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| WARNING! Our facts and recommendations contradict almost everything you’re being told by those big new-car buying and info sites which get all their revenue from the automakers and dealers they send you to But it’s almost 2o019 not 1994 and it’s time you stopped looking at the way to buy a new car through their broken rear-view mirrors Your responsibility as a person is to constantly update your positions on as many things as possible If you don’t contradict yourself regularly you’re not thinking – Malcolm Gladwell 10 ESSENTIAL FACTS THEY DON’T WANT YOU TO KNOW 1 You are shopping for a commodity It’s the same car with the same price structure at every dealer selling that brand And every dealer’s fiercest competitors aren’t other brands they’re the other stores selling the same brand I learned that in 1997 when a customer shopping for a Ford Contour compact sedan called and said I just contacted 12 Ford dealers for price proposals and it was like rolling a bottle of wine into a jail cell full of drunks! 2 The art of any deal is one little word: leverage Yet most new-car shoppers still walk into a car store to haggle the price a game they always lose because their leverage is zero 3 The leverage shifts dramatically from the dealers to you when you use our 3-step competitive bidding process to get several of them competing for your business – ideally at least 9 or 10 no matter how far from you they are Few dealerships decline to participate because the retail car business has hit a wall entering a multi-year no-growth period 4 Holdback is fading into the sunset That’s money dealers get from automakers after a sale is made These luxury brands have already dumped it: Audi BMW Cadillac Infiniti Jaguar Land Rover Lexus Lincoln and Mercedes-Benz I expect other brands to follow suit over the next several years 5 Factory-to-dealer cash programs today are rarely vehicle-specific Instead they’re based on secret multi-month total sales targets that are set dealer-by-dealer And an important part of that cash bonus is usually also based on more subjective elements like the effectiveness of a dealership’s factory-certified used car employee training and online marketing programs as well as on customers’ dealer satisfaction ratings from their sales and service experiences 6 The new-car business has a significant seasonality pattern with monthly sales ranging from under 7 to over 11 of a year’s total So dealers must keep their cumulative sales in synch with cumulative seasonality to reach their multi-month targets 7 Given that reality there are almost always some dealerships trailing their targets and more strongly motivated to make aggressive price proposals than others And this month’s low bidder may be next month’s high bidder depending on its sales status then 8 There is never a good price or right price to pay for any new car The only right price is the best out-the-door price you can get by having at least 9 or 10 dealers compete for your business That’s the agreed-upon price of the car plus sales tax state registration fees and any other dealer charges Example: A customer got 9 dealers to compete for the redesigned Honda CR-V and paid 1090 below invoice The 8 other bids: 900 below 510 below 410 below 180 below and 300 over invoice 460 over 530 over and 930 over – a 2020 spread! What should I have told him would be a good price Any number I picked would have been dead wrong The winning sales manager said This is the only smart way to buy a car But if everyone did it this way we’d be out of business 9 Those big Internet car-info and buying sites aren’t in business to get you the best price The bulk of their revenue comes from car-company advertising and the 300 referral fees they get when you buy or lease a car from dealers they send you to in their networks Even Consumer Reports which once promised it wouldn’t recommend any product or service for financial gain earns substantial revenue from TrueCar when you drive home a car from the TrueCar dealers CR sends you to in its Build amp Buy service Those sites are in business to help dealers sell cars profitably to pocket those referral commissions which come from your pocket If you contact them for price proposals the dealers in their networks will be on you like red ants on a spilt snow cone Your first discussion with them should be when you call their Internet Sales Managers to get their participation in the Fighting Chance competitive bidding process It ain’t what you don’t know that gets you into trouble It’s what you know for sure that just ain’t so – Mark Twain THE INDUSTRY WANTS US TO BELIEVE THE INVOICE IS A REAL COST NUMBER BUT IT JUST AIN’T SO AND IT AIN’T BEEN SO FOR A LONG LONG TIME 10 The invoice hasn’t been a vehicle cost for well over two decades and probably forever In the mid-1990s the auto industry launched a phony redesign of the automaker-dealer financial relationship by systematically raising the invoice price by more than it raised the retail/sticker price year after year cutting the difference between the two dramatically and turning the invoice into a bloated imposter To see that multi-year ongoing con job click here I unearthed this scam in 2012 by analyzing almost 2 decades of new-car pricing files then wrote a book titled Letting The Cat Out of the Bag – How the Auto Industry Redesigned The Dealer Invoice Price When The Internet Arrived I sent a copy to a friend at USA TODAY and was invited to an 11/27/12 Automotive Roundtable discussion based on that book as to whether online car shopping and information services are believable and are relevant in today’s market The heavyweights there were all senior executives from Carscom Edmunds Kelley Blue Book TrueCar and Consumer Reports That bombshell pricing exhibit was the discussion’s centerpiece You could have heard a pin drop as they read it No one was aware of that fact though it had been right under their noses for 17 years! I asked the Consumer Reports representative Who’s been running your New Car Pricing Service for the past 17 years Rip Van Winkle He was not amused To read most of the USA TODAY Don’t Trust The Invoice Price write-up which dubbed me a peppery contrarian and see my take on that meeting click here That subterfuge has made new-car pricing laughable Check the tiny percentage differences today between the base invoice and retail /sticker prices for each brand Acura/5-7 Audi/7 BMW/6 Buick/4-5 Cadillac/5 Chevy/5-7 Chrysler/4 Dodge/3-4 Ford/1-7 Genesis/5-7 GMC/5-7 Honda/3-9 Hyundai/3-7 Infiniti/7 Jeep/2-5 Kia/5-7 Lexus/5-8 Lincoln/4-5 Mazda/3-5 Mercedes/7 Mitsubishi/2-3 Nissan/2-7 Ram/4-9 Subaru/5-7 Toyota/4-9 VW/4-5 Volvo/6 And that’s if you pay the full sticker price! Who does that The guy who thinks Taco Bell is a Mexican phone company And the gal who thinks the National Guard is an All-Amerucan football player Common Sense: If you and I wanted to start a retail business selling a product with a 100 MSRP that no one would pay but cost us 91 to 98 we’d never open the door to customers! But for decades we both have swallowed hook line and sinker the preposterous notion that the automakers have been telling us what their dealers pay for their cars If that were true and we owned a dealership we’d have gone ballistic decades ago But that’s never happened Ready for a good laugh Here’s the 2019 pricing on the Limited model of the Chrysler Pacifica Hybrid minivan: Invoice: 45291 Retail: 45395 Add the fact that a typical dealership’s overhead expense is 11 to 15 of its revenue and you’ll understand why today’s invoice prices are a total joke And clearly the industry is having a good laugh at our gullibility It’s almost impossible to carry the torch of truth through a crowd without singeing somebody’s beard – George Christoph Lichtenberg Apparently mortified by its two-decade failure to recognize the industry’s phony pricing scheme Consumer Reports dumped one of its major cash cows its New Car Price Service That’s the one they claimed would tell you the dealer’s true cost and how much wiggle room you had And it took just one obvious fact unearthed by this old marketing man to kill it My multiple articles on the website of Clark Howard the country’s best-known and most respected general consumer advocate may have accelerated its demise Can there be any stronger evidence that the way to get the best price on a new car has changed forever The inside story of the discovery of that game-changing fact is told in the book mentioned above available in paperback and Kindle formats at Amazon To read the back cover copy Preface Table of Contents and the first four chapters click here If you’d like an author-inscribed copy 1695 including First Class postage you can add that to your order for the information package AS I’VE NOTED NEW-CAR SALES HAVE HIT A WALL That Puts You In The Driver’s Seat The pent-up demand from the recession has been satisfied 2015 was the last growth year with sales up 57 A 3 gain was forecast for 2016 but the result was a tiny 03 Sales slipped 18 last year to 172 million about 300000 units behind 2016 Sales inched up just 04 in the first 11 months of this year and that tiny gain was based mainly on increased fleet sales to rental car companies and businesses not retail sales As a result the market is more competitive than ever with automakers spending more to move the metal In a word you’ve got more deal-making leverage now than you’ve had in years WHAT’S IN THE FIGHTING CHANCE PACKAGE 1 You’ll have the only independent unbiased source of truthful information and powerful negotiating advice on the Internet I’ve been focused single-mindedly on this subject since before the Dead Sea got sick and much of that knowledge has come from customers’ feedback 2 You’ll have a coach as you go through the process Got a question Call us Want to run the best lease numbers you’ve received before you sign the papers Call us 3 In the package’s centerpiece How To Conduct The Phone Email competitive bidding you’ll learn exactly what to do and say each step of the way as you conduct the process from your home or office We also tell you the best day of that month to start it This package changes over time Simply faxing or emailing dealers doesn’t work well today 4 You’ll receive our signature Big Picture analysis of how the brands and the specific vehicles you’re considering have been doing in the market Are your model’s sales up or down What’s the current holdback information for brands that use it Several don’t And to the extent we’ve had feedback in this little information boutique how much over or under the total invoice have customers reported paying for it excluding sales tax and vehicle registration fees 5 You’ll get the current sticker/MSRP and dealer invoice pricing data for the vehicles you’re considering covering all the trim levels and factory equipment packages 6 You’ll also get these insightful articles most of them information no other auto-info site tells you Can You Get The Vehicle Configuration You Want Things To Consider About Placing A Factory Order Today Incentives Often Differ From Market To Market Here’s How To Check The Offers Where You Are The Crucial Financial Importance Of A Dealership’s Customer Satisfaction Rating How We Abandoned Our Inborn Common Sense About New-Car Pricing How The Industry Has Turned The Invoice Price Into A Bloated Imposter By Continually Raising It By More Than The MSRP For Over Two Decades How New-Car Dealers Make The Big Bucks And How They Don’t Two Big ‘Fake News’ Sales Come-ons To Ignore The Myth Of Vehicle-Specific Dealer Cash Incentives Important Note On The Pricing Of Dealer-Installed Accessories Have You Chosen A Crashworthy Vehicle Thoughts On Buying A Demo Or Last Year’s Leftover Model Should You Buy An Extended Warranty Dealing With A Trade-In if you tell us you have one Leasing 101: The Straight Skinny if you tell us you’re leasing or undecided Here’s The Information We Need To Analyze Your ‘Best-Offer’ Lease Numbers With You If you’re leasing or undecided THE COST OF THIS UNIQUE PACKAGE: 4995 That includes all the information you need for any one vehicle Additional vehicles: 1500 each More than half of our customers add one or more as fall-back alternatives This could become a small but wise 1500 decision if you find it difficult to deal on your first choice The average new car sells for over 35000 today Important Note: This is a service for NEW VEHICLES ONLY We have no information on used vehicles Also we have NO CANADIAN PRICING DATA HOW TO PLACE AN ORDER AND HOW AND WHEN YOU’LL RECEIVE IT To place an order on our secure encrypted order form click on the Ordering link in the upper left column To see the vehicles for which we have pricing info click on Auto Pricing link in that column If you’d prefer to place a phone order or if you have questions that aren’t answered on our web site you may call our order desk at 1-562-433-8489 between 9:15AM and 4:00PM Pacific time Monday through Friday Delivery Timing: 99 of our customers request email delivery Orders received by 3:00PM Pacific time this Wednesday Thursday and Friday will be emailed the same day We’re closed on weekends We’ll be here 562-433-8489 to answer your questions and analyze your best lease offer weekdays between 9:15 AM and 4:00 PM Pacific time I look forward to helping you get a great deal on a new car And I hope you’ll visit me when I have to join the Witness Protection program James Bragg Copyright © 2017 Fighting Chance Home | 2 |
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| THE INDUSTRY WANTS US TO BELIEVE THE INVOICE IS A REAL COST NUMBER BUT IT JUST AIN’T SO AND IT AIN’T BEEN SO FOR A LONG LONG TIME 10 The invoice hasn’t been a vehicle cost for well over two decades and probably forever In the mid-1990s the auto industry launched a phony redesign of the automaker-dealer financial relationship by systematically raising the invoice price by more than it raised the retail/sticker price year after year cutting the difference between the two dramatically and turning the invoice into a bloated imposter To see that multi-year ongoing con job click here I unearthed this scam in 2012 by analyzing almost 2 decades of new-car pricing files then wrote a book titled Letting The Cat Out of the Bag – How the Auto Industry Redesigned The Dealer Invoice Price When The Internet Arrived I sent a copy to a friend at USA TODAY and was invited to an 11/27/12 Automotive Roundtable discussion based on that book as to whether online car shopping and information services are believable and are relevant in today’s market The heavyweights there were all senior executives from Carscom Edmunds Kelley Blue Book TrueCar and Consumer Reports That bombshell pricing exhibit was the discussion’s centerpiece You could have heard a pin drop as they read it No one was aware of that fact though it had been right under their noses for 17 years! I asked the Consumer Reports representative Who’s been running your New Car Pricing Service for the past 17 years Rip Van Winkle He was not amused To read most of the USA TODAY Don’t Trust The Invoice Price write-up which dubbed me a peppery contrarian and see my take on that meeting click here That subterfuge has made new-car pricing laughable Check the tiny percentage differences today between the base invoice and retail /sticker prices for each brand Acura/5-7 Audi/7 BMW/6 Buick/4-5 Cadillac/5 Chevy/5-7 Chrysler/4 Dodge/3-4 Ford/1-7 Genesis/5-7 GMC/5-7 Honda/3-9 Hyundai/3-7 Infiniti/7 Jeep/2-5 Kia/5-7 Lexus/5-8 Lincoln/4-5 Mazda/3-5 Mercedes/7 Mitsubishi/2-3 Nissan/2-7 Ram/4-9 Subaru/5-7 Toyota/4-9 VW/4-5 Volvo/6 And that’s if you pay the full sticker price! Who does that The guy who thinks Taco Bell is a Mexican phone company And the gal who thinks the National Guard is an All-Amerucan football player Common Sense: If you and I wanted to start a retail business selling a product with a 100 MSRP that no one would pay but cost us 91 to 98 we’d never open the door to customers! But for decades we both have swallowed hook line and sinker the preposterous notion that the automakers have been telling us what their dealers pay for their cars If that were true and we owned a dealership we’d have gone ballistic decades ago But that’s never happened Ready for a good laugh Here’s the 2019 pricing on the Limited model of the Chrysler Pacifica Hybrid minivan: Invoice: 45291 Retail: 45395 Add the fact that a typical dealership’s overhead expense is 11 to 15 of its revenue and you’ll understand why today’s invoice prices are a total joke And clearly the industry is having a good laugh at our gullibility It’s almost impossible to carry the torch of truth through a crowd without singeing somebody’s beard – George Christoph Lichtenberg Apparently mortified by its two-decade failure to recognize the industry’s phony pricing scheme Consumer Reports dumped one of its major cash cows its New Car Price Service That’s the one they claimed would tell you the dealer’s true cost and how much wiggle room you had And it took just one obvious fact unearthed by this old marketing man to kill it My multiple articles on the website of Clark Howard the country’s best-known and most respected general consumer advocate may have accelerated its demise Can there be any stronger evidence that the way to get the best price on a new car has changed forever The inside story of the discovery of that game-changing fact is told in the book mentioned above available in paperback and Kindle formats at Amazon To read the back cover copy Preface Table of Contents and the first four chapters click here If you’d like an author-inscribed copy 1695 including First Class postage you can add that to your order for the information package AS I’VE NOTED NEW-CAR SALES HAVE HIT A WALL That Puts You In The Driver’s Seat The pent-up demand from the recession has been satisfied 2015 was the last growth year with sales up 57 A 3 gain was forecast for 2016 but the result was a tiny 03 Sales slipped 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say each step of the way as you conduct the process from your home or office We also tell you the best day of that month to start it This package changes over time Simply faxing or emailing dealers doesn’t work well today 4 You’ll receive our signature Big Picture analysis of how the brands and the specific vehicles you’re considering have been doing in the market Are your model’s sales up or down What’s the current holdback information for brands that use it Several don’t And to the extent we’ve had feedback in this little information boutique how much over or under the total invoice have customers reported paying for it excluding sales tax and vehicle registration fees 5 You’ll get the current sticker/MSRP and dealer invoice pricing data for the vehicles you’re considering covering all the trim levels and factory equipment packages 6 You’ll also get these insightful articles most of them information no other auto-info site tells you Can You Get The Vehicle Configuration You Want Things To Consider About Placing A Factory Order Today Incentives Often Differ From Market To Market Here’s How To Check The Offers Where You Are The Crucial Financial Importance Of A Dealership’s Customer Satisfaction Rating How We Abandoned Our Inborn Common Sense About New-Car Pricing How The Industry Has Turned The Invoice Price Into A Bloated Imposter By Continually Raising It By More Than The MSRP For Over Two Decades How New-Car Dealers Make The Big Bucks And How They Don’t Two Big ‘Fake News’ Sales Come-ons To Ignore The Myth Of Vehicle-Specific Dealer Cash Incentives Important Note On The Pricing Of Dealer-Installed Accessories Have You Chosen A Crashworthy Vehicle Thoughts On Buying A Demo Or Last Year’s Leftover Model Should You Buy An Extended Warranty Dealing With A Trade-In if you tell us you have one Leasing 101: The Straight Skinny if you tell us you’re leasing or undecided Here’s The Information We Need To Analyze Your ‘Best-Offer’ Lease Numbers With You If you’re leasing or undecided THE COST OF THIS UNIQUE PACKAGE: 4995 That includes all the information you need for any one vehicle Additional vehicles: 1500 each More than half of our customers add one or more as fall-back alternatives This could become a small but wise 1500 decision if you find it difficult to deal on your first choice The average new car sells for over 35000 today Important Note: This is a service for NEW VEHICLES ONLY We have no information on used vehicles Also we have NO CANADIAN PRICING DATA HOW TO PLACE AN ORDER AND HOW AND WHEN YOU’LL RECEIVE IT To place an order on our secure encrypted order form click on the Ordering link in the upper left column To see the vehicles for which we have pricing info click on Auto Pricing link in that column If you’d prefer to place a phone order or if you have questions that aren’t answered on our web site you may call our order desk at 1-562-433-8489 between 9:15AM and 4:00PM Pacific time Monday through Friday Delivery Timing: 99 of our 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| James Bragg 146000 new-car shoppers have used our competitive bidding process to get the lowest price possible without walking into a single car store to haggle With our empowering guide to buying or leasing a new car you’ll be in total control conducting the process from your home or office among several dealers that you choose We teach you exactly what to say and do and when to do it And we’ll be here to answer your questions by phone including going through your best-offer numbers IMPORTANT: THE BEST WEEK EVERY YEAR TO BUY OR LEASE A NEW CAR IS THE ONE BETWEEN CHRISTMAS AND NEW YEAR’S EVE A disproportionate number of the best deals I hear happen then Whether dealers have been having a great year or a lousy one they all want to end the year with a bang and go into January the lowest sales month with some momentum So if you plan to get a new car soon soon is now WARNING! Our facts and recommendations contradict almost everything you’re being told by those big new-car buying and info sites which get all their revenue from the automakers and dealers they send you to But it’s almost 2o019 not 1994 and it’s time you stopped looking at the way to buy a new car through their broken rear-view mirrors Your responsibility as a person is to constantly update your positions on as many things as possible If you don’t contradict yourself regularly you’re not thinking – Malcolm Gladwell 10 ESSENTIAL FACTS THEY DON’T WANT YOU TO KNOW 1 You are shopping for a commodity It’s the same car with the same price structure at every dealer selling that brand And every dealer’s fiercest competitors aren’t other brands they’re the other stores selling the same brand I learned that in 1997 when a customer shopping for a Ford Contour compact sedan called and said I just contacted 12 Ford dealers for price proposals and it was like rolling a bottle of wine into a jail cell full of drunks! 