12-03-2018, 06:13 AM
(12-03-2018, 04:33 AM)Olyrider_imp Wrote: Since we are disagreeing about facts, and not opinions, I will write this once more.
HMC charges every dealer freight AND set-up. That is a plain and simple fact. Whether they raise those prices to generate revenue is on a case-by-case basis.
In Washington, the document fee is NEGOTIABLE. It was written into state law many years ago on the strength of the lobbying efforts, and power, of the Automobile Dealers Association. It was intended to bring additional profit to the dealers by confusing customers into believing it is “the law” therefore can not be negotiated. It is also “the law” that it must always be described as “negotible. Another plain and simple fact not subject to interpretation or disagreement.
As another poster pointed out, dealers quickly assess your interest level and use it against you in negotiation. Pretending to be disinterested does not work, because (well) you're there talking about buying in the first place. What did work for me with the CB1100 was having a dealership in PA which was actually willing to sell the CB1100EX new for about 3K below what anyone else locally was charging. How they did that no one else knew, but the price and availability could be and was confirmed by several other dealers with one phone call. This cat's paw finally got me a price from a local Honda dealer 2.5K below the lowest anyone else in the area was willing to charge.
That was a lucky one-of situation because PA was not so far from Virginia that transporting the bike was impractical, but you don't usually have that option. I think the key in a normal case is understanding that the negotiation does not have to be a zero sum gain, but that both parties can benefit in different ways. I let them impose freight, documentation and dealer prep, and even allow them an advantage in the trade-in. This, I believe, motivates them to close the deal with me in preference to anyone else. Where I get it back, and more, are in accessories, modifications, and service related concessions. These are things for which the dealer pays a very low wholesale price, or which can be absorbed without an out of pocket loss, such as labor.