2 Mercedes Dealers BATTLE LIVE For MY DEAL?!
About this episode
A live negotiation unfolds as the hosts and callers try to land a Mercedes-Benz GLE lease deal with a very specific build: Polar Light White, Machiato interior, a Pano moonroof, 20-inch wheels, and walnut/wood trim. Dealers get challenged on stock-number searches, MSRP math, and how rebates, holdback, taxes, and doc fees roll into an out-the-door target. The conversation also covers dealer competition, broker restrictions, and why the same model can come with different option packages.
I had a client looking for a Mercedes-Benz GLE lease. Polar white, macchiato interior, panel moonroof, 20 inch wheels. Two dealers battle for a shot at the deal! One shot at the deal. This is what happens when you stop negotiating with one dealer and start letting dealers negotiate for your business.
lease deal
"I do want to look for a car. I am looking for a lease deal today. That is what we're going to be doing."
A lease deal means you rent the car for a few years and return it at the end. Your monthly cost depends on how much the car is expected to be worth later and the financing terms.
A lease deal is an arrangement where you pay to use a car for a set period, rather than buying it outright. The monthly payment is influenced by the car’s residual value (what it’s expected to be worth at the end of the lease) and the money factor/interest-like charge.
Mercedes-Benz Mercedesbenz Gle
"I do want to look for a car. I am looking for a lease deal today. That is what we're going to be doing. This client is looking for a Mercedes-Benz GLE. He's wanting to do a 350 or 450, but I think the 350 is going to be in the budget."
The Mercedes-Benz GLE is a luxury SUV, meaning it’s designed to be comfortable and well-equipped for everyday driving. People choose different versions of it, such as the 350 or 450, which mainly relate to the engine/power. In the podcast, it’s the SUV the client is trying to lease with a good deal.
The Mercedes-Benz GLE is a luxury midsize SUV offered with different engine options, commonly discussed in terms of trim and power levels like the 350 or 450. It’s a frequent target for lease negotiations because buyers often shop for monthly payment reductions and incentive programs. In this episode, the GLE is mentioned as the specific vehicle a client wants to lease.
Pano moonroof
"He wants the Polar Light White. He wants the Machiato interior. He wants a Pano moonroof."
A Pano moonroof is a big glass roof panel. It lets in more light and can make the cabin feel more open than a normal sunroof.
A Pano moonroof is a panoramic glass roof section that can provide more light and an open-air feel than a standard sunroof. It’s a popular option on luxury SUVs because it changes the cabin experience even when the car is parked.
20-inch wheels
"He wants the 20-inch wheels for sure. He wants upgraded wheels. And he does want the Walnut trim."
“20-inch wheels” means the rims are bigger. Bigger rims can look better, but they often go with thinner tires that may ride a bit rougher and cost more to replace.
“20-inch wheels” refers to the wheel diameter, which typically goes along with lower-profile tires on modern cars. Larger wheels can improve appearance and steering response, but they can also make ride quality harsher and tires more expensive.
Walnut trim
"And he does want the Walnut trim. There's 153 of these bad boys nationwide is on your side."
Walnut trim is the interior “wood” styling you see on parts of the cabin. It’s an option that affects how the car looks and feels inside.
Walnut trim is an interior finish (often wood or wood-look material) used on dashboards, door panels, or center consoles. In luxury shopping, trim level matters because it’s a visible, high-impact option that can be hard to change after the fact.
out-the-door number
"Okay. Perfect. You are asking for 13% off. [295.2s] And what exactly is the out-the-door number that you're looking to achieve? [299.8s] Sure. Yeah. I mean, I can do..."
The out-the-door number is the final total you’ll pay. It includes things like taxes and dealer fees, so it’s the best number to compare between dealers.
