vehicle, really? I related to the dealer they were masterminds in destroying a pre-negotiated deal while I walked out the door.
The dealer I bought my Toyota from there is negotiating. Not if you want any of the newer hybrids. On the positive side they had no additional markups or additional things added on that I did not want.
I emailed like 10 dealers for the same car, only two were willing to negotiate. Most just ignored my request. Some responded months later after i purchased the vehicle.
I just do research on the car I want with the sales guy. then just make an appointment with the financial manager no back and forth waiting. I do it with the main guy.
I love negotiating the price. I've bought over twenty new cars since 1984. I never pay sticker. I negotiate on every aspect including warranty, interest rates until I'm satisfied with our the door price. I bought two loaded Chevy Avalanche trucks at 25 % off sticker. I bought my step son a car and they cut a check for 1200 dollars so he could upgrade the wheels . You have to be patient. I always look for the vehicle I want that's been on the lot the longest . I've spent seven to nine hours in a dealership. I hear people say it's not worth their time to negotiate all day at a dealership. Well, the way I see it is if I knock 10 to 15 grand off a vehicle at 0/60 financing then I saved 15000 dollars in one day. I don't make 15000 dollars a day at my job. So yeah, it's worth sitting there as long as it takes. I wear them down and make them late for supper.
I like your style but that effort is exhausting for most folks. I couldnt do that with my 4/6 year old in tow, while my wife works crazy hours and has to sign too. Were adverse to taking the day off to get jerked around, which HAS happened in the past.
I ALWAYS count on a full day at the dealership. Bring a lunch or walk out for lunch no matter where you are in the process. Makes them that much more crazy. One truck ago, on my 2015 Tacoma, after we negotiated for hours to get to a $31,333 price, they tried to get me to sign a form where the fine print said I was committing to buy the truck, BEFORE I went in to talk to the finance manager. I already had my loan approval from my credit union at 2.9%. I refused to sign, and the salesman said, "it's not like we're putting a gun to your head". I replied, "no, it's EXACTLY like that". I walked out. They called the next day, asking if I had a change of heart about the financing. I said if I have to sign that form still, then I pass. I waited another day, then called them and told them I had secured my own financing for the agreed upon price. I went in and picked it up the next day, but they still had me in the dealership for FOUR more hours - as punishment I suppose. I STILL had to go sit through all the final upselling add-ons, even though I told that guy before he even started that he was going to be barking up the wrong tree. He made me SIGN multiple papers saying I turned down each item, but I still had to read carefully as I easily could have signed in the wrong place. I had that truck for 5 years and 85k miles and then traded it in and got $17 k for it. Always drove it with a smile
Bought a 2023 Toyota Highlander last year. Got a quote from Car Edge for an extended warranty and had that in hand when I went to the finance office. As soon as I mentioned having the quote, they immediately discounted their coverage to a number very close to what was quoted on car edge and I didn't even let them see the quote. The tools on car edge are a huge advantage when shopping for a new car.
@@sktona Just because I've never personally known/met anyone who benefitted from an extended service contract doesn't mean that SOMEone, SOMEwhere hasn't had a vehicle repair covered. Just look at the commercials. You think Ice T would LIE to ya man? :o)
I actually bought a 2024 highlander a month ago and had my homework done with my own finance and warranty which I got at cost of less than 1k. Needless to say the finance manager wasn’t a fan of me because I didn’t buy a warranty and extended maintenance plan saying I cannot buy one after I leave which was a complete lie and saying I will regret not buying one. I mean that’s why bought a Toyota right ? Most reliable car.
I got offered $2k off MSRP on a $80,000 vehicle. That's a 2.5% discount. That ain't shit. I walked out and bought a 2 year old truck with same options and 15k miles. It saved me $35k. Buy used!
Been doing some version of this for my last 9 vehicles, going back to 1986, but the CarEdge resources would make this SO much easier. Not in the market right now, but will be in about a year. You guys are the first stop I'll make, then the Credit Union, and only THEN will I go shopping. They hated me before, but I'm gonna take it to the next level. So glad I found your channel and service. I actually enjoy this stuff. :-)
I make it plain and simple - I get the new car OTD price, give them MY trade-in OTD price - if they can't honor it, and continue their musical chairs charade with the manager - it's bye bye and on to the next dealer.
I usually tell my sales man that he won’t talk a deal with me unless I am the decision maker. When I get him to agree with that statement, I ask him if he will extend that same courtesy to me, and bring his sales manager to me, so we won’t waste anyone’s time.
The finance manager is the one to worry about. I’ve navigated the sales rep/manager scheme enough to blast past it just to realize the finance guy is pulling the biggest scheme in the dealership
1. Market Day Supply / knowing the data - bigger supply, more likely to negotiate 2. Days on Lot - the longer on lot, more likely to negotiate 3. Incentives - check for national/regional incentives 4. Check Forums - compare recent deals 5. Get Pre-Approved before going to the dealership
Thank you both! I have been watching your videos for about six months and just bought a used PHEV for a great price. No extra dealer warranties, no dealer doc fees, etc. I asked for a new car, which they did not have (12 to 24 month wait), then stood up to leave and he mentions this three year old trade in that was just dropped off. I got the “out the door price” on paper… then began my negotiations. Refused to leave a deposit, but came back two hours later with my elderly parents, and my Dad even got me another $500 off. Again, thank you, thank you, thank you!