2 The art of any deal is one little word: leverage Yet most new-car shoppers still walk into a car store to haggle the price a game they always lose because their leverage is zero 3 The leverage shifts dramatically from the dealers to you when you use our 3-step competitive bidding process to get several of them competing for your business – ideally at least 9 or 10 no matter how far from you they are Few dealerships decline to participate because the retail car business has hit a wall entering a multi-year no-growth period 4 Holdback is fading into the sunset That’s money dealers get from automakers after a sale is made These luxury brands have already dumped it: Audi BMW Cadillac Infiniti Jaguar Land Rover Lexus Lincoln and Mercedes-Benz I expect other brands to follow suit over the next several years 5 Factory-to-dealer cash programs today are rarely vehicle-specific Instead they’re based on secret multi-month total sales targets that are set dealer-by-dealer And an important part of that cash bonus is usually also based on more subjective elements like the effectiveness of a dealership’s factory-certified used car employee training and online marketing programs as well as on customers’ dealer satisfaction ratings from their sales and service experiences 6 The new-car business has a significant seasonality pattern with monthly sales ranging from under 7 to over 11 of a year’s total So dealers must keep their cumulative sales in synch with cumulative seasonality to reach their multi-month targets 7 Given that reality there are almost always some dealerships trailing their targets and more strongly motivated to make aggressive price proposals than others And this month’s low bidder may be next month’s high bidder depending on its sales status then 8 There is never a good price or right price to pay for any new car The only right price is the best out-the-door price you can get by having at least 9 or 10 dealers compete for your business That’s the agreed-upon price of the car plus sales tax state registration fees and any other dealer charges Example: A customer got 9 dealers to compete for the redesigned Honda CR-V and paid 1090 below invoice The 8 other bids: 900 below 510 below 410 below 180 below and 300 over invoice 460 over 530 over and 930 over – a 2020 spread! What should I have told him would be a good price Any number I picked would have been dead wrong The winning sales manager said This is the only smart way to buy a car But if everyone did it this way we’d be out of business 9 Those big Internet car-info and buying sites aren’t in business to get you the best price The bulk of their revenue comes from car-company advertising and the 300 referral fees they get when you buy or lease a car from dealers they send you to in their networks Even Consumer Reports which once promised it wouldn’t recommend any product or service for financial gain earns substantial revenue from TrueCar when you drive home a car from the TrueCar dealers CR sends you to in its Build amp Buy service Those sites are in business to help dealers sell cars profitably to pocket those referral commissions which come from your pocket If you contact them for price proposals the dealers in their networks will be on you like red ants on a spilt snow cone Your first discussion with them should be when you call their Internet Sales Managers to get their participation in the Fighting Chance competitive bidding process It ain’t what you don’t know that gets you into trouble It’s what you know for sure that just ain’t so – Mark Twain THE INDUSTRY WANTS US TO BELIEVE THE INVOICE IS A REAL COST NUMBER BUT IT JUST AIN’T SO AND IT AIN’T BEEN SO FOR A LONG LONG TIME 10 The invoice hasn’t been a vehicle cost for well over two decades and probably forever In the mid-1990s the auto industry launched a phony redesign of the automaker-dealer financial relationship by systematically raising the invoice price by more than it raised the retail/sticker price year after year cutting the difference between the two dramatically and turning the invoice into a bloated imposter To see that multi-year ongoing con job click here I unearthed this scam in 2012 by analyzing almost 2 decades of new-car pricing files then wrote a book titled Letting The Cat Out of the Bag – How the Auto Industry Redesigned The Dealer Invoice Price When The Internet Arrived I sent a copy to a friend at USA TODAY and was invited to an 11/27/12 Automotive Roundtable discussion based on that book as to whether online car shopping and information services are believable and are relevant in today’s market The heavyweights there were all senior executives from Carscom Edmunds Kelley Blue Book TrueCar and Consumer Reports That bombshell pricing exhibit was the discussion’s centerpiece You could have heard a pin drop as they read it No one was aware of that fact though it had been right under their noses for 17 years! I asked the Consumer Reports representative Who’s been running your New Car Pricing Service for the past 17 years Rip Van Winkle He was not amused To read most of the USA TODAY Don’t Trust The Invoice Price write-up which dubbed me a peppery contrarian and see my take on that meeting click here That subterfuge has made new-car pricing laughable Check the tiny percentage differences today between the base invoice and retail /sticker prices for each brand Acura/5-7 Audi/7 BMW/6 Buick/4-5 Cadillac/5 Chevy/5-7 Chrysler/4 Dodge/3-4 Ford/1-7 Genesis/5-7 GMC/5-7 Honda/3-9 Hyundai/3-7 Infiniti/7 Jeep/2-5 Kia/5-7 Lexus/5-8 Lincoln/4-5 Mazda/3-5 Mercedes/7 Mitsubishi/2-3 Nissan/2-7 Ram/4-9 Subaru/5-7 Toyota/4-9 VW/4-5 Volvo/6 And that’s if you pay the full sticker price! Who does that The guy who thinks Taco Bell is a Mexican phone company And the gal who thinks the National Guard is an All-Amerucan football player Common Sense: If you and I wanted to start a retail business selling a product with a 100 MSRP that no one would pay but cost us 91 to 98 we’d never open the door to customers! But for decades we both have swallowed hook line and sinker the preposterous notion that the automakers have been telling us what their dealers pay for their cars If that were true and we owned a dealership we’d have gone ballistic decades ago But that’s never happened Ready for a good laugh Here’s the 2019 pricing on the Limited model of the Chrysler Pacifica Hybrid minivan: Invoice: 45291 Retail: 45395 Add the fact that a typical dealership’s overhead expense is 11 to 15 of its revenue and you’ll understand why today’s invoice prices are a total joke And clearly the industry is having a good laugh at our gullibility It’s almost impossible to carry the torch of truth through a crowd without singeing somebody’s beard – George Christoph Lichtenberg Apparently mortified by its two-decade failure to recognize the industry’s phony pricing scheme Consumer Reports dumped one of its major cash cows its New Car Price Service That’s the one they claimed would tell you the dealer’s true cost and how much wiggle room you had And it took just one obvious fact unearthed by this old marketing man to kill it My multiple articles on the website of Clark Howard the country’s best-known and most respected general consumer advocate may have accelerated its demise Can there be any stronger evidence that the way to get the best price on a new car has changed forever The inside story of the discovery of that game-changing fact is told in the book mentioned above available in paperback and Kindle formats at Amazon To read the back cover copy Preface Table of Contents and the first four chapters click here If you’d like an author-inscribed copy 1695 including First Class postage you can add that to your order for the information package AS I’VE NOTED NEW-CAR SALES HAVE HIT A WALL That Puts You In The Driver’s Seat The pent-up demand from the recession has been satisfied 2015 was the last growth year with sales up 57 A 3 gain was forecast for 2016 but the result was a tiny 03 Sales slipped 18 last year to 172 million about 300000 units behind 2016 Sales inched up just 04 in the first 11 months of this year and that tiny gain was based mainly on increased fleet sales to rental car companies and businesses not retail sales As a result the market is more competitive than ever with automakers spending more to move the metal In a word you’ve got more deal-making leverage now than you’ve had in years WHAT’S IN THE FIGHTING CHANCE PACKAGE 1 You’ll have the only independent unbiased source of truthful information and powerful negotiating advice on the Internet I’ve been focused single-mindedly on this subject since before the Dead Sea got sick and much of that knowledge has come from customers’ feedback 2 You’ll have a coach as you go through the process Got a question Call us Want to run the best lease numbers you’ve received before you sign the papers Call us 3 In the package’s centerpiece How To Conduct The Phone Email competitive bidding you’ll learn exactly what to do and say each step of the way as you conduct the process from your home or office We also tell you the best day of that month to start it This package changes over time Simply faxing or emailing dealers doesn’t work well today 4 You’ll receive our signature Big Picture analysis of how the brands and the specific vehicles you’re considering have been doing in the market Are your model’s sales up or down What’s the current holdback information for brands that use it Several don’t And to the extent we’ve had feedback in this little information boutique how much over or under the total invoice have customers reported paying for it excluding sales tax and vehicle registration fees 5 You’ll get the current sticker/MSRP and dealer invoice pricing data for the vehicles you’re considering covering all the trim levels and factory equipment packages 6 You’ll also get these insightful articles most of them information no other auto-info site tells you Can You Get The Vehicle Configuration You Want Things To Consider About Placing A Factory Order Today Incentives Often Differ From Market To Market Here’s How To Check The Offers Where You Are The Crucial Financial Importance Of A Dealership’s Customer Satisfaction Rating How We Abandoned Our Inborn Common Sense About New-Car Pricing How The Industry Has Turned The Invoice Price Into A Bloated Imposter By Continually Raising It By More Than The MSRP For Over Two Decades How New-Car Dealers Make The Big Bucks And How They Don’t Two Big ‘Fake News’ Sales Come-ons To Ignore The Myth Of Vehicle-Specific Dealer Cash Incentives Important Note On The Pricing Of Dealer-Installed Accessories Have You Chosen A Crashworthy Vehicle Thoughts On Buying A Demo Or Last Year’s Leftover Model Should You Buy An Extended Warranty Dealing With A Trade-In if you tell us you have one Leasing 101: The Straight Skinny if you tell us you’re leasing or undecided Here’s The Information We Need To Analyze Your ‘Best-Offer’ Lease Numbers With You If you’re leasing or undecided THE COST OF THIS UNIQUE PACKAGE: 4995 That includes all the information you need for any one vehicle Additional vehicles: 1500 each More than half of our customers add one or more as fall-back alternatives This could become a small but wise 1500 decision if you find it difficult to deal on your first choice The average new car sells for over 35000 today Important Note: This is a service for NEW VEHICLES ONLY We have no information on used vehicles Also we have NO CANADIAN PRICING DATA HOW TO PLACE AN ORDER AND HOW AND WHEN YOU’LL RECEIVE IT To place an order on our secure encrypted order form click on the Ordering link in the upper left column To see the vehicles for which we have pricing info click on Auto Pricing link in that column If you’d prefer to place a phone order or if you have questions that aren’t answered on our web site you may call our order desk at 1-562-433-8489 between 9:15AM and 4:00PM Pacific time Monday through Friday Delivery Timing: 99 of our customers request email delivery Orders received by 3:00PM Pacific time this Wednesday Thursday and Friday will be emailed the same day We’re closed on weekends We’ll be here 562-433-8489 to answer your questions and analyze your best lease offer weekdays between 9:15 AM and 4:00 PM Pacific time I look forward to helping you get a great deal on a new car And I hope you’ll visit me when I have to join the Witness Protection program James Bragg Copyright © 2017 Fighting Chance Home | 1 |
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| 10 The invoice hasn’t been a vehicle cost for well over two decades and probably forever In the mid-1990s the auto industry launched a phony redesign of the automaker-dealer financial relationship by systematically raising the invoice price by more than it raised the retail/sticker price year after year cutting the difference between the two dramatically and turning the invoice into a bloated imposter To see that multi-year ongoing con job click here I unearthed this scam in 2012 by analyzing almost 2 decades of new-car pricing files then wrote a book titled Letting The Cat Out of the Bag – How the Auto Industry Redesigned The Dealer Invoice Price When The Internet Arrived I sent a copy to a friend at USA TODAY and was invited to an 11/27/12 Automotive Roundtable discussion based on that book as to whether online car shopping and information services are believable and are relevant in today’s market The heavyweights there were all senior executives from Carscom Edmunds Kelley Blue Book TrueCar and Consumer Reports That bombshell pricing exhibit was the discussion’s centerpiece You could have heard a pin drop as they read it No one was aware of that fact though it had been right under their noses for 17 years! I asked the Consumer Reports representative Who’s been running your New Car Pricing Service for the past 17 years Rip Van Winkle He was not amused To read most of the USA TODAY Don’t Trust The Invoice Price write-up which dubbed me a peppery contrarian and see my take on that meeting click here That subterfuge has made new-car pricing laughable Check the tiny percentage differences today between the base invoice and retail /sticker prices for each brand Acura/5-7 Audi/7 BMW/6 Buick/4-5 Cadillac/5 Chevy/5-7 Chrysler/4 Dodge/3-4 Ford/1-7 Genesis/5-7 GMC/5-7 Honda/3-9 Hyundai/3-7 Infiniti/7 Jeep/2-5 Kia/5-7 Lexus/5-8 Lincoln/4-5 Mazda/3-5 Mercedes/7 Mitsubishi/2-3 Nissan/2-7 Ram/4-9 Subaru/5-7 Toyota/4-9 VW/4-5 Volvo/6 And that’s if you pay the full sticker price! Who does that The guy who thinks Taco Bell is a Mexican phone company And the gal who thinks the National Guard is an All-Amerucan football player Common Sense: If you and I wanted to start a retail business selling a product with a 100 MSRP that no one would pay but cost us 91 to 98 we’d never open the door to customers! But for decades we both have swallowed hook line and sinker the preposterous notion that the automakers have been telling us what their dealers pay for their cars If that were true and we owned a dealership we’d have gone ballistic decades ago But that’s never happened Ready for a good laugh Here’s the 2019 pricing on the Limited model of the Chrysler Pacifica Hybrid minivan: Invoice: 45291 Retail: 45395 Add the fact that a typical dealership’s overhead expense is 11 to 15 of its revenue and you’ll understand why today’s invoice prices are a total joke And clearly the industry is having a good laugh at our gullibility It’s almost impossible to carry the torch of truth through a crowd without singeing somebody’s beard – George Christoph Lichtenberg Apparently mortified by its two-decade failure to recognize the industry’s phony pricing scheme Consumer Reports dumped one of its major cash cows its New Car Price Service That’s the one they claimed would tell you the dealer’s true cost and how much wiggle room you had And it took just one obvious fact unearthed by this old marketing man to kill it My multiple articles on the website of Clark Howard the country’s best-known and most respected general consumer advocate may have accelerated its demise Can there be any stronger evidence that the way to get the best price on a new car has changed forever The inside story of the discovery of that game-changing fact is told in the book mentioned above available in paperback and Kindle formats at Amazon To read the back cover copy Preface Table of Contents and the first four chapters click here If you’d like an author-inscribed copy 1695 including First Class postage you can add that to your order for the information package AS I’VE NOTED NEW-CAR SALES HAVE HIT A WALL That Puts You In The Driver’s Seat The pent-up demand from the recession has been satisfied 2015 was the last growth year with sales up 57 A 3 gain was forecast for 2016 but the result was a tiny 03 Sales slipped 18 last year to 172 million about 300000 units behind 2016 Sales inched up just 04 in the first 11 months of this year and that tiny gain was based mainly on increased fleet sales to rental car companies and businesses not retail sales As a result the market is more competitive than ever with automakers spending more to move the metal In a word you’ve got more deal-making leverage now than you’ve had in years WHAT’S IN THE FIGHTING CHANCE PACKAGE 1 You’ll have the only independent unbiased source of truthful information and powerful negotiating advice on the Internet I’ve been focused single-mindedly on this subject since before the Dead Sea got sick and much of that knowledge has come from customers’ feedback 2 You’ll have a coach as you go through the process Got a question Call us Want to run the best lease numbers you’ve received before you sign the papers Call us 3 In the package’s centerpiece How To Conduct The Phone Email competitive bidding you’ll learn exactly what to do and say each step of the way as you conduct the process from your home or office We also tell you the best day of that month to start it This package changes over time Simply faxing or emailing dealers doesn’t work well today 4 You’ll receive our signature Big Picture analysis of how the brands and the specific vehicles you’re considering have been doing in the market Are your model’s sales up or down What’s the current holdback information for brands that use it Several don’t And to the extent we’ve had feedback in this little information boutique how much over or under the total invoice have customers reported paying for it excluding sales tax and vehicle registration fees 5 You’ll get the current sticker/MSRP and dealer invoice pricing data for the vehicles you’re considering covering all the trim levels and factory equipment packages 6 You’ll also get these insightful articles most of them information no other auto-info site tells you Can You Get The Vehicle Configuration You Want Things To Consider About Placing A Factory Order Today Incentives Often Differ From Market To Market Here’s How To Check The Offers Where You Are The Crucial Financial Importance Of A Dealership’s Customer Satisfaction Rating How We Abandoned Our Inborn Common Sense About New-Car Pricing How The Industry Has Turned The Invoice Price Into A Bloated Imposter By Continually Raising It By More Than The MSRP For Over Two Decades How New-Car Dealers Make The Big Bucks And How They Don’t Two Big ‘Fake News’ Sales Come-ons To Ignore The Myth Of Vehicle-Specific Dealer Cash Incentives Important Note On The Pricing Of Dealer-Installed Accessories Have You Chosen A Crashworthy Vehicle Thoughts On Buying A Demo Or Last Year’s Leftover Model Should You Buy An Extended Warranty Dealing With A Trade-In if you tell us you have one Leasing 101: The Straight Skinny if you tell us you’re leasing or undecided Here’s The Information We Need To Analyze Your ‘Best-Offer’ Lease Numbers With You If you’re leasing or undecided THE COST OF THIS UNIQUE PACKAGE: 4995 That includes all the information you need for any one vehicle Additional vehicles: 1500 each More than half of our customers add one or more as fall-back alternatives This could become a small but wise 1500 decision if you find it difficult to deal on your first choice The average new car sells for over 35000 today Important Note: This is a service for NEW VEHICLES ONLY We have no information on used vehicles Also we have NO CANADIAN PRICING DATA HOW TO PLACE AN ORDER AND HOW AND WHEN YOU’LL RECEIVE IT To place an order on our secure encrypted order form click on the Ordering link in the upper left column To see the vehicles for which we have pricing info click on Auto Pricing link in that column If you’d prefer to place a phone order or if you have questions that aren’t answered on our web site you may call our order desk at 1-562-433-8489 between 9:15AM and 4:00PM Pacific time Monday through Friday Delivery Timing: 99 of our customers request email delivery Orders received by 3:00PM Pacific time this Wednesday Thursday and Friday will be emailed the same day We’re closed on weekends We’ll be here 562-433-8489 to answer your questions and analyze your best lease offer weekdays between 9:15 AM and 4:00 PM Pacific time I look forward to helping you get a great deal on a new car And I hope you’ll visit me when I have to join the Witness Protection program James Bragg Copyright © 2017 Fighting Chance Home | 1 |
