DEALERSHIP CHARGES HOW MUCH MARKUP FOR A FORD?!?!
The Price Isn’t Right: Car Negotiations w/ Delivrd
DEALERSHIP CHARGES HOW MUCH MARKUP FOR A FORD?!?!
Annotations will appear as you listen
0:00
25:12
Concept
car deal negotiation
Car deal negotiation is just the back-and-forth to try to get a better final price. People test different tactics—like asking for a manager—to see if it actually changes what the dealership will sell the car for.
Topic
asking for the manager get you a better deal
They’re testing whether asking to speak with the dealership manager helps you get a better price. The idea is to compare what you get with and without the manager involved.
Car
Hyundai Ioniq
This is a specific, higher-end trim of a Hyundai Ioniq model. When you’re negotiating, the exact trim can change the price because dealers may price and mark up different versions differently.
Car
Hyundai Ioniq 9
The Hyundai Ioniq 9 is an electric car made by Hyundai. The podcast is basically confirming the model name while talking about a new vehicle. It’s the kind of car people consider when they want to drive without using gasoline.
Car
F-150 Raptor
The Ford F-150 is a large pickup truck with a bed for carrying things. People use it for work, towing, and general hauling. The podcast mentions it while talking about finding a specific high-performance version (the Raptor R).
Term
MSRP
MSRP is the official sticker price for a new car set by the manufacturer. If a dealer wants “above MSRP,” they’re charging more than that sticker price.
Concept
dealer markup
Dealer markup is the extra money a dealership adds on top of the car’s normal price. Even if you negotiate, the dealer may still try to keep that extra charge.
Term
stock number
A stock number is like the dealer’s ID for a specific car on their lot. If you have it, the dealer can look up that exact truck faster and confirm it’s still available.
Topic
dealer calls to get movement on a deal
They’re talking about calling dealers repeatedly to see if the price will change. The goal is to get the dealer to move closer to a fair deal.
Car
Ford F150
The Ford F-150 Raptor R is a super off-road version of the F-150 pickup. When dealers have one, the price can jump a lot because they’re in demand.
Concept
trade in
A trade-in is when you use your current car to help pay for the next one. The dealer gives you a price for your old car, and that affects what you end up paying overall.
Concept
financing
Financing means you’re paying for the car with a loan instead of all at once. What you pay over time depends on the loan terms.
Term
permanent plate
“Permanent plate” is a dealer fee for getting license plates that you’ll keep. It’s an extra charge you might not expect when you’re comparing out-the-door prices.
Car
Toyota Camry
The Toyota Camry is a regular, everyday car in the sedan (four-door) category. People like it because it’s comfortable and practical for daily driving. It’s mentioned as an example of a car you could buy for a specific price.
Concept
dealer profit
Dealers say they need to make money on the sale. This part is about whether the extra charge (like a big markup) is reasonable or just too greedy.
Car
Porsche Cayman
The Porsche Cayman is a sports car designed for fun driving. It’s built to feel quick and responsive rather than just being a comfortable commuter. The podcast mentions it as a recognizable example of a performance car.
LIVE
I am not defined by my credit, even if it's low.
Hey, Experian can help.
You can get your FICO score and boost it instantly, free.
Get the Experian app now.
Experian.
Results will vary on all entities' credit information
impacted by Experian Boost.
See you after for details.
Goldbond knows that when your skin feels good, you feel good.
So look after it day and night and make Goldbond Healing
Lotion your go-to.
It's clinically shown to visibly heal and moisturize
dry skin in just one use.
We all deserve soft, healthy-looking skin every day,
so choose a trusted brand with proven results.
Goldbond Healing Lotion.
Buy yours now at Walmart.com.
You're going to ask me seven questions.
I'll count them.
Better be $10 for another seven questions.
$30,000 above MSRP just seems like everybody's
got to make a profit, but that just seems greedy.
How are you, beautiful people?
You guys thought I wasn't going to show.
What is the best way to negotiate a car?
This is a question that I get all of the time.
And everybody has an opinion.
Going to the salesperson, going to the sales manager,
going into the dealership and saying your presence is power.
Am I right?
No, that's not the best way, don't do that.
But realistically, I want to figure that out.
And one thing I like to do every few months
is deliver, go through and test every possible way
to see what the best deal to negotiate a car deal.