The out-the-door number is the total price you pay to buy the car, including taxes and fees, not just the vehicle’s sticker price. It’s the figure you should compare across dealers because it reflects the real cash cost at signing.
dealer discount
"Sure. Yeah. I mean, I can do... [301.8s] I mean, I don't know how you could do the math any other way. [304.9s] I'm all for experimenting with you. [306.7s] So 74, 595 times 0.13 would be $9,697 off. [315.4s] That would be what I would consider a dealer discount. [318.3s] And then there would be some rebates, whatever those rebates are."
A dealer discount is the price cut the dealer is willing to give you. It’s usually separate from rebates, so the final price may still change after incentives are added.
A dealer discount is the amount the dealer reduces from the vehicle’s base price. In negotiations, it’s often separate from rebates and incentives, so you can’t assume the discount already includes everything.
rebates
"[315.4s] That would be what I would consider a dealer discount. [318.3s] And then there would be some rebates, whatever those rebates are. [321.3s] So we'd add all those rebates in. [323.3s] And then we'd have taxes because Uncle Sam's got to have his portion."
Rebates are money back or price reductions offered by the car maker or a program. They can lower the final cost, but you usually have to qualify and they may be different from the dealer’s discount.
Rebates are manufacturer- or program-funded incentives that reduce the purchase price after certain conditions are met. They’re commonly added on top of (or instead of) dealer discounts, so the math for the out-the-door price depends on which rebates apply.
taxes
"[323.3s] And then we'd have taxes because Uncle Sam's got to have his portion. [326.4s] We've got to pay for all the stuff. [329.2s] Title, registration."
Taxes are the government charges you have to pay when you buy the car. They’re part of the final total, so you should include them when comparing dealer offers.
Taxes are a required part of the out-the-door price and vary by location. In negotiations, taxes are typically calculated after discounts and rebates, so the order of operations affects the final total.
Title, registration
"[326.4s] We've got to pay for all the stuff. [329.2s] Title, registration. [330.9s] And I'm assuming you guys got a doc fee, right? [333.1s] I don't love it, but you guys are not going to give me that for free."
Title and registration are the fees needed to make the car legally yours and to get it road-legal. They usually show up in the final paperwork costs, so they affect the total you pay.
Title and registration are government-required fees and processing costs to legally put the car in your name and allow it to be driven. These are commonly bundled into the dealer’s final price breakdown, so they matter when you’re targeting an out-the-door number.
doc fee
"[329.2s] Title, registration. [330.9s] And I'm assuming you guys got a doc fee, right? [333.1s] I don't love it, but you guys are not going to give me that for free. [335.8s] But that's how I would do the math."
A doc fee is a dealer charge for handling the paperwork. It can get added to the total price, so it’s worth asking about early and seeing if it can be reduced or removed.
A doc fee (documentation fee) is a dealer charge for paperwork and administrative processing. It’s often negotiable in practice, but it’s frequently added to the deal after you think you’ve agreed on the vehicle price.
BMW X5
"...n't understand German cars. I just did 13% off an X5 today. This is Keny speaking."
The BMW X5 is a luxury SUV, meaning it’s a larger family car designed to feel comfortable and upscale. People often talk about it during shopping because dealers may offer discounts or lease deals. In the podcast, it’s brought up as a car that was negotiated for a lower price.
The BMW X5 is a midsize luxury SUV known for its blend of comfort, performance, and everyday usability. It often comes up in dealership and negotiation discussions because it’s a popular model with frequent incentives and lease offers. In this episode, it’s mentioned in the context of securing a discount on an X5.
Matthews
"[741.5s] Where are you, where are you at? [742.6s] I'll call your dealership, Matthews. [763.1s] I guess Matthew."
“Matthews” sounds like the name of a car dealership they’re calling. Different dealerships can offer different deals, so who you call matters.
“Matthews” here appears to be the dealership name the speakers are trying to contact. In car-shopping negotiations, the dealership identity matters because different stores can quote different pricing and availability.
Maybach
"[742.0s] I'll call your dealership, Matthews. [744.1s] Maybach, Matthews. [745.6s] You know what?"
Maybach is Mercedes-Benz’s luxury brand. It’s the “top tier” version of Mercedes, focused on comfort and high-end features.