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| 10 ESSENTIAL FACTS THEY DON’T WANT YOU TO KNOW 1 You are shopping for a commodity It’s the same car with the same price structure at every dealer selling that brand And every dealer’s fiercest competitors aren’t other brands they’re the other stores selling the same brand I learned that in 1997 when a customer shopping for a Ford Contour compact sedan called and said I just contacted 12 Ford dealers for price proposals and it was like rolling a bottle of wine into a jail cell full of drunks! 2 The art of any deal is one little word: leverage Yet most new-car shoppers still walk into a car store to haggle the price a game they always lose because their leverage is zero 3 The leverage shifts dramatically from the dealers to you when you use our 3-step competitive bidding process to get several of them competing for your business – ideally at least 9 or 10 no matter how far from you they are Few dealerships decline to participate because the retail car business has hit a wall entering a multi-year no-growth period 4 Holdback is fading into the sunset That’s money dealers get from automakers after a sale is made These luxury brands have already dumped it: Audi BMW Cadillac Infiniti Jaguar Land Rover Lexus Lincoln and Mercedes-Benz I expect other brands to follow suit over the next several years 5 Factory-to-dealer cash programs today are rarely vehicle-specific Instead they’re based on secret multi-month total sales targets that are set dealer-by-dealer And an important part of that cash bonus is usually also based on more subjective elements like the effectiveness of a dealership’s factory-certified used car employee training and online marketing programs as well as on customers’ dealer satisfaction ratings from their sales and service experiences 6 The new-car business has a significant seasonality pattern with monthly sales ranging from under 7 to over 11 of a year’s total So dealers must keep their cumulative sales in synch with cumulative seasonality to reach their multi-month targets 7 Given that reality there are almost always some dealerships trailing their targets and more strongly motivated to make aggressive price proposals than others And this month’s low bidder may be next month’s high bidder depending on its sales status then 8 There is never a good price or right price to pay for any new car The only right price is the best out-the-door price you can get by having at least 9 or 10 dealers compete for your business That’s the agreed-upon price of the car plus sales tax state registration fees and any other dealer charges Example: A customer got 9 dealers to compete for the redesigned Honda CR-V and paid 1090 below invoice The 8 other bids: 900 below 510 below 410 below 180 below and 300 over invoice 460 over 530 over and 930 over – a 2020 spread! What should I have told him would be a good price Any number I picked would have been dead wrong The winning sales manager said This is the only smart way to buy a car But if everyone did it this way we’d be out of business 9 Those big Internet car-info and buying sites aren’t in business to get you the best price The bulk of their revenue comes from car-company advertising and the 300 referral fees they get when you buy or lease a car from dealers they send you to in their networks Even Consumer Reports which once promised it wouldn’t recommend any product or service for financial gain earns substantial revenue from TrueCar when you drive home a car from the TrueCar dealers CR sends you to in its Build amp Buy service Those sites are in business to help dealers sell cars profitably to pocket those referral commissions which come from your pocket If you contact them for price proposals the dealers in their networks will be on you like red ants on a spilt snow cone Your first discussion with them should be when you call their Internet Sales Managers to get their participation in the Fighting Chance competitive bidding process It ain’t what you don’t know that gets you into trouble It’s what you know for sure that just ain’t so – Mark Twain THE INDUSTRY WANTS US TO BELIEVE THE INVOICE IS A REAL COST NUMBER BUT IT JUST AIN’T SO AND IT AIN’T BEEN SO FOR A LONG LONG TIME 10 The invoice hasn’t been a vehicle cost for well over two decades and probably forever In the mid-1990s the auto industry launched a phony redesign of the automaker-dealer financial relationship by systematically raising the invoice price by more than it raised the retail/sticker price year after year cutting the difference between the two dramatically and turning the invoice into a bloated imposter To see that multi-year ongoing con job click here I unearthed this scam in 2012 by analyzing almost 2 decades of new-car pricing files then wrote a book titled Letting The Cat Out of the Bag – How the Auto Industry Redesigned The Dealer Invoice Price When The Internet Arrived I sent a copy to a friend at USA TODAY and was invited to an 11/27/12 Automotive Roundtable discussion based on that book as to whether online car shopping and information services are believable and are relevant in today’s market The heavyweights there were all senior executives from Carscom Edmunds Kelley Blue Book TrueCar and Consumer Reports That bombshell pricing exhibit was the discussion’s centerpiece You could have heard a pin drop as they read it No one was aware of that fact though it had been right under their noses for 17 years! I asked the Consumer Reports representative Who’s been running your New Car Pricing Service for the past 17 years Rip Van Winkle He was not amused To read most of the USA TODAY Don’t Trust The Invoice Price write-up which dubbed me a peppery contrarian and see my take on that meeting click here That subterfuge has made new-car pricing laughable Check the tiny percentage differences today between the base invoice and retail /sticker prices for each brand Acura/5-7 Audi/7 BMW/6 Buick/4-5 Cadillac/5 Chevy/5-7 Chrysler/4 Dodge/3-4 Ford/1-7 Genesis/5-7 GMC/5-7 Honda/3-9 Hyundai/3-7 Infiniti/7 Jeep/2-5 Kia/5-7 Lexus/5-8 Lincoln/4-5 Mazda/3-5 Mercedes/7 Mitsubishi/2-3 Nissan/2-7 Ram/4-9 Subaru/5-7 Toyota/4-9 VW/4-5 Volvo/6 And that’s if you pay the full sticker price! Who does that The guy who thinks Taco Bell is a Mexican phone company And the gal who thinks the National Guard is an All-Amerucan football player Common Sense: If you and I wanted to start a retail business selling a product with a 100 MSRP that no one would pay but cost us 91 to 98 we’d never open the door to customers! But for decades we both have swallowed hook line and sinker the preposterous notion that the automakers have been telling us what their dealers pay for their cars If that were true and we owned a dealership we’d have gone ballistic decades ago But that’s never happened Ready for a good laugh Here’s the 2019 pricing on the Limited model of the Chrysler Pacifica Hybrid minivan: Invoice: 45291 Retail: 45395 Add the fact that a typical dealership’s overhead expense is 11 to 15 of its revenue and you’ll understand why today’s invoice prices are a total joke And clearly the industry is having a good laugh at our gullibility It’s almost impossible to carry the torch of truth through a crowd without singeing somebody’s beard – George Christoph Lichtenberg Apparently mortified by its two-decade failure to recognize the industry’s phony pricing scheme Consumer Reports dumped one of its major cash cows its New Car Price Service That’s the one they claimed would tell you the dealer’s true cost and how much wiggle room you had And it took just one obvious fact unearthed by this old marketing man to kill it My multiple articles on the website of Clark Howard the country’s best-known and most respected general consumer advocate may have accelerated its demise Can there be any stronger evidence that the way to get the best price on a new car has changed forever The inside story of the discovery of that game-changing fact is told in the book mentioned above available in paperback and Kindle formats at Amazon To read the back cover copy Preface Table of Contents and the first four chapters click here If you’d like an author-inscribed copy 1695 including First Class postage you can add that to your order for the information package AS I’VE NOTED NEW-CAR SALES HAVE HIT A WALL That Puts You In The Driver’s Seat The pent-up demand from the recession has been satisfied 2015 was the last growth year with sales up 57 A 3 gain was forecast for 2016 but the result was a tiny 03 Sales slipped 18 last year to 172 million about 300000 units behind 2016 Sales inched up just 04 in the first 11 months of this year and that tiny gain was based mainly on increased fleet sales to rental car companies and businesses not retail sales As a result the market is more competitive than ever with automakers spending more to move the metal In a word you’ve got more deal-making leverage now than you’ve had in years WHAT’S IN THE FIGHTING CHANCE PACKAGE 1 You’ll have the only independent unbiased source of truthful information and powerful negotiating advice on the Internet I’ve been focused single-mindedly on this subject since before the Dead Sea got sick and much of that knowledge has come from customers’ feedback 2 You’ll have a coach as you go through the process Got a question Call us Want to run the best lease numbers you’ve received before you sign the papers Call us 3 In the package’s centerpiece How To Conduct The Phone Email competitive bidding you’ll learn exactly what to do and say each step of the way as you conduct the process from your home or office We also tell you the best day of that month to start it This package changes over time Simply faxing or emailing dealers doesn’t work well today 4 You’ll receive our signature Big Picture analysis of how the brands and the specific vehicles you’re considering have been doing in the market Are your model’s sales up or down What’s the current holdback information for brands that use it Several don’t And to the extent we’ve had feedback in this little information boutique how much over or under the total invoice have customers reported paying for it excluding sales tax and vehicle registration fees 5 You’ll get the current sticker/MSRP and dealer invoice pricing data for the vehicles you’re considering covering all the trim levels and factory equipment packages 6 You’ll also get these insightful articles most of them information no other auto-info site tells you Can You Get The Vehicle Configuration You Want Things To Consider About Placing A Factory Order Today Incentives Often Differ From Market To Market Here’s How To Check The Offers Where You Are The Crucial Financial Importance Of A Dealership’s Customer Satisfaction Rating How We Abandoned Our Inborn Common Sense About New-Car Pricing How The Industry Has Turned The Invoice Price Into A Bloated Imposter By Continually Raising It By More Than The MSRP For Over Two Decades How New-Car Dealers Make The Big Bucks And How They Don’t Two Big ‘Fake News’ Sales Come-ons To Ignore The Myth Of Vehicle-Specific Dealer Cash Incentives Important Note On The Pricing Of Dealer-Installed Accessories Have You Chosen A Crashworthy Vehicle Thoughts On Buying A Demo Or Last Year’s Leftover Model Should You Buy An Extended Warranty Dealing With A Trade-In if you tell us you have one Leasing 101: The Straight Skinny if you tell us you’re leasing or undecided Here’s The Information We Need To Analyze Your ‘Best-Offer’ Lease Numbers With You If you’re leasing or undecided THE COST OF THIS UNIQUE PACKAGE: 4995 That includes all the information you need for any one vehicle Additional vehicles: 1500 each More than half of our customers add one or more as fall-back alternatives This could become a small but wise 1500 decision if you find it difficult to deal on your first choice The average new car sells for over 35000 today Important Note: This is a service for NEW VEHICLES ONLY We have no information on used vehicles Also we have NO CANADIAN PRICING DATA HOW TO PLACE AN ORDER AND HOW AND WHEN YOU’LL RECEIVE IT To place an order on our secure encrypted order form click on the Ordering link in the upper left column To see the vehicles for which we have pricing info click on Auto Pricing link in that column If you’d prefer to place a phone order or if you have questions that aren’t answered on our web site you may call our order desk at 1-562-433-8489 between 9:15AM and 4:00PM Pacific time Monday through Friday Delivery Timing: 99 of our customers request email delivery Orders received by 3:00PM Pacific time this Wednesday Thursday and Friday will be emailed the same day We’re closed on weekends We’ll be here 562-433-8489 to answer your questions and analyze your best lease offer weekdays between 9:15 AM and 4:00 PM Pacific time I look forward to helping you get a great deal on a new car And I hope you’ll visit me when I have to join the Witness Protection program James Bragg Copyright © 2017 Fighting Chance Home | 1 |
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| I was the only candidate James Bragg 146000 new-car shoppers have used our competitive bidding process to get the lowest price possible without walking into a single car store to haggle With our empowering guide to buying or leasing a new car you’ll be in total control conducting the process from your home or office among several dealers that you choose We teach you exactly what to say and do and when to do it And we’ll be here to answer your questions by phone including going through your best-offer numbers IMPORTANT: THE BEST WEEK EVERY YEAR TO BUY OR LEASE A NEW CAR IS THE ONE BETWEEN CHRISTMAS AND NEW YEAR’S EVE A disproportionate number of the best deals I hear happen then Whether dealers have been having a great year or a lousy one they all want to end the year with a bang and go into January the lowest sales month with some momentum So if you plan to get a new car soon soon is now WARNING! Our facts and recommendations contradict almost everything you’re being told by those big new-car buying and info sites which get all their revenue from the automakers and dealers they send you to But it’s almost 2o019 not 1994 and it’s time you stopped looking at the way to buy a new car through their broken rear-view mirrors Your responsibility as a person is to constantly update your positions on as many things as possible If you don’t contradict yourself regularly you’re not thinking – Malcolm Gladwell 10 ESSENTIAL FACTS THEY DON’T WANT YOU TO KNOW 1 You are shopping for a commodity It’s the same car with the same price structure at every dealer selling that brand And every dealer’s fiercest competitors aren’t other brands they’re the other stores selling the same brand I learned that in 1997 when a customer shopping for a Ford Contour compact sedan called and said I just contacted 12 Ford dealers for price proposals and it was like rolling a bottle of wine into a jail cell full of drunks! 2 The art of any deal is one little word: leverage Yet most new-car shoppers still walk into a car store to haggle the price a game they always lose because their leverage is zero 3 The leverage shifts dramatically from the dealers to you when you use our 3-step competitive bidding process to get several of them competing for your business – ideally at least 9 or 10 no matter how far from you they are Few dealerships decline to participate because the retail car business has hit a wall entering a multi-year no-growth period 4 Holdback is fading into the sunset That’s money dealers get from automakers after a sale is made These luxury brands have already dumped it: Audi BMW Cadillac Infiniti Jaguar Land Rover Lexus Lincoln and Mercedes-Benz I expect other brands to follow suit over the next several years 5 Factory-to-dealer cash programs today are rarely vehicle-specific Instead they’re based on secret multi-month total sales targets that are set dealer-by-dealer And an important part of that cash bonus is usually also based on more subjective elements like the effectiveness of a dealership’s factory-certified used car employee training and online marketing programs as well as on customers’ dealer satisfaction ratings from their sales and service experiences 6 The new-car business has a significant seasonality pattern with monthly sales ranging from under 7 to over 11 of a year’s total So dealers must keep their cumulative sales in synch with cumulative seasonality to reach their multi-month targets 7 Given that reality there are almost always some dealerships trailing their targets and more strongly motivated to make aggressive price proposals than others And this month’s low bidder may be next month’s high bidder depending on its sales status then 8 There is never a good price or right price to pay for any new car The only right price is the best out-the-door price you can get by having at least 9 or 10 dealers compete for your business That’s the agreed-upon price of the car plus sales tax state registration fees and any other dealer charges Example: A customer got 9 dealers to compete for the redesigned Honda CR-V and paid 1090 below invoice The 8 other bids: 900 below 510 below 410 below 180 below and 300 over invoice 460 over 530 over and 930 over – a 2020 spread! What should I have told him would be a good price Any number I picked would have been dead wrong The winning sales manager said This is the only smart way to buy a car But if everyone did it this way we’d be out of business 9 Those big Internet car-info and buying sites aren’t in business to get you the best price The bulk of their revenue comes from car-company advertising and the 300 referral fees they get when you buy or lease a car from dealers they send you to in their networks Even Consumer Reports which once promised it wouldn’t recommend any product or service for financial gain earns substantial revenue from TrueCar when you drive home a car from the TrueCar dealers CR sends you to in its Build amp Buy service Those sites are in business to help dealers sell cars profitably to pocket those referral commissions which come from your pocket If you contact them for price proposals the dealers in their networks will be on you like red ants on a spilt snow cone Your first discussion with them should be when you call their Internet Sales Managers to get their participation in the Fighting Chance competitive bidding process It ain’t what you don’t know that gets you into trouble It’s what you know for sure that just ain’t so – Mark Twain THE INDUSTRY WANTS US TO BELIEVE THE INVOICE IS A REAL COST NUMBER BUT IT JUST AIN’T SO AND IT AIN’T BEEN SO FOR A LONG LONG TIME 10 The invoice hasn’t been a vehicle cost for well over two decades and probably forever In the mid-1990s the auto industry launched a phony redesign of the automaker-dealer financial relationship by systematically raising the invoice price by more than it raised the retail/sticker price year after year cutting the difference between the two dramatically and turning the invoice into a bloated imposter To see that multi-year ongoing con job click here I unearthed this scam in 2012 by analyzing almost 2 decades of new-car pricing files then wrote a book titled Letting The Cat Out of the Bag – How the Auto Industry Redesigned The Dealer Invoice Price When The Internet Arrived I sent a copy to a friend at USA TODAY and was invited to an 11/27/12 Automotive Roundtable discussion based on that book as to whether online car shopping and information services are believable and are relevant in today’s market The heavyweights there were all senior executives from Carscom Edmunds Kelley Blue Book TrueCar and Consumer Reports That bombshell pricing exhibit was the discussion’s centerpiece You could have heard a pin drop as they read it No one was aware of that fact though it had been right under their noses for 17 years! I asked the Consumer Reports representative Who’s been running your New Car Pricing Service for the past 17 years Rip Van Winkle He was not amused To read most of the USA TODAY Don’t Trust The Invoice Price write-up which dubbed me a peppery contrarian and see my take on that meeting click here That subterfuge has made new-car pricing laughable Check the tiny percentage differences today between the base invoice and retail /sticker prices for each brand Acura/5-7 Audi/7 BMW/6 Buick/4-5 Cadillac/5 Chevy/5-7 Chrysler/4 Dodge/3-4 Ford/1-7 Genesis/5-7 GMC/5-7 Honda/3-9 Hyundai/3-7 Infiniti/7 Jeep/2-5 Kia/5-7 Lexus/5-8 Lincoln/4-5 Mazda/3-5 Mercedes/7 Mitsubishi/2-3 Nissan/2-7 Ram/4-9 Subaru/5-7 Toyota/4-9 VW/4-5 Volvo/6 And that’s if you pay the full sticker price! Who does that The guy who thinks Taco Bell is a Mexican phone company And the gal who thinks the National Guard is an All-Amerucan football player Common Sense: If you and I wanted to start a retail business selling a product with a 100 MSRP that no one would pay but cost us 91 to 98 we’d never open the door to customers! But for decades we both have swallowed hook line and sinker the preposterous notion that the automakers have been telling us what their dealers pay for their cars If that were true and we owned a dealership we’d have gone ballistic decades ago But that’s never happened Ready for a good laugh Here’s the 2019 pricing on the Limited model of the Chrysler Pacifica Hybrid minivan: Invoice: 45291 Retail: 45395 Add the fact that a typical dealership’s overhead expense is 11 to 15 of its revenue and you’ll understand