7 Steps to Negotiate the Best Deal on Your New Harley
The rules for getting the best buy when purchasing a motorcycle are about the same as that for a car - above all buyer beware.
Your Opening Bid - Set the Ground Rules
Based on what research tells you the dealer paid for the bike, or what you have otherwise established as a fair price, determine your opening bid. Before shopping, you'll have researched the exact bike you want and taken a test drive to be sure of it. Research the prices of the options you want so you can add that to the dealer invoice. You have now calculated the price you want to pay, and it should include a fair profit for the dealer. Visit your local dealer armed with this knowledge and let them know that if they meet your price, you are ready to buy TODAY.
Down to Brass Tacks
Take the dealer invoice, subtract whatever dealer incentives you find mentioned in your research, if any, then add back another couple hundred bucks. Start there. You know what comes next - the salesman makes a few trips to the sales manager and comes back with a new price, typically a lot more than you want to pay. Don't fall for this, say you have other offers at other shops, and work on inching your figure up little by little instead of trying to drop their figure. Don't get angry - it's just business. If you are presented with another salesman or manager, just hold your ground and present your deal the same way to him. Let him know you want to work it out, but if not you will move on.
Hold Your Ground
The salesman will likely give you a laundry list of excuses why he cannot meet your price and accuse you of doing the math wrong. Be ready to show him a printed copy of the latest dealer invoice numbers you found online. If they simply won't work with you, it might be time to get up and leave. If they know you are serious about the purchase, you will probably get a call back within a week. If you actually do have a lower price from another dealer, it would be time to let them know the specifics. See if they are willing to beat it. If you are presented with another salesman or manager, just hold your ground and present your deal the same way to him. Let him know you want to work it out, but if not you will move on. Tell them you will not discuss your trade-in until you get your new bike's price locked down. Also tell them you already have financing or may pay cash, but if they give you a fair rate you may consider financing through the dealership.
Know When To Walk
When you are completely at a standstill and they simply won't budge on price or terms, and you are sure they are able to - just shake hands, thank them and walk away. Beware of the "final price - take it or leave it" offer. You do not have to take it today at least, if they offer it to you once, chances are they will agree to is a week later.
Know When To Say Yes
On the other hand, if you are offered a price that is in the ball park of where you want and the dealership is really trying to work with you and wants your business, then go ahead and make the purchase. You will be able to sleep at night under these conditions. You did everything you could and evidently so did they, and you paid a fair price even if it was a few hundred more than you originally wanted to.
Time To Talk Trade-In
This is probably the most difficult step, in my opinion. You probably have a great bike you want to sell that has been taken care of and properly maintained. You have cleaned her up and added hundreds of dollars in accessories to match your taste, not to mention the sentimental value. The bad news is, the dealer will not pay you for your accessories. If you can take them off and transfer them to your new machine, then do it, or just sell them outright online. Be sure to price your current bike's make and model at other dealers (and in completed eBay auctions) to see what they are currently selling for. Remember that the dealer is trying to make a handsome profit on both ends, so of course they aren't going to offer you full retail in trade. If they won't give you a fair price, then sell it yourself and take the deal on your new bike as you negotiated it.
Just Enjoy Your New Ride
Finally, the stress of wheeling and dealing is over. Your headache is gone. Get on your new Harley and go for a joy ride - you have earned it.
Ride on!
For help with service of your bike, check out the how to section of HDForums.com
