Bargaining

[Will]

So how do you bargain with a dealer? What's worked for you and what hasn't? After lots of price checking it looks like 15% off list price is a decent price on a new Kubota and 20% off is a great price, but how do you convince a dealer to drop their prices?

 

[Thomas]

Will,
Up around these parts we shop around than use the poker face game,also tell him he's got to sharpen the pencil..than its the waiting game.
Just do your homework and know what you want plus the facts,and remember your the one w/the finally say in the end.

Thomas..NH /w3tcompact/icons/wink.gif

 

[Boondox]

Will -- That's a loaded question. All the tractor dealers in my area (with one notable exception) are decent, hardworking folk who have low, but fairly fixed overhead expenses. When shopping around the lowest price is only part of the picture. I generally start by looking for a dealer I would like to have service my tractor should anything go wrong. Saving a few hundred bucks on the purchase isn't worth all that much if the service dept stinks, or is known to take shortcuts. Ask around of other owners how satisfied they've been with service and support after the sale. In my case, I wound up going with Steve Carver, but only after coming to an understanding with my local dealer that I would bring my L3010 to him for service... and would be purchasing subsequent implements from him. I need his support, and he needs my business. It's mutually beneficial, though surely he wished I would have bought the tractor from him.

Considering how hard my local dealers work, and how much their good name means to them, I've never played one dealer off against another. Doesn't seem quite fair to me in a part of the nation where a handshake is as good as a written contract. I might dicker on the price of attachments, i.e., the cost of a package deal, but not too hard. Bottom line, IMO, you've gotta remember there is considerable value in maintaining a great relationship with the dealer you settle on.

Just my $0.02. Pete
www.gatewaytovermont.com

 

[Will]

Pete, I've got a great dealer in my area. I've bought from him in the past, and I'm sure I'll buy from him in the future. An aggressive, "meet my price or I'll go elsewhere" strategy wouldn't work for me. I want to buy from him, but I have the sense that there are some people who are particularly good at bargaining, and I'm ready to learn.

 

[Bird]

Will, have you read Muhammad's new book? It covers the subject quite well.

Bird

 

[Roy]

I tend to bargain some things, other items I leave alone. For myself, when I had purchased the Kubota, I didn't feel a need to barter. I had price quotes from 2 dealers, visited a third, and their quote was substantially less.

Back in 1989, a book was released entitled "You Can Negotiate Anything", by Herb Cohen. I personally have never read it, but it has received a lot of rave reviews. Occasionally I will run across current articles citing the work, so the tactics are probably still valid today.

 

[Boondox]

Cool. We're on the same page.

Pete

 

[tralderman]

As a dealer myself, I can offer a few things that work on me when it comes to bargaining.
Don't - Ask the dealer to “sharpen his pencil.” We've heard that one.
Do - Tell the dealer that you want to do business with his dealership because of the great things you've heard about it.
Don't - Tell the dealer “I'm out shoppin' for price.”
Do - Offer to deliver the tractor yourself or something that may save the dealer some expense.
Don't - Tell the dealer “I don't care where I buy” or that “you just want the best price.”
Do - Suggest that you may accept a service pack of filters, oil, blades, etc. instead of a lower price.
Don't - Go from one dealer to the next with quotes trying to get them to fight over the deal.
Do - Ask to tour the parts and service department of his dealership and let the dealer know you appreciate the commitment he is making to provide service for you after the sale.

As long as you're not obnoxious, pushy, or demanding, most of us are willing to bargain.

 

[toddler]

Hey Tim,
you make me feel a little bad. i got a price from Gary, a great dealer 10 minutes from my home, called Walt, an hour away, and said that unless he was substantially less, I felt I should buy from Gary. Walt told me he couldn't even match the price and sent me to Gary. They're both great guys, and reasonably close by, so initially it came down to price. I've been so happy with the service from Gary, that now I'll pretty much accept his word that a price is fair, and I'm dealer loyal. Wasn't the case before I bought, but here in VT, I don't think we have any bad tractor dealers, at least none that stay in business.
Todd

 

[Joeinindy]

After having been in sales for over 20 years I know what works and how to deal with a salesman or dealer. Treat them with respect and remember that they want to sell you their product and make you a long term customer. The first thing I'd do is shop around and get a feel for how the dealer works and how you are treated when in the "just looking" stage, that will tell you alot about the way they deal with people. If they blow you off when you are kicking tires then chances are the same thing will happen when you need service or have a problem after the sale. Once you have decided on the brand and model do your homework and go to the dealer with the attitude that you are going to be partners with the dealer, not enemies. Remember the dealer is there as a business not a hobby. When I bought my L3410 I visited 4 dealers and simply asked what their price was on the tractor I wanted, most were close on price but not in demeanor. Some tried to slam me and others acted as if take it or leave it. The dealer I ended up with took the time to explain the price, features ect and gave me what I thought was a fair price without the dickering. He did have the best price but I would have bought off him even if he was a few dollars higher. Most people forget what they paid for something very soon after the sale but they have a long memory of how the transaction went and the quality of service they recieved. I guess it boils down to treating the dealer with respect and expecting the same of him.