My deal wasn't as great as what you're trying to do- what I did was get
them to take out all accessories, undercoating, etc.
But here's what I did if you care: First weekend- test drove two cars,
brought a folder and took notes, asked them specific questions about
junk I'd read on the website about the cars- you know- how does the
boxer engine work vs the standard V engine? I was also critical of the
car's gas mileage, design and color choices to put the other guy in
defensive mode. People were eating lunch in the dealership and it was
making me hungry, but I barked something like "How can you stand to
smell everyone else's food?" you know, knocked the guy off his game
all the time.
Once I decided which car I wanted, I got the edmunds invoice price-
disregard MSRP and all other BS. Don't expect to go too far below the
Edmunds price. Technically Subaru gave me $1000 toward the downpayment
so I payed $200 above invoice not $800 below, btu $200 above is a good
deal. I preset my loan elsewhere and found out their car buying
services- went with the Subaru VIP program, but also investigated
United Buying Service.
I found a car I wanted from the same dealership chain way out in the
middle of nowhere for hundreds cheaper than a car in the big city where
I live. I returned to the dealer with an appointment with the same guy
who helped me before- he had invested time and wanted a return on his
time. Turns out he already had a customer and had his assistant work
with me and he'd stop by periodically. Still meant he was off-kilter
because he was juggling 2 and 3 people.
I told him we were very interested, but still liked the color and
mileage of a Toyota- never cut a sucker and even break- my wife did an
act that she wanted the Toyota, but I wanted the Subaru. My wife took
our son to the waiting room to play with the toys. I laid my cards on
the table- I liked the cheap car I saw in the ad and could they get it
for me or should I drive up there to buy it? Of course the guy was
able to match the price. Then I said that was great, showed them the
VIP pricing program from Subaru- they gave me a song and dance and I
said, I'd be interested in them giving me their dealer maintenance
package (every other oil change free + loaner car) free instead of
reducing the cost of the car further- he agreed and that was a $370
value I planned to buy just for the loaner (I have my reasons, but you
may not agree).
When it came time for junk I balanced between- "My wife's not here,
let's skip that and ask her later"- that's the "Missing Man"
negotiation technique that kept him off-kilter and they gave up on some
of those extras. When my wife came back, I put my son on my lap and
when the hard sell people came in, I let him slide off my lap and he
obligingly ran back to the TV and of course I followed, returning
saying we weren't interested in any packages- they were waiting on me
and I became "in control." Apparently my wife comiserated with the
female sales manager about parenting and daycare costs- tag-teaming and
playing up the husband/wife stereotype. They did jerk me around on my
trade, but they offered Blue book for the car and I had no problems
with that.
I am a terrible negotiator so this took a lot of practice and
determination. There was an article on fool.com that was very useful
to prepare. Don't expect miracles, but the end of the month is better
than the beginning.
Don
