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post #1 of 14 Old 04-13-2019, 06:50 PM Thread Starter
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How much to negotiate off a pre-owned vehicle ?

Iím always curious how much I should try to get the dealer to come down off the price of a CPO car. In this case itís a 2017 jaguar f-pace s.

Hereís what Iím thinking..price is $50k. Do I approach it by saying a certain Ďout the doorí price?

My other thought is to give them asking price but tell them to pay for shipping the vehicle, the extra year of CPO ($1245) and I want the activity key/bracelet.
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post #2 of 14 Old 04-13-2019, 09:56 PM
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they probably bought that car for $40-42k, maybe a little less depending on options, and paid maybe 1-2k getting it cleaned up/prepped for CPO, and want to turn some profit for their time and building lease etc. If possible it would be helpful to know how long it's been on their lot. if it just got there, maybe they're less flexible. if it's been there all winter, different story, they probably want to make it move. You could also wait until closer to the end of the month when people need to meet their quotas, you'll have a bit more pull then. Though you do run the risk of someone else grabbing it if there's a lot of interest.

I'd say if sticker is 50k and you're sure this is your car,
1) don't show them that it's exactly what you're looking for
2) try and get some hard quotes from other dealers for similar cars, even if they're 1000 miles away. flights can be pretty cheap, and having a quote in hand for a nearly identical car (better if it has an extra option or two that you don't need but can "sacrifice" to take this car off their hands now) can go a long ways
and 3) schedule a time to see it and negotiate close to the end of the month.
It helps that you're near the start of the 2020 model year, though not quite as much as if you were buying a 2019, still some.

Last edited by NixMo; 04-13-2019 at 09:59 PM.
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post #3 of 14 Old 04-13-2019, 10:16 PM Thread Starter
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they probably bought that car for $40-42k, maybe a little less depending on options, and paid maybe 1-2k getting it cleaned up/prepped for CPO, and want to turn some profit for their time and building lease etc. If possible it would be helpful to know how long it's been on their lot. if it just got there, maybe they're less flexible. if it's been there all winter, different story, they probably want to make it move. You could also wait until closer to the end of the month when people need to meet their quotas, you'll have a bit more pull then. Though you do run the risk of someone else grabbing it if there's a lot of interest.

I'd say if sticker is 50k and you're sure this is your car,
1) don't show them that it's exactly what you're looking for
2) try and get some hard quotes from other dealers for similar cars, even if they're 1000 miles away. flights can be pretty cheap, and having a quote in hand for a nearly identical car (better if it has an extra option or two that you don't need but can "sacrifice" to take this car off their hands now) can go a long ways
and 3) schedule a time to see it and negotiate close to the end of the month.
It helps that you're near the start of the 2020 model year, though not quite as much as if you were buying a 2019, still some.
Makes sense. Thank you.

Mostly everything Iím interested in hasnít been on the market long. With that being said, Iíll agree with you. They prob know itís a really popular car..and they donít have to make any dramatic price drops to sell it. But I can still try right? Lol.

Thatís why i asked if my 2nd option would be best. Try to get them to cover the extra warranty and activity key..along with shipping fee (less than $1000).

Good advice though. Iíll find 2-3 I really like and go hard and see who comes back with the best deal. Iím typically the type of person who shops for the best deal rather than ohhhh thatís the perfect car. If that makes sense.
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post #4 of 14 Old 04-13-2019, 10:23 PM
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I’m typically the type of person who shops for the best deal rather than ohhhh that’s the perfect car. If that makes sense.
Actually , NO !!!
It doesn't make ONE OUNCE OF SENSE !!!

"I just bought this car , that I really really don't want . . . . . . . but I got a great deal" ???????

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post #5 of 14 Old 04-13-2019, 10:49 PM Thread Starter
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Actually , NO !!!
It doesn't make ONE OUNCE OF SENSE !!!

"I just bought this car , that I really really don't want . . . . . . . but I got a great deal" ???????
I guess what I should say is that..Iíll take my top 3, knowing that Iíll be happy with either. And Iíll let the decision be made by whichever I can get the best deal on.
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post #6 of 14 Old 04-13-2019, 11:09 PM
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The three items you want *Ext Warranty , Activity Key , & Shipping* ,
on the high-end total $2845 !
Your offer , as you stated , is $50K with those three items included !

Personally , I would go in there and offer them $42K for the car ,
and gradually go up to $45K if necessary !
You always want your original offer to be LOW , but within REASON !

If you reach an agreement within those numbers ,
then negotiate your extra items afterwards !

Since you know the extra items would cost no more than $2845 ,
then you will only be paying in between $44,845 - $47845 ,
instead of your $50K offer !!!

2017 F-PACE *S* Glacier White w/JET Interior , 20" Grey/Diamond Turned Blades , Technology Pack , Luxury Pack , Comfort & Convenience Pack , Driver Assist Pack , Black Pack , HUD , Manufactured July , 2016 - Purchased Sept. 10 , 2016
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post #7 of 14 Old 04-13-2019, 11:13 PM Thread Starter
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The three items you want *Ext Warranty , Activity Key , & Shipping* ,
on the high-end total $2845 !
Your offer , as you stated , is $50K with those three items included !

Personally , I would go in there and offer them $42K for the car ,
and gradually go up to $45K if necessary !
You always want your original offer to be LOW , but within REASON !

If you reach an agreement within those numbers ,
then negotiate your extra items afterwards !

Since you know the extra items would cost no more than $2845 ,
then you will only be paying in between $44,845 - $47845 ,
instead of your $50K offer !!!
Thatís good advice. Thank you.
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post #8 of 14 Old 04-14-2019, 12:24 AM
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That’s good advice. Thank you.
Just remember , *wheeling & dealing* is just a GAME !
However , never forget that it is a game YOU are IN CONTROL of !
YOU can get up and walk out , at any point , for whatever reason you wish !

There is no need to get offended or angry during the GAME ,
just play your hand , and let them play their hand , and hopefully a mutual agreement will be made !

Their goal is to get the MO$T , and your goal is to pay the LEA$T !

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post #9 of 14 Old 04-14-2019, 08:59 AM
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I've generally had better luck negotiating on new than CPO, just because they have a smaller pool of money to deal from on the CPO. There's no pot of dealer hold back, no regional marketing incentives, no factory incentives, etc. Add in that their acquisition cost might be higher (if they took it on a trade and had to offer more to get the new sale done), and margins can get thin for them quick.

Don't assume that the CPO and key will be easier for them to bargain away than the purchase price. They have hard acquisition costs on those, with some profit baked in. If they "give" them to you, they will need to account for them on their books, maybe in more than one department, with sales having to cut a check to parts.

Finally remember that your sales rep will get a commission out of what's left on the purchase price, and in the used car side they may hold that more dear as used car sales tends to be a lower volume business at a new car dealer.

Bottom line, if the car is just received in their inventory, they may not want to deal much at all. If it's been sitting awhile, see if they are offering an "e-price" discount on their website or through cars.com, which might be available direct through the sales manager (and cut out sales rep commission). That price can give you a sense of how much they're inflating the price.

I see no harm in coming in with a low offer, but if they reject it with great fanfare understand that the economics may in fact be different than a new build.

2018 F-Pace 30T Portfolio, caesium blue, sienna interior, ceramic pro 9H, blacked out chrome, other minor bells and whistles, fully functioning ICTP nav voice commands!
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post #10 of 14 Old 04-14-2019, 09:45 AM
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If you are looking at my (former) 2017 S, it already has the activity key. Carmax?

2018 Jeep Wrangler Unlimited

1968 Corvette Convertible
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