Full Transcript
[00:00] Hello, I see that our sales trainee, Zach, has just gotten back from a test drive with you on the Subaru Crosstrek. What did you think? We had a great time. I really liked the Crosstrek.
[00:13] Well, good. I'm glad to hear that. Did you like it enough to maybe want to buy it? Yeah. Yeah, I'm thinking about it. Okay. I don't know if you're aware of what market conditions are today, but in today's world, if you can get a car, just MSRP, you're doing great because probably 90% of the dealerships out there are charging additional dealer markups and dealer accessories.
[00:36] Well, here at Gosher Logers, we don't want to play those games. We believe that there's two things in life that nobody ever seems to have enough of, and that's time and money. And if it's okay with you, I'd like to save you a little bit of both.
[00:48] That sounds good. Okay, good. The MSRP on the car is $33,318, and that's what I would tell them. But before we get to that, let me just ask you one question if I may.
[01:02] You know, I've found over the years that most people have a monthly budget in mind when it comes to buying a car. I was just curious as to whether or not you were giving any thought to what you would like to spend on a monthly basis for your car payment.
[01:17] Yeah, absolutely. No, everybody has a budget. Thank you. Well, I would be happy to discuss that with you, but I first want to agree on an outside price. Excuse me?
[01:29] An outside selling price. Oh. Before we discuss budget. But you do have a budget in mind. I mean, we're not looking at a $33,000 car and you're expecting to pay like $200 a month or anything.
[01:43] Well, of course, I'm reasonable to say to you. Well, thank you. Thank you very much. I appreciate that. Want to know who the good dealer is in your neighborhood? Go to joinya.com and check out our crowdsourced dealer reviews.
[01:56] All of our community members coming together to help one another. Well, as I was saying, the MSRP on the car is $33,318. And that's what we can sell you the car for in today's market
[02:10] because you can set the shortage of Subarus all together. I don't know if you're aware of it, but on a national basis, There's something about a four-day supply of cars. What that means in layman's terms is that if the dealerships didn't get any more inventory in,
[02:27] they would be out of cars completely in four days. So I can say that the cost of the MSI will be $33,318 plus fees. Okay. I hear you, and I appreciate that you're trying to save me a ton of money.
[02:41] I am. That's good. Of course, yeah. I think I would like to see what you think about something closer to $30,000.
[02:54] That I'd feel more comfortable paying. I appreciate the fact that you would feel more comfortable with that. I don't know how that's entirely possible, but I did learn many, many years ago, they taught me,
[03:08] that I should never tell a customer no. I should never tell you what I can't do. I should only tell you what I can do. And what I can do is I could tell you the cost of the $33,300.
[03:24] That would work, wouldn't it? That's just not going to work for me, unfortunately. I'm looking to go down about 10% from what you're asking. 10% would be about? 30 with taxes and fees.
[03:37] 30,000 with taxes and fees? Yes. What if I could not get down from 33, 318 plus fees to 33 even?
[03:50] I'm sorry, Ray. I've got to throw it back to you. 30 plus fees. How much more than 30 would you be willing to do? I need a little help here. 30 is what I'm willing to pay.
[04:03] Look, this could be the shortest negotiation process in history. you in that you know at 30 I hate to do this but I'd have to
[04:16] ask you to leave and that's not going to save you time or money because then you're going to have to drive to another dealership somewhere find another car that you like and invest additional time doing that
[04:28] so that might be worth my time though you don't say you don't like things though it might be worth your time I get that but more than likely it's not because time is a limited commodity.
[04:40] I mean, we all have an expiration date. We just don't know exactly when that date is. So rather than you having to waste any more time on that, how much more than 30 could you go? Or would you be willing to go?
[04:52] Could you go, listen, I'm 33. You want to be in 30. You know, the proverbial thing is to always say, hey, could you meet me in the middle? But I wouldn't want to do that to you.
[05:05] Let me go a little more in the middle. If we met, instead of at 31.5, we met, say, at 31.4, where I gave up $1,500, you gave up $1,400, would that work for you?