Guys I’ve been in sales for 42 year and I love watching you video’s and I learn something every time. I’m retiring in December and will purchase a new pick up truck possibly the Ford Ranger rafter, or GMC AT4X and will be paying cash so can’t wait to have the conversation with the sales manager. My attitude is there’s millions of car dealers. I’ll get what I want sooner or later, but I’m not paying over MSRP and possibly not even if they want them up. They can sell them to somebody else on them. Keep it up guy I love watching
We just retired and looking for a small truck. So far the best we found as 9 K over MSRP. Decided to order new from the factory. Still I bet we get hit with shipping costs as a minimum.
This is a lot like how my negotiations went with the regional Kia dealerships, except I did everything via email. Once I was satisfied with an OTD price I went to the dealer and finished the deal.
First off you guys are awesome / to know is everything as a Jamaican man once told me. I walked into a Mazda dealership the end of February and saw a Mazda Miata sport. They gave me 1.9 financing dealer incentive and 500 military discount off and was $1500 under MSRP, walked out the door with an awesome deal and car that I love. The vehicle was a Miata 2023 model born out of the factory December of 23.*
I went to a dealership yesterday by myself, scouted out the new cars so my wife would have some to choose from. When we went back together, the rebates magically disappeared. It was 6 k off because of rebates now it’s back to 44 k. We left and I will never buy from them again.
The first thing I would do if salesman said the dealership only sold at MSRP is walk back out the door. Why bc I know it is going to be a crappy experience and paying upwards of 50k I don’t need a crappy sales experience.
Great information. I was wondering is there was a cheat sheet somewhere telling us (when buying a new car) the different steps and what to say if they say..... Not very savy on all this and we are in the beginning steps in buying a new car. Thank you for your help. You two are so great.
What about including a trade in with your example? Your vignette is very accurate with my experiences over the past 45 years. I enjoy the back and forth, especially when I'm prepared, and find most sales people are easier to negotiate with. Many thanks.
It's far better, imo, to deal with the trade in other ways rather than in a dealer shell game. My most effective experience was negotiating an OTD price - agreeing on it. Then, last second, I whipped out that I had a trade (it was a paid-off clunker to be fair). Salesman wasn't real excited by that but it worked pretty well for me. (I had pre-approved financing in my back pocket before they moved me over to the F&I guy). I asked that he "jump under" the pre-approved financing rate and he did.
most sales "professionals" these days are terrible. They wont even get back to you, they dont know their information, and they give more of a run around than the past. None of them are used to the real car business prior to 2019. Especially those new to the industry or the gig, they were told that cars sell themselves and they wont have to work very hard. Personally, grabbing information from a website to regurgitate to a customer in a timely manner isnt that hard to begin with. But alas, here we are.
I was in Troy MI, what I call dealer row on Maplelawn St. WOW, Nissian, Chrysler, Dodge next to each other, are PACKED with New and USED cars. In between them is Mazda. I went thru rows of cars like 3-4 lot size.
Thank you for all of that information so clearly explained! I'll be shopping in August '24, or perhaps later depending on the market, for a new vehicle. Your videos have helped alleviate a lot of my shopping anxiety!
The last time I had a salesman tell me he had to talk to his manager, I said "Why am I talking to you if your manager makes all the decisions?" I then walked out & am still driving the same car with over 125K trouble free miles. That was 7 years ago & I will keep the same car until you know what freezes over.
Enjoy watching your videos. Instead of dealing with the salesperson and waiting while they go back and fourth to the manager, why not just deal with the sales manager? Thanks!
Ray made sure that handsome dealer knew that Ray was helping him out and the manager knew that he's solving a problem for her. Classic sales technique the "harm/help" approach or something I think it's called. The little red book of selling will tell you about that one. Highlight and address a problem while providing the solution. Pro all the way.
Buy a vehicle on Christmas Eve. You wouldn't/t believe the deal we got - the salesman & company just wanted to go home - we were the last ones in the dealership. I have a degree in Technical Sales - knew exactly how to play the game - got all these extra services too. Buy your car the night before a holiday . Threaten to walk & be serious about it. My husband was in awe watching me do it....
Get your keys back after they evaluate your trade in, otherwise they hold you hostage. Also, I ask the salesman if he can set the final deal. It they answer no, I stand up and start for the door. They will NOT let you leave. I did leave one time and had a voicemail before I got home 10 minutes later. I had a unique experience buying my Hyundai in 2020... the finance person realized that I was going likely pay cash and not get any extras. He volunteered that I could get a few hundred more off if I took a loan at 2.9% because the dealer gets a kickback from the mfg. He further said to make a big first payment and then pay it off in the second payment. I will go back to that dealership as it was the most painless transaction I've ever experienced.
I am looking to purchase a ‘25 X5…. w/ approx $12k in options. There seems to be very few X5’s on lots… and I am looking out over a 100 mile radius… have a couple questions: 1) if I find an model I want, can I get a deal….is a 10% discount realistic and 2) if I order one, can I negotiate when I am ready to take delivery?
