Dealer Negotiation & markup question

Yes, check out the book value. Dealers often jack up the asking prices; more than private sellers. Also might depend on how long the unit has been for sale. My thought is that there is no harm in offering low so you might consider offering well under book value and as much as 30% below asking price. I know it's a car, but just bought a 17 ford focus priced at $20000 for 169000. Bought a used Class C for $23000 that private party was asking $25000 but he had dropped from a much higher asking price, maybe near $30000.

“Cash” isn’t necessarily the avenue to the best deal. Bank/finance company rebates to the dealer are sometimes more attractive to him/her. Counterintuitive. You can payoff the loan anytime.

If you're buying used, check prices on NADA.com