[05:23] No, I'm sorry. That's just not really going to work for me, Ray. How much closer to the 31.4 can you get? Would you be willing to go? I'm willing to do 30 plus taxes and fees
[05:35] which I know is going to add a little bit more to that right well yes I mean that's going to refuse it's about 10% that's got nothing to do with me there's no movement off the 30 at all no I've done my research enough that I think it's fair
[05:50] it would be fair in the old days you know when we had inventory when we had inventory and we had incentives from the manufacturer we have neither today if I got it down to $31,000
[06:04] would that work? No. I appreciate that you're trying to reconsider your offer multiple times but $30,000 is where I'm going to stay. And I hear you continue to go down so that means you probably have a little bit more wiggle room than you're leading on.
[06:16] Okay. If I had $100 more wiggle room would that work? $100? Well, you know, I'll be the only one moving and you're not. I mean, there has to be some just because you selected $30,000 because you think that might be fair in today's market today.
[06:32] Based on market conditions, it really isn't. Well, I'm trying to save you time by not going far below $30 and then waiting for you to work me back up. I'm starting at $30 as my final price, and that's what I'm putting out.
[06:45] I'll tell you what I'll do, and this is my last and final offer. You either take it or you go. I'm perfectly fine either way. $30,835 plus fees for a total
[06:57] at the door of $33,385 so that includes all your fees all your sales taxes, your title your registration, dot fee everything
[07:09] we're not adding any dealer installed accessories and there's no additional dealer markets that's gotta work because I, please say it goes because I really have nowhere else to go I'll bring them back to my office and I really don't want to have to do that.
[07:23] So you're saying this final price, $30,000 plus $835,000, which is what all these docks, these attractors, and licensing add up to? No, that adds up to about, if I can't, if I can move them out, about $3,000.
[07:38] Who's that one? Say yes, it'll be in both of our best interests. So you're saying that's what we need for $30,000? I'm saying I'll sell it to you for $30,835.
[07:50] plus fees. All right, Ray. That's about the deal. Thank you. Thanks very much. Do you have a question? I just need to use the initial that you accepted that crisis. And then I'll give you
[08:02] some paperwork to fill that. I heard you didn't want to discuss payments with me. Do you want to go over that directly with the finance manager then? Sure. Yeah.
[08:14] Thank you I wish I could say the same But it been fun Do me one small favor I have a credit app here somewhere and if you can fill that out for the finance manager,
[08:28] I'll do all the paperwork so that she can process it and she'll come out here and discuss payments with you. Will that work for you? If you could, just fill that out. I have a credit application.
[08:40] Yes, so we can get your money together for you. Ray. Yes. Look, it's my lunchtime. Yeah. What do you got? Well, I don't have enough here for you to buy lunch. What? Yeah.
[08:53] Are you weak, Ray? I was today. Yeah, I was today. I tried every clothes I could think of. Well, not every clothes. You know, I don't have all that much time.
[09:05] But I tried to push her as much as I can. I don't know exactly how much money she's looking to put down or what she wants in monthly payments for me. She was entirely focused on selling prices and the outdoor prices.
[09:17] So you didn't go over payments with her at all? Nothing at all. Okay, so, you know, I wish you all luck in the world. Oh, great. She's a tough cook. Oh, that's just great. And the other thing, while I'm sitting here, my other finance manager just went to lunch,
[09:33] so now I have no way to escape this. I'm afraid not. Great. I'm afraid I don't have a flop for you. Thanks a lot, Ray. Well, maybe next one, right? You can vote. You can vote.
[09:45] Okay. You're on your own. Thanks so much, Fred. Hi, Laura. Are you excited you're getting your new Subaru today? I'm super excited. I'm excited for you. You know what the best thing is? What? You're going to look great in it, and that's what counts, right?
[09:59] I can hear you. I mean, come on. Well, I got everything ready here for you. We're going to get you in here and out of here in your new car. That's what everybody wants. Awesome. Thanks. I'm just going to run through this with you really quick. and find the rest of your paperwork,
[10:14] and I'm going to tell you what comes with the vehicle, what's available for the vehicle. You may even have a three-year, 36,000-mile bumper-to-bumper that comes with it, a bumper-to-bumper warranty from Subaru. Now, if you look under this column,
[10:28] this is to show you what's available. You can get an extended warranty or a vehicle service contract for six years or 80,000 miles. I think that would fit you pretty well, And that means everything gets covered beyond that three years and 36 months.
