86% of the sticker price is pretty close to the dealer's cost, not counting the dealer's holdback.
Don't begrudge a dealer a few dollars profit, if he didn't make a profit, he wouldn't be in business.
That being said, take the sticker price times .86, add maybe $500, offer it cash on the barrelhead and see where it goes. If you feel like they're playing games, walk out.
Like someone else said, one game they play is for the salesman to talk to the Sales Manager ("the desk" as it's known in the trade). That's just a ploy to get you to think the salesman is on your side.
When I was selling, any salesman who wasn't doing anything played the role of the Sales Manager.
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Today's Featured Article - It's Alright Where It Is! - by Anthony West. I have a tale of a different kind to tell. Whilst rooting in the hedge bottoms this week I had cause to visit Chapel lane Farm, the home of an eccentric gentleman by the name of Austin Kendall. I had heard rumours that an old Case Model C was languishing away in the back of one of the outbuildings there. So off I went in search of what would turn out to be a very rare and unusual tractor. Mr Kendall is an excitable chap to say the least. He is amongst the last of a dying breed of farmer who
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