I’m not sure which way of handling price is best for an automobile dealer but let’s compare two. In a “One Price” store the dealer has established a firm price for each model that, they feel, is the lowest they can offer, at the time the prices were set. The only negotiable items are: 1. Trade in value 2. Finance arrangements such as rate and term 3. Color 4. Delivery date 5. Dealer installed options and their prices The price on the unit itself is fixed and not able to be altered by the dealer in most cases because of the obvious, other clients that have purchased and the reputation of their pricing. Dealers that advertise “We will quote our best price, first” are a bit more at ease over what they quote because each price quote is “at that moment”, not subject to any standard per model, at the discretion of that particular manager and a matter of being trusted, by you, the customer. What they are actually indicating is “Trust me, I will quote the best possible price I have for you as an individual” I don’t know about you, but if I am going to shop at a supposedly “no negotiating” dealer with a one price approach, I would like to see the pricing everyone pays, in writing, prior to sitting down, prior to any other discussions. It could be the most honest automobile dealer in the world but he still has employees that are subject to daily sales pressures, they are paid on commission and in they are subject to different moods, on different days. If you are a single price dealer, show me that in advance. I am not saying “One Price” is the way to go, I’m just saying it needs to be in writing, posted on the vehicle, prior to any discussions. If you follow the plans laid out on this blog and in my manual “The informed buyer”, it won’t matter what their pricing and negotiating policy is, you will be able to get, and review, the information you need to make an informed decision.
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