[10:44] Computers and electronics are a big deal. Hey, sorry, Kimberly. Yeah, sure. Could you just walk me through the general layout of this sheet really quick? What am I looking at here? Yeah, so this is just called a menu.
[10:56] And it's just, like I said, breaking down all of the different protections that are available for you. And it shows you right down here what your payment will be with different protections. Okay. Is there a place on the sheet where it says my base payment?
[11:08] I'm sure you should know about that. Your base payment? You mean like... Yeah, as a matter of fact, there is. If you look up here in this box, you'll see base payment. So here's your 60-month term.
[11:21] I decided to show you two different terms because I wasn't real sure if you wanted to do 60 or 72. But if you did 60 months, you'd be at 429, and here's what your car payment would be, 526. But, you know, there's no prepayment penalty, so you can only stretch it out for 72 months if you want.
[11:37] and put additional money on top of principal at any time. And that's what your interest rate would be, and that's what your car payment looks like. It just depends on, you know, what is comfortable for you and for me.
[11:51] All right. What's this? Well, so Kimberly, I actually am serious about this interest rate because I actually, I think that I set a union down the street.
[12:04] I've been with them for a really long time, and I actually stopped there on my way here. and chat with them a little bit about this. And they were able to approve me for much different interest rates. It says 4.29. They were able to give me 2.49.
[12:18] So I appreciate what you put together here, but unless you can beat the offer that my credit union provided, then I'll probably be doing my financing with them. Oh, okay. Isn't that ABC Credit Union down the street here, close by the dealership?
[12:31] Right down the street. I've been with them for a very long time. Yeah, okay. All right. Well, we're connected with them, actually. I'll pull up their rates and see what we can get for you.
[12:43] And I'll go ahead and I'll match it for you. Okay. Well, I guess, what would be the reason that I would go with you guys for the same rate when I can get a lower rate if I walk? Well, not really.
[12:55] I can go there right now. Oh, you can go there right now? Yeah. Okay. Well, I was just going to say you can walk. I love walking. Oh, great. Okay. Well, I'll tell you what.
[13:10] What if I could maybe, would you want me to beat that interest rate if I could beat it? Yeah. I might have another bank actually that could maybe beat your credit union.
[13:22] Yeah. Would that be good? Mm-hmm. Okay. I'm going to come back with that. Okay. Thanks. All right. Guess what? I know your credit union is at 249, and I just came back at 229.
[13:39] Now, it's a different bank, but I think it's going to save you a little bit of money. And then that way we can get all your paperwork wrapped up right now, and you don't have to take the extra time to go get that check and bring it back from your credit union.
[13:56] And I did your rates by a little bit, so I paid you some money. Yeah, thanks, Kimberly. You're very welcome. So we'll do that at 229 by 60 months.
[14:09] How's that? That's perfect, thanks. All right. All right, I'm going to go ahead and go through these products here with you, again, just to show you what's available, and more importantly, how these things work.
[14:21] Yeah. Can I just make sure? Sure. So I noticed there's kind of bundled places down here at the bottom for all these different passages? Yes. What's the cost of these things individually?
[14:34] Well, I'm going to get to that. I'm going to get to that. And I know with your 229, that really brings your payment down. As a matter of fact, I've already calculated it up,
[14:46] and if you took all the protections here listed, you're going to be right around $565 with everything. That's great.
[14:58] Yeah. I am sure that this is a fantastic deal. I'm just not sure if I'm interested in purchasing all these products. So any off chance that I don't want all of them, I'm very quickly in digital pressure. Because I imagine you can sell me just one of these things and I don't have to bundle them.
[15:11] Yeah. Well, I'll tell you what, Laura. How about this? How about I go through them briefly and just give you a quick overview of each one of them. And then I'll give you the pricing on them. Would that work?
[15:23] Could you give me the pricing after this is in? Okay. Cool. Yeah. That would be more helpful for me. Yeah, I can do that, too. All right, so for your vehicle service contract for six years or 80,000 miles, that one is $35,000.
