Quote:
Originally Posted by bimmertl
Just bought a 2020 model in March. Found vast disparities between dealers in Ocala versus those South of the Villages. Trend in Ocala seems to be to add thousands to the sticker price. Typically around 5K. So you see $250 for mudflaps, $400 for a flashing brake light addition, $60 for a first aid kit etc. One dealership even include one year of credit monitoring in the extended sticker, while another added $2,000 for "additional dealer mark up", hard to believe but it was on the added sticker.
Ended up buying car in Clermont which only had the factory sticker on the car and got discount from there.
So once you decide on a model, deal with the dealers that have only the MSRP sticker on the car and not one or two more added on for high priced options you don't want or need. Don't waste your time on any of the Ocala dealers.
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I have never seen a dealer who wouldn't accept the KBB.com or Edmunds.com fair value price. The key is to ignore all of the add ons and offer to buy the car at the fair value price. They can take it or leave it. But, when you start to walk out, they will accept the price. There is no reason why they shouldn't. As soon as you start to negotiate with them, you have lost and you will pay too much. I tell the dealer upfront that I will only discuss the bottom line, out-the-door price. Also, getting mad, arguing, or lying to the dealer doesn't work. I tell them how I calculated my offer, and they can sell me the car, or I will just buy it somewhere else.