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Deal or no deal
Page 40
Page 41
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With demand exceeding supply, you might think haggling over price is a thing of the past. Don't you believe it, truck buyers know all about discounts.
Words: Kevin Swallow
If you ask a used truck dealer the best way to haggle prices down, you'll probably be met with silence. But CM found one willing to talk, albeit anonymously. "You can hold out on price, because everyone is after the Euro-3/analogue. Buyers will either accept your terms or won't get the truck. But if it's a customer you know." he says, "you don't want to take bread out of your own mouth.
-If you hold out for a higher-than-normal price because of market conditions [strong demand/short supply], they will remember you when times change.
You don't want to mess around with repeat customers. "If it's a late-year product. of which there are few, they're more interested in getting the vehicle than getting a price you would rave about," he says.
Short shrift
The ones who do come and haggle, he says, normally get short shrift, especially if the truck is wanted on the open market. "You get people we've never seen before try it on. But they leave empty handed. Pride ensures they don't return for the same truck two days later with their tails between their legs.
"That's not to say I won't be tempted down in price, especially if it's something we think won't go easily. That's where most of the haggling is done,he says. •