I will say this education of how cars work has helped me so far although I still have not found a deal that I like. I have gotten amazing 0 down offers from Mazda and then have leverage that with Toyota for a prius I really, really want to get. when they tried to tell me that the lease was not dependent on the value of the car and that their car has a slower depreciation rate, then Mazda I literally flipped it back on them and broke down how Elise payment is supposed to be created and then they had nothing to say but crickets and "I see let's see if we can beat the deal" l o l
Has anyone ever had any luck getting a dealer to drop the freight and prep cost when making a deal? It infuriates me that the dealer is charging me to bring their inventory onto their lot so they sell it to me. Not to mention prep. What is there to prep a new car? Take the mats out of a plastic bag and remove the window sticker? Also, documentation fee's in the hundreds of dollars? It takes them less than 1/2 hour to get the paperwork ready.
I agree that everyone do research first and know what they want to buy but its time (2024) we need to stop this sales person and manager back and forth nonsense. I know the price i want to pay, give me dealer price and i counter with mine. If it works for both, deal or have a good day. This whole old buying process is frustrating and huge waste of time. That finance office is another layer that repeats the same BS again. no, thank you. I just need the factory car with factory specs. Thanks for the video
Wanted to ask, when you let the dealer know you have a pre approval at a specific rate, you mention that you would finance with them if they met the same rate. What is the benefit of financing with the dealership if they can’t beat the pre approval rate and can only match it? Is it simply an easier process to finance through them? Just wondering
Top tips for consumers with the resources to buy a new car. The dealer has no say, you have all the cards, they need sales to survive. Give them the price you’re willing to pay after you’ve researched. Don’t negotiate - don’t engage superfluous conversation - don’t allow them to waste your time - don’t accept any that that deviates from your goal. Be respectful while not respecting obvious spiels. You’re not there to make friends.
Hello question on a new car window sticker says msrp 31750 but then under says delivery, processing and handling fee 1095 The total suggest retail 32845... is that delivery precessing handling fee a mandatory? U mention alot don't pay a fee named a delivery fee I think.. im wondering if that's the fee u said the manufacturer reimbursed the dealer for.. what would be a good price for a basic 2025 camry se
If the delivery, processing and handling fee or destination fee is part of the official MSRP on the Monroney label then yes, it is mandatory. The manufacturer pays the dealership to do the Pre-Delivery Inspection, PDI, to make sure that everything is in proper working order before a new car is available for sales and delivery to the customer. All the best, Ray
I went to a franchise dealer yesterday shopping for a used car. The manager was trying get me to finance through their banks and he told me if I use my credit union, they were gonna charge me a extra 750 on the price. What's up with that???!!
Best advice is to buy from a private seller. Get the PPI and offer a fair price. I’m tired of playing these stupid games where I end up getting jammed in the hatchback when all I need is reliable transportation.
I went test driving vehicles the past few days. Literally every dealer, Toyota, Mazda, Buick all wanted to keep me in the "monthly budget" discussion.. I fought and insisted we talk "out the door price." I haven't decided on buying, since I'm driving a 22 Camry with only 32K miles and 2.9% interest that I've been paying in advance (by 30 days) and $50 over what my monthly payment is (my statements say I don't have to make a payment for several months if I don't want to, but that would negate the purpose of getting more of my money toward principle!).... The reason I'm even considering is my car is cramped for my son who is over 6'... the passenger seat hurts his hip.. but I can't justify the extra expense for an SUV... especiailly with the interest rate they quoteed is 4.75% with excellent credit (tier 1 I qualify).
I downloaded this video into a thumb drive. Told the sales person to view it. Already had loan pre-approved, and I did not budge on the price of the vehicle. Not sure what the sales person did going back and forth to the manager's office but after about 30 minutes, I told them if they are serious to call me and left. Got several voicemails already. I may call them back in a few days.
I went to a Buick house and they told me the 137 days didn’t matter. They also said they have cars that could be in the lot for over a year before it sells. They refused to come down any at all. They were condescending and rude. I walked out and haven’t gone back even though they keep calling. I bought a Jeep and love it. BTW, they rolled out the red carpet and got a great deal based on your web site and videos. Thank you for being you! You saved me 15k.
I have a local cdjr dealer and they have Ram 1500 tradesmen on the lot at MSRP $54,690 discounted to $46,400. $8,290 off and found out from y’all’s car edge it’s been on the lot 249 days. That seems like a decent deal?
I recently was in the market for a f150. Called multiple dealerships, not one would negotiate the price. This market is crazy and we the people need to put a stop to it and stop buying these rip of vehicles. Alot of the dealerships got pissed at me because my pre approved loan would not approve their prices. The bank kept telling me the vehicles were not worth that much money.
When the dealer says let me get with our finance people to see what your interest rate should be, for the amount of months you want, should you wait until after they give you their monthly interest rates? If their interest rates are lower than what your pre-approved bank gives, you don't disclose it, but if there interest their interest rates are the same or higher, then ask for a lower rate?