One of the most common requests I get all the time
is does asking for the manager get you a better deal?
We're going to test that today.
I'm going to go through and track every deal I do.
I'm going to be making phone calls for about an hour.
I'm going to call, ask for the manager
and see first off if the manager is actually available
and do I get a better deal?
Today's victim, or sorry, today's negotiation
is going to be on an Ioniq nine calligraphy design.
It is going to be one of 18 in the country.
So there's only so many dealerships we'll call.
Let's see if a manager gives us a better deal
than what we normally get.
We are going to be doing gold with gray interior.
There's not many of these still.
Boom. Okay. So client lives in Oakland, California.
So we're going to start on the West coast.
All we're going to do is just immediately ask for the manager.
Do I actually get ahold of a manager
and can I get a better deal?
Looking at our Ioniq nines that we've done before,
the average discount I am getting on this car
is right around $3,000 off.
We'll see if we can get right around $3,000 off.
Plus we made it.
This call may be recorded.
Caller number one.
Thank you for calling.
Hyundai.
How can I direct your call?
Hey, can I speak to the manager?
Which department?
Sales.
Sales? One second, please.
Your call has been forwarded to the voicemail for.
Steve.
No one is available to take your call.
At the tone, please record your message.
When you finished recording,
you may hang up or press the pound key for more options.
Hey, this is Tommy McCullough.
I'm trying to buy a car from you.
And I want to talk to the manager
to see if I can get the best pricing.
Thank you so much.
Now this is going to be the first call.
Maybe this is going to be just the one of only,
but we are one call in and we are one voicemail in.
Now I've talked about it in the past, Tommy.
Why don't you ask for the manager?
This is one of the major reasons why.
Managers get requested all the time.
The chances of actually getting hold of a manager is slim.
We're still going to test it.
We're still going to go through it.
We're going to see.
But if I'm calling 13 dealerships
and I get 13 voicemails and I'm waiting for calls back,
that means dealerships are running my negotiations
not the other way around.
And I don't want that.
For a business that's normally doesn't make sense
because I'm going to get a lot of voicemails,
but we're going to test it out.
This is either going to be the best video
we've ever had in the world
or the worst video we've ever had.
Thank you for calling.
How did you?
This is curiously D.
How may director call?
Hi, can I speak to a new car sales manager?
If it just give me one moment
and who to have the pleasure of speaking with?
My name's Tommy.
Perfect. Just give me one moment.
So it looks like my new car sales manager
is currently on the other line.
May I be able to leave a message?
Yeah. Can you just tell him to call back Tommy?
Perfect.
And let's see here.
What is this in regards to?
I'm trying to buy a car.
Perfect.
Trying to purchase a car.
Is there something that I can help you with?
No, I'm only trying to talk to the manager.
That's my main goal.
Perfect.
Don't go ahead and let him know.
Perfect. Sounds great.
Thank you.
All right, bye.
Is the stats are not the best for me?
Let's see.
Thank you for calling, Alexander Hyundai.
This call may be recorded for quality assurance.
Thank you, Jordy.
Can I speak to the manager?
Yeah, no problem.
I'll chance for you right over here.
Thank you.
Your call has been forwarded to the voicemail.
No one is available to take your call.
At the tone, please record your message.
When you've finished recording,
you may hang up or press the pound key for more options.
Thank you. This is Tommy.
I'm trying to buy a car.
I was hoping to get some numbers in a car.
If you can help me out.
My phone.
Thank you. Have a great day.
One of the things, guys, we want to figure out
is do we get it?
We're zero for three.
So I'm going to write that down.
Zero for three.
This is a game.
Thank you for calling, Hyundai.
It's a beautiful day.
This is Brent. How can I help you?
Hey, Brent, can I speak to the new car manager?
That would be me.
Oh my gosh, I got the right person at the right time.
Hey, man, I was just seeing if you guys have a car available.
For dealer trip?
No, I'm trying to buy one.
Oh, perfect.
Okay.
No worries whatsoever.
Do you happen to have either a stock number
or like the last six of the VIN?
I have a stock number whenever you're ready.
I'm ready.
A stock number is E is an elephant, 4781.
Ah, the beautiful performance calligraphy design edition
that is sitting on my showroom floor.
Yes.
And that means it's available.
It is available.
Bada boom, bada bing.
Who do I want to speak with?
My name's Tommy. Nice to meet you.
