Join Date: Mar 2018
Location: United States
City/State/Province: Arlington VA
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!