[15:40] Okay, and then your gap coverage. Now, do you know what gap coverage is, Laura, what it does for you? Have you heard of it before? Yes. Okay, so in case your vehicle gets stolen or totaled, your loan gets paid off in full,
[15:55] and your gap coverage is $999. And that would be for the entire 60 months of your loan because I know you did express to Ray that maybe 60 months would be something you want to do,
[16:08] but you want to make sure this is to you. So I'll show you what it looks like in your payment for 60 months. Okay. I'm curious what this gap coverage is. Yeah. Does it cover 150% and does it pay for my deductible as well?
[16:22] Have you looked at it more than 50%? No, I've got some friends who will give you some advice, of course. Well, those are fantastic questions. Yes Gas covers 150 and it does pay your deductibles for you well should you have any Okay Wow That great to know
[16:42] And I guess before we get too far ahead of it, I have a couple questions about this BFC as well. Sure. So you quoted me this price, $3,500? Yes. And that's for the six years or 80,000 months?
[16:54] Okay. I've looked into this before and I'm pretty confident that I can get the same product for roughly half that if not less oh well
[17:06] half that? you know what though um I can't even show you I looked on the sub site well I tell you what Laura before I look at that
[17:18] what if I can take $1000 off of that for you I can give you I don't know Yeah, you can take $1,000 off. Well, you know what? I really like you because you're so smart. And I'm going to give you what we call the friends and family discount.
[17:32] I have one coupon left for the month, and I'm going to use it on you. And it's for $1,000 off? $1,000 off of your vehicle service contract. So there you go.
[17:45] Okay. Off of $3,500. $1,000. I appreciate that. I still think I can beat that price, though. I have this YA coverage. What is it called?
[17:58] It's less than half that. I've never heard of that company before. Let me tell you. It's a really amazing company. I'll probably just use them for the VST or for the extended warranty if I can.
[18:10] Okay. I mean, that's a really good price. That's a really, really good price you have there with that, whatever you just said. but the thing is for that price
[18:22] Laura, it's probably not going to cover everything, it's probably not going to cover anything as a matter of fact and a lot of those companies that you pull up on your phone like that take a lot of business or
[18:35] or they make you pay for things and then they tell you that they're going to reimbush you and you're waiting and waiting and waiting now this one this one is a dealership
[18:47] And then it's trying to, they're going to cover everything for you. So even after I take $1,000 off of that for you, it's not going to make a big difference in your car payment.
[18:59] And, you know, it's through the dealership. So if I were you, I would probably say that. You don't know anything about that other company. Well, I know enough about that company that I think I'd rather go with them.
[19:12] If I'm going to be able to get that much better price. I mean, okay. That's up to you. $6,000. Yeah. Even if I took $1,000. Okay. Well, let's move on. So, there's your vehicle service contract, your gap coverage, and all this and more.
[19:29] Five years of unlimited tires and wheels. Pick up a nail, hit a pothole, jump a curb, whatever happens, you get a new tire and a new wheel. I had a lady last week that was driving down 81 and hit a big piece of retread that flew off of a tractor trailer.
[19:45] Okay. I've seen them. Some people call them gators or something. She's okay, but it did blow out her tire, and then when she gives off the road, it bent her rim. Very, very expensive.
[19:58] Yeah, it was a really expensive flat. A tire and wheel fan would pay for that for a new tire and a new wheel, and there's no deductible to it either. Nothing out of your pocket.
[20:10] So that's here for you if you want, okay? What's the price on that? Oh, the price. Well, it's, I'm just going to tell you, it's $10.99.
[20:22] That gives you five years of unlimited tires and wheels. Okay. Is there a chance that Demi does top it up? Well, maybe. We'll see. Let's see which ones you like the best. Okay. Okay, got it. Yeah.
[20:34] Now, the next one is maintenance. And I know that you, well, you have a brand new Subaru, so you probably want to get to the dealership for your maintenance. and this would give you it matches your vehicle service
[20:47] contract another 6 years 80,000 miles so you just pull in, get the maintenance done and drive away, you don't have to sell out money for anything for your maintenance and so that's here for you and I guess you want to price on that too
[21:00] yes, thank you kind of figure ok, so this maintenance is $12.99 ok, I'm curious Does this, does this name extend without a tieback?
[21:15] Or can I, do I have to come right back to this dealership to use it, or can I use it at any dealership? Did you say tieback? You know, whenever I looked at your credit application, I didn't see a finance manager at the dealership on there, but wow.
