Using documentation to help with negotiation

Chris Younggren
With dealer margins compressed due to market based pricing models, what documents do you use to justify the price of your vehicle?
mark rask
we show market prices in our area via internet searches
Kristy Elliott
@Chris we have used whatever it takes to make a deal if we know we have the best priced vehicle in our market. Customers love transparency. We have even pulled up vAuto for them to show them exactly how all the other cars are priced and what % to market pricing we are. (again, this only works if you are truly the 1st or 2nd best price in your market). NADA has some good tools as well.
Megan Barto
I show them the dents on their car, the paint meter, the tire gauge & then say "Kelley Blue Book thinks everyone's cars are perfect." :-)
DJ Snyder
At my previous dealership we used evidence manuals. We used google drive to store the data created folder using the stock number. Each folder contained the following. ADP Service RO KBB Retail on the car KBB Trade Evaluations Purecars Info Sheet Cars and Auto Trader Comparisons. Once implemented the average pre-owned discount was $300.00 per car. (13k units sold last year as a dealer group.)

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