Maybach is Mercedes-Benz’s ultra-luxury brand, known for high-end comfort and flagship-level craftsmanship. When someone says “Maybach” in a negotiation context, they’re usually referring to a specific luxury model line rather than a standard Mercedes-Benz trim.
Chevrolet Chevelle
"of... This is Chevelle speaking. How can I assist you?"
The Chevrolet Chevelle is an older American car that’s known for being a performance-style vehicle. It’s the kind of car people talk about because it has a strong history and a lot of fans. In the episode, it’s mentioned directly as the Chevelle.
The Chevrolet Chevelle is a classic American muscle car that was produced in multiple generations, especially known from the 1960s and early 1970s. It’s significant because it represents a major era of performance-focused, style-forward cars, which is why it can come up in car conversations even decades later. In the podcast context, it’s referenced as “Chevelle speaking,” indicating the model is part of the discussion.
demo
"What do you need? I need a GLE willing to do a demo or a new car, whichever can get a better deal."
A “demo” is a car the dealer uses for demonstrations and test drives. It’s usually not brand-new, so the dealer may offer a better price.
A “demo” car is typically a dealer-owned vehicle used for test drives and showroom demonstration. It’s often sold with lower pricing than a brand-new car because it may have some miles and prior use.
sunroof
"Polar white with macchiato, sunroof, 20-inch wheels, and wood grain interior."
A sunroof is a panel in the roof that lets in extra light and sometimes opens for fresh air. It’s an option that can make the car more expensive.
A sunroof is a glass or metal panel in the roof that can open for fresh air and light. It’s a common option that can affect pricing and trim desirability in luxury vehicles.
wood grain interior
"Polar white with macchiato, sunroof, 20-inch wheels, and wood grain interior."
“Wood grain interior” means the car has trim that looks like wood inside. It’s mainly for style and can make the car feel more upscale.
A “wood grain interior” is an interior trim finish designed to look like wood, typically used on dashboard, door, or center-console surfaces. It’s mostly an appearance/feel option that can influence how the cabin is perceived and priced.
MSRPs
"[836.4s] Okay. [836.9s] What's the MSRPs? [839.7s] 176.610."
MSRP is the price the carmaker lists on the window sticker. The final price you pay is often lower after discounts or rebates.
MSRP stands for “manufacturer’s suggested retail price.” It’s the sticker price the automaker publishes before discounts, rebates, or dealer negotiation.
out my cost
"[848.9s] You're killing me, Tommy. [850.4s] I could do 10.59 and that's like $300 over my cost. [854.8s] That's giving you all the holdback."
They’re talking about the dealer’s real cost to get the car. If your offer is close to their cost, the dealer has very little profit left.
“Cost” here refers to the dealer’s internal acquisition cost (what they effectively paid for the vehicle, including manufacturer pricing structures). Negotiators compare offers to this number to see how much margin the dealer is giving up.
holdback
"[849.0s] You're killing me, Tommy. [850.4s] I could do 10.59 and that's like $300 over my cost. [854.8s] That's giving you all the holdback. [856.1s] That's what the rebates in there."
Holdback is money the carmaker gives the dealer behind the scenes. It can make it easier for the dealer to lower the deal price.
Dealer holdback is a portion of the car’s price that the manufacturer pays back to the dealership after the sale. It’s often used to help dealers compete on price without advertising it directly.
brokers
"So the whole idea of broker and the reason why dealers are trying to ban this is they can't control the customer experience, right?"
A “broker” is someone who helps set up a car deal between you and a dealer, usually for a fee. Some dealers don’t like it because they feel they can’t control what you’re told or how the process goes.
In car sales, “brokers” are intermediaries who connect a buyer with a dealership (or help arrange the deal) for a fee. Dealers often want to restrict them because they can’t directly control how the customer experience is handled, including pricing communication and follow-up.
Kia
"Kia just banned brokers pretty much. So just so you guys know, so Kia put out a letter basically saying they're not allowed to use brokers."
