When buying a new TT how do you negotiate

We've only purchased twice, but in both cases purchased from an out of state volume dealer at a significant discount. For our current TT, I wanted to purchase from a local dealer for many of the reasons mentioned above (local relationship, service, etc...). I knew exactly what my unit would cost from the out of state dealer, walked into the local with a price and told them that I wanted to buy from them if they could come close to the deal I had. She looked me in the eye and told me to buy out of state because her dealer owners would never let her get within $7,000.

In 10 years of camping I've had rigs in for service twice - once for tires (planned well ahead) and the other for an axle issue. Given the fact that I no longer live where I did when we bought, point of sale was meaningless, and I've had no dofficulties.