Tommy, I know we've done some work with you before.
Oh, dang.
Dang it. No, we have. Okay.
Well, awesome. Let's make this easy.
Let's just do this.
You work with math.
Three grand off plus three grand off.
Easy peasy. Let's go.
Hyundai just switched their system today for everybody.
Is it a good at least for the long term or is it?
It will be their old system was very archaic.
So it's just getting used to navigating it.
That's all.
Oh, okay.
All right, Tommy, it's the only calligraphy design
that I have or I have incoming.
Here's what I can do for you.
No dealer ads, $2,000 off MSRP.
Can you send me that so I can send it to the client?
That's the best I can do.
Let's do this one.
Send me the two grand and I'll send it to the client.
That's a good deal.
Okay, so you want me to include tax title license,
all that stuff?
What do you want?
What do you want from me, Tommy?
Yeah, if you can just do with a $10,000 rebate
and then tax title license.
Okay.
All right, let me get this put together.
What name can I put on it?
You just put delivered for now.
Delivered.
Okay, no problem.
Let me text that over to you.
And then you can call me back at my direct number.
I'll text you my direct number too.
Okay, sounds good.
All right, thanks Tommy.
No problem.
Bye.
That's good.
That's good.
I'm not mad now.
Here's the real question.
That guy was great.
I'm happy with that guy.
Do we think that was because it was Tommy delivered
or do we think that was manager?
That is a strong deal.
I'm not mad that he'll give me a deal,
but I do want to call one or two just to be safe.
Also, I got lucky that the manager actually answered the phone.
Where are you?
Hi, can I speak to a new car sales manager?
Give me one second, let me go check.
Sure.
He's asking, what is it regarding sir?
Is it a dealer trade?
He's working a couple of deals right now.
Oh, I was trying to buy a car.
I'll buy a car, I'll give you one second.
This episode is brought to you by Netflix.
The Four Seasons is back for season two,
starring Tina Fey, Will Forte, Coleman Domingo, Marco Calvani,
Kerry Kenny Silver, and Erica Henningson.
After a difficult year, your favorite group of friends
continues their tradition of vacationing together
now with a baby in tow.
From the Jersey Shore to upstate New York and Italy,
their getaways are sure to take unexpected turns
where comedy ensues.
Watch The Four Seasons May 28th only on Netflix.
We're at a 20% manager right now.
Hello sir, okay.
So my manager's saying that he's a little bit busy right now
that he usually has his guys work out the deal for him
and then we give it to him
and then he could reach out to you and stuff.
Yeah, he said he's a little bit busy.
He said if you want to work with him,
just give me the details, me myself,
and then I'll give it to my manager
and he'll work it out for you.
Yeah, I can give you the last six to the end
of the one I'm looking at.
Okay, perfect. What's it going to be?
It's 11214, sorry, 011214.
Okay, and is this going to be a new or pre-owned?
This is a new car.
Okay, so it looks like the Ioniq 9.
Correct.
Okay, so this vehicle, it still hasn't arrived.
It should be getting here by just a couple days from now.
As soon as it arrives, we could definitely give you a call
but at this moment, it's not just arrived just yet.
Okay, sounds good.
Okay, perfect.
So I'll keep you in touch
and then I'll have my manager work out a deal for you.
Were you looking to lease this vehicle?
No, I'm looking to finance or pay cash.
Okay, pay cash, okay.
Awesome, and what was your name, sir?
My name's Tommy.
All right, Tommy, is there any certain pricing
that you want to get to that way I could let my manager know?
Trying to be a 3,000 off plus rebates.
Okay, perfect. Yeah, that seems doable.
Okay, yeah, let me get an actual ET on when this car's arriving
and we'll keep you in touch, Tommy.
Okay, sounds good.
Okay, thank you, sir. Have a good one.
No problem, bye.
If you guys don't know who I am, hi, my name's Tommy.
I negotiate car deals for a living.
My goal is to save you time, energy, and anxiety.
Save you money, but that's a byproduct.
I charge a flat fee of a thousand bucks.
I handle everything for you.
The price of the car, the tree, the add-ons, the accessories.
You notice I didn't say this was a money-saving service.
You want to know why?
You can do this on your own.
You don't need to hire me.
Am I good at what I do? Yes.
Is my team the best at what they do?
Absolutely darn loosely.
