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Blake, you are hitting on an issue that so many managers ignore.  Over 60% of internet shoppers go into a dealership without calling or emailing an Internet department.  They have spent the same 19 hours doing research, online.  In that 19 hours do you think that price was a concern?  Not only have they determined the market value (the Internet), but feel they should be able to negotiate a figure below it.  After all, you always negotiate at a dealership.  They will not tell the salesman that they shopped online.  "How did you arrive at that figure" will likely bring a blank stare or a lame comment.  This is the disconnect and the salesperson and the manager agree that they are dealing with a flake.