what is real?

Yes, always negotiable. I think now is a better time of year to give it a try too. The plants are in full production of the new year models and the dealers want to get inventory moving off their lots sooner than later or new orders on their books. We bought ours last Feb. on a custom order and I *think* we got a pretty good deal. DW is an accountant and very shrewd negotiator and does tons of research in advance. I've read that typically 30-35% off list price is about as good as you'll get so that should be your goal. Don't ask for a lump sum total including any options you want. Break down each option and negotiate it separately and debate the worth of each one with the dealer. Some options are a giant rip-off while some are a good deal. And if something isn't on the option list, there's always the chance that the manufacturer can change something. For example, we got them to delete the standard little grab handles on the exterior and got the dealer to install the big soft grab handles instead. We also managed to get them to install lino throughout instead of their standard carpeting. If you want an electric tongue jack for ex., it may be cheaper to add your own. Some options can be thrown in at the dealer level and expense as opposed to being a factory option if you give it a try.

I would search around the internet to see what going prices are as well as last year's model sitting on a dealer's lot to see what they are willing to let them go for. Maybe even a brand new 2013 model would be an idea as you're certain to get a much better price because they want them gone... I wouldn't hesitate in a day's drive to go get one somewhere if you needed (not withstanding getting warranty work done locally).