Kia is the car brand mentioned as cracking down on brokers. The host says Kia sent dealers a letter saying brokers aren’t allowed, and dealers are reacting to that policy.
Kia is the manufacturer in the segment that reportedly sent a letter to dealers reinforcing a policy against using brokers. The discussion frames this as part of how automakers try to shape dealer behavior and protect the customer experience.
Costco's auto program
"Like a Costco's auto program, true car is not considered a broker, right?"
The host mentions Costco’s car program as an example of a service that helps people buy cars, but it’s not treated the same way as a broker. The idea is that it’s more like a buying program than a middleman.
Costco’s auto program is referenced as an example of a service that connects buyers and sellers without being treated like a “broker.” The point is that it’s positioned more as a structured buying channel than an intermediary arranging deals for a fee.
true car
"Like a Costco's auto program, true car is not considered a broker, right?"
TrueCar is mentioned as a service that helps match shoppers with car deals, but the host says it’s not treated like a broker. The distinction being made is that it’s more about generating leads than arranging the deal directly.
TrueCar is cited as a non-broker alternative that functions as a lead-generation channel. In the transcript, the speaker argues it’s not “connecting anybody” the way a broker would, which is why dealers may view it differently.
lead gen
"It's a lead gen source. Now, we're really good at auditing that."
Lead gen is how a service finds people who might want to buy a car and then sends that interest to dealers. It’s basically “getting leads,” not directly arranging the deal like a middleman.
Lead gen (lead generation) is marketing that captures potential buyers’ information and routes them to sellers. In the transcript, the speaker contrasts lead-gen services with brokers by arguing that lead-gen sources don’t “connect” buyers and sellers in the same way.
window stickers
"All our window stickers and everything should be attached, but no one..."
A window sticker is the paper (or label) on the car that shows what the car is and what it costs. It helps you see the exact trim and options without guessing.
Window stickers are the official pricing/spec sheets dealers place on a car’s glass. They list key details like MSRP, trim, and often option packages so shoppers can compare cars accurately.
AMG package
"Night package, AMG package, exclusive trim, panoramic moon roof, 21-inch wheels."
An AMG package is a bundle of performance and appearance options associated with Mercedes-AMG. Depending on the model, it can include sport styling, upgraded brakes/suspension components, and other track-oriented touches.
Night package
"Night package, AMG package, exclusive trim, panoramic moon roof, 21-inch wheels."
A Night package is a set of styling upgrades that usually make parts of the car look darker. It’s mostly about appearance, like black trim or accents.
A “Night package” is an option group that typically adds darker exterior accents (like blacked-out trim, grilles, or wheels) for a stealthier look. It’s a common dealer-ordering bundle that changes the car’s appearance without necessarily changing performance.
exclusive trim
"Night package, AMG package, exclusive trim, panoramic moon roof, 21-inch wheels."
“Exclusive trim” refers to a specific equipment level or package of features offered on a model. Trim levels determine what you get (like interior/exterior styling, tech, and comfort features), which is why the host is asking for exact numbers.
panoramic moon roof
"Night package, AMG package, exclusive trim, panoramic moon roof, 21-inch wheels."
A panoramic moon roof is a big glass section in the roof that lets in lots of light. It can make the car feel more open, but it’s still a specialized part compared to a normal roof.
A panoramic moon roof is a large glass roof panel (often spanning much of the cabin) that lets in more light and can improve the open-air feel. It’s an option that varies by trim and can affect weight and maintenance complexity.
21-inch wheels
"Night package, AMG package, exclusive trim, panoramic moon roof, 21-inch wheels."
21-inch wheels are bigger wheels than the usual size. They often come with thinner tires, which can make the ride feel a bit firmer and can cost more if you need new tires or wheels.
“21-inch wheels” refers to the wheel diameter, which typically goes along with lower-profile tires. Larger wheels can change ride comfort and steering feel, and they can be more expensive to replace.
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