But I don't have a magic wand.
I don't have a secret sauce that saves you
thousands of dollars more than we can in our own.
My goal is to make this the best damn car buying experience
of your life.
And that's what we deliver on a while still giving you
a great deal on a car.
So that makes sense.
That's awesome.
Only a thousand dollars.
Link is on my profile page to learn more.
Brokers have pros and cons.
The pros is that they have a relationship with dealers.
So they also grab me really quickly.
The cons are you don't really know what the broker is making
or necessarily if they're giving the best deal for you
or the best deal for them.
The idea that 95% of dealerships hate brokers.
So there's 5% that give them the best deals.
I have a conversation with a broker that nonstop texts me
saying how horrible I am.
We ended up talking about Sienas and my deals were $3,000
better than Sienna deals he was getting.
So like he thought MSRP was a good deal on Sienas.
I think three to 4000 is a good deal on a Sienna.
My general rule of thumb when it comes down to any service
you pay for that's cars anything in life is follow the money.
You know for example if I was taking $3,000 every single month
from dealerships and saying like hey you pay me $3,000
and I will say you're a trusted dealer from mine
and I'm also charging the client $1,000 for a one-time service
who is my client?
Is it the person that's paying $3,000 a month
or is it the person that paid me $1,000 once?
More than likely I'm going to try to keep the dealership
that's paying me a monthly fee.
That would be who I'm working for.
Follow the money.
Follow the money.
The general idea is who is paying you the most amount of money
probably who you're working for.
So I want to call a few different dealerships.
As of right now that deal is still the best deal I have
but let's keep on looking.
Realistically that is a good deal on the car in this market
or in a call I'll keep asking for the manager
to see what things go.
Right now we're at 25%
1 out of 5 people we've just talked to.
Thank you for calling the event sales.
Hey can I speak to a new car manager?
One moment.
Thank you.
Our new car manager is currently working with a customer
and working on a deal.
I can take a message for him and have him give you a call back
unless there's something I can assist you with.
Now you can just have him give me a call back
at the number I'm calling that's fine.
And what's your name sir?
My name's Tommy.
Tommy.
And can I let him know what it's in regards to please?
Just trying to buy a car.
Okay perfect.
So you're not looking to speak with the sales associate?
No sales manager.
Okay.
Perfect.
I will pass this information along.
Okay sounds good.
Awesome.
We are one for six
and the only person that has answered us
which was conveniently when a manager picked up the phone
so we would have talked to him either way
and he gave us a deal which is a win.
Now we can argue that's because there's a manager.
Let's call one or two more.
Thank you for calling the Honda.
How am I a director call?
Hi.
Can I talk to the new car manager?
Yes.
You're looking for the sales manager?
Yes.
Okay.
He is not here tonight.
Can I put you in his voicemail?
That's totally fine.
Okay.
One moment.
I didn't even get the voicemail.
So I mean I could keep going.
We're going to do this video.
We're going to keep going through and I'm going to go through my normal process now.
But like one of the things that we do guys is we test methods all the time.
Right.
I will say that I have called and tested more dealership methods
than I care to admit.
I have called tens of thousands of dealerships.
I'm running a multi-million dollar business
that has hundreds of people a month negotiating car deals.
If there was a faster way to negotiate car deals
I need as many shots as possible for me to get the best deal for my client.
If I'm talking to seven people I have a better shot to getting that manager every time
than me talking to getting a hold of the one person.
We're going to call.
Now we're going to do the same tracking.
Right.
We're going to do the same tracking.
I'm going to go for a different car.
Also equally as hard to actually I would say it's probably a harder car to get
but I digress.
4-1-1-1-50.
We are looking for a Raptor R here.
Realistically we're going to be dealing with a lot of dealerships
that want to be above MSRP.
Now what I'm going to do here again what we're testing
is I'm now going to call these same dealerships
and I'm just going to go through my normal process.
Realistically a good deal in this car is $10,000 off
or sorry $10,000 above MSRP
but we're going to call these dealerships see what kind of deals we can get
and see if we can put P something together.
Thank you for calling before.
How can I direct your call?
Hi, can I talk to new car sales?
Yeah, let me please you on a brief holdout.
This is available.
Thank you.
You're welcome.
Hi, I just want to see if you guys have a truck available.
Okay, what truck are you looking at?
I have a stock number if it helps.