why today’s invoice prices are a total joke And clearly the industry is having a good laugh at our gullibility It’s almost impossible to carry the torch of truth through a crowd without singeing somebody’s beard – George Christoph Lichtenberg Apparently mortified by its two-decade failure to recognize the industry’s phony pricing scheme Consumer Reports dumped one of its major cash cows its New Car Price Service That’s the one they claimed would tell you the dealer’s true cost and how much wiggle room you had And it took just one obvious fact unearthed by this old marketing man to kill it My multiple articles on the website of Clark Howard the country’s best-known and most respected general consumer advocate may have accelerated its demise Can there be any stronger evidence that the way to get the best price on a new car has changed forever The inside story of the discovery of that game-changing fact is told in the book mentioned above available in paperback and Kindle formats at Amazon To read the back cover copy Preface Table of Contents and the first four chapters click here If you’d like an author-inscribed copy 1695 including First Class postage you can add that to your order for the information package AS I’VE NOTED NEW-CAR SALES HAVE HIT A WALL That Puts You In The Driver’s Seat The pent-up demand from the recession has been satisfied 2015 was the last growth year with sales up 57 A 3 gain was forecast for 2016 but the result was a tiny 03 Sales slipped 18 last year to 172 million about 300000 units behind 2016 Sales inched up just 04 in the first 11 months of this year and that tiny gain was based mainly on increased fleet sales to rental car companies and businesses not retail sales As a result the market is more competitive than ever with automakers spending more to move the metal In a word you’ve got more deal-making leverage now than you’ve had in years WHAT’S IN THE FIGHTING CHANCE PACKAGE 1 You’ll have the only independent unbiased source of truthful information and powerful negotiating advice on the Internet I’ve been focused single-mindedly on this subject since before the Dead Sea got sick and much of that knowledge has come from customers’ feedback 2 You’ll have a coach as you go through the process Got a question Call us Want to run the best lease numbers you’ve received before you sign the papers Call us 3 In the package’s centerpiece How To Conduct The Phone Email competitive bidding you’ll learn exactly what to do and say each step of the way as you conduct the process from your home or office We also tell you the best day of that month to start it This package changes over time Simply faxing or emailing dealers doesn’t work well today 4 You’ll receive our signature Big Picture analysis of how the brands and the specific vehicles you’re considering have been doing in the market Are your model’s sales up or down What’s the current holdback information for brands that use it Several don’t And to the extent we’ve had feedback in this little information boutique how much over or under the total invoice have customers reported paying for it excluding sales tax and vehicle registration fees 5 You’ll get the current sticker/MSRP and dealer invoice pricing data for the vehicles you’re considering covering all the trim levels and factory equipment packages 6 You’ll also get these insightful articles most of them information no other auto-info site tells you Can You Get The Vehicle Configuration You Want Things To Consider About Placing A Factory Order Today Incentives Often Differ From Market To Market Here’s How To Check The Offers Where You Are The Crucial Financial Importance Of A Dealership’s Customer Satisfaction Rating How We Abandoned Our Inborn Common Sense About New-Car Pricing How The Industry Has Turned The Invoice Price Into A Bloated Imposter By Continually Raising It By More Than The MSRP For Over Two Decades How New-Car Dealers Make The Big Bucks And How They Don’t Two Big ‘Fake News’ Sales Come-ons To Ignore The Myth Of Vehicle-Specific Dealer Cash Incentives Important Note On The Pricing Of Dealer-Installed Accessories Have You Chosen A Crashworthy Vehicle Thoughts On Buying A Demo Or Last Year’s Leftover Model Should You Buy An Extended Warranty Dealing With A Trade-In if you tell us you have one Leasing 101: The Straight Skinny if you tell us you’re leasing or undecided Here’s The Information We Need To Analyze Your ‘Best-Offer’ Lease Numbers With You If you’re leasing or undecided THE COST OF THIS UNIQUE PACKAGE: 4995 That includes all the information you need for any one vehicle Additional vehicles: 1500 each More than half of our customers add one or more as fall-back alternatives This could become a small but wise 1500 decision if you find it difficult to deal on your first choice The average new car sells for over 35000 today Important Note: This is a service for NEW VEHICLES ONLY We have no information on used vehicles Also we have NO CANADIAN PRICING DATA HOW TO PLACE AN ORDER AND HOW AND WHEN YOU’LL RECEIVE IT To place an order on our secure encrypted order form click on the Ordering link in the upper left column To see the vehicles for which we have pricing info click on Auto Pricing link in that column If you’d prefer to place a phone order or if you have questions that aren’t answered on our web site you may call our order desk at 1-562-433-8489 between 9:15AM and 4:00PM Pacific time Monday through Friday Delivery Timing: 99 of our customers request email delivery Orders received by 3:00PM Pacific time this Wednesday Thursday and Friday will be emailed the same day We’re closed on weekends We’ll be here 562-433-8489 to answer your questions and analyze your best lease offer weekdays between 9:15 AM and 4:00 PM Pacific time I look forward to helping you get a great deal on a new car And I hope you’ll visit me when I have to join the Witness Protection program James Bragg Copyright © 2017 Fighting Chance Home | 1 |
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| To read most of the USA TODAY Don’t Trust The Invoice Price write-up which dubbed me a peppery contrarian and see my take on that meeting click here That subterfuge has made new-car pricing laughable Check the tiny percentage differences today between the base invoice and retail /sticker prices for each brand Acura/5-7 Audi/7 BMW/6 Buick/4-5 Cadillac/5 Chevy/5-7 Chrysler/4 Dodge/3-4 Ford/1-7 Genesis/5-7 GMC/5-7 Honda/3-9 Hyundai/3-7 Infiniti/7 Jeep/2-5 Kia/5-7 Lexus/5-8 Lincoln/4-5 Mazda/3-5 Mercedes/7 Mitsubishi/2-3 Nissan/2-7 Ram/4-9 Subaru/5-7 Toyota/4-9 VW/4-5 Volvo/6 And that’s if you pay the full sticker price! Who does that The guy who thinks Taco Bell is a Mexican phone company And the gal who thinks the National Guard is an All-Amerucan football player Common Sense: If you and I wanted to start a retail business selling a product with a 100 MSRP that no one would pay but cost us 91 to 98 we’d never open the door to customers! But for decades we both have swallowed hook line and sinker the preposterous notion that the automakers have been telling us what their dealers pay for their cars If that were true and we owned a dealership we’d have gone ballistic decades ago But that’s never happened Ready for a good laugh Here’s the 2019 pricing on the Limited model of the Chrysler Pacifica Hybrid minivan: Invoice: 45291 Retail: 45395 Add the fact that a typical dealership’s overhead expense is 11 to 15 of its revenue and you’ll understand why today’s invoice prices are a total joke And clearly the industry is having a good laugh at our gullibility It’s almost impossible to carry the torch of truth through a crowd without singeing somebody’s beard – George Christoph Lichtenberg Apparently mortified by its two-decade failure to recognize the industry’s phony pricing scheme Consumer Reports dumped one of its major cash cows its New Car Price Service That’s the one they claimed would tell you the dealer’s true cost and how much wiggle room you had And it took just one obvious fact unearthed by this old marketing man to kill it My multiple articles on the website of Clark Howard the country’s best-known and most respected general consumer advocate may have accelerated its demise Can there be any stronger evidence that the way to get the best price on a new car has changed forever The inside story of the discovery of that game-changing fact is told in the book mentioned above available in paperback and Kindle formats at Amazon To read the back cover copy Preface Table of Contents and the first four chapters click here If you’d like an author-inscribed copy 1695 including First Class postage you can add that to your order for the information package AS I’VE NOTED NEW-CAR SALES HAVE HIT A WALL That Puts You In The Driver’s Seat The pent-up demand from the recession has been satisfied 2015 was the last growth year with sales up 57 A 3 gain was forecast for 2016 but the result was a tiny 03 Sales slipped 18 last year to 172 million about 300000 units behind 2016 Sales inched up just 04 in the first 11 months of this year and that tiny gain was based mainly on increased fleet sales to rental car companies and businesses not retail sales As a result the market is more competitive than ever with automakers spending more to move the metal In a word you’ve got more deal-making leverage now than you’ve had in years WHAT’S IN THE FIGHTING CHANCE PACKAGE 1 You’ll have the only independent unbiased source of truthful information and powerful negotiating advice on the Internet I’ve been focused single-mindedly on this subject since before the Dead Sea got sick and much of that knowledge has come from customers’ feedback 2 You’ll have a coach as you go through the process Got a question Call us Want to run the best lease numbers you’ve received before you sign the papers Call us 3 In the package’s centerpiece How To Conduct The Phone Email competitive bidding you’ll learn exactly what to do and say each step of the way as you conduct the process from your home or office We also tell you the best day of that month to start it This package changes over time Simply faxing or emailing dealers doesn’t work well today 4 You’ll receive our signature Big Picture analysis of how the brands and the specific vehicles you’re considering have been doing in the market Are your model’s sales up or down What’s the current holdback information for brands that use it Several don’t And to the extent we’ve had feedback in this little information boutique how much over or under the total invoice have customers reported paying for it excluding sales tax and vehicle registration fees 5 You’ll get the current sticker/MSRP and dealer invoice pricing data for the vehicles you’re considering covering all the trim levels and factory equipment packages 6 You’ll also get these insightful articles most of them information no other auto-info site tells you Can You Get The Vehicle Configuration You Want Things To Consider About Placing A Factory Order Today Incentives Often Differ From Market To Market Here’s How To Check The Offers Where You Are The Crucial Financial Importance Of A Dealership’s Customer Satisfaction Rating How We Abandoned Our Inborn Common Sense About New-Car Pricing How The Industry Has Turned The Invoice Price Into A Bloated Imposter By Continually Raising It By More Than The MSRP For Over Two Decades How New-Car Dealers Make The Big Bucks And How They Don’t Two Big ‘Fake News’ Sales Come-ons To Ignore The Myth Of Vehicle-Specific Dealer Cash Incentives Important Note On The Pricing Of Dealer-Installed Accessories Have You Chosen A Crashworthy Vehicle Thoughts On Buying A Demo Or Last Year’s Leftover Model Should You Buy An Extended Warranty Dealing With A Trade-In if you tell us you have one Leasing 101: The Straight Skinny if you tell us you’re leasing or undecided Here’s The Information We Need To Analyze Your ‘Best-Offer’ Lease Numbers With You If you’re leasing or undecided THE COST OF THIS UNIQUE PACKAGE: 4995 That includes all the information you need for any one vehicle Additional vehicles: 1500 each More than half of our customers add one or more as fall-back alternatives This could become a small but wise 1500 decision if you find it difficult to deal on your first choice The average new car sells for over 35000 today Important Note: This is a service for NEW VEHICLES ONLY We have no information on used vehicles Also we have NO CANADIAN PRICING DATA HOW TO PLACE AN ORDER AND HOW AND WHEN YOU’LL RECEIVE IT To place an order on our secure encrypted order form click on the Ordering link in the upper left column To see the vehicles for which we have pricing info click on Auto Pricing link in that column If you’d prefer to place a phone order or if you have questions that aren’t answered on our web site you may call our order desk at 1-562-433-8489 between 9:15AM and 4:00PM Pacific time Monday through Friday Delivery Timing: 99 of our customers request email delivery Orders received by 3:00PM Pacific time this Wednesday Thursday and Friday will be emailed the same day We’re closed on weekends We’ll be here 562-433-8489 to answer your questions and analyze your best lease offer weekdays between 9:15 AM and 4:00 PM Pacific time I look forward to helping you get a great deal on a new car And I hope you’ll visit me when I have to join the Witness Protection program James Bragg Copyright © 2017 Fighting Chance Home | 1 |
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| HOW TO BUY OR LEASE A NEW CAR THE ONLYSMART WAY AND GET THE LOWEST PRICE IN THE MARKETWITHOUT WALKING INTO A SINGLE CAR STORE TO HAGGLE There are essential game-changing facts about the new-car business that the industry and those big auto-info websites have hidden from you for decades – facts that shift the negotiating leverage from the dealers to you Someone needed the hunger for the truth the tenacity to uncover it and the backbone and guts to reveal it to you I was the only candidate James Bragg 146000 new-car shoppers have used our competitive bidding process to get the lowest price possible without walking into a single car store to haggle With our empowering guide to buying or leasing a new car you’ll be in total control conducting the process from your home or office among several dealers that you choose We teach you exactly what to say and do and when to do it And we’ll be here to answer your questions by phone including going through your best-offer numbers IMPORTANT: THE BEST WEEK EVERY YEAR TO BUY OR LEASE A NEW CAR IS THE ONE BETWEEN CHRISTMAS AND NEW YEAR’S EVE A disproportionate number of the best deals I hear happen then Whether dealers have been having a great year or a lousy one they all want to end the year with a bang and go into January the lowest sales month with some momentum So if you plan to get a new car soon soon is now WARNING! Our facts and recommendations contradict almost everything you’re being told by those big new-car buying and info sites which get all their revenue from the automakers and dealers they send you to But it’s almost 2o019 not 1994 and it’s time you stopped looking at the way to buy a new car through their broken rear-view mirrors Your responsibility as a person is to constantly update your positions on as many things as possible If you don’t contradict yourself regularly you’re not thinking – Malcolm Gladwell 10 ESSENTIAL FACTS THEY DON’T WANT YOU TO KNOW 1 You are shopping for a commodity It’s the same car with the same price structure at every dealer selling that brand And every dealer’s fiercest competitors aren’t other brands they’re the other stores selling the same brand I learned that in 1997 when a customer shopping for a Ford Contour compact sedan called and said I just contacted 12 Ford dealers for price proposals and it was like rolling a bottle of wine into a jail cell full of drunks! 2 The art of any deal is one little word: leverage Yet most new-car shoppers still walk into a car store to haggle the price a game they always lose because their leverage is zero 3 The leverage shifts dramatically from the dealers to you when you use our 3-step competitive bidding process to get several of them competing for your business – ideally at least 9 or 10 no matter how far from you they are Few dealerships decline to participate because the retail car business has hit a wall entering a multi-year no-growth period 4 Holdback is fading into the sunset That’s money dealers get from automakers after a sale is made These luxury brands have already dumped it: Audi BMW Cadillac Infiniti Jaguar Land Rover Lexus Lincoln and Mercedes-Benz I expect other brands to follow suit over the next several years 5 Factory-to-dealer cash programs today are rarely vehicle-specific Instead they’re based on secret multi-month total sales targets that are set dealer-by-dealer And an important part of that cash bonus is usually also based on more subjective elements like the effectiveness of a dealership’s factory-certified used car employee training and online marketing programs as well as on customers’ dealer satisfaction ratings from their sales and service experiences 6 The new-car business has a significant seasonality pattern with monthly sales ranging from under 7 to over 11 of a year’s total So dealers must keep their cumulative sales in synch with cumulative seasonality to reach their multi-month targets 7 Given that reality there are almost always some dealerships trailing their targets and more strongly motivated to make aggressive price proposals than others And this month’s low bidder may be next month’s high bidder depending on its sales status then 8 There is never a good price or right price to pay for any new car The only right price is the best out-the-door price you can get by having at least 9 or 10 dealers compete for your business That’s the agreed-upon price of the car plus sales tax state registration fees and any other dealer charges Example: A customer got 9 dealers to compete for the redesigned Honda CR-V and paid 1090 below invoice The 8 other bids: 900 below 510 below 410 below 180 below and 300 over invoice 460 over 530 over and 930 over – a 2020 spread! What should I have told him would be a good price Any number I picked would have been dead wrong The winning sales manager said This is the only smart way to buy a car But if everyone did it this way we’d be out of business 9 Those big Internet car-info and buying sites aren’t in business to get you the best price The bulk of their revenue comes from car-company advertising and the 300 referral fees they get when you buy or lease a car from dealers they send you to in their networks Even Consumer Reports which once promised it wouldn’t recommend any product or service for financial gain earns substantial revenue from TrueCar when you drive home a car from the TrueCar dealers CR sends you to in its Build amp Buy service Those sites are in business to help dealers sell cars profitably to pocket those referral commissions which come from your pocket If you contact them for price proposals the dealers in their networks will be on you like red ants on a spilt snow cone Your first discussion with them should be when you call their Internet Sales Managers to get their participation in the Fighting Chance competitive bidding process It ain’t what you don’t know that gets you into trouble It’s what you know for sure that just ain’t so – Mark Twain THE INDUSTRY WANTS US TO BELIEVE THE INVOICE IS A REAL COST NUMBER BUT IT JUST AIN’T SO AND IT AIN’T BEEN SO FOR A LONG LONG TIME 10 The invoice hasn’t been a vehicle cost for well over two decades and probably forever In the mid-1990s the auto industry launched a phony redesign of the automaker-dealer financial relationship by systematically raising the invoice price by more than it raised the retail/sticker price year after year cutting the difference between the two dramatically and turning the invoice into a bloated imposter To see that multi-year ongoing con job click here I unearthed this scam in 2012 by analyzing almost 2 decades of new-car pricing files then wrote a book titled Letting The Cat Out of the Bag – How the Auto Industry Redesigned The Dealer Invoice Price When The Internet Arrived I sent a copy to a friend at USA TODAY and was invited to an 11/27/12 Automotive Roundtable discussion based on that book as to whether online car shopping and information services are believable and are relevant in today’s market The heavyweights there were all senior executives from Carscom Edmunds Kelley Blue Book TrueCar and Consumer Reports That bombshell pricing exhibit was the discussion’s centerpiece You could have heard a pin drop as they read it No one was aware of that fact though it had been right under their noses for 17 years! I asked the Consumer Reports representative Who’s been running your New Car Pricing Service for the past 17 years Rip Van Winkle He was not amused To read most of the USA TODAY Don’t Trust The Invoice Price write-up which dubbed me a peppery contrarian and see my take on that meeting click here That subterfuge has made new-car pricing laughable Check the tiny percentage differences today between the base invoice and retail /sticker prices for each brand Acura/5-7 Audi/7 BMW/6 Buick/4-5 Cadillac/5 Chevy/5-7 Chrysler/4 Dodge/3-4 Ford/1-7 Genesis/5-7 GMC/5-7 Honda/3-9 Hyundai/3-7 Infiniti/7 Jeep/2-5 Kia/5-7 Lexus/5-8 Lincoln/4-5 Mazda/3-5 Mercedes/7 Mitsubishi/2-3 Nissan/2-7 Ram/4-9 Subaru/5-7 Toyota/4-9 VW/4-5 Volvo/6 And that’s if you pay the full sticker price! Who does that The guy who thinks Taco Bell is a Mexican phone company And the gal who thinks the National Guard is an All-Amerucan football player Common Sense: If you and I wanted to start a retail business selling a product with a 100 MSRP that no one would pay but cost us 91 to 98 we’d never open the door to customers! But for decades we both have swallowed hook line and sinker the preposterous notion