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My latest dealership sales experience #5336097 01/30/20 05:34 AM
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PWMDMD Online Content OP
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I've been thinking about a 2020 Tundra Platinum for a few month. My Lexus was in for service and I had a loaner and didn't want to shlep all the way home and back so I drove to one of my many local Toyota dealerships were I was greeted by a nice if not barely pubescent-appearing young man. I explained I wanted to test drive a Tundra. He took some information, a copy of my license and fetched the one Platinum they had on the lot. Test drive went well. I explained that I was only test driving that day because while I've been thinking about this for some time I have not had time to think numbers. We returned to the dealership and knowing it was end-of-month and this Platinum has been sitting for months I expected the hard press. The sales manager comes over and states if we make a deal right now he'll take $5K off. I kindly explained (knowing if he's willing to give me $5K now he'll give me $5K tomorrow) that I was not prepared to make a deal at that moment but if he could please send me some numbers via email I will be in touch shortly. I went home and sent emails off to a couple of other dealerships and within mins got responses including really good numbers BUT none them had exactly what I want for color. I looked through the forums to see what others are paying and within 2 hours of getting home I'm ready to make a deal. The entire day goes by and I hear nothing from the dealership I visited so I send the salesman an email. Two hours later I get an email from the sales manager with good but not great numbers. I kindly reply what the best offer so far had been and if he can get close to it I'm ready to make a deal.

The next day I don't get a response until 2:30PM AND HE MATCHED the other offer! I had explained clearly that I'd likely take the 1.9% financing over the $2K rebate and of course all the numbers include the $2k rebate. I had a few more questions and by 4PM I had had enough - no response (It's the next day and still NO RESPONSE)! I contacted another dealership and within 30 mins we had a price on the new truck, by 5:30PM they appraised my Honda Pilot trade and gave me MORE than I was going to accept and by 6PM the deal is done.

I sent an email off to the first dealership sales manager and salesman just saying this deal was a home run. In my mind it should've been agree on price by 9am, financing in place by noon and take truck afterwork. They would've moved a truck that was not moving, hopefully meet some end-of-month quotas, make some money on a trade and sign one more financing contract.

JUST GIVE ME A WAY TO GIVE YOU MY $50K....PLEASE!!! In 2020 if they are not negotiating via email they are dead in the water. I know they want to force a face-to-face because it's easier to manipulate the situation on their turf but I have negotiated my past 6 vehicle purchases via email over the past TEN years with absolutely no issues and everyone willing to play. Some of these guys can't get out of their own way. It was very frustrating but in the end what do I care....got a great deal anyway.

Last edited by PWMDMD; 01/30/20 05:40 AM.

Current: 2019 Lexus RX 350 (Mobil AFE 0W-30 and Toyota OEM Filter) and 2018 Honda Pilot Touring (PP 5W-30 and Mobil 1 EP M1-110A Filter)
Re: My latest dealership sales experience [Re: PWMDMD] #5336108 01/30/20 06:09 AM
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97prizm Offline
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As someone who has sold cars try selling cars it's not that easy. Usually if you give a ptice by email the customer sends it to other dealerships as leverage. I understand not wanting to deal with a high pressure dealership yeah it's terrible. i had customers who just couldn't decide even when shown a great deal.

Last edited by 97prizm; 01/30/20 06:10 AM.

If at first you don't succeed fail fail again. (Waldorf and Statler.)
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Re: My latest dealership sales experience [Re: PWMDMD] #5336112 01/30/20 06:18 AM
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JeffKeryk Online Content
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Enjoy your new Tundra!


2018 Tesla Model 3, Medium Range Battery
2018 Lexus RX450h
2013 Lexus GS350 F Sport
2006 Acura TSX
2001 Tundra Access Cab, 1998 Accord LX, 1968 Corvette L36 Roadster, 1965 Olds 4-4-2
Re: My latest dealership sales experience [Re: PWMDMD] #5336113 01/30/20 06:18 AM
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Astro14 Offline
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By the way - Congratulations on your new truck.