Okay, what's the stock number?
Stock number 1A is an alpha, 56038.
Okay, is it okay if I put you on hold for just a minute?
I'm going to make sure that one's still available for you.
Okay, that sounds great.
Okay, hold on.
Two hours later.
Okay, I'm back.
Are you there?
I'm still here.
All right.
My name is Parker by the way.
What's your name, sir?
My name's Tommy.
Tommy?
Yes.
Nice to talk to you, Tommy.
And I got great news for you, man.
Looks like that one is still available.
Why don't you like to come down and drive it?
Well, I'm already driving one, man.
I'm ready to look over one.
I'm just trying to find a dealer that's willing to work on that
crazy markup you guys have.
Okay, but what do you think?
You know, I'm trying to be super easy.
I still think it's fair if you guys get something.
I'm trying to be a 10K over.
10K over?
Easy peasy lemon squeezy.
I wish it was that easy on a Raptor R.
But let me do this for you.
I will find out.
And are you calling from here locally?
I'm in Idaho.
Yeah.
Well, you're in Idaho.
And what do you have a trade?
I do not have a trade.
Okay.
I am going to, um, I'll just tell you what the best number
we can do on that one.
And I'll give you a call right back.
Okay.
Maybe it's 5K over.
Maybe it's even better than what I asked for.
We'll see.
You don't want to see.
I like the way you think.
I'll go to work for you, man.
I'll give you a call right back.
All right.
No problem.
Have a good day.
Thanks, Tommy.
Bye.
So we're one for one.
We got movement going on that deal, which is the most important part, right?
Um, so let's keep looking and see if we can keep getting movement.
I keep calling dealerships.
This dealership is doing $24,000 a markup.
It's 5,000 over MSRP is a crazy deal.
$10,000 is a good deal.
Thank you for calling.
This is Landon speaking.
How can I help you today?
Hey, I was just thinking if you guys have a car available.
Of course.
Yeah.
What was the stock number?
It's 251111.
Okay.
It looks like a 2025 F-150 Raptor R.
That's it.
All right.
Sounds good.
So, um, do you mind if I ask you a couple of questions to start?
You're going to ask me seven questions.
I'll count them.
Seven.
All right.
So, uh, have you had the chance to drive a Raptor R yet?
I have.
Nice.
Okay.
And, um, let's see.
So you seem to be pretty familiar with them.
That's right.
So, um,
Was that a question?
Yes.
Yes, I am.
All right.
And, uh, are you, do you have a trade in?
Or are you just looking to, um, just buy it by outright?
I'll do a two for one special on that question.
I do not have a trade.
You don't have a trade.
All right.
And, um, you know, are you financing or just, uh, paying cash?
I am financing.
I guess.
All right.
Sounds good.
So what,
one would be a good time for you to come in and check it out.
The second we agreed a pricing on pricing.
Yes.
Okay.
So, uh, are you local to Seattle?
I am in Boise.
Boise.
Seattle.
Okay.
So let me, uh, we start by, uh, what, what's your name and name first?
That'll be 10 bucks for another seven questions.
Well,
this is kind of going to be a, a, uh, a thing where I'll have to,
you know,
communicate back and forth with you.
Cause I'll have to talk to my manager as far as like pricing goes and all that.
I mean,
I can put you in debt.
Uh, I can, I get,
you can take it off the sales appraised and I'll take another five questions from
you.
All right.
So, um, so what's your, what's your name and phone number?
My name and phone number.
My name is Tommy Makula.
How much are you able to put down?
As much as you need me to.
I could pay cash if I wanted to.
All right.
So let me, uh,
I'll have to speak to my boss momentarily.
Um, and just kind of figure this out.
I just started a few weeks ago.
So I just need to kind of figure out,
I mean,
how much are you looking to pay monthly?
Uh, I could pay cash for the car.
So that's not important.
Yeah.
Okay.
So I will say our pricing as far as,
as far as like our website goes,
it's going to be like what we put on our website is going to be our best price
usually.
I mean, we might be able to negotiate a little bit.
What,
what were you kind of thinking you wanted to get the vehicle for?
Uh, you guys have $24,000 a markup.
I'm comfortable paying some markup,
but I'm looking to pay closer to that seven to $10,000 range of markup.
Yeah.
I'll have to also kind of get my manager involved with this one.