That's why I generally just deal with an OTD price, and if possible, get a faxed/emailed quote before visiting the dealership. I don't care how the dealer juggles the numbers around, as long as the total amount after title, tax, fees, etc. is at or below my OTD price. I also will go in with financing already in place, but am willing to listen if they're offering something like a promotional 0% rate.
My car buying experience isn't this easy. Maybe record some REAL negotiations from the "buy a pro negotiator" side of your business? I love your channel!
Jumped onto your site to see the local market day supply on my work computer. It accesses the internet via VPN, fixed to a specific location. Despite putting in my LOCAL zip code, it keeps routing me to dealerships over 500 miles away. A glitch? Or is that zip code box even necessary since it doesn't work?
I recently purchased a new car and had pricing from a dealer hundreds of miles away. I went to the local dealer they a car and it was the end of month and they offered a very small discount. I explained I would buy the car but they had to make 'commercially compelling' and they wouldn't budge on price and they let me walk out the door. Clearly this dealer in the new car collection business rather than selling them! Life is too short to waste time with some dealers....
I hate the "Guy in the back room". And about extended warranties: If their car is so good why do I need it? Finally instead of paying an extra $100/mo. for the warranty, put $100 a month into your bank account. In 5 years, that's $6000 towards any major repair.
I had a dealership straight up tell my elderly father not to bring me back because I wouldn't let them screw him basically.after much "negotiation"though we got the deal we were comfortable with.turns out they can "sell down"? their share of the interest.I didn't know they got a share of the interest.learn something new all the time.
All fees at a car dealership which are taxed are fake fees. The only legit fees are those imposed by the state (e.g.; registration, sales tax), these are not included in the taxable amount. The fact is the price paid includes all dealer costs plus profit. All dealer costs includes the costs related to documents. So, in essence, any dealer fee is simply the price separated into parts. In addition, the manufacturer pays the dealer an amount for the dealer to prepare the new vehicle for sale. Any additional fee a dealer may try to charge for this effort is fake.
OMG. This is spot on! The last dealer I negotiated with HATED the fact that I knew TOO MUCH. It flustered him and he would not make a deal with me.
Watching this video shows exactly why most people hate the process of purchasing a car
bingo
Spot on with your comment.
It's like going to a carnival and waiting for the next crazy ride!
Exactly what I was going to say!
I don't think I've ever felt more seen 🥹
I sold cars for years and’s I can tell you that this is an extraordinarily accurate representation of conversations (from both sides) with informed buyers
well good god I am never going to buy a car again
I purchased a 2020 Lincoln Nautilus using research and strategies from Car Edge. The three role playing videos with Zach's girlfriend as the mark were very good as well. The conversation with the salesman was similar. Dealer was pissed but I ended up getting them to knock 3 grand from the "internet" price. Also was able to fenagle a bit more for my trade. I had three cash offers in hand....again dealer pissed. Final hurdle...I had pre arranged financing with USAA. Got into F&I and the guy tells me you have to use our financing to get this great price. Me: That's fine with me as long as you match what I have with USAA...They did.
This is a perfect example why I won't negotiate with dealers. The back and forth with the salesperson who must work w/the (the boss) Manager. I have better things to do with my time with the back and forth. Once I had pre negotiated with a stealership, finalized the deal and drove and hour to pick up the new vehicle. I arrive at noon and at 6PM the dealer was still playing games. Six hours to prep a vehicle, really? I related to the dealer they were masterminds in destroying a pre-negotiated deal while I walked out the door.
The dealer I bought my Toyota from there is negotiating. Not if you want any of the newer hybrids. On the positive side they had no additional markups or additional things added on that I did not want.
Sounds very familiar - the people are tired of the dealership charades.
I emailed like 10 dealers for the same car, only two were willing to negotiate. Most just ignored my request. Some responded months later after i purchased the vehicle.
@@floridaman7 Lemme guess - subsequent to your email contacts your SPAM folder exploded for at least 60 days. ? g
I just do research on the car I want with the sales guy. then just make an appointment with the financial manager no back and forth waiting. I do it with the main guy.
I love negotiating the price. I've bought over twenty new cars since 1984. I never pay sticker. I negotiate on every aspect including warranty, interest rates until I'm satisfied with our the door price. I bought two loaded Chevy Avalanche trucks at 25 % off sticker. I bought my step son a car and they cut a check for 1200 dollars so he could upgrade the wheels . You have to be patient. I always look for the vehicle I want that's been on the lot the longest . I've spent seven to nine hours in a dealership. I hear people say it's not worth their time to negotiate all day at a dealership. Well, the way I see it is if I knock 10 to 15 grand off a vehicle at 0/60 financing then I saved 15000 dollars in one day. I don't make 15000 dollars a day at my job. So yeah, it's worth sitting there as long as it takes. I wear them down and make them late for supper.
I like the way you do business 👍
This is the most epic approach I have ever heard and I’m using it next time. Thank you sir 🫡
I like your style but that effort is exhausting for most folks. I couldnt do that with my 4/6 year old in tow, while my wife works crazy hours and has to sign too. Were adverse to taking the day off to get jerked around, which HAS happened in the past.