You're going to love it, I promise!

Edit: if you got $5K off the price of a new Platinum Tundra, you got a great deal. I spent quite a bit of time negotiating the price of my Tundra in 2016. You did quite well.

Last edited by Astro14; 01/30/20 06:33 AM.

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Re: My latest dealership sales experience [Re: PWMDMD] #5336114 01/30/20 06:19 AM
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Donald Offline
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I agree with your observation. Some dealers work with you via email and some do not. Given the amount of vehicle pricing information available online, and how easy it is communicating via email, the dealers that are not receptive to this approach will loose out.


2015 Ford F-250 w/Powerstroke
2016 Subaru Crosstrek CVT (wife's)
Re: My latest dealership sales experience [Re: PWMDMD] #5336116 01/30/20 06:20 AM
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joekingcorvette Offline
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A friend of mine got the best deal by going through Sam's club and they found a Honda CRV for him a couple hundred miles away. His local dealer matched the price for the same vehicle and through in some weather tech mats. He tried to get a better price before going to Sams and couldn't do it. I agree, the emails and internet keep out a lot of emotions and it's easy to say NO when you are not face to face. Too many people get caught in instant gratification and impulse buying in the stearlership showrooms.


2005 Chevrolet Corvette
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2014 Jeep Grand Cherokee Limited (wifes)
2012 Honda Civic 4 door (my daily driver)
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Re: My latest dealership sales experience [Re: PWMDMD] #5336120 01/30/20 06:25 AM
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Boomer Offline
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My "favorite" sales experience was years ago. I was interested in a Ford on a dealer's lot so I called the dealership (this was in 1978 or so) and asked to speak to the sales manager as I was interested in a vehicle on their lot. The answer: He can't speak to you know as he is in an important sales meeting with his sales men! I told the lady that when his "important" meeting was over to tell him he had lost a sale.


2019 VW Passat 2.0 liter gasoline DI engine, DI, 2,700 miles, Castrol Professional VW 508 0W-20
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Re: My latest dealership sales experience [Re: PWMDMD] #5336126 01/30/20 06:33 AM
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harbor Offline
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Some dealers thrive on e-commerce and some not so much. As 97prizm said, the digital customer can easily whipsaw numerous dealers to get the best deal.
Many dealers still go for the easy kill rather than spending time negotiating. A lot of customers would have settled for the first dealer’s $5K offer since they despise the sales/negotiation process.
Sounds like you are a pretty sophisticated buyer and it all worked out. Enjoy the truck!


2019 Dodge Challenger AWD GT
2018 Jeep Grand Cherokee
2018 Fiat 124 Spider
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Re: My latest dealership sales experience [Re: PWMDMD] #5336133 01/30/20 06:38 AM
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Jimzz Offline
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Yea dealers who will not talk by e-mail get deleted and blocked. Only reason I set foot on a dealers lot is to pick up the vehicle that is already agreed on.


yup
Re: My latest dealership sales experience [Re: PWMDMD] #5336143 01/30/20 07:01 AM
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JeffKeryk Online Content
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Dealerships and buyers come in all shapes and sizes.
Sometimes it doesn't seem to make sense.
For example, I live in the biggest Lexus and Mercedes Benz market in the country.
The #1 Lexus dealership, Lexus of Stevens Creek (this place is HUGE), will discount, but not that much in comparison.
Their prices are pretty easy to beat, yet they are the biggest by a bunch.
I guess some buyers just don't care.


2018 Tesla Model 3, Medium Range Battery
2018 Lexus RX450h
2013 Lexus GS350 F Sport
2006 Acura TSX
2001 Tundra Access Cab, 1998 Accord LX, 1968 Corvette L36 Roadster, 1965 Olds 4-4-2
Re: My latest dealership sales experience [Re: PWMDMD] #5336158 01/30/20 07:25 AM
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Triplicate Offline
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The lost sale is 100% the fault of the first dealer's management team and not the fault of the young salesman. But.....