I'm going to send you a text here shortly.
And all you need to do is reply yes to opt in.
It's going to look a lot like a spam text,
but it's just because we have like a opting in system for my work phone number.
So I'll add you in here and send you a text here shortly.
And then I'll communicate with my boss and kind of kind of,
I'll probably get them on the phone with you shortly.
All right.
Sounds good.
All right.
Thank you, Tommy.
I'll get back to you as soon as possible.
Okay.
Sounds great.
All right.
Talk to you soon.
No problem.
Okay.
So we're two for two.
Two for two.
We're just getting a hold of somebody, right?
Not necessarily getting deals,
but again, we're getting a hold of people,
which is the number one thing that we're trying to do.
This dealership is doing $30,000 of markup plus 699 for permanent plate.
Thank you for calling this.
This is Jacob with sales in New York.
My name is Tommy.
Nice to meet you.
Hey Tommy.
How are you?
Hey, I am doing well, doing well.
I just wanted to see if you guys have a car available.
Let me, I'm going to transfer you over to my other phone with my computer.
I will pick up here in just a second.
Okay.
Sounds great.
Hey Tommy, you still with me?
I am.
Perfect.
What car are you after?
I have a stock number if that helps.
I am ready.
Stock numbers T is in Tom, F is in Frank, A is in Alpha, 58013.
Oh, the Raptor R?
That is it?
Yeah.
I am looking at, oh, there's a sold sign in it.
When the heck did that get in there?
Oh.
It looks like it is sold.
It was probably sold to me.
Oh really?
No.
Oh.
Let me get your information and I'll go in and ask about that because that wasn't
in there a couple minutes ago.
Oh, okay.
I'm sure.
So yeah, let me go in, check with my bosses and then I will give you a call
back here shortly.
Okay Tommy.
Okay, sounds good.
Awesome.
Bye.
Thanks for calling Dixie for the Canadian sales.
Hey, I just want to see if you guys have a car available.
Yes, which vehicle is it?
I have a stock number that helps.
It does.
The person at extension 7116 is unavailable.
Hi.
Trying to buy a car of $50,000 a markup on it and I thought you guys would be excited
but I guess I just got hung up on.
So I'll just go spend my money elsewhere.
Bye.
I was totally going to pay that markup if they would have picked up the phone too.
Hey, we had a few more phone calls left guys.
Thank you for calling Dixie Ford.
Your call may be recorded for quality assurance and training purposes.
Hey Jeff, I just want to see if you guys have a car available.
Sure.
Which one is that?
I have a stock number if that helps.
Yeah, absolutely.
Stock number T is in tango 27215.
Raptor R.
That's it.
Yeah, it is available.
Actually, let me make sure.
One of them sold.
Let's see which one this is.
The black one.
I believe this one sold but I would have to find out.
We are just so you know we are at 40,000 over MSRP on this truck.
Okay, yeah.
I appreciate it.
First time I just want to see it available and then I was going to see if you guys have
any room on that markup.
I mean, I can find out where you're trying to be at.
Trying to be around 10.
Definitely not doing that.
The lowest I've seen was 25.
Yeah, don't want to be at 25.
25 is insane.
Okay.
No problem.
All right, thanks.
All right.
This is the number one Ford store in California.
This is the dealership.
Okay.
All right.
So this is about us what five or five?
Are we going to be five or five for actually pricing?
It's not $150,000 truck for sure.
Thank you for calling one Ford.
This is Angelica.
Have my director call.
Can I speak to new car sales?
Yes.
One moment please.
Thank you.
Thank you for calling one Ford.
This is Ishmael.
Hey, I just want to see if you guys have a car available.
Yeah.
Okay.
What's your first name and last name for me?
First name is going to be Tommy.
Last name Makula.
M-I-K-U-L-A.
All right, Tommy.
And then what was the vehicle that we were interested in?
A is an alpha.
57981
857891
981
81857981
Let me see.
857981
Yeah.
And then Tommy, by any chance is this our Raptor super crew?
Your Raptor super crew?
It's your Raptor super charged.
Yes.
Got you.
Okay.
The 2026.
2026 Raptor truck super charged.
Yes.
Yep.
This guy is still here.
Okay.
So it says please call for price.
What kind of pricing is it?
Let me place you on a brief hold just because I want to be very,
give you the correct information.
Be very transparent with you.