I ALWAYS count on a full day at the dealership. Bring a lunch or walk out for lunch no matter where you are in the process. Makes them that much more crazy. One truck ago, on my 2015 Tacoma, after we negotiated for hours to get to a $31,333 price, they tried to get me to sign a form where the fine print said I was committing to buy the truck, BEFORE I went in to talk to the finance manager. I already had my loan approval from my credit union at 2.9%. I refused to sign, and the salesman said, "it's not like we're putting a gun to your head". I replied, "no, it's EXACTLY like that". I walked out. They called the next day, asking if I had a change of heart about the financing. I said if I have to sign that form still, then I pass. I waited another day, then called them and told them I had secured my own financing for the agreed upon price. I went in and picked it up the next day, but they still had me in the dealership for FOUR more hours - as punishment I suppose. I STILL had to go sit through all the final upselling add-ons, even though I told that guy before he even started that he was going to be barking up the wrong tree. He made me SIGN multiple papers saying I turned down each item, but I still had to read carefully as I easily could have signed in the wrong place. I had that truck for 5 years and 85k miles and then traded it in and got $17 k for it. Always drove it with a smile
Bought a 2023 Toyota Highlander last year. Got a quote from Car Edge for an extended warranty and had that in hand when I went to the finance office. As soon as I mentioned having the quote, they immediately discounted their coverage to a number very close to what was quoted on car edge and I didn't even let them see the quote. The tools on car edge are a huge advantage when shopping for a new car.
If you bought an extended warranty you’re a sucker lmao
@@sktona Just because I've never personally known/met anyone who benefitted from an extended service contract doesn't mean that SOMEone, SOMEwhere hasn't had a vehicle repair covered.
Just look at the commercials. You think Ice T would LIE to ya man? :o)
I actually bought a 2024 highlander a month ago and had my homework done with my own finance and warranty which I got at cost of less than 1k. Needless to say the finance manager wasn’t a fan of me because I didn’t buy a warranty and extended maintenance plan saying I cannot buy one after I leave which was a complete lie and saying I will regret not buying one. I mean that’s why bought a Toyota right ? Most reliable car.
I got offered $2k off MSRP on a $80,000 vehicle. That's a 2.5% discount. That ain't shit. I walked out and bought a 2 year old truck with same options and 15k miles. It saved me $35k. Buy used!
Thats a huge savings! What interest rate did you manage to get with that?
That’s what I’m doing!
Been doing some version of this for my last 9 vehicles, going back to 1986, but the CarEdge resources would make this SO much easier. Not in the market right now, but will be in about a year. You guys are the first stop I'll make, then the Credit Union, and only THEN will I go shopping. They hated me before, but I'm gonna take it to the next level. So glad I found your channel and service. I actually enjoy this stuff. :-)
There’s nothing I hate more about buying a car and then I gotta go talk to my manager back-and-forth. That is the most offputting experience ever.
I make it plain and simple - I get the new car OTD price, give them MY trade-in OTD price - if they can't honor it, and continue their musical chairs charade with the manager - it's bye bye and on to the next dealer.
I usually tell my sales man that he won’t talk a deal with me unless I am the decision maker. When I get him to agree with that statement, I ask him if he will extend that same courtesy to me, and bring his sales manager to me, so we won’t waste anyone’s time.
@@jpm1544 AND GIVE THEM A BURNER EMAIL ADDRESS. Trust me y'all.
@@Highmiles nice approach. and fair.
The finance manager is the one to worry about. I’ve navigated the sales rep/manager scheme enough to blast past it just to realize the finance guy is pulling the biggest scheme in the dealership
God bless Ray and this channel for arming people with the knowledge needed to avoid getting ripped off by shady dealerships.
1. Market Day Supply / knowing the data
- bigger supply, more likely to negotiate
2. Days on Lot
- the longer on lot, more likely to negotiate
3. Incentives
- check for national/regional incentives
4. Check Forums
- compare recent deals
5. Get Pre-Approved before going to the dealership
Thank you both! I have been watching your videos for about six months and just bought a used PHEV for a great price. No extra dealer warranties, no dealer doc fees, etc.
I asked for a new car, which they did not have (12 to 24 month wait), then stood up to leave and he mentions this three year old trade in that was just dropped off. I got the “out the door price” on paper… then began my negotiations. Refused to leave a deposit, but came back two hours later with my elderly parents, and my Dad even got me another $500 off. Again, thank you, thank you, thank you!
As a car salesman I would Actually LOVE a customer who knows these 5 things!
I'm not buying another car for 10 more years. Can you take airplane mechanic classes after work?
Guys I’ve been in sales for 42 year and I love watching you video’s and I learn something every time. I’m retiring in December and will purchase a new pick up truck possibly the Ford Ranger rafter, or GMC AT4X and will be paying cash so can’t wait to have the conversation with the sales manager. My attitude is there’s millions of car dealers. I’ll get what I want sooner or later, but I’m not paying over MSRP and possibly not even if they want them up. They can sell them to somebody else on them. Keep it up guy I love watching
We just retired and looking for a small truck. So far the best we found as 9 K over MSRP. Decided to order new from the factory. Still I bet we get hit with shipping costs as a minimum.
