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Originally Posted by doublepower
Yup, totally agree: I could've walked away, dealers are in business to make a buck, etc., etc.
All I'm saying is that if you're looking to build business (through future sales, through referrals, through the service dept, etc.), and not just make a single sale you need to bring more to the table. I know that as a buyer for this car my negotiating hand is weak and paying MSRP no questions asked is recognition of that. Meeting the buyer half way or accomodating their concerns builds trust that will reap the dealer benefits over the long term.
In essence the dealer chose to trade my referrals and possible future business for an extra $300 (I offered to split the difference on the optional package). I made a choice to buy the car, they made a choice, too.
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THe dealer's attitude is a bird in the hand is worthtwo in the bush, especially the large volume dealers. There thought process is where else are you going to go?
One also has to be aware that when there is a domfort level established with a salesman/dealership, they then believe they have an edge and can get more out of you.
Always deal from invoice up if you can or the factory sticker down (on a hot car like the TCH, that's exactly what I had to do) and try not to allow dealer transfer, doc or prep fees. Those are pure money makers for a dealer.
My brother in law is a Ford dealer (not salesman). I'm buying a Toyota after 20 years of Fords. The tricks are all the same!