that the automakers have been telling us what their dealers pay for their cars If that were true and we owned a dealership we’d have gone ballistic decades ago But that’s never happened Ready for a good laugh Here’s the 2019 pricing on the Limited model of the Chrysler Pacifica Hybrid minivan: Invoice: 45291 Retail: 45395 Add the fact that a typical dealership’s overhead expense is 11 to 15 of its revenue and you’ll understand why today’s invoice prices are a total joke And clearly the industry is having a good laugh at our gullibility It’s almost impossible to carry the torch of truth through a crowd without singeing somebody’s beard – George Christoph Lichtenberg Apparently mortified by its two-decade failure to recognize the industry’s phony pricing scheme Consumer Reports dumped one of its major cash cows its New Car Price Service That’s the one they claimed would tell you the dealer’s true cost and how much wiggle room you had And it took just one obvious fact unearthed by this old marketing man to kill it My multiple articles on the website of Clark Howard the country’s best-known and most respected general consumer advocate may have accelerated its demise Can there be any stronger evidence that the way to get the best price on a new car has changed forever The inside story of the discovery of that game-changing fact is told in the book mentioned above available in paperback and Kindle formats at Amazon To read the back cover copy Preface Table of Contents and the first four chapters click here If you’d like an author-inscribed copy 1695 including First Class postage you can add that to your order for the information package AS I’VE NOTED NEW-CAR SALES HAVE HIT A WALL That Puts You In The Driver’s Seat The pent-up demand from the recession has been satisfied 2015 was the last growth year with sales up 57 A 3 gain was forecast for 2016 but the result was a tiny 03 Sales slipped 18 last year to 172 million about 300000 units behind 2016 Sales inched up just 04 in the first 11 months of this year and that tiny gain was based mainly on increased fleet sales to rental car companies and businesses not retail sales As a result the market is more competitive than ever with automakers spending more to move the metal In a word you’ve got more deal-making leverage now than you’ve had in years WHAT’S IN THE FIGHTING CHANCE PACKAGE 1 You’ll have the only independent unbiased source of truthful information and powerful negotiating advice on the Internet I’ve been focused single-mindedly on this subject since before the Dead Sea got sick and much of that knowledge has come from customers’ feedback 2 You’ll have a coach as you go through the process Got a question Call us Want to run the best lease numbers you’ve received before you sign the papers Call us 3 In the package’s centerpiece How To Conduct The Phone Email competitive bidding you’ll learn exactly what to do and say each step of the way as you conduct the process from your home or office We also tell you the best day of that month to start it This package changes over time Simply faxing or emailing dealers doesn’t work well today 4 You’ll receive our signature Big Picture analysis of how the brands and the specific vehicles you’re considering have been doing in the market Are your model’s sales up or down What’s the current holdback information for brands that use it Several don’t And to the extent we’ve had feedback in this little information boutique how much over or under the total invoice have customers reported paying for it excluding sales tax and vehicle registration fees 5 You’ll get the current sticker/MSRP and dealer invoice pricing data for the vehicles you’re considering covering all the trim levels and factory equipment packages 6 You’ll also get these insightful articles most of them information no other auto-info site tells you Can You Get The Vehicle Configuration You Want Things To Consider About Placing A Factory Order Today Incentives Often Differ From Market To Market Here’s How To Check The Offers Where You Are The Crucial Financial Importance Of A Dealership’s Customer Satisfaction Rating How We Abandoned Our Inborn Common Sense About New-Car Pricing How The Industry Has Turned The Invoice Price Into A Bloated Imposter By Continually Raising It By More Than The MSRP For Over Two Decades How New-Car Dealers Make The Big Bucks And How They Don’t Two Big ‘Fake News’ Sales Come-ons To Ignore The Myth Of Vehicle-Specific Dealer Cash Incentives Important Note On The Pricing Of Dealer-Installed Accessories Have You Chosen A Crashworthy Vehicle Thoughts On Buying A Demo Or Last Year’s Leftover Model Should You Buy An Extended Warranty Dealing With A Trade-In if you tell us you have one Leasing 101: The Straight Skinny if you tell us you’re leasing or undecided Here’s The Information We Need To Analyze Your ‘Best-Offer’ Lease Numbers With You If you’re leasing or undecided THE COST OF THIS UNIQUE PACKAGE: 4995 That includes all the information you need for any one vehicle Additional vehicles: 1500 each More than half of our customers add one or more as fall-back alternatives This could become a small but wise 1500 decision if you find it difficult to deal on your first choice The average new car sells for over 35000 today Important Note: This is a service for NEW VEHICLES ONLY We have no information on used vehicles Also we have NO CANADIAN PRICING DATA HOW TO PLACE AN ORDER AND HOW AND WHEN YOU’LL RECEIVE IT To place an order on our secure encrypted order form click on the Ordering link in the upper left column To see the vehicles for which we have pricing info click on Auto Pricing link in that column If you’d prefer to place a phone order or if you have questions that aren’t answered on our web site you may call our order desk at 1-562-433-8489 between 9:15AM and 4:00PM Pacific time Monday through Friday Delivery Timing: 99 of our customers request email delivery Orders received by 3:00PM Pacific time this Wednesday Thursday and Friday will be emailed the same day We’re closed on weekends We’ll be here 562-433-8489 to answer your questions and analyze your best lease offer weekdays between 9:15 AM and 4:00 PM Pacific time I look forward to helping you get a great deal on a new car And I hope you’ll visit me when I have to join the Witness Protection program James Bragg Copyright © 2017 Fighting Chance Home | 1 |
| Those sites are in business to help dealers sell cars profitably to pocket those referral commissions which come from your pocket If you contact them for price proposals the dealers in their networks will be on you like red ants on a spilt snow cone Your first discussion with them should be when you call their Internet Sales Managers to get their participation in the Fighting Chance competitive bidding process It ain’t what you don’t know that gets you into trouble It’s what you know for sure that just ain’t so – Mark Twain THE INDUSTRY WANTS US TO BELIEVE THE INVOICE IS A REAL COST NUMBER BUT IT JUST AIN’T SO AND IT AIN’T BEEN SO FOR A LONG LONG TIME 10 The invoice hasn’t been a vehicle cost for well over two decades and probably forever In the mid-1990s the auto industry launched a phony redesign of the automaker-dealer financial relationship by systematically raising the invoice price by more than it raised the retail/sticker price year after year cutting the difference between the two dramatically and turning the invoice into a bloated imposter To see that multi-year ongoing con job click here I unearthed this scam in 2012 by analyzing almost 2 decades of new-car pricing files then wrote a book titled Letting The Cat Out of the Bag – How the Auto Industry Redesigned The Dealer Invoice Price When The Internet Arrived I sent a copy to a friend at USA TODAY and was invited to an 11/27/12 Automotive Roundtable discussion based on that book as to whether online car shopping and information services are believable and are relevant in today’s market The heavyweights there were all senior executives from Carscom Edmunds Kelley Blue Book TrueCar and Consumer Reports That bombshell pricing exhibit was the discussion’s centerpiece You could have heard a pin drop as they read it No one was aware of that fact though it had been right under their noses for 17 years! I asked the Consumer Reports representative Who’s been running your New Car Pricing Service for the past 17 years Rip Van Winkle He was not amused To read most of the USA TODAY Don’t Trust The Invoice Price write-up which dubbed me a peppery contrarian and see my take on that meeting click here That subterfuge has made new-car pricing laughable Check the tiny percentage differences today between the base invoice and retail /sticker prices for each brand Acura/5-7 Audi/7 BMW/6 Buick/4-5 Cadillac/5 Chevy/5-7 Chrysler/4 Dodge/3-4 Ford/1-7 Genesis/5-7 GMC/5-7 Honda/3-9 Hyundai/3-7 Infiniti/7 Jeep/2-5 Kia/5-7 Lexus/5-8 Lincoln/4-5 Mazda/3-5 Mercedes/7 Mitsubishi/2-3 Nissan/2-7 Ram/4-9 Subaru/5-7 Toyota/4-9 VW/4-5 Volvo/6 And that’s if you pay the full sticker price! Who does that The guy who thinks Taco Bell is a Mexican phone company And the gal who thinks the National Guard is an All-Amerucan football player Common Sense: If you and I wanted to start a retail business selling a product with a 100 MSRP that no one would pay but cost us 91 to 98 we’d never open the door to customers! But for decades we both have swallowed hook line and sinker the preposterous notion that the automakers have been telling us what their dealers pay for their cars If that were true and we owned a dealership we’d have gone ballistic decades ago But that’s never happened Ready for a good laugh Here’s the 2019 pricing on the Limited model of the Chrysler Pacifica Hybrid minivan: Invoice: 45291 Retail: 45395 Add the fact that a typical dealership’s overhead expense is 11 to 15 of its revenue and you’ll understand why today’s invoice prices are a total joke And clearly the industry is having a good laugh at our gullibility It’s almost impossible to carry the torch of truth through a crowd without singeing somebody’s beard – George Christoph Lichtenberg Apparently mortified by its two-decade failure to recognize the industry’s phony pricing scheme Consumer Reports dumped one of its major cash cows its New Car Price Service That’s the one they claimed would tell you the dealer’s true cost and how much wiggle room you had And it took just one obvious fact unearthed by this old marketing man to kill it My multiple articles on the website of Clark Howard the country’s best-known and most respected general consumer advocate may have accelerated its demise Can there be any stronger evidence that the way to get the best price on a new car has changed forever The inside story of the discovery of that game-changing fact is told in the book mentioned above available in paperback and Kindle formats at Amazon To read the back cover copy Preface Table of Contents and the first four chapters click here If you’d like an author-inscribed copy 1695 including First Class postage you can add that to your order for the information package AS I’VE NOTED NEW-CAR SALES HAVE HIT A WALL That Puts You In The Driver’s Seat The pent-up demand from the recession has been satisfied 2015 was the last growth year with sales up 57 A 3 gain was forecast for 2016 but the result was a tiny 03 Sales slipped 18 last year to 172 million about 300000 units behind 2016 Sales inched up just 04 in the first 11 months of this year and that tiny gain was based mainly on increased fleet sales to rental car companies and businesses not retail sales As a result the market is more competitive than ever with automakers spending more to move the metal In a word you’ve got more deal-making leverage now than you’ve had in years WHAT’S IN THE FIGHTING CHANCE PACKAGE 1 You’ll have the only independent unbiased source of truthful information and powerful negotiating advice on the Internet I’ve been focused single-mindedly on this subject since before the Dead Sea got sick and much of that knowledge has come from customers’ feedback 2 You’ll have a coach as you go through the process Got a question Call us Want to run the best lease numbers you’ve received before you sign the papers Call us 3 In the package’s centerpiece How To Conduct The Phone Email competitive bidding you’ll learn exactly what to do and say each step of the way as you conduct the process from your home or office We also tell you the best day of that month to start it This package changes over time Simply faxing or emailing dealers doesn’t work well today 4 You’ll receive our signature Big Picture analysis of how the brands and the specific vehicles you’re considering have been doing in the market Are your model’s sales up or down What’s the current holdback information for brands that use it Several don’t And to the extent we’ve had feedback in this little information boutique how much over or under the total invoice have customers reported paying for it excluding sales tax and vehicle registration fees 5 You’ll get the current sticker/MSRP and dealer invoice pricing data for the vehicles you’re considering covering all the trim levels and factory equipment packages 6 You’ll also get these insightful articles most of them information no other auto-info site tells you Can You Get The Vehicle Configuration You Want Things To Consider About Placing A Factory Order Today Incentives Often Differ From Market To Market Here’s How To Check The Offers Where You Are The Crucial Financial Importance Of A Dealership’s Customer Satisfaction Rating How We Abandoned Our Inborn Common Sense About New-Car Pricing How The Industry Has Turned The Invoice Price Into A Bloated Imposter By Continually Raising It By More Than The MSRP For Over Two Decades How New-Car Dealers Make The Big Bucks And How They Don’t Two Big ‘Fake News’ Sales Come-ons To Ignore The Myth Of Vehicle-Specific Dealer Cash Incentives Important Note On The Pricing Of Dealer-Installed Accessories Have You Chosen A Crashworthy Vehicle Thoughts On Buying A Demo Or Last Year’s Leftover Model Should You Buy An Extended Warranty Dealing With A Trade-In if you tell us you have one Leasing 101: The Straight Skinny if you tell us you’re leasing or undecided Here’s The Information We Need To Analyze Your ‘Best-Offer’ Lease Numbers With You If you’re leasing or undecided THE COST OF THIS UNIQUE PACKAGE: 4995 That includes all the information you need for any one vehicle Additional vehicles: 1500 each More than half of our customers add one or more as fall-back alternatives This could become a small but wise 1500 decision if you find it difficult to deal on your first choice The average new car sells for over 35000 today Important Note: This is a service for NEW VEHICLES ONLY We have no information on used vehicles Also we have NO CANADIAN PRICING DATA HOW TO PLACE AN ORDER AND HOW AND WHEN YOU’LL RECEIVE IT To place an order on our secure encrypted order form click on the Ordering link in the upper left column To see the vehicles for which we have pricing info click on Auto Pricing link in that column If you’d prefer to place a phone order or if you have questions that aren’t answered on our web site you may call our order desk at 1-562-433-8489 between 9:15AM and 4:00PM Pacific time Monday through Friday Delivery Timing: 99 of our customers request email delivery Orders received by 3:00PM Pacific time this Wednesday Thursday and Friday will be emailed the same day We’re closed on weekends We’ll be here 562-433-8489 to answer your questions and analyze your best lease offer weekdays between 9:15 AM and 4:00 PM Pacific time I look forward to helping you get a great deal on a new car And I hope you’ll visit me when I have to join the Witness Protection program James Bragg Copyright © 2017 Fighting Chance Home | 1 |
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| IMPORTANT: THE BEST WEEK EVERY YEAR TO BUY OR LEASE A NEW CAR IS THE ONE BETWEEN CHRISTMAS AND NEW YEAR’S EVE A disproportionate number of the best deals I hear happen then Whether dealers have been having a great year or a lousy one they all want to end the year with a bang and go into January the lowest sales month with some momentum So if you plan to get a new car soon soon is now WARNING! Our facts and recommendations contradict almost everything you’re being told by those big new-car buying and info sites which get all their revenue from the automakers and dealers they send you to But it’s almost 2o019 not 1994 and it’s time you stopped looking at the way to buy a new car through their broken rear-view mirrors Your responsibility as a person is to constantly update your positions on as many things as possible If you don’t contradict yourself regularly you’re not thinking – Malcolm Gladwell 10 ESSENTIAL FACTS THEY DON’T WANT YOU TO KNOW 1 You are shopping for a commodity It’s the same car with the same price structure at every dealer selling that brand And every dealer’s fiercest competitors aren’t other brands they’re the other stores selling the same brand I learned that in 1997 when a customer shopping for a Ford Contour compact sedan called and said I just contacted 12 Ford dealers for price proposals and it was like rolling a bottle of wine into a jail cell full of drunks! 2 The art of any deal is one little word: leverage Yet most new-car shoppers still walk into a car store to haggle the price a game they always lose because their leverage is zero 3 The leverage shifts dramatically from the dealers to you when you use our 3-step competitive bidding process to get several of them competing for your business – ideally at least 9 or 10 no matter how far from you they are Few dealerships decline to participate because the retail car business has hit a wall entering a multi-year no-growth period 4 Holdback is fading into the sunset That’s money dealers get from automakers after a sale is made These luxury brands have already dumped it: Audi BMW Cadillac Infiniti Jaguar Land Rover Lexus Lincoln and Mercedes-Benz I expect other brands to follow suit over the next several years 5 Factory-to-dealer cash programs today are rarely vehicle-specific Instead they’re based on secret multi-month total sales targets that are set dealer-by-dealer And an important part of that cash bonus is usually also based on more subjective elements like the effectiveness of a dealership’s factory-certified used car employee training and online marketing programs as well as on customers’ dealer satisfaction ratings from their sales and service experiences 6 The new-car business has a significant seasonality pattern with monthly sales ranging from under 7 to over 11 of a year’s total So dealers must keep their cumulative sales in synch with cumulative seasonality to reach their multi-month targets 7 Given that reality there are almost always some dealerships trailing their targets and more strongly motivated to make aggressive price proposals than others And this month’s low bidder may be next month’s high bidder depending on its sales status then 8 There is never a good price or right price to pay for any new car The only right price is the best out-the-door price you can get by having at least 9 or 10 dealers compete for your business That’s the agreed-upon price of the car plus sales tax state registration fees and any other dealer charges Example: A customer got 9 dealers to compete for the redesigned Honda CR-V and paid 1090 below invoice The 8 other bids: 900 below 510 below 410 below 180 below and 300 over invoice 460 over 530 over and 930 over – a 2020 spread! What should I have told him would be a good price Any number I picked would have been dead wrong The winning sales manager said This is the only smart way to buy a car But if everyone did it this way we’d be out of business 9 Those big Internet car-info and buying sites aren’t in business to get you the best price The bulk of their revenue comes from car-company advertising and the 300 referral fees they get when you buy or lease a car from dealers they send you to in their networks Even Consumer Reports which once promised it wouldn’t recommend any product or service for financial gain earns substantial revenue from TrueCar when you drive home a car from the TrueCar dealers CR sends you to in its Build amp Buy service Those sites are in business to help dealers sell cars profitably to pocket those referral commissions which come from your pocket If you contact them for price proposals the dealers in their networks will be on you like red ants on a spilt snow cone Your first discussion with them should be when you call their Internet Sales Managers to get their participation in the Fighting Chance competitive bidding process It ain’t what you don’t know that gets you into trouble It’s what you know for sure that just ain’t so – Mark Twain THE INDUSTRY WANTS US TO BELIEVE THE INVOICE IS A REAL COST NUMBER BUT IT JUST AIN’T SO AND IT AIN’T BEEN SO FOR A LONG LONG TIME 10 The invoice hasn’t been a vehicle cost for well over two decades and probably forever In the mid-1990s the auto industry launched a phony redesign of the automaker-dealer financial relationship by systematically raising the invoice price by more than it raised the retail/sticker price year after year cutting the difference between the two dramatically and turning the invoice into a bloated imposter To see that multi-year ongoing con job click here I unearthed this scam in 2012 by analyzing almost 2 decades of new-car pricing files then wrote a book titled Letting The Cat Out of the Bag – How the Auto Industry Redesigned The Dealer Invoice Price When The Internet Arrived I sent a copy to a friend at USA TODAY and was invited to an 11/27/12 Automotive Roundtable discussion based on that book as to whether online car shopping and information services are believable and are relevant in today’s market The heavyweights there were all senior executives from Carscom Edmunds