So give me one second.
Okay.
Sure.
Sounds great.
All right.
All right.
One eternity later.
Okay.
Tommy, you still here with me?
I am.
All right.
So total MSRP you are looking at 116.
Okay.
What else is there?
That would be the,
that would be the total MSRP that I just shared with you right there.
Okay.
And that's where you guys are just total MSRP.
Yep.
Total MSRP to be very like transparent and be very honest with you.
You've told me we don't, we don't hear it forward.
We don't.
There are totally two vehicles that get markups.
All the other ones don't with the Raptor being a super, you know,
special edition truck that is the only one that the MSRP will stay the same.
So you guys are saying you're charging MSRP for this truck of 116,
no markup.
There is that's with the markup.
116 or 160.
Give me, hold on.
Let me give me,
I mean, if you're saying 116, I got a credit card.
I can send money.
No, no, no.
Give me, give me again.
I want to be a make sure I'm packing down the right information Tommy.
So just give me one second here.
Okay.
Okay.
116 is MSRP guys and beat 16,000.
The accurate information for you ready.
I'm ready for exciting news.
Yes.
All right, Tommy.
So one 116 is going to be MSRP plus a 30 K markup.
Where's the good news?
Tommy.
Yeah, I'm still here.
I'm waiting for the good news.
That, that's pretty much the very transparent news I got for you right there.
Again, the vehicle is here.
We're looking at 116 plus.
I like that.
You can stop there.
Markup.
I definitely understand Tommy.
I'm glad one of us thinks that $30,000 a markup is funny.
Yeah, I'm just packing down the information.
But I mean, is there anything that I can do on my end here?
You want to come down and check it out?
You know, we would love to work with you and earn your business most definitely.
I'm sorry, but I don't think there's anything.
There's nothing you can earn for $30,000.
I don't know what you could do.
You could build me a Toyota Camry, I guess, and that would be worth $30,000 a markup.
I mean, that's a car, man.
I understand.
$30,000 above MSRP just seems, you know, I know that they say that everybody's got
to make a profit, but that just seems greedy.
No, I completely, I completely hear you and I understand where you're coming from.
This is just, you know, this is what we just have available here for you.
And I'm sorry if I offend you in any kind of way.
I really do apologize.
I mean, you didn't offend me.
I'm just trying to buy a car, you know.
However, if I can, any other vehicles that we were interested in, or again, I know $30,000
markup is a lot, but anything I can do to work with you here and make this easier for you.
No, I mean, I'm just trying to buy this one.
I appreciate you trying to sell me other ones, but I'm trying to buy this one.
Oh, definitely.
Well, how about this?
I'm going to keep you just because.
Yeah.
I mean, like I said, yeah, 30,000.
I mean, there's a reason why the truck's probably sitting on your lot and why you guys have
a police call sign.
I'm willing to do some markup now while I do 30.
All right.
You take care.
And again, I'll just be reaching out, communicating with you.
And I hope you have a good rest of your day.
Okay.
Thank you, too.
Bye.
I'm going to go and jump off, guys.
Make sure you guys follow.
But I'm going to go eat because I haven't had dinner yet.
So I'm going to peace out.
Cayman Jack Margarita.
And taste your escape.
It's America's number one for a reason.
Cayman Jack is a premium malt beverage with flavors.
Please drink responsibly.
Cayman Jack Beverage Company, Chicago, Illinois.
With all nine essential amino acids to help build muscle, give you energy, and keep you
satisfied longer.
So keep it real.
Look for the seal.
Real California milk.
About this episode
Dealership pricing gets put under a microscope as the hosts and callers test negotiation tactics—especially asking for the manager—and compare outcomes across multiple stores. The discussion centers on how far above MSRP dealers will go, including examples like “$30,000 of markup plus 699 for permanent plate” and a Ford Raptor R deal framed as “MSRP plus a 30 K markup.” Along the way, they talk about rebates, taxes/fees, and whether any leverage exists when markups get extreme.
Original notes
Everyone always asks me the same question. Does asking for the manager actually get you a better deal?
I tested it on a Hyundai Ioniq 9 Calligraphy and a Ford Raptor R and one dealer quoted me $45,000 above MSRP, called it transparent, apologized for it, and then kept trying to sell me the car anyway.
Here is what actually works when dealers are this far out of line.
0:00
25:12