[21:30] Never went to finance manager. A tieback, no, there is no tieback, meaning you don't have to come back to this dealership. You can go to any Subaru dealership across the country to get your maintenance done if you want to.
[21:43] Great. But the nice thing is you can just drive in and get it done and drive away. Yeah, that is super nice. I was also curious, does this plan cover the larger services too, or just things like oil changes and tire rotations?
[21:57] It's basic maintenance, which is your oil changes, chassis filters, and there's oil changes and tire rotations. Okay. It would be extra if you wanted the big ones, which are generally around 15, 30, and 50,000 miles.
[22:13] So that one would be extra. But, wow, those are great questions. So this is your basic maintenance. Okay. Cool. Thank you. You're very welcome. And, you know, with the maintenance plan, you are hedging against the prices of everything going up.
[22:29] So you would be locked in with this. And I have it. I love it. Even when I do work here and they do it for me for free anyway. Okay, so the next one would be paint and interior protection.
[22:43] So that goes on the outside. It goes on the inside. You get the same clear coat that comes with your new Subaru. Doesn't last forever. Bird dropping, sap, salt, bug guts, UV rays, acid, rain.
[22:57] These are all things that put little pits in your paint. And you want to keep that tangerine orange looking the best it possibly can, I'm sure. And then on the interior, it's going to be stained, spilled, rips, tears, oil, and all dyes.
[23:14] And that's for seven years on limited miles. This is a really, really nice thing to have. You're spending a lot of money here, so you want to take care of that. And that one is also $9.99.
[23:28] Okay. And then key care, Laura, I don't know if you've ever lost a key before, but these keys are very expensive today. Yes. They're very expensive. So, if you lose your keys, you have five years of unlimited keys.
[23:44] You just call us, we'll get you a new one ASAP. Okay. So, this is just saying that if you took all of these, here's what your car payment will look like at 60 months.
[23:58] Mm-hmm. How about that? This is with your $5,000 down. Right. All right. Thank you so much for taking the time to walk me through this individually.
[24:10] That was super helpful. Yeah. I guess I'm still curious about the gap coverage. I did speak to my credit union, and they were able to get me a much different rate than you just quoted me here.
[24:22] You quoted me the $9.99, and the credit union said they could get me that same coverage for $400. Oh. I was curious if there's any Google Room there with that price. And I'm also curious, I noticed that you have all these different package deals.
[24:38] This one over here on the far right is the smallest one with the VSD and the GAP. Is there any option where I only purchase the GAP coverage? Do I have to purchase them in a bundle No you can get GAP coverage by itself Okay perfect different columns do drop off different products as they go along to the smallest one
[25:01] which is the extra contract and GAAP. But if you want GAAP all by itself, you can certainly get GAAP. Now, with your credit union, you know, does it need to be deductible for you? Is it going to cover 150%?
[25:13] Is it going to pay your loan off in full for you? Yes. You're sure? Yes, yes. I asked them the same question they asked you. Oh. Well, yeah, see, you have your handy-dandy book here. Thanks for coming prepared.
[25:25] Well, I guess we're next with you. Yes, I think I can discount this. I can give you the friends and the family on the gap. But what if I can throw something else in there with it and keep your payment the same?
[25:42] Would that interest you? Like, if you didn't have anything, you know, what do you like? I mean, I'm willing to negotiate. Are you proposing you would toss one of these things in for free? Well, no, but I can negotiate a little bit of money off of something if you, if you,
[25:57] if it fits, if it fits your life, if it makes sense to you. Are you saying you would keep this pane of the same but toss one of these other things in? Yes. Oh. Um, you know, I think that isn't a texting offer, but I honestly just don't think I need
[26:10] any of these other things, so I don't know that that's a better deal for me. Okay. I think I'm the most biggest interested in the gap. Okay, gotcha. So what price would you be able to drop it to? Well, I could get it down to $400.
[26:26] I definitely can't do that. Dealership gap is going to be more expensive, so I know I can't do that. But I can still do the friends and family for you. That does still, for 60 months, get you down to $600, though.
[26:40] But we're coming down from almost $1,000 to $600 for 60 months. and you're saving interest on, you know, the interest rate that I got for you.
[26:53] So hopefully, you know, to save you some time, I've saved you some interest. I've cut down the price gap for you. Can we just wrap this up?