Kelley Blue Book TrueCar and Consumer Reports That bombshell pricing exhibit was the discussion’s centerpiece You could have heard a pin drop as they read it No one was aware of that fact though it had been right under their noses for 17 years! I asked the Consumer Reports representative Who’s been running your New Car Pricing Service for the past 17 years Rip Van Winkle He was not amused To read most of the USA TODAY Don’t Trust The Invoice Price write-up which dubbed me a peppery contrarian and see my take on that meeting click here That subterfuge has made new-car pricing laughable Check the tiny percentage differences today between the base invoice and retail /sticker prices for each brand Acura/5-7 Audi/7 BMW/6 Buick/4-5 Cadillac/5 Chevy/5-7 Chrysler/4 Dodge/3-4 Ford/1-7 Genesis/5-7 GMC/5-7 Honda/3-9 Hyundai/3-7 Infiniti/7 Jeep/2-5 Kia/5-7 Lexus/5-8 Lincoln/4-5 Mazda/3-5 Mercedes/7 Mitsubishi/2-3 Nissan/2-7 Ram/4-9 Subaru/5-7 Toyota/4-9 VW/4-5 Volvo/6 And that’s if you pay the full sticker price! Who does that The guy who thinks Taco Bell is a Mexican phone company And the gal who thinks the National Guard is an All-Amerucan football player Common Sense: If you and I wanted to start a retail business selling a product with a 100 MSRP that no one would pay but cost us 91 to 98 we’d never open the door to customers! But for decades we both have swallowed hook line and sinker the preposterous notion that the automakers have been telling us what their dealers pay for their cars If that were true and we owned a dealership we’d have gone ballistic decades ago But that’s never happened Ready for a good laugh Here’s the 2019 pricing on the Limited model of the Chrysler Pacifica Hybrid minivan: Invoice: 45291 Retail: 45395 Add the fact that a typical dealership’s overhead expense is 11 to 15 of its revenue and you’ll understand why today’s invoice prices are a total joke And clearly the industry is having a good laugh at our gullibility It’s almost impossible to carry the torch of truth through a crowd without singeing somebody’s beard – George Christoph Lichtenberg Apparently mortified by its two-decade failure to recognize the industry’s phony pricing scheme Consumer Reports dumped one of its major cash cows its New Car Price Service That’s the one they claimed would tell you the dealer’s true cost and how much wiggle room you had And it took just one obvious fact unearthed by this old marketing man to kill it My multiple articles on the website of Clark Howard the country’s best-known and most respected general consumer advocate may have accelerated its demise Can there be any stronger evidence that the way to get the best price on a new car has changed forever The inside story of the discovery of that game-changing fact is told in the book mentioned above available in paperback and Kindle formats at Amazon To read the back cover copy Preface Table of Contents and the first four chapters click here If you’d like an author-inscribed copy 1695 including First Class postage you can add that to your order for the information package AS I’VE NOTED NEW-CAR SALES HAVE HIT A WALL That Puts You In The Driver’s Seat The pent-up demand from the recession has been satisfied 2015 was the last growth year with sales up 57 A 3 gain was forecast for 2016 but the result was a tiny 03 Sales slipped 18 last year to 172 million about 300000 units behind 2016 Sales inched up just 04 in the first 11 months of this year and that tiny gain was based mainly on increased fleet sales to rental car companies and businesses not retail sales As a result the market is more competitive than ever with automakers spending more to move the metal In a word you’ve got more deal-making leverage now than you’ve had in years WHAT’S IN THE FIGHTING CHANCE PACKAGE 1 You’ll have the only independent unbiased source of truthful information and powerful negotiating advice on the Internet I’ve been focused single-mindedly on this subject since before the Dead Sea got sick and much of that knowledge has come from customers’ feedback 2 You’ll have a coach as you go through the process Got a question Call us Want to run the best lease numbers you’ve received before you sign the papers Call us 3 In the package’s centerpiece How To Conduct The Phone Email competitive bidding you’ll learn exactly what to do and say each step of the way as you conduct the process from your home or office We also tell you the best day of that month to start it This package changes over time Simply faxing or emailing dealers doesn’t work well today 4 You’ll receive our signature Big Picture analysis of how the brands and the specific vehicles you’re considering have been doing in the market Are your model’s sales up or down What’s the current holdback information for brands that use it Several don’t And to the extent we’ve had feedback in this little information boutique how much over or under the total invoice have customers reported paying for it excluding sales tax and vehicle registration fees 5 You’ll get the current sticker/MSRP and dealer invoice pricing data for the vehicles you’re considering covering all the trim levels and factory equipment packages 6 You’ll also get these insightful articles most of them information no other auto-info site tells you Can You Get The Vehicle Configuration You Want Things To Consider About Placing A Factory Order Today Incentives Often Differ From Market To Market Here’s How To Check The Offers Where You Are The Crucial Financial Importance Of A Dealership’s Customer Satisfaction Rating How We Abandoned Our Inborn Common Sense About New-Car Pricing How The Industry Has Turned The Invoice Price Into A Bloated Imposter By Continually Raising It By More Than The MSRP For Over Two Decades How New-Car Dealers Make The Big Bucks And How They Don’t Two Big ‘Fake News’ Sales Come-ons To Ignore The Myth Of Vehicle-Specific Dealer Cash Incentives Important Note On The Pricing Of Dealer-Installed Accessories Have You Chosen A Crashworthy Vehicle Thoughts On Buying A Demo Or Last Year’s Leftover Model Should You Buy An Extended Warranty Dealing With A Trade-In if you tell us you have one Leasing 101: The Straight Skinny if you tell us you’re leasing or undecided Here’s The Information We Need To Analyze Your ‘Best-Offer’ Lease Numbers With You If you’re leasing or undecided THE COST OF THIS UNIQUE PACKAGE: 4995 That includes all the information you need for any one vehicle Additional vehicles: 1500 each More than half of our customers add one or more as fall-back alternatives This could become a small but wise 1500 decision if you find it difficult to deal on your first choice The average new car sells for over 35000 today Important Note: This is a service for NEW VEHICLES ONLY We have no information on used vehicles Also we have NO CANADIAN PRICING DATA HOW TO PLACE AN ORDER AND HOW AND WHEN YOU’LL RECEIVE IT To place an order on our secure encrypted order form click on the Ordering link in the upper left column To see the vehicles for which we have pricing info click on Auto Pricing link in that column If you’d prefer to place a phone order or if you have questions that aren’t answered on our web site you may call our order desk at 1-562-433-8489 between 9:15AM and 4:00PM Pacific time Monday through Friday Delivery Timing: 99 of our customers request email delivery Orders received by 3:00PM Pacific time this Wednesday Thursday and Friday will be emailed the same day We’re closed on weekends We’ll be here 562-433-8489 to answer your questions and analyze your best lease offer weekdays between 9:15 AM and 4:00 PM Pacific time I look forward to helping you get a great deal on a new car And I hope you’ll visit me when I have to join the Witness Protection program James Bragg Copyright © 2017 Fighting Chance Home | 1 |
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| Someone needed the hunger for the truth the tenacity to uncover it and the backbone and guts to reveal it to you I was the only candidate James Bragg 146000 new-car shoppers have used our competitive bidding process to get the lowest price possible without walking into a single car store to haggle With our empowering guide to buying or leasing a new car you’ll be in total control conducting the process from your home or office among several dealers that you choose We teach you exactly what to say and do and when to do it And we’ll be here to answer your questions by phone including going through your best-offer numbers IMPORTANT: THE BEST WEEK EVERY YEAR TO BUY OR LEASE A NEW CAR IS THE ONE BETWEEN CHRISTMAS AND NEW YEAR’S EVE A disproportionate number of the best deals I hear happen then Whether dealers have been having a great year or a lousy one they all want to end the year with a bang and go into January the lowest sales month with some momentum So if you plan to get a new car soon soon is now WARNING! Our facts and recommendations contradict almost everything you’re being told by those big new-car buying and info sites which get all their revenue from the automakers and dealers they send you to But it’s almost 2o019 not 1994 and it’s time you stopped looking at the way to buy a new car through their broken rear-view mirrors Your responsibility as a person is to constantly update your positions on as many things as possible If you don’t contradict yourself regularly you’re not thinking – Malcolm Gladwell 10 ESSENTIAL FACTS THEY DON’T WANT YOU TO KNOW 1 You are shopping for a commodity It’s the same car with the same price structure at every dealer selling that brand And every dealer’s fiercest competitors aren’t other brands they’re the other stores selling the same brand I learned that in 1997 when a customer shopping for a Ford Contour compact sedan called and said I just contacted 12 Ford dealers for price proposals and it was like rolling a bottle of wine into a jail cell full of drunks! 2 The art of any deal is one little word: leverage Yet most new-car shoppers still walk into a car store to haggle the price a game they always lose because their leverage is zero 3 The leverage shifts dramatically from the dealers to you when you use our 3-step competitive bidding process to get several of them competing for your business – ideally at least 9 or 10 no matter how far from you they are Few dealerships decline to participate because the retail car business has hit a wall entering a multi-year no-growth period 4 Holdback is fading into the sunset That’s money dealers get from automakers after a sale is made These luxury brands have already dumped it: Audi BMW Cadillac Infiniti Jaguar Land Rover Lexus Lincoln and Mercedes-Benz I expect other brands to follow suit over the next several years 5 Factory-to-dealer cash programs today are rarely vehicle-specific Instead they’re based on secret multi-month total sales targets that are set dealer-by-dealer And an important part of that cash bonus is usually also based on more subjective elements like the effectiveness of a dealership’s factory-certified used car employee training and online marketing programs as well as on customers’ dealer satisfaction ratings from their sales and service experiences 6 The new-car business has a significant seasonality pattern with monthly sales ranging from under 7 to over 11 of a year’s total So dealers must keep their cumulative sales in synch with cumulative seasonality to reach their multi-month targets 7 Given that reality there are almost always some dealerships trailing their targets and more strongly motivated to make aggressive price proposals than others And this month’s low bidder may be next month’s high bidder depending on its sales status then 8 There is never a good price or right price to pay for any new car The only right price is the best out-the-door price you can get by having at least 9 or 10 dealers compete for your business That’s the agreed-upon price of the car plus sales tax state registration fees and any other dealer charges Example: A customer got 9 dealers to compete for the redesigned Honda CR-V and paid 1090 below invoice The 8 other bids: 900 below 510 below 410 below 180 below and 300 over invoice 460 over 530 over and 930 over – a 2020 spread! What should I have told him would be a good price Any number I picked would have been dead wrong The winning sales manager said This is the only smart way to buy a car But if everyone did it this way we’d be out of business 9 Those big Internet car-info and buying sites aren’t in business to get you the best price The bulk of their revenue comes from car-company advertising and the 300 referral fees they get when you buy or lease a car from dealers they send you to in their networks Even Consumer Reports which once promised it wouldn’t recommend any product or service for financial gain earns substantial revenue from TrueCar when you drive home a car from the TrueCar dealers CR sends you to in its Build amp Buy service Those sites are in business to help dealers sell cars profitably to pocket those referral commissions which come from your pocket If you contact them for price proposals the dealers in their networks will be on you like red ants on a spilt snow cone Your first discussion with them should be when you call their Internet Sales Managers to get their participation in the Fighting Chance competitive bidding process It ain’t what you don’t know that gets you into trouble It’s what you know for sure that just ain’t so – Mark Twain THE INDUSTRY WANTS US TO BELIEVE THE INVOICE IS A REAL COST NUMBER BUT IT JUST AIN’T SO AND IT AIN’T BEEN SO FOR A LONG LONG TIME 10 The invoice hasn’t been a vehicle cost for well over two decades and probably forever In the mid-1990s the auto industry launched a phony redesign of the automaker-dealer financial relationship by systematically raising the invoice price by more than it raised the retail/sticker price year after year cutting the difference between the two dramatically and turning the invoice into a bloated imposter To see that multi-year ongoing con job click here I unearthed this scam in 2012 by analyzing almost 2 decades of new-car pricing files then wrote a book titled Letting The Cat Out of the Bag – How the Auto Industry Redesigned The Dealer Invoice Price When The Internet Arrived I sent a copy to a friend at USA TODAY and was invited to an 11/27/12 Automotive Roundtable discussion based on that book as to whether online car shopping and information services are believable and are relevant in today’s market The heavyweights there were all senior executives from Carscom Edmunds Kelley Blue Book TrueCar and Consumer Reports That bombshell pricing exhibit was the discussion’s centerpiece You could have heard a pin drop as they read it No one was aware of that fact though it had been right under their noses for 17 years! I asked the Consumer Reports representative Who’s been running your New Car Pricing Service for the past 17 years Rip Van Winkle He was not amused To read most of the USA TODAY Don’t Trust The Invoice Price write-up which dubbed me a peppery contrarian and see my take on that meeting click here That subterfuge has made new-car pricing laughable Check the tiny percentage differences today between the base invoice and retail /sticker prices for each brand Acura/5-7 Audi/7 BMW/6 Buick/4-5 Cadillac/5 Chevy/5-7 Chrysler/4 Dodge/3-4 Ford/1-7 Genesis/5-7 GMC/5-7 Honda/3-9 Hyundai/3-7 Infiniti/7 Jeep/2-5 Kia/5-7 Lexus/5-8 Lincoln/4-5 Mazda/3-5 Mercedes/7 Mitsubishi/2-3 Nissan/2-7 Ram/4-9 Subaru/5-7 Toyota/4-9 VW/4-5 Volvo/6 And that’s if you pay the full sticker price! Who does that The guy who thinks Taco Bell is a Mexican phone company And the gal who thinks the National Guard is an All-Amerucan football player Common Sense: If you and I wanted to start a retail business selling a product with a 100 MSRP that no one would pay but cost us 91 to 98 we’d never open the door to customers! But for decades we both have swallowed hook line and sinker the preposterous notion that the automakers have been telling us what their dealers pay for their cars If that were true and we owned a dealership we’d have gone ballistic decades ago But that’s never happened Ready for a good laugh Here’s the 2019 pricing on the Limited model of the Chrysler Pacifica Hybrid minivan: Invoice: 45291 Retail: 45395 Add the fact that a typical dealership’s overhead expense is 11 to 15 of its revenue and you’ll understand why today’s invoice prices are a total joke And clearly the industry is having a good laugh at our gullibility It’s almost impossible to carry the torch of truth through a crowd without singeing somebody’s beard – George Christoph Lichtenberg Apparently mortified by its two-decade failure to recognize the industry’s phony pricing scheme Consumer Reports dumped one of its major cash cows its New Car Price Service That’s the one they claimed would tell you the dealer’s true cost and how much wiggle room you had And it took just one obvious fact unearthed by this old marketing man to kill it My multiple articles on the website of Clark Howard the country’s best-known and most respected general consumer advocate may have accelerated its demise Can there be any stronger evidence that the way to get the best price on a new car has changed forever The inside story of the discovery of that game-changing fact is told in the book mentioned above available in paperback and Kindle formats at Amazon To read the back cover copy Preface Table of Contents and the first four chapters click here If you’d like an author-inscribed copy 1695 including First Class postage you can add that to your order for the information package AS I’VE NOTED NEW-CAR SALES HAVE HIT A WALL That Puts You In The Driver’s Seat The pent-up demand from the recession has been satisfied 2015 was the last growth year with sales up 57 A 3 gain was forecast for 2016 but the result was a tiny 03 Sales slipped 18 last year to 172 million about 300000 units behind 2016 Sales inched up just 04 in the first 11 months of this year and that tiny gain was based mainly on increased fleet sales to rental car companies and businesses not retail sales As a result the market is more competitive than ever with automakers spending more to move the metal In a word you’ve got more deal-making leverage now than you’ve had in years WHAT’S IN THE FIGHTING CHANCE PACKAGE 1 You’ll have the only independent unbiased source of truthful information and powerful negotiating advice on the Internet I’ve been focused single-mindedly on this subject since before the Dead Sea got sick and much of that knowledge has come from customers’ feedback 2 You’ll have a coach as you go through the process Got a question Call us Want to run the best lease numbers you’ve received before you sign the papers Call us 3 In the package’s centerpiece How To Conduct The Phone Email competitive bidding you’ll learn exactly what to do and say each step of the way as you conduct the process from your home or office We also tell you the best day of that month to start it This package changes over time Simply faxing or emailing dealers doesn’t work well today 4 You’ll receive our signature Big Picture analysis of how the brands and the specific vehicles you’re considering have been doing in the market Are your model’s sales up or down What’s the current holdback information for brands that use it Several don’t And to the extent we’ve had feedback in this little information boutique how much over or under the total invoice have customers reported paying for it excluding sales tax and vehicle registration fees 5 You’ll get the current sticker/MSRP and dealer invoice pricing data for the vehicles you’re considering covering all the trim levels and factory equipment packages 6 You’ll also get these insightful articles most of them information no other auto-info site tells you Can You Get The Vehicle Configuration You Want Things To Consider About Placing A Factory Order Today Incentives Often Differ From Market To Market Here’s How To Check The Offers Where You Are The Crucial Financial Importance Of A Dealership’s Customer Satisfaction Rating How We Abandoned Our Inborn Common Sense About New-Car Pricing How The Industry Has Turned The Invoice Price Into A Bloated Imposter By Continually Raising It By More Than The MSRP For Over Two Decades How New-Car Dealers Make The Big Bucks And How They Don’t Two Big ‘Fake News’ Sales Come-ons To Ignore The Myth Of Vehicle-Specific Dealer Cash Incentives Important Note On The Pricing Of Dealer-Installed Accessories Have You Chosen A Crashworthy Vehicle Thoughts On Buying A Demo Or Last Year’s Leftover Model Should You Buy An Extended Warranty Dealing With A Trade-In if you tell us you have one Leasing 101: The Straight Skinny if you tell us you’re leasing or undecided Here’s The Information We Need To Analyze Your ‘Best-Offer’ Lease Numbers With You If you’re leasing or undecided THE COST OF THIS UNIQUE PACKAGE: 4995 That includes all the information you need for any one vehicle Additional vehicles: 1500 each More than half of our customers add one or more as fall-back alternatives This could become a small but wise 1500 decision if you find it difficult to deal on your first choice The average new car sells for over 35000 today Important Note: This is a service for NEW VEHICLES ONLY We have no information on used vehicles Also we have NO CANADIAN PRICING DATA HOW TO PLACE AN ORDER AND HOW AND WHEN YOU’LL RECEIVE IT To place an order on our secure encrypted order form click on the Ordering link in the upper left column To see the vehicles for which we have pricing info click on Auto Pricing link in that column If you’d prefer to place a phone order or if you have questions that aren’t answered on our web site you may call our order desk at 1-562-433-8489 between 9:15AM and 4:00PM Pacific time Monday through Friday Delivery Timing: 99 of our customers request email delivery Orders received by 3:00PM Pacific time this Wednesday Thursday and Friday will be emailed the same day We’re closed on weekends We’ll be here 562-433-8489 to answer your questions and analyze your best lease offer weekdays between 9:15 AM and 4:00 PM Pacific time I look forward to helping you get a great deal on a new car And I hope you’ll visit me when I have to join the Witness Protection program James Bragg Copyright © 2017 Fighting Chance Home | 1 |