This is a lot like how my negotiations went with the regional Kia dealerships, except I did everything via email. Once I was satisfied with an OTD price I went to the dealer and finished the deal.
First off you guys are awesome / to know is everything as a Jamaican man once told me. I walked into a Mazda dealership the end of February and saw a Mazda Miata sport. They gave me 1.9 financing dealer incentive and 500 military discount off and was $1500 under MSRP, walked out the door with an awesome deal and car that I love. The vehicle was a Miata 2023 model born out of the factory December of 23.*
I went to a dealership yesterday by myself, scouted out the new cars so my wife would have some to choose from. When we went back together, the rebates magically disappeared. It was 6 k off because of rebates now it’s back to 44 k. We left and I will never buy from them again.
The first thing I would do if salesman said the dealership only sold at MSRP is walk back out the door. Why bc I know it is going to be a crappy experience and paying upwards of 50k I don’t need a crappy sales experience.
I said all this to a salesperson and they were so offended lolol
How’d it end up
Thanks all your videos ! You both are awesome ! Appreciate your professional knowledge and info !
Great information. I was wondering is there was a cheat sheet somewhere telling us (when buying a new car) the different steps and what to say if they say..... Not very savy on all this and we are in the beginning steps in buying a new car. Thank you for your help. You two are so great.
What about including a trade in with your example? Your vignette is very accurate with my experiences over the past 45 years. I enjoy the back and forth, especially when I'm prepared, and find most sales people are easier to negotiate with. Many thanks.
It's far better, imo, to deal with the trade in other ways rather than in a dealer shell game. My most effective experience was negotiating an OTD price - agreeing on it. Then, last second, I whipped out that I had a trade (it was a paid-off clunker to be fair). Salesman wasn't real excited by that but it worked pretty well for me. (I had pre-approved financing in my back pocket before they moved me over to the F&I guy). I asked that he "jump under" the pre-approved financing rate and he did.
most sales "professionals" these days are terrible. They wont even get back to you, they dont know their information, and they give more of a run around than the past. None of them are used to the real car business prior to 2019. Especially those new to the industry or the gig, they were told that cars sell themselves and they wont have to work very hard. Personally, grabbing information from a website to regurgitate to a customer in a timely manner isnt that hard to begin with. But alas, here we are.
Still in Canada there are no Hybrids on the lots. Esp Rav 4. Needs to be ordered and a wait.
I was in Troy MI, what I call dealer row on Maplelawn St. WOW, Nissian, Chrysler, Dodge next to each other, are PACKED with New and USED cars. In between them is Mazda. I went thru rows of cars like 3-4 lot size.
Thank You for the Manufacture's Information.
This is worth EVERYONE'S Time.
Thank you for all of that information so clearly explained! I'll be shopping in August '24, or perhaps later depending on the market, for a new vehicle. Your videos have helped alleviate a lot of my shopping anxiety!
I think you guy’s need to talk about Hold back and what it is
The last time I had a salesman tell me he had to talk to his manager, I said "Why am I talking to you if your manager makes all the decisions?" I then walked out & am still driving the same car with over 125K trouble free miles. That was 7 years ago & I will keep the same car until you know what freezes over.
I admire the fact that you kept the car, but don't you think the salesman was wondering why you even came in if that's all it took to make you leave?
Enjoy watching your videos. Instead of dealing with the salesperson and waiting while they
go back and fourth to the manager, why not just deal with the sales manager? Thanks!
Does this only apply to purchases? What about leases ?
Ray made sure that handsome dealer knew that Ray was helping him out and the manager knew that he's solving a problem for her. Classic sales technique the "harm/help" approach or something I think it's called. The little red book of selling will tell you about that one. Highlight and address a problem while providing the solution. Pro all the way.
Buy a vehicle on Christmas Eve. You wouldn't/t believe the deal we got - the salesman & company just wanted to go home - we were the last ones in the dealership. I have a degree in Technical Sales - knew exactly how to play the game - got all these extra services too. Buy your car the night before a holiday . Threaten to walk & be serious about it. My husband was in awe watching me do it....
Get your keys back after they evaluate your trade in, otherwise they hold you hostage. Also, I ask the salesman if he can set the final deal. It they answer no, I stand up and start for the door. They will NOT let you leave. I did leave one time and had a voicemail before I got home 10 minutes later. I had a unique experience buying my Hyundai in 2020... the finance person realized that I was going likely pay cash and not get any extras. He volunteered that I could get a few hundred more off if I took a loan at 2.9% because the dealer gets a kickback from the mfg. He further said to make a big first payment and then pay it off in the second payment. I will go back to that dealership as it was the most painless transaction I've ever experienced.
April 5th - got an out the door price CRV Hybrid Sport- 35,780 total
Thanks for sharing. Clark Howard mentioned your business on his show yesterday.
I am looking to purchase a ‘25 X5…. w/ approx $12k in options. There seems to be very few X5’s on lots… and I am looking out over a 100 mile radius… have a couple questions: 1) if I find an model I want, can I get a deal….is a 10% discount realistic and 2) if I order one, can I negotiate when I am ready to take delivery?
