Unfortunately, there are games some dealers play – and worse – there can be a few sneaky tricks involved. We want you to know what to watch out for. If you understand what's really going on, you’re more likely to have a good experience.
Many dealers offer something that sounds similar to Gunn’s One Simple Price®, but they aren’t the same. Posted prices & menu pricing don't always work exactly as suggested. They often have unadvertised add-ons, accessories and or fees. Prepare to negotiate.
Ask to see the addendums, add-ons and fees right off the bat and ask if the price is negotiable. A Buyer’s Order is a bill of sale between you and the dealer. It requires that all costs be disclosed. No room for tricks.
"Price Match Guarantees" rarely happen. They often come with so many disclaimers that it's virtually impossible to get the dealership to honor their promise. Read the fine print.
Price is just one part of the overall value. Other factors that will greatly impact whether you get a good deal are your trade-in value and financing options and costs.
Price + Accessories + Trade Value + Finance Rate = Total Value
"Trade-in Offers" should be in writing. And make sure the amount a dealer offers you for your trade doesn't change once you start negotiating.
Get Trade-Ins in writing and make sure a manager signs off on it
Make sure the offer is good for a few days and a few miles, while you shop around
Ask if their offer to buy your vehicle is valid, whether you buy a vehicle from them or not
Here are some of the more common ‘bait and switch’ techniques. Pay attention to the hard-to-read fine print. A really good deal, but only available on 1 vehicle.
Look for number of vehicles at that price, and make sure that exact vehicle or exact same vehicle at the same exact price are on the lot before you go to the dealership. Prices or discounts that include incentives you don't qualify for.
Read the fine print. Terms like “conquest,” “with financing through,” and “loyalty” are examples of the types of incentives that come with qualifiers. They are special incentives not available to everyone and have specific requirements in order get the savings.
Unadvertised addendums or accessories that are added to the price after you pick a vehicle.
Again, always ask to see addendums, add-ons, and fees right out of the gate.
Just because you’ve spent the time, doesn’t mean you should take the deal. Unfortunately, many dealers specifically wait until you’ve been at the store for several hours before they reveal additional costs, fees or addendums. And most dealers commission their salespeople based on how much you end up paying. If at any point – several hours in or not – you feel uncomfortable, be prepared to walk. Don’t leave feeling like you could have done better.
When you shop
Make sure an advertised vehicle you’re interested in is actually available before you go.
Make sure prices are clearly posted on the vehicles.
Get their ‘best price’ without a commitment to buy ‘now’.
Get your trade appraisal in writing, signed, and good for at least 10 days.
Will they buy your trade even if you don’t buy from them?
Are accessory prices firm, in writing, and posted where you can see them?
Do they offer preset prices on Extended Service contracts?
Can you return their vehicle within 48 hours with no risk? Get that in writing.
Can you get a price, payment and interest rate without a commitment to buy?
Do you feel the need to haggle with them over price or payment?
Buying or leasing a new or pre-owned vehicle should be fun. And it can be. Everything we do at Gunn is designed to make the experience Real. Simple. We hope to have a chance to earn your business. If not, use this guide to help prepare you for what you might experience at negotiating dealerships. And, always, we’re a phone call away if we can be of any help.