Hi, working on a deal for a 2026 Mercedes GLC43 loaner. I’ve seen a couple other posts (broker and other forum member) with some pretty good discounts (19%+). There are 2 cars in the state and I’ve negotiated with both dealers. So far my best option is the lower spec car (which I prefer). I have fleet/affinity ($2000), conquest ($1500) and there’s dealer cash ($1500). The buy rate on the MF for 24mo is 0.00069 and 36mo is 0.00194. This dealer is marking up the MF (0.00149 on 24mo, 0.00234 on 36mo). They’re currently at 19% off (including the incentives). The deal I’d like to get to is 22% off, which is ~$2500 more of a discount from where they are. Any suggestions? Would they negotiate on the markup they have on the MF (that’s ~$2000 right there from the buy rate)? Any other tactics to use? The effective payment is lower on the 24mos, so I’m thinking that’s the better option.
Good to know. I’m just trying to negotiate on the sale price, so the number they’re currently at includes applying the incentives, so perhaps they took further discount on their end if stacking isn’t applicable.
I have one more lease payment on my current lease ($550) and their MF Is 2x the buy rate, so I’m thinking I go back with a “cover my last lease payment to do the deal this month, and go to the buy rate on the MF”. Thoughts?
Use the LH calculator to develop a target deal based on buy rate MF and then level set this against that. A marked up MF isn’t necessarily “bad” but it means this isn’t really 19% off, it’s more like 16% or 17% or whatever.
Then just make the dealer an offer based on your target deal. Tell them you’ll sign if they can get to $X payment with $Y DAS. Negotiating on just the sales price leaves room for ambiguity.
Let the dealer decide if/how they want to get there, whether that’s more discount or reducing the MF, etc.