Thank you for the info 😊
It cracks me up everytime Zach asks" the client " to sign their initials 😂 4:08
Ray deserves the commission for the sale, since he literally did the work. 👍💵🚗
0:55 "Ma'am . . . I'm just a salesperson" lmao
How do you get the time on lot per dealership?
How do I find out what the MDS is for a particular model?
I will say this education of how cars work has helped me so far although I still have not found a deal that I like. I have gotten amazing 0 down offers from Mazda and then have leverage that with Toyota for a prius I really, really want to get. when they tried to tell me that the lease was not dependent on the value of the car and that their car has a slower depreciation rate, then Mazda I literally flipped it back on them and broke down how Elise payment is supposed to be created and then they had nothing to say but crickets and "I see let's see if we can beat the deal" l o l
Where/how did you get that info?
Has anyone ever had any luck getting a dealer to drop the freight and prep cost when making a deal? It infuriates me that the dealer is charging me to bring their inventory onto their lot so they sell it to me. Not to mention prep. What is there to prep a new car? Take the mats out of a plastic bag and remove the window sticker?
Also, documentation fee's in the hundreds of dollars? It takes them less than 1/2 hour to get the paperwork ready.
I live in Northern Va area. I don't know if I should get a new or used car. I don't earn a car. What do you suggest?
I agree that everyone do research first and know what they want to buy but its time (2024) we need to stop this sales person and manager back and forth nonsense. I know the price i want to pay, give me dealer price and i counter with mine. If it works for both, deal or have a good day. This whole old buying process is frustrating and huge waste of time. That finance office is another layer that repeats the same BS again. no, thank you. I just need the factory car with factory specs. Thanks for the video
You may be an MSRP dealership. I am a reasonable discount buyer. I do not need to buy a Honda, several other reliable manufacturers out there.
Awesome video, keep up the good fight.
Culver city honda sold me a certified preowned car a previously damaged frame. I would recommend you shop somewhere else.
According to Scotty Kilmer, there's no such thing as 'certified.' It's a big joke in the industry. Caveat emptor!
I watch this channel every drop! & the information is unmatched
Don't forget to start the negotiation with "hello handsome." Sometimes flattery works. At the very least, it may throw them off or make them laugh.
Oh no, I’m gonna hurl.
Does this apply to used cars at dealerships?
Wanted to ask, when you let the dealer know you have a pre approval at a specific rate, you mention that you would finance with them if they met the same rate. What is the benefit of financing with the dealership if they can’t beat the pre approval rate and can only match it? Is it simply an easier process to finance through them? Just wondering
How do you find out how long a car has been in inventory on the lot?
Top tips for consumers with the resources to buy a new car. The dealer has no say, you have all the cards, they need sales to survive. Give them the price you’re willing to pay after you’ve researched. Don’t negotiate - don’t engage superfluous conversation - don’t allow them to waste your time - don’t accept any that that deviates from your goal. Be respectful while not respecting obvious spiels. You’re not there to make friends.
Hello question on a new car window sticker says msrp 31750 but then under says delivery, processing and handling fee 1095
The total suggest retail 32845... is that delivery precessing handling fee a mandatory? U mention alot don't pay a fee named a delivery fee I think.. im wondering if that's the fee u said the manufacturer reimbursed the dealer for.. what would be a good price for a basic 2025 camry se
If the delivery, processing and handling fee or destination fee is part of the official MSRP on the Monroney label then yes, it is mandatory. The manufacturer pays the dealership to do the Pre-Delivery Inspection, PDI, to make sure that everything is in proper working order before a new car is available for sales and delivery to the customer. All the best, Ray
@@CarEdge thank u....
Where do you find days on lot?
Do a lot of these things only pertain to new cars from the brand dealer or do/can they also apply to pre-owned as well?
WOW amazing TY so much ,,Keep up the great work
I went to a franchise dealer yesterday shopping for a used car. The manager was trying get me to finance through their banks and he told me if I use my credit union, they were gonna charge me a extra 750 on the price. What's up with that???!!
Best advice is to buy from a private seller. Get the PPI and offer a fair price. I’m tired of playing these stupid games where I end up getting jammed in the hatchback when all I need is reliable transportation.
I went test driving vehicles the past few days. Literally every dealer, Toyota, Mazda, Buick all wanted to keep me in the "monthly budget" discussion.. I fought and insisted we talk "out the door price." I haven't decided on buying, since I'm driving a 22 Camry with only 32K miles and 2.9% interest that I've been paying in advance (by 30 days) and $50 over what my monthly payment is (my statements say I don't have to make a payment for several months if I don't want to, but that would negate the purpose of getting more of my money toward principle!).... The reason I'm even considering is my car is cramped for my son who is over 6'... the passenger seat hurts his hip.. but I can't justify the extra expense for an SUV... especiailly with the interest rate they quoteed is 4.75% with excellent credit (tier 1 I qualify).
You're paying more, but getting more.
Go with a smaller CUV like the Toyota
Corolla Cross or Mazda CX30.
I downloaded this video into a thumb drive. Told the sales person to view it. Already had loan pre-approved, and I did not budge on the price of the vehicle. Not sure what the sales person did going back and forth to the manager's office but after about 30 minutes, I told them if they are serious to call me and left. Got several voicemails already. I may call them back in a few days.
