I had a dealer in Everett, WA that would give me about 10% off of Hyundai official website prices without asking because they knew how to do so, informed me of all the internal deals that were available on various cars, and applied no pressure. "This is what I can do this month." No one in a four-state area came close to their price. Some even couldn't figure out how to match their price. I was looking for a dealer that would sell me the best value car in the world (the Elantra) time and time again without hassle. So when I moved to Oregon, I looked for a new dealer that would deal the same way. I found that in Ron Tonkin.
All car dealers are there to make money. So:
o Know the car and options before you contact the dealer. The Hyundai web site is great for building the car you want do you don't waste the time of the sales team. But if you need the personal help, they will gladly provide it.
o Negotiate a fair price for the car before you go. Have them send you a photo, car ID, and specs showing the options.
o Don't pay more for options that you didn't ask for unless you change your mind and want them. A dealer can usually take 30% - 50% off of installed options delivered but not desired. If they don't, then have them get the car you want.
o Be prepared to walk away from the deal (you can always go to my old dealer (Hyundai of Everett). But I don't think that will be needed.
o Be prepared to wait a few months if Ron Tonkin can offer a better deal later.
o They were fair on the trade-in (I was shocked). Check the Kelly blue book on trade-in before you go and personal resale values. By offering a fair value for my car, it saved me time and hassle of selling it myself.
o In closing, the sales rep said, "You know you are taking us to the cleaners." Don't take that wrong. Interpret that as, "You saved us money by being prepared and not taking a lot of our time and we just passed that savings onto you. You helped us clear out inventory and you helped us meet sales targets. And yes, we made money or we would have said no. We’re are always happy to make a fair deal."
o Treat the sales staff with respect. They work hard. They want repeat business. Never argue with or counter an offer. Just say yes or no (you can offer up what it’s worth to you or what you need, but move on). Also never show them all your cards. It's not that they will take advantage of you. It's that you will regret your actions later because you weren't strong enough to just say, "I'm thinking about it. It depends on the total deal."
o Know that you never got the best possible deal. Only insiders do. Just make a deal that is fair and makes you feel like you were treated with respect.
o They never withdrew an offer because it was secretly tied to something else. Options were options. I could pick and choose. That too surprised me and says a lot for Ron Tonkin.
o They will offer expensive options at closing with high mark-ups. Every dealer I know does this. Don't be offended. Just say no (you can treat the cloth yourself for less than $100 or cover it for less than $200).
o At the end, whether you finance or not, you will close the deal with a Finance manager. They will likely offer a greatly reduced price on the maintenance package ("at cost"). I've had four Hyundai cars. My total outlay on all four for uncovered items (after 60K miles) has been less than $1K. I personally wouldn't take an extended warrantee on these great cars for any more than $500. And the new ones keep getting better. But you need to make your own decision on that.
o I spent 40 minutes negotiating by e-mails. Then I only spent two hours at the dealership closing the deal.
o A free full tank of gas and I was off.
o I'll be back when I buy my next car.
Pros: Fun; Fast; Little pressure; Great price; Kept their promise;
Cons: None
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