Didn't you tell them you were just there for a test drive/not a serious buyer? You shouldn't be flustered by the fact that they treated you accordingly. They replied to your email within 2 hours matching the deal another dealer offered. That is more than fair in terms of timeframe for a buyer who told them the day before he wasn't there to purchase a truck.

Having been on the sales side of things, albeit many years ago but still, we got more dreamers than serious buyers for top of the line models. I sold Chevy's and we got more requests to test drive LTZ Burbans and Tahoes than I can count, and yet we sold about one per month. LTs and LSs, sure, plenty of sales. You told them you weren't ready to buy and they listened. Too bad for them that they lost the sale and probably 6-7k in gross on your trade (2018 Pilot will fly off their lot, that's not going to auction) but they couldn't have known you were serious. The vast majority of people who say they're not serious are in fact, not serious.

Re: My latest dealership sales experience [Re: PWMDMD] #5336172 01/30/20 07:52 AM
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I was primarily a product specialist at my dealer, but I also sold cars when the rest of the staff was busy. I enjoyed it; 90% of the customers were easy to deal with. I could not work at a mass market high pressure dealer; too many goofballs on either side of the desk.


Mine:
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Buy what makes you smile...
Re: My latest dealership sales experience [Re: PWMDMD] #5336182 01/30/20 08:01 AM
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hallstevenson Online Content
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Originally Posted by PWMDMD
I sent an email off to the first dealership sales manager and salesman just saying this deal was a home run. In my mind it should've been agree on price by 9am, financing in place by noon and take truck afterwork. They would've moved a truck that was not moving, hopefully meet some end-of-month quotas, make some money on a trade and sign one more financing contract.

Not sure what you expected by doing this. Know what happened with that email ? They deleted it and moved on.... Remember, "I was only test driving that day" and "I was not prepared to make a deal at that moment".

At the end of the day though, you got a deal that you're happy with. Leave it at that. Why give that first dealer another second of your time ?

Re: My latest dealership sales experience [Re: PWMDMD] #5336187 01/30/20 08:06 AM
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SeaJay Offline
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It can be tough for the salesman. All purchasers send and receive emails. But not all purchasers want to have it all completed via email and just stop by to pick up the vehicle. Some consumers need their hands to be held through the process and need to be sitting at a desk during the process so they can run back and forth to the car to check on something or the other. Not all purchasers know exactly what they really do want without gazing at the vehicle during the sales process.

If all purchasers were BITOG posters, knowing exactly what they want, understanding completely the different trim levels and options, and understanding exactly what the going price for the car is the sales process would be quite different. Email would dominate and many purchasers would only need to stop by to pick up their car. But that isn't the case, and the sales folks need to navigate between the different types of buyers. I suspect it isn't all that easy.

Re: My latest dealership sales experience [Re: SeaJay] #5336242 01/30/20 09:08 AM
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PWMDMD Online Content OP
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Originally Posted by SeaJay
It can be tough for the salesman. All purchasers send and receive emails. But not all purchasers want to have it all completed via email and just stop by to pick up the vehicle. Some consumers need their hands to be held through the process and need to be sitting at a desk during the process so they can run back and forth to the car to check on something or the other. Not all purchasers know exactly what they really do want without gazing at the vehicle during the sales process.

If all purchasers were BITOG posters, knowing exactly what they want, understanding completely the different trim levels and options, and understanding exactly what the going price for the car is the sales process would be quite different. Email would dominate and many purchasers would only need to stop by to pick up their car. But that isn't the case, and the sales folks need to navigate between the different types of buyers. I suspect it isn't all that easy.


I get it...but when I send you an email two hours later saying let's make a deal...well I couldn't have been any clearer.


Current: 2019 Lexus RX 350 (Mobil AFE 0W-30 and Toyota OEM Filter) and 2018 Honda Pilot Touring (PP 5W-30 and Mobil 1 EP M1-110A Filter)
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