We got preapproved for a loan through USAA.
We are looking at a 2002 Ford Excursion. XLT. 37000 miles.
They are asking 27995.
I put it through USAA vehicle valuation.

Suggested Retail Values*
(based on condition)

(Excellent) $23,750.00


(Good) $21,700.00


(Fair) $19,900.00

What do you think a fair offer would be? How should I negotiate with these guys. I am a little worried since they stuck it to us last time with our van. I would go somewhere else, but they have the vehicle we want and there are limited choices up here. Gimme yer honest opinion, pulheeze.....LOL

my honest opinion is that the websites that price a used vehicle can get the prices off by a fair amount. I don't think they take into account regional variations and seasonal fluctuations.

What a dealer actually owns a certain vehicle for is literally determined by a myriad of factors.

I currently own at my dealership vehicles for a # in excess of EXCELLENT RETAIL condition money. So if you applied this to one of them that I own that way, one of us is gonna be out of luck.

One the other hand, I own some for FAR LESS and am willing to negotiate some.

Toooooooooooo many variables IMO. So I think you should offer what you feel is a fair price based on your independent observations.

And if there is a trade vehicle that will alter the perspective also.

Marv, just curious how a dealership ends up in this 'upside-down' position and how you determine selling price of these particular vehicles.

let me # the ways.........................

when appraising thought it was another model
Thought it was a v8 instead of V6
thought it was a 4x4 instead of 4x2
later found out it was previously wrecked and repainted
appraised wrong YEAR
just needed one more deal to make a bonus, so load the boss man UP.
made a monetary mistake in calculations
had to car for in excess of 45 days, value does drop
found out there was an additional payoff that the customer told us a little white fib about, had to pay it to get the title.
found out vehicle had substantial mechanical problems and needed to repair before could resale.

How long do you want me to go on.

As far as determining price on vehicles like that, well still gotta make a profit to keep the doors open.

hope I dont offend anyone, but there is an old saying in the auto biz.

"there is an ASS for every seat!"

they always sell sometime or another.

Thanks Marv--I guess I can see how those things can happen--I just never thought the dealer would/could make simple mistakes like year/model 4x4, 4x2, etc. FWIW, seems every trade I am offered they could have overestimated the year, make, model and options and still come out ahead

I have NEVER worked at a New Car dealership where they owned the used car inventory for the proper #'s.

There is usually so much water there is like being on Noah's Ark where it rained for 40 days and nites.

and those mistake I mentioned and MORE happen and continue to happen on a daily basis.

Now thats my take on it, which is obviously different from a consumer view,

We will sometimes take a loss when a vehicle has been in inventory for an excessive amount of days. But this is a big NO NO in the biz.

Rather we would make a journal entry in bookkeeping/accounting and adjust cost, so when we do sale there will be a profit.

Doing it that way is tax savings.

Ok, I did talk to the guy and he said there was plenty of room for negotiation, whatever that means. Prolly just wants to make the sale.
We have an appt to talk tomorrow.
We really would like to get something newer with 4x4, tow package, third seat and a roof rack. I'm not real particular as to brand as long as I like it. What else is there with those qualifications?
Dh thinks the Excursion is too big. :?

If I might make a suggestion............

I dont really know what an appt to talk is, but sounds like pretty much a load of crap from the sales side AND a way for you to TRY and get their bottom $ without making a decision.

Perhaps a Fact Finding Mission on your part? If so, more than likely to be unproductive and your will likely be dissapointed.

So, gonna run my mouth a wee bit here and tell ya how to do this thing right, with your permission of course.

Let me know.

Go for it Marv!

I just want to get the best deal for our dollar, that fits what we want. I understand the dealership does need to make thier share of $$ on it. I guess I am just in unfamiliar territory on how to approach this I guess.

So tell me what ya think. :wink:

My working dealership experience is dated--been out of the business about ten years. Last time I went to a dealer as a consumer was 4 years ago--had a vehicle with a LOAN value of 11k--dealer offered me 6500. I laughed and left. . .it wasn't even worth my time to begin negotiating--I sold the vehicle 6 days later for $14350. . .

sgt:

1. You and your husband agree on what your automotive needs are. NEVER show any disagreement in front of the auto salesperson.

2. You both go together and thoroughly examine/drive the vehicle, so to speak check it out to your satisfaction.

3. do not discuss price and or payments

4. leave the dealership for a time frame and discuss in private

5. if you can do this fairly early in the day.

6. both come back later in day after you have decided to purchase, if not dont even go back.

7. sit down, let them make offer first, ask them for their best offer to you.

8 then you guys counter offer.

9. only ONE of YOU do the talking (only ONE) completely. other be quiet!

10. when acceptable terms are met the one who has not spoken previously agrees to the deal

just dont appear to be confrontational or argumentative. Just be a "grinder" you need to grind the best deal out of them.

I truly suspect you can get the vehicle for a reasonable figure.

All I am saying here, when you go, go with an intention to purchase if it truly fits your automotive needs. That will give you the attention, respect and consideration you deserve to make the deal you want.

If the Excusrion is too big, you should look into a new Expedition. Ford has pretty good incentives (rebates) and they will sell the vehicle at or just above invoice with very little haggling if you go in as an informed customer.

I have had a really good experience with Ford Credit as well.

Thanks, I printed the list for DH to read when he gets home. Now if he will just follow along...LOL

We thought about the new Excursions, I don't want to spend over 30 k though. :?