[27:06] So you said you can drop this to $600? Yeah, I can do $600 for 60 months. We just can't do $400. Okay. And I think $600 is more than fair, considering it's only like $100 over cost.
[27:23] So $600, you've got a deal. Awesome. Awesome. But you're sure you don't want anything else? Yeah. Yeah. Is it better with your loan?
[27:35] Yeah. Okay. Yeah, it's nice to have these things in your loan, though, you know. Yeah, totally. If you come back, you know, I can help discount any of them, too, right now. But if you come back later and say, Kimberly, I do think I want that vehicle service contract because that other company, yeah, like, they're big.
[27:54] Well, I'm not going to be able to do it for you then, but I can discount these things now for you. Oh, that was the next question. I was curious. You said you could still discount these things.
[28:07] Okay. What would those prices hypothetically be? Well, on the vehicle service contract, I've already taken $1,000 off for you. I could probably take another $150 off for you on that one.
[28:21] So you would go from $35 to, what, $2,350? $2,350. Okay. Now, I know that you were interested in, do you like the maintenance plan?
[28:33] Is that something that you're interested in? I mean, more so than I think than any of the other things on the list. But it would have to be for the right price. Okay. Because, you know, the basic maintenance plan is $12.99.
[28:47] What if I could upgrade the maintenance plan for you and we could do all those big services? Because there's two levels of maintenance plans. And if we throw in those big ones, I could take you from $12.99 basic maintenance down to $10.99,
[29:12] and you will have those three major ones too, because right now, one of those major maintenance, or those major services, is $1,100 all by itself.
[29:26] Mm-hmm. So when I upgrade this for you, give you a discount, it kind of makes sense that you're paying less for the maintenance plan than you would be paying out of pocket as you go.
[29:41] Mm-hmm. How does that sound? Yeah, I hear you. So this would be for the, what do you call this new thing? It's not called basic. It's called? It's called upgraded maintenance. Upgraded. It's called upgraded diamond.
[29:54] Oh. okay yeah and that would cover your big ones take it up to 60,000 miles um you won't be hit with that eleven hundred dollar one whenever it rolls around to 40,000 you just the other thing too to
[30:11] kind of keep in mind here is that the price of everything is going up but the price of materials labor and oil is also going up so you can lock in today on that and save money right away
[30:25] That makes sense if you're saving money right away. And then here's what I can do for you, Laura. So let's say instead of BSC, this would be your maintenance.
[30:39] And I'm writing that sign down. Not easy to do. So we could do your maintenance and your gap coverage because your base payment went down when you challenged me on that interest rate.
[30:55] your base payment would down to $495. So once we throw in maintenance, that's another $95, and then we put your gals in there for $600,
[31:08] that's going to be $525 for both of these. That would be for 60 months at $2.29,
[31:21] with your $5,000 down and you don't have a payment for another 45 days and you'll have these two things, maintenance and gas.
[31:34] Does that make sense to you? Yes. I was mostly just curious what your wiggle room was on that or what kind of ways we might be able to change that around.
[31:46] I don't know that I'm interested in taking up the maintenance package today. Okay. But you mentioned that I could come back in the future and other things on. So I was curious. Yeah. You know, if I were to come back, what that might be like. Well, I wouldn't be able to give you the discount then.
[31:59] This is something I can do for you right now today. Okay. Well, I think today I'll pass, but I have these numbers in mind for the future if I come back. Okay. All right, so we're going to go with gas only then, right?
[32:12] Gas only. All right, so that makes your payment at 5. That makes your payment at 503-even. And that is GAAP only.
[32:27] I'm going to write that right here, GAAP only. And then I just need your signature right there. And then I'm going to stick all this stuff in the printer and get it all ready, and you'll just sign, sign, sign, and you'll be out of here in your new car.
[32:41] Okay. Awesome. Thanks so much for those. You're very welcome. It was nice to see you in form. Are you sure you haven't worked in a dealer before? I'm sure. Wow. Holy smokes.
[32:55] But if you're sure you've already learned all my information from you, you should do that company I referenced earlier. I've never heard of them. But, you know, it sounds like they're giving you some education. Yes, absolutely.
[33:08] Thank you so much. You're very welcome.