Where can I find the information you talked about.
I went to a Buick house and they told me the 137 days didn’t matter. They also said they have cars that could be in the lot for over a year before it sells. They refused to come down any at all. They were condescending and rude. I walked out and haven’t gone back even though they keep calling. I bought a Jeep and love it. BTW, they rolled out the red carpet and got a great deal based on your web site and videos. Thank you for being you! You saved me 15k.
Good report Guys 😊
Where can you find market day supply on vehicles?
Any tips for negotiating price with brand new car that I built myself? It will be here in a couple months.
Will you be in canada soon. Looking at a new car. we could use your help.
Role playing was excellent. Bravo!
What about when you buy a car through Costco?
More than a bit spoiled with my A-Plan discount, just have to negotiate on the price of a trade if I have one.
What if you want to buy the car outright instead of leasing or financing
I have a local cdjr dealer and they have Ram 1500 tradesmen on the lot at MSRP $54,690 discounted to $46,400. $8,290 off and found out from y’all’s car edge it’s been on the lot 249 days. That seems like a decent deal?
I recently was in the market for a f150. Called multiple dealerships, not one would negotiate the price. This market is crazy and we the people need to put a stop to it and stop buying these rip of vehicles. Alot of the dealerships got pissed at me because my pre approved loan would not approve their prices. The bank kept telling me the vehicles were not worth that much money.
Your bank was right.
A lot of people buy a vehicle with no intention of paying for it.
Does the preapproved matter when you are just trying to lease?
No! When you lease you finance with the leasing company not your bank or credit union.
When the dealer says let me get with our finance people to see what your interest rate should be, for the amount of months you want, should you wait until after they give you their monthly interest rates? If their interest rates are lower than what your pre-approved bank gives, you don't disclose it, but if there interest their interest rates are the same or higher, then ask for a lower rate?
Thank you!
How can you find out how long the cars, new ones, been in lot for ex amount of time? Thank you.
Can you address the back and forth between the sales manager and salesperson? Should we insist to deal directly with the sales manager instead?
How to do this for Canada Honda dealerships?
Great example but you didn't address the add on fees by the dealer after giving you that $1850 discount.
That's why I generally just deal with an OTD price, and if possible, get a faxed/emailed quote before visiting the dealership. I don't care how the dealer juggles the numbers around, as long as the total amount after title, tax, fees, etc. is at or below my OTD price. I also will go in with financing already in place, but am willing to listen if they're offering something like a promotional 0% rate.
If this buyer knows how to do this, this buyer knows all about the B.S. add on fees.
Does this hacks works only for US market, I tried to check some from Canada and I can’t. Can you help the people from Canada as well
Where can the average consumer see the MDS?
Now take into the finance dept and tell us how to handle them and their add ons.
I would tell the salesperson and especially the manager that when I do I buy the car I want I will drive it over to show it to them.
My car buying experience isn't this easy. Maybe record some REAL negotiations from the "buy a pro negotiator" side of your business? I love your channel!
MSRP dealership? Where? Around here they are selling at about $9k over MSRP. I live in San Diego county. Have not seen MSRP sales since 2018.
Jumped onto your site to see the local market day supply on my work computer. It accesses the internet via VPN, fixed to a specific location. Despite putting in my LOCAL zip code, it keeps routing me to dealerships over 500 miles away. A glitch? Or is that zip code box even necessary since it doesn't work?
How about a custom order car?
Like The Watch
I recently purchased a new car and had pricing from a dealer hundreds of miles away. I went to the local dealer they a car and it was the end of month and they offered a very small discount. I explained I would buy the car but they had to make 'commercially compelling' and they wouldn't budge on price and they let me walk out the door. Clearly this dealer in the new car collection business rather than selling them! Life is too short to waste time with some dealers....
I hate the "Guy in the back room".
And about extended warranties: If their car is so good why do I need it?
Finally instead of paying an extra $100/mo. for the warranty, put $100 a month into your bank account. In 5 years, that's $6000 towards any major repair.
Great info gents!
The dealer would tell you to leave because they would rather send it to auction.
That's what 2 dealers told. If it's on the lot 90 days and hasn't sold for MSRP they auction it to move it off the lot.
I had a dealership straight up tell my elderly father not to bring me back because I wouldn't let them screw him basically.after much "negotiation"though we got the deal we were comfortable with.turns out they can "sell down"? their share of the interest.I didn't know they got a share of the interest.learn something new all the time.
Good format and presentation. Helpful in my search for a car for my bride. Thank you.
Great video
is a dealer fee a legit fee on top of the electronic filing fee?
All fees at a car dealership which are taxed are fake fees. The only legit fees are those imposed by the state (e.g.; registration, sales tax), these are not included in the taxable amount.
The fact is the price paid includes all dealer costs plus profit. All dealer costs includes the costs related to documents. So, in essence, any dealer fee is simply the price separated into parts.
In addition, the manufacturer pays the dealer an amount for the dealer to prepare the new vehicle for sale. Any additional fee a dealer may try to charge for this effort is fake.