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| 146000 new-car shoppers have used our competitive bidding process to get the lowest price possible without walking into a single car store to haggle With our empowering guide to buying or leasing a new car you’ll be in total control conducting the process from your home or office among several dealers that you choose We teach you exactly what to say and do and when to do it And we’ll be here to answer your questions by phone including going through your best-offer numbers IMPORTANT: THE BEST WEEK EVERY YEAR TO BUY OR LEASE A NEW CAR IS THE ONE BETWEEN CHRISTMAS AND NEW YEAR’S EVE A disproportionate number of the best deals I hear happen then Whether dealers have been having a great year or a lousy one they all want to end the year with a bang and go into January the lowest sales month with some momentum So if you plan to get a new car soon soon is now WARNING! Our facts and recommendations contradict almost everything you’re being told by those big new-car buying and info sites which get all their revenue from the automakers and dealers they send you to But it’s almost 2o019 not 1994 and it’s time you stopped looking at the way to buy a new car through their broken rear-view mirrors Your responsibility as a person is to constantly update your positions on as many things as possible If you don’t contradict yourself regularly you’re not thinking – Malcolm Gladwell 10 ESSENTIAL FACTS THEY DON’T WANT YOU TO KNOW 1 You are shopping for a commodity It’s the same car with the same price structure at every dealer selling that brand And every dealer’s fiercest competitors aren’t other brands they’re the other stores selling the same brand I learned that in 1997 when a customer shopping for a Ford Contour compact sedan called and said I just contacted 12 Ford dealers for price proposals and it was like rolling a bottle of wine into a jail cell full of drunks! 2 The art of any deal is one little word: leverage Yet most new-car shoppers still walk into a car store to haggle the price a game they always lose because their leverage is zero 3 The leverage shifts dramatically from the dealers to you when you use our 3-step competitive bidding process to get several of them competing for your business – ideally at least 9 or 10 no matter how far from you they are Few dealerships decline to participate because the retail car business has hit a wall entering a multi-year no-growth period 4 Holdback is fading into the sunset That’s money dealers get from automakers after a sale is made These luxury brands have already dumped it: Audi BMW Cadillac Infiniti Jaguar Land Rover Lexus Lincoln and Mercedes-Benz I expect other brands to follow suit over the next several years 5 Factory-to-dealer cash programs today are rarely vehicle-specific Instead they’re based on secret multi-month total sales targets that are set dealer-by-dealer And an important part of that cash bonus is usually also based on more subjective elements like the effectiveness of a dealership’s factory-certified used car employee training and online marketing programs as well as on customers’ dealer satisfaction ratings from their sales and service experiences 6 The new-car business has a significant seasonality pattern with monthly sales ranging from under 7 to over 11 of a year’s total So dealers must keep their cumulative sales in synch with cumulative seasonality to reach their multi-month targets 7 Given that reality there are almost always some dealerships trailing their targets and more strongly motivated to make aggressive price proposals than others And this month’s low bidder may be next month’s high bidder depending on its sales status then 8 There is never a good price or right price to pay for any new car The only right price is the best out-the-door price you can get by having at least 9 or 10 dealers compete for your business That’s the agreed-upon price of the car plus sales tax state registration fees and any other dealer charges Example: A customer got 9 dealers to compete for the redesigned Honda CR-V and paid 1090 below invoice The 8 other bids: 900 below 510 below 410 below 180 below and 300 over invoice 460 over 530 over and 930 over – a 2020 spread! What should I have told him would be a good price Any number I picked would have been dead wrong The winning sales manager said This is the only smart way to buy a car But if everyone did it this way we’d be out of business 9 Those big Internet car-info and buying sites aren’t in business to get you the best price The bulk of their revenue comes from car-company advertising and the 300 referral fees they get when you buy or lease a car from dealers they send you to in their networks Even Consumer Reports which once promised it wouldn’t recommend any product or service for financial gain earns substantial revenue from TrueCar when you drive home a car from the TrueCar dealers CR sends you to in its Build amp Buy service Those sites are in business to help dealers sell cars profitably to pocket those referral commissions which come from your pocket If you contact them for price proposals the dealers in their networks will be on you like red ants on a spilt snow cone Your first discussion with them should be when you call their Internet Sales Managers to get their participation in the Fighting Chance competitive bidding process It ain’t what you don’t know that gets you into trouble It’s what you know for sure that just ain’t so – Mark Twain THE INDUSTRY WANTS US TO BELIEVE THE INVOICE IS A REAL COST NUMBER BUT IT JUST AIN’T SO AND IT AIN’T BEEN SO FOR A LONG LONG TIME 10 The invoice hasn’t been a vehicle cost for well over two decades and probably forever In the mid-1990s the auto industry launched a phony redesign of the automaker-dealer financial relationship by systematically raising the invoice price by more than it raised the retail/sticker price year after year cutting the difference between the two dramatically and turning the invoice into a bloated imposter To see that multi-year ongoing con job click here I unearthed this scam in 2012 by analyzing almost 2 decades of new-car pricing files then wrote a book titled Letting The Cat Out of the Bag – How the Auto Industry Redesigned The Dealer Invoice Price When The Internet Arrived I sent a copy to a friend at USA TODAY and was invited to an 11/27/12 Automotive Roundtable discussion based on that book as to whether online car shopping and information services are believable and are relevant in today’s market The heavyweights there were all senior executives from Carscom Edmunds Kelley Blue Book TrueCar and Consumer Reports That bombshell pricing exhibit was the discussion’s centerpiece You could have heard a pin drop as they read it No one was aware of that fact though it had been right under their noses for 17 years! I asked the Consumer Reports representative Who’s been running your New Car Pricing Service for the past 17 years Rip Van Winkle He was not amused To read most of the USA TODAY Don’t Trust The Invoice Price write-up which dubbed me a peppery contrarian and see my take on that meeting click here That subterfuge has made new-car pricing laughable Check the tiny percentage differences today between the base invoice and retail /sticker prices for each brand Acura/5-7 Audi/7 BMW/6 Buick/4-5 Cadillac/5 Chevy/5-7 Chrysler/4 Dodge/3-4 Ford/1-7 Genesis/5-7 GMC/5-7 Honda/3-9 Hyundai/3-7 Infiniti/7 Jeep/2-5 Kia/5-7 Lexus/5-8 Lincoln/4-5 Mazda/3-5 Mercedes/7 Mitsubishi/2-3 Nissan/2-7 Ram/4-9 Subaru/5-7 Toyota/4-9 VW/4-5 Volvo/6 And that’s if you pay the full sticker price! Who does that The guy who thinks Taco Bell is a Mexican phone company And the gal who thinks the National Guard is an All-Amerucan football player Common Sense: If you and I wanted to start a retail business selling a product with a 100 MSRP that no one would pay but cost us 91 to 98 we’d never open the door to customers! But for decades we both have swallowed hook line and sinker the preposterous notion that the automakers have been telling us what their dealers pay for their cars If that were true and we owned a dealership we’d have gone ballistic decades ago But that’s never happened Ready for a good laugh Here’s the 2019 pricing on the Limited model of the Chrysler Pacifica Hybrid minivan: Invoice: 45291 Retail: 45395 Add the fact that a typical dealership’s overhead expense is 11 to 15 of its revenue and you’ll understand why today’s invoice prices are a total joke And clearly the industry is having a good laugh at our gullibility It’s almost impossible to carry the torch of truth through a crowd without singeing somebody’s beard – George Christoph Lichtenberg Apparently mortified by its two-decade failure to recognize the industry’s phony pricing scheme Consumer Reports dumped one of its major cash cows its New Car Price Service That’s the one they claimed would tell you the dealer’s true cost and how much wiggle room you had And it took just one obvious fact unearthed by this old marketing man to kill it My multiple articles on the website of Clark Howard the country’s best-known and most respected general consumer advocate may have accelerated its demise Can there be any stronger evidence that the way to get the best price on a new car has changed forever The inside story of the discovery of that game-changing fact is told in the book mentioned above available in paperback and Kindle formats at Amazon To read the back cover copy Preface Table of Contents and the first four chapters click here If you’d like an author-inscribed copy 1695 including First Class postage you can add that to your order for the information package AS I’VE NOTED NEW-CAR SALES HAVE HIT A WALL That Puts You In The Driver’s Seat The pent-up demand from the recession has been satisfied 2015 was the last growth year with sales up 57 A 3 gain was forecast for 2016 but the result was a tiny 03 Sales slipped 18 last year to 172 million about 300000 units behind 2016 Sales inched up just 04 in the first 11 months of this year and that tiny gain was based mainly on increased fleet sales to rental car companies and businesses not retail sales As a result the market is more competitive than ever with automakers spending more to move the metal In a word you’ve got more deal-making leverage now than you’ve had in years WHAT’S IN THE FIGHTING CHANCE PACKAGE 1 You’ll have the only independent unbiased source of truthful information and powerful negotiating advice on the Internet I’ve been focused single-mindedly on this subject since before the Dead Sea got sick and much of that knowledge has come from customers’ feedback 2 You’ll have a coach as you go through the process Got a question Call us Want to run the best lease numbers you’ve received before you sign the papers Call us 3 In the package’s centerpiece How To Conduct The Phone Email competitive bidding you’ll learn exactly what to do and say each step of the way as you conduct the process from your home or office We also tell you the best day of that month to start it This package changes over time Simply faxing or emailing dealers doesn’t work well today 4 You’ll receive our signature Big Picture analysis of how the brands and the specific vehicles you’re considering have been doing in the market Are your model’s sales up or down What’s the current holdback information for brands that use it Several don’t And to the extent we’ve had feedback in this little information boutique how much over or under the total invoice have customers reported paying for it excluding sales tax and vehicle registration fees 5 You’ll get the current sticker/MSRP and dealer invoice pricing data for the vehicles you’re considering covering all the trim levels and factory equipment packages 6 You’ll also get these insightful articles most of them information no other auto-info site tells you Can You Get The Vehicle Configuration You Want Things To Consider About Placing A Factory Order Today Incentives Often Differ From Market To Market Here’s How To Check The Offers Where You Are The Crucial Financial Importance Of A Dealership’s Customer Satisfaction Rating How We Abandoned Our Inborn Common Sense About New-Car Pricing How The Industry Has Turned The Invoice Price Into A Bloated Imposter By Continually Raising It By More Than The MSRP For Over Two Decades How New-Car Dealers Make The Big Bucks And How They Don’t Two Big ‘Fake News’ Sales Come-ons To Ignore The Myth Of Vehicle-Specific Dealer Cash Incentives Important Note On The Pricing Of Dealer-Installed Accessories Have You Chosen A Crashworthy Vehicle Thoughts On Buying A Demo Or Last Year’s Leftover Model Should You Buy An Extended Warranty Dealing With A Trade-In if you tell us you have one Leasing 101: The Straight Skinny if you tell us you’re leasing or undecided Here’s The Information We Need To Analyze Your ‘Best-Offer’ Lease Numbers With You If you’re leasing or undecided THE COST OF THIS UNIQUE PACKAGE: 4995 That includes all the information you need for any one vehicle Additional vehicles: 1500 each More than half of our customers add one or more as fall-back alternatives This could become a small but wise 1500 decision if you find it difficult to deal on your first choice The average new car sells for over 35000 today Important Note: This is a service for NEW VEHICLES ONLY We have no information on used vehicles Also we have NO CANADIAN PRICING DATA HOW TO PLACE AN ORDER AND HOW AND WHEN YOU’LL RECEIVE IT To place an order on our secure encrypted order form click on the Ordering link in the upper left column To see the vehicles for which we have pricing info click on Auto Pricing link in that column If you’d prefer to place a phone order or if you have questions that aren’t answered on our web site you may call our order desk at 1-562-433-8489 between 9:15AM and 4:00PM Pacific time Monday through Friday Delivery Timing: 99 of our customers request email delivery Orders received by 3:00PM Pacific time this Wednesday Thursday and Friday will be emailed the same day We’re closed on weekends We’ll be here 562-433-8489 to answer your questions and analyze your best lease offer weekdays between 9:15 AM and 4:00 PM Pacific time I look forward to helping you get a great deal on a new car And I hope you’ll visit me when I have to join the Witness Protection program James Bragg Copyright © 2017 Fighting Chance Home | 1 |
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| There are essential game-changing facts about the new-car business that the industry and those big auto-info websites have hidden from you for decades – facts that shift the negotiating leverage from the dealers to you Someone needed the hunger for the truth the tenacity to uncover it and the backbone and guts to reveal it to you I was the only candidate James Bragg 146000 new-car shoppers have used our competitive bidding process to get the lowest price possible without walking into a single car store to haggle With our empowering guide to buying or leasing a new car you’ll be in total control conducting the process from your home or office among several dealers that you choose We teach you exactly what to say and do and when to do it And we’ll be here to answer your questions by phone including going through your best-offer numbers IMPORTANT: THE BEST WEEK EVERY YEAR TO BUY OR LEASE A NEW CAR IS THE ONE BETWEEN CHRISTMAS AND NEW YEAR’S EVE A disproportionate number of the best deals I hear happen then Whether dealers have been having a great year or a lousy one they all want to end the year with a bang and go into January the lowest sales month with some momentum So if you plan to get a new car soon soon is now WARNING! Our facts and recommendations contradict almost everything you’re being told by those big new-car buying and info sites which get all their revenue from the automakers and dealers they send you to But it’s almost 2o019 not 1994 and it’s time you stopped looking at the way to buy a new car through their broken rear-view mirrors Your responsibility as a person is to constantly update your positions on as many things as possible If you don’t contradict yourself regularly you’re not thinking – Malcolm Gladwell 10 ESSENTIAL FACTS THEY DON’T WANT YOU TO KNOW 1 You are shopping for a commodity It’s the same car with the same price structure at every dealer selling that brand And every dealer’s fiercest competitors aren’t other brands they’re the other stores selling the same brand I learned that in 1997 when a customer shopping for a Ford Contour compact sedan called and said I just contacted 12 Ford dealers for price proposals and it was like rolling a bottle of wine into a jail cell full of drunks! 2 The art of any deal is one little word: leverage Yet most new-car shoppers still walk into a car store to haggle the price a game they always lose because their leverage is zero 3 The leverage shifts dramatically from the dealers to you when you use our 3-step competitive bidding process to get several of them competing for your business – ideally at least 9 or 10 no matter how far from you they are Few dealerships decline to participate because the retail car business has hit a wall entering a multi-year no-growth period 4 Holdback is fading into the sunset That’s money dealers get from automakers after a sale is made These luxury brands have already dumped it: Audi BMW Cadillac Infiniti Jaguar Land Rover Lexus Lincoln and Mercedes-Benz I expect other brands to follow suit over the next several years 5 Factory-to-dealer cash programs today are rarely vehicle-specific Instead they’re based on secret multi-month total sales targets that are set dealer-by-dealer And an important part of that cash bonus is usually also based on more subjective elements like the effectiveness of a dealership’s factory-certified used car employee training and online marketing programs as well as on customers’ dealer satisfaction ratings from their sales and service experiences 6 The new-car business has a significant seasonality pattern with monthly sales ranging from under 7 to over 11 of a year’s total So dealers must keep their cumulative sales in synch with cumulative seasonality to reach their multi-month targets 7 Given that reality there are almost always some dealerships trailing their targets and more strongly motivated to make aggressive price proposals than others And this month’s low bidder may be next month’s high bidder depending on its sales status then 8 There is never a good price or right price to pay for any new car The only right price is the best out-the-door price you can get by having at least 9 or 10 dealers compete for your business That’s the agreed-upon price of the car plus sales tax state registration fees and any other dealer charges Example: A customer got 9 dealers to compete for the redesigned Honda CR-V and paid 1090 below invoice The 8 other bids: 900 below 510 below 410 below 180 below and 300 over invoice 460 over 530 over and 930 over – a 2020 spread! What should I have told him would be a good price Any number I picked would have been dead wrong The winning sales manager said This is the only smart way to buy a car But if everyone did it this way we’d be out of business 9 Those big Internet car-info and buying sites aren’t in business to get you the best price The bulk of their revenue comes from car-company advertising and the 300 referral fees they get when you buy or lease a car from dealers they send you to in their networks Even Consumer Reports which once promised it wouldn’t recommend any product or service for financial gain earns substantial revenue from TrueCar when you drive home a car from the TrueCar dealers CR sends you to in its Build amp Buy service Those sites are in business to help dealers sell cars profitably to pocket those referral commissions which come from your pocket If you contact them for price proposals the dealers in their networks will be on you like red ants on a spilt snow cone Your first discussion with them should be when you call their Internet Sales Managers to get their participation in the Fighting Chance competitive bidding process It ain’t what you don’t know that gets you into trouble It’s what you know for sure that just ain’t so – Mark Twain THE INDUSTRY WANTS US TO BELIEVE THE INVOICE IS A REAL COST NUMBER BUT IT JUST AIN’T SO AND IT AIN’T BEEN SO FOR A LONG LONG TIME 10 The invoice hasn’t been a vehicle cost for well over two decades and probably forever In the mid-1990s the auto industry launched a phony redesign of the automaker-dealer financial relationship by systematically raising the invoice price by more than it raised the retail/sticker price year after year cutting the difference between the two dramatically and turning the invoice into a bloated imposter To see that multi-year ongoing con job click here I unearthed this scam in 2012 by analyzing almost 2 decades of new-car pricing files then wrote a book titled Letting The Cat Out of the Bag – How the Auto Industry Redesigned The Dealer Invoice Price When The Internet Arrived I sent a copy to a friend at USA TODAY and was invited to an 11/27/12 Automotive Roundtable discussion based on that book as to whether online car shopping and information services are believable and are relevant in today’s market The heavyweights there were all senior executives from Carscom Edmunds Kelley Blue Book TrueCar and Consumer Reports That bombshell pricing exhibit was the discussion’s centerpiece You could have heard a pin drop as they read it No one was aware of that fact though it had been right under their noses for 17 years! I asked the Consumer Reports representative Who’s been running your New Car Pricing Service for the past 17 years Rip Van Winkle He was not amused To read most of the USA TODAY Don’t Trust The Invoice Price write-up which dubbed me a peppery contrarian and see my take on that meeting click here That subterfuge has made new-car pricing laughable Check the tiny percentage differences today between the base invoice and retail /sticker prices for each brand Acura/5-7 Audi/7 BMW/6 Buick/4-5 Cadillac/5 Chevy/5-7 Chrysler/4 Dodge/3-4 Ford/1-7 Genesis/5-7 GMC/5-7 Honda/3-9 Hyundai/3-7 Infiniti/7 Jeep/2-5 Kia/5-7 Lexus/5-8 Lincoln/4-5 Mazda/3-5 Mercedes/7 Mitsubishi/2-3 Nissan/2-7 Ram/4-9 Subaru/5-7 Toyota/4-9 VW/4-5 Volvo/6 And that’s if you pay the full sticker price! Who does that The guy who thinks Taco Bell is a Mexican phone company And the gal who thinks the National Guard is an All-Amerucan football player Common Sense: If you and I wanted to start a retail business selling a product with a 100 MSRP that no one would pay but cost us 91 to 98 we’d never open the door to customers! But for decades we both have swallowed hook line and sinker the preposterous notion that the automakers have been telling us what their dealers pay for their cars If that were true and we owned a dealership we’d have gone ballistic decades ago But that’s never happened Ready for a good laugh Here’s the 2019 pricing on the Limited model of the Chrysler Pacifica Hybrid minivan: Invoice: 45291 Retail: 45395 Add the fact that a typical dealership’s overhead expense is 11 to 15 of its revenue and you’ll understand why today’s invoice prices are a total joke And clearly the industry is having a good laugh at our gullibility It’s almost impossible to carry the torch of truth through a crowd without singeing somebody’s beard – George Christoph Lichtenberg Apparently mortified by its two-decade failure to recognize the industry’s phony pricing scheme Consumer Reports dumped one of its major cash cows its New Car Price Service That’s the one they claimed would tell you the dealer’s true cost and how much wiggle room you had And it took just one obvious fact unearthed by this old marketing man to kill it My multiple articles on the website of Clark Howard the country’s best-known and most respected general consumer advocate may have accelerated its demise Can there be any stronger evidence that the way to get the best price on a new car has changed forever The inside story of the discovery of that game-changing fact is told in the book mentioned above available in paperback and Kindle formats at Amazon To read the back cover copy Preface Table of Contents and the first four chapters click here If you’d like an author-inscribed copy 1695 including First Class postage you can add that to your order for the information package AS I’VE NOTED NEW-CAR SALES HAVE HIT A WALL That Puts You In The Driver’s Seat The pent-up demand from the recession has been satisfied 2015 was the last growth year with sales up 57 A 3 gain was forecast for 2016 but the result was a tiny 03 Sales slipped 18 last year to 172 million about 300000 units behind 2016 Sales inched up just 04 in the first 11 months of this year and that tiny gain was based mainly on increased fleet sales to rental car companies and businesses not retail sales As a result the market is more competitive than ever with automakers spending more to move the metal In a word you’ve got more deal-making leverage now than you’ve had in years WHAT’S IN THE FIGHTING CHANCE PACKAGE 1 You’ll have the only independent unbiased source of truthful information and powerful negotiating advice on the Internet I’ve been focused single-mindedly on this subject since before the Dead Sea got sick and much of that knowledge has come from customers’ feedback 2 You’ll have a coach as you go through the process Got a question Call us Want to run the best lease numbers you’ve received before you sign the papers Call us 3 In the package’s centerpiece How To Conduct The Phone Email competitive bidding you’ll learn exactly what to do and say each step of the way as you conduct the process from your home or office We also tell you the best day of that month to start it This package changes over time Simply faxing or emailing dealers doesn’t work well today 4 You’ll receive our signature Big Picture analysis of how the brands and the specific vehicles you’re considering have been doing in the market Are your model’s sales up or down What’s the current holdback information for brands that use it Several don’t And to the extent we’ve had feedback in this little information boutique how much over or under the total invoice have customers reported paying for it excluding sales tax and vehicle registration fees 5 You’ll get the current sticker/MSRP and dealer invoice pricing data for the vehicles you’re considering covering all the trim levels and factory equipment packages 6 You’ll also get these insightful articles most of them information no other auto-info site tells you Can You Get The Vehicle Configuration You Want Things To Consider About Placing A Factory Order Today Incentives Often Differ From Market To Market Here’s How To Check The Offers Where You Are The Crucial Financial Importance Of A Dealership’s Customer Satisfaction Rating How We Abandoned Our Inborn Common Sense About New-Car Pricing How The Industry Has Turned The Invoice Price Into A Bloated Imposter By Continually Raising It By More Than The MSRP For Over Two Decades How New-Car Dealers Make The Big Bucks And How They Don’t Two Big ‘Fake News’ Sales Come-ons To Ignore The Myth Of Vehicle-Specific Dealer Cash Incentives Important Note On The Pricing Of Dealer-Installed Accessories Have You Chosen A Crashworthy Vehicle Thoughts On Buying A Demo Or Last Year’s Leftover Model Should You Buy An Extended Warranty Dealing With A Trade-In if you tell us you have one Leasing 101: The Straight Skinny if you tell us you’re leasing or undecided Here’s The Information We Need To Analyze Your ‘Best-Offer’ Lease Numbers With You If you’re leasing or undecided THE COST OF THIS UNIQUE PACKAGE: 4995 That includes all the information you need for any one vehicle Additional vehicles: 1500 each More than half of our customers add one or more as fall-back alternatives This could become a small but wise 1500 decision if you find it difficult to deal on your first choice The average new car sells for over 35000 today Important Note: This is a service for NEW VEHICLES ONLY We have no information on used vehicles Also we have NO CANADIAN PRICING DATA HOW TO PLACE AN ORDER AND HOW AND WHEN YOU’LL RECEIVE IT To place an order on our secure encrypted order form click on the Ordering link in the upper left column To see the vehicles for which we have pricing info click on Auto Pricing link in that column If you’d prefer to place a phone order or if you have questions that aren’t answered on our web site you may call our order desk at 1-562-433-8489 between 9:15AM and 4:00PM Pacific time Monday through Friday Delivery Timing: 99 of our customers request email delivery Orders received by 3:00PM Pacific time this Wednesday Thursday and Friday will be emailed the same day We’re closed on weekends We’ll be here 562-433-8489 to answer your questions and analyze your best lease offer weekdays between 9:15 AM and 4:00 PM Pacific time I look forward to helping you get a great deal on a new car And I hope you’ll visit me when I have to join the Witness Protection program James Bragg Copyright © 2017 Fighting Chance Home | 1 |
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| With our empowering guide to buying or leasing a new car you’ll be in total control conducting the process from your home or office among several dealers that you choose We teach you exactly what to say and do and when to do it And we’ll be here to answer your questions by phone including going through your best-offer numbers IMPORTANT: THE BEST WEEK EVERY YEAR TO BUY OR LEASE A NEW CAR IS THE ONE BETWEEN CHRISTMAS AND NEW YEAR’S EVE A disproportionate number of the best deals I hear happen then Whether dealers have been having a great year or a lousy one they all want to end the year with a bang and go into January the lowest sales month with some momentum So if you plan to get a new car soon soon is now WARNING! Our facts and recommendations contradict almost everything you’re being told by those big new-car buying and info sites which get all their revenue from the automakers and dealers they send you to But it’s almost 2o019 not 1994 and it’s time you stopped looking at the way to buy a new car through their broken rear-view mirrors Your responsibility as a person is to constantly update your positions on as many things as possible If you don’t contradict yourself regularly you’re not thinking – Malcolm Gladwell 10 ESSENTIAL FACTS THEY DON’T WANT YOU TO KNOW 1 You are shopping for a commodity It’s the same car with the same price structure at every dealer selling that brand And every dealer’s fiercest competitors aren’t other brands they’re the other stores selling the same brand I learned that in 1997 when a customer shopping for a Ford Contour compact sedan called and said I just contacted 12 Ford dealers for price proposals and it was like rolling a bottle of wine into a jail cell full of drunks! 2 The art of any deal is one little word: leverage Yet most new-car shoppers still walk into a car store to haggle the price a game they always lose because their leverage is zero 3 The leverage shifts dramatically from the dealers to you when you use our 3-step competitive bidding process to get several of them competing for your business – ideally at least 9 or 10 no matter how far from you they are Few dealerships decline to participate because the retail car business has hit a wall entering a multi-year no-growth period 4 Holdback is fading into the sunset That’s money dealers get from automakers after a sale is made These luxury brands have already dumped it: Audi BMW Cadillac Infiniti Jaguar Land Rover Lexus Lincoln and Mercedes-Benz I expect other brands to follow suit over the next several years 5 Factory-to-dealer cash programs today are rarely vehicle-specific Instead they’re based on secret multi-month total sales targets that are set dealer-by-dealer And an important part of that cash bonus is usually also based on more subjective elements like the effectiveness of a dealership’s factory-certified used car employee training and online marketing programs as well as on customers’ dealer satisfaction ratings from their sales and service experiences 6 The new-car business has a significant seasonality pattern with monthly sales ranging from under 7 to over 11 of a year’s total So dealers must keep their cumulative sales in synch with cumulative seasonality to reach their multi-month targets 7 Given that reality there are almost always some dealerships trailing their targets and more strongly motivated to make aggressive price proposals than others And this month’s low bidder may be next month’s high bidder depending on its sales status then 8 There is never a good price or right price to pay for any new car The only right price is the best out-the-door price you can get by having at least 9 or 10 dealers compete for your business That’s the agreed-upon price of the car plus sales tax state registration fees and any other dealer charges Example: A customer got 9 dealers to compete for the redesigned Honda CR-V and paid 1090 below invoice The 8 other bids: 900 below 510 below 410 below 180 below and 300 over invoice 460 over 530 over and 930 over – a 2020 spread! What should I have told him would be a good price Any number I picked would have been dead wrong The winning sales manager said This is the only smart way to buy a car But if everyone did it this way we’d be out of business 9 Those big Internet car-info and buying sites aren’t in business to get you the best price The bulk of their revenue comes from car-company advertising and the 300 referral fees they get when you buy or lease a car from dealers they send you to in their networks Even Consumer Reports which once promised it wouldn’t recommend any product or service for financial gain earns substantial revenue from TrueCar when you drive home a car from the TrueCar dealers CR sends you to in its Build amp Buy service Those sites are in business to help dealers sell cars profitably to pocket those referral commissions which come from your pocket If you contact them for price proposals the dealers in their networks will be on you like red ants on a spilt snow cone Your first discussion with them should be when you call their Internet Sales Managers to get their participation in the Fighting Chance competitive bidding process It ain’t what you don’t know that gets you into trouble It’s what you know for sure that just ain’t so – Mark Twain THE INDUSTRY WANTS US TO BELIEVE THE INVOICE IS A REAL COST NUMBER BUT IT JUST AIN’T SO AND IT AIN’T BEEN SO FOR A LONG LONG TIME 10 The invoice hasn’t been a vehicle cost for well over two decades and probably forever In the mid-1990s the auto industry launched a phony redesign of the automaker-dealer financial relationship by systematically raising the invoice price by more than it raised the retail/sticker price year after year cutting the difference between the two dramatically and turning the invoice into a bloated imposter To see that multi-year ongoing con job click here I unearthed this scam in 2012 by analyzing almost 2 decades of new-car pricing files then wrote a book titled Letting The Cat Out of the Bag – How the Auto Industry Redesigned The Dealer Invoice Price When The Internet Arrived I sent a copy to a friend at USA TODAY and was invited to an 11/27/12 Automotive Roundtable discussion based on that book as to whether online car shopping and information services are believable and are relevant in today’s market The heavyweights there were all senior executives from Carscom Edmunds Kelley Blue Book TrueCar and Consumer Reports That bombshell pricing exhibit was the discussion’s centerpiece You could have heard a pin drop as they read it No one was aware of that fact though it had been right under their noses for 17 years! I asked the Consumer Reports representative Who’s been running your New Car Pricing Service for the past 17 years Rip Van Winkle He was not amused To read most of the USA TODAY Don’t Trust The Invoice Price write-up which dubbed me a peppery contrarian and see my take on that meeting click here That subterfuge has made new-car pricing laughable Check the tiny percentage differences today between the base invoice and retail /sticker prices for each brand Acura/5-7 Audi/7 BMW/6 Buick/4-5 Cadillac/5 Chevy/5-7 Chrysler/4 Dodge/3-4 Ford/1-7 Genesis/5-7 GMC/5-7 Honda/3-9 Hyundai/3-7 Infiniti/7 Jeep/2-5 Kia/5-7 Lexus/5-8 Lincoln/4-5 Mazda/3-5 Mercedes/7 Mitsubishi/2-3 Nissan/2-7 Ram/4-9 Subaru/5-7 Toyota/4-9 VW/4-5 Volvo/6 And that’s if you pay the full sticker price! Who does that The guy who thinks Taco Bell is a Mexican phone company And the gal who thinks the National Guard is an All-Amerucan football player Common Sense: If you and I wanted to start a retail business selling a product with a 100 MSRP that no one would pay but cost us 91 to 98 we’d never open the door to customers! But for decades we both have swallowed hook line and sinker the preposterous notion that the automakers have been telling us what their dealers pay for their cars If that were true and we owned a dealership we’d have gone ballistic decades ago But that’s never happened Ready for a good laugh Here’s the 2019 pricing on the Limited model of the Chrysler Pacifica Hybrid minivan: Invoice: 45291 Retail: 45395 Add the fact that a typical dealership’s overhead expense is 11 to 15 of its revenue and you’ll understand why today’s invoice prices are a total joke And clearly the industry is having a good laugh at our gullibility It’s almost impossible to carry the torch of truth through a crowd without singeing somebody’s beard – George Christoph Lichtenberg Apparently mortified by its two-decade failure to recognize the industry’s phony pricing scheme Consumer Reports dumped one of its major cash cows its New Car Price Service That’s the one they claimed would tell you the dealer’s true cost and how much wiggle room you had And it took just one obvious fact unearthed by this old marketing man to kill it My multiple articles on the website of Clark Howard the country’s best-known and most respected general consumer advocate may have accelerated its demise Can there be any stronger evidence that the way to get the best price on a new car has changed forever The inside story of the discovery of that game-changing fact is told in the book mentioned above available in paperback and Kindle formats at Amazon To read the back cover copy Preface Table of Contents and the first four chapters click here If you’d like an author-inscribed copy 1695 including First Class postage you can add that to your order for the information package AS I’VE NOTED NEW-CAR SALES HAVE HIT A WALL That Puts You In The Driver’s Seat The pent-up demand from the recession has been satisfied 2015 was the last growth year with sales up 57 A 3 gain was forecast for 2016 but the result was a tiny 03 Sales slipped 18 last year to 172 million about 300000 units behind 2016 Sales inched up just 04 in the first 11 months of this year and that tiny gain was based mainly on increased fleet sales to rental car companies and businesses not retail sales As a result the market is more competitive than ever with automakers spending more to move the metal In a word you’ve got more deal-making leverage now than you’ve had in years WHAT’S IN THE FIGHTING CHANCE PACKAGE 1 You’ll have the only independent unbiased source of truthful information and powerful negotiating advice on the Internet I’ve been focused single-mindedly on this subject since before the Dead Sea got sick and much of that knowledge has come from customers’ feedback 2 You’ll have a coach as you go through the process Got a question Call us Want to run the best lease numbers you’ve received before you sign the papers Call us 3 In the package’s centerpiece How To Conduct The Phone Email competitive bidding you’ll learn exactly what to do and say each step of the way as you conduct the process from your home or office We also tell you the best day of that month to start it This package changes over time Simply faxing or emailing dealers doesn’t work well today 4 You’ll receive our signature Big Picture analysis of how the brands and the specific vehicles you’re considering have been doing in the market Are your model’s sales up or down What’s the current holdback information for brands that use it Several don’t And to the extent we’ve had feedback in this little information boutique how much over or under the total invoice have customers reported paying for it excluding sales tax and vehicle registration fees 5 You’ll get the current sticker/MSRP and dealer invoice pricing data for the vehicles you’re considering covering all the trim levels and factory equipment packages 6 You’ll also get these insightful articles most of them information no other auto-info site tells you Can You Get The Vehicle Configuration You Want Things To Consider About Placing A Factory Order Today Incentives Often Differ From Market To Market Here’s How To Check The Offers Where You Are The Crucial Financial Importance Of A Dealership’s Customer Satisfaction Rating How We Abandoned Our Inborn Common Sense About New-Car Pricing How The Industry Has Turned The Invoice Price Into A Bloated Imposter By Continually Raising It By More Than The MSRP For Over Two Decades How New-Car Dealers Make The Big Bucks And How They Don’t Two Big ‘Fake News’ Sales Come-ons To Ignore The Myth Of Vehicle-Specific Dealer Cash Incentives Important Note On The Pricing Of Dealer-Installed Accessories Have You Chosen A Crashworthy Vehicle Thoughts On Buying A Demo Or Last Year’s Leftover Model Should You Buy An Extended Warranty Dealing With A Trade-In if you tell us you have one Leasing 101: The Straight Skinny if you tell us you’re leasing or undecided Here’s The Information We Need To Analyze Your ‘Best-Offer’ Lease Numbers With You If you’re leasing or undecided THE COST OF THIS UNIQUE PACKAGE: 4995 That includes all the information you need for any one vehicle Additional vehicles: 1500 each More than half of our customers add one or more as fall-back alternatives This could become a small but wise 1500 decision if you find it difficult to deal on your first choice The average new car sells for over 35000 today Important Note: This is a service for NEW VEHICLES ONLY We have no information on used vehicles Also we have NO CANADIAN PRICING DATA HOW TO PLACE AN ORDER AND HOW AND WHEN YOU’LL RECEIVE IT To place an order on our secure encrypted order form click on the Ordering link in the upper left column To see the vehicles for which we have pricing info click on Auto Pricing link in that column If you’d prefer to place a phone order or if you have questions that aren’t answered on our web site you may call our order desk at 1-562-433-8489 between 9:15AM and 4:00PM Pacific time Monday through Friday Delivery Timing: 99 of our customers request email delivery Orders received by 3:00PM Pacific time this Wednesday Thursday and Friday will be emailed the same day We’re closed on weekends We’ll be here 562-433-8489 to answer your questions and analyze your best lease offer weekdays between 9:15 AM and 4:00 PM Pacific time I look forward to helping you get a great deal on a new car And I hope you’ll visit me when I have to join the Witness Protection program James Bragg Copyright © 2017 Fighting Chance Home | 1 |
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