8 Tips for Haggling at a Dealership, According to Insiders

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Whether you're looking for a new or used car, when you visit a dealership, you better be prepared to haggle. Most of us know the basics—do your research, don’t be afraid to walk away—but negotiating can be a tricky business. We asked industry insiders to tell us what works best when haggling over the price of a car.

1. ALWAYS SELL OUTRIGHT.

If you’re trading in your old vehicle for a new one, you’ll typically get a better deal if you just sell it outright, says Anthony Curren, a manager at a New York car dealership. While most dealerships will low-ball the value of your trade-in, new dealerships are especially sneaky about it. New dealerships are notorious for this. Let's say you come to my lot and want to get $1500 from your trade in. I will tell you it's worth $300, for example. You go to a new dealership and tell them you want $1500. They give you $1500, but add $1200 somewhere on the back side. New dealerships have a lot more play in their numbers, and therefore can give you more perceived value,” Curren says.

In other words, they’ll give you what they want, but they sneak in the difference when they sell you the new vehicle—maybe they’ll charge excessive dealer fees or an unnecessary warranty with an even bigger price tag. Before you resort to trading in your car, Curren suggests trying to sell it yourself first. “Put your vehicle up on Craigslist for a few days before you come to buy the car, and if you don't get any bites, trade it for what you can.”

2. GET QUOTES BASED ON PROFIT MARGIN.

When you negotiate a better price, don’t just get a number for that specific vehicle, says Mike Rabkin, founder of From Car to Finish and a professional negotiator with over 23 years of experience. Instead, ask for the discount related to the suggested retail price or invoice price (the amount the dealer actually paid for the vehicle).

For example, let’s say you're buying a new Corolla. Instead of talking the dealer down to $16,000, you would instead ask for $1300 less than the Manufacturer’s Suggested Retail Price (which is approximately $17,300). “This way, you can use it for whatever vehicle is available that starts with that description,” Rabkin says.

This discourages dealers from sneaking in a higher price for a different make, model, or style of vehicle. Going back to the Corolla example, if you want to look at a totally different model or just a vehicle with different options, you can easily negotiate the same discount: $1300 off whatever the MSRP is, regardless of the vehicle. If the second car you're considering has more basic features, this could very well be less than the $16,000 you originally wanted to pay.

3. USE MILEAGE AS LEVERAGE.

Let’s say you’re buying a used car, and you score competing offers for the same model at different dealerships. In this case, you can use the car with the higher mileage to your advantage, says Curren. “I'll give you an easy example. The customer was down to my vehicle and a vehicle on another lot. We were the exact same on price, but mine had 100,000 [miles] and theirs had 160,000. The car they were trading in had 200,000. By the time the customer paid off the loan at the other guy's lot, they would be back in the same place [in terms of mileage]. On the other hand, they could drive the car at my lot for another 7 or 8 years, and then trade in. In the end, I got the sale because my car had less miles. My tip here is that if they were going to go with the other guy, they could have negotiated to pay less because they were getting more miles.”

4. EMAIL DEALERSHIPS FOR NEW CAR PRICES.

Many buyers will skip the negotiation process altogether and simply email local dealerships and ask for the best price. It sounds simple, but it works. Chris Abouraad, a former dealership owner and current Sales Team Manager at CarGurus.com, says, “For new car shoppers, sending emails to local dealerships that have the exact desired model and asking for the best price can result in getting the best price."

He adds, “It can also lead to an influx of phone calls and emails from dealerships, so one tip is to create a new email address just for this process.” However, Abouraad points out that this tactic rarely works well for used car shoppers, since each car is different.

5. ALWAYS DEAL WITH MANAGERS.

When asking for prices via email Rabkin says you should seek to finalize the deal with a manager. “They’re the ones who can decide price on the spot, and aren’t on commission,” he explains. “Managers have quotas to hit each month, so the end of the month is a good time to negotiate, as they may get a bonus for hitting their quota, and you’re the customer that puts them over the top, getting you a better deal.”

6. LEAVING THE LOT DOESN’T ALWAYS WORK.

The age-old tactic of leaving the lot in a huff? It’s outdated, says Abouraad. “Years ago, the dealership made sure to keep shoppers on their lot, but now that isn’t as common or as effective with an incredible amount of information available online. Plus, recent research has shown that 10 years ago, shoppers visited an average of five dealerships when buying a car and today they’re visiting one or two dealerships. This shows that salespeople, much like the car research process, are evolving over time.”

These days, shoppers already know what they want and have done a fair amount of research online. As a result, Abouraad says, fewer customers find the need to leave. Typically, both the customer and the dealership knows what’s reasonable, so there aren’t as many surprises.

7. GET PRE-APPROVED.

Beyond the price of the vehicle, you can negotiate your financing, too, and perhaps score a better rate. The key, Curren says, is getting pre-approved for your loan elsewhere. “Go to your bank, get pre-approved for an amount, then tell the dealer you want to get into a car, and can do no more than this," he says. "They will find a way to make it work for you, or they will lose the business. If you can gain control on this aspect of the sale, you gain the upper hand.”

Curren adds a word of warning: “Do not lie, because dealers will always call and double check the pre-approval amount.”

8. ASK FOR REBATES.

Rabkin adds that there are often unadvertised rebates you can score just by asking. There are often discounts for military personnel, senior citizens, college students, and first-time buyers. Sometimes, there are even loyalty rebates if you own the same brand of car already. “These aren’t from the dealer, and lower the price of the vehicle,” Rabkin says. “It’s up to you to ask the dealer what all the qualifying rebates at the time are, as they may not offer this information.”

16 Biting Facts About Fright Night

William Ragsdale stars in Fright Night (1985).
William Ragsdale stars in Fright Night (1985).
Columbia Pictures

Charley Brewster is your typical teen: he’s got a doting mom, a girlfriend whom he loves, a wacky best friend … and an enigmatic vampire living next door.

For more than 30 years, Tom Holland’s critically acclaimed directorial debut has been a staple of Halloween movie marathons everywhere. To celebrate the season, we dug through the coffins of the horror classic in order to discover some things you might not have known about Fright Night.

1. Fright Night was based on "The Boy Who Cried Wolf."

Or, in this case, "The Boy Who Cried Vampire." “I started to kick around the idea about how hilarious it would be if a horror movie fan thought that a vampire was living next door to him,” Holland told TVStoreOnline of the film’s genesis. “I thought that would be an interesting take on the whole Boy Who Cried Wolf thing. It really tickled my funny bone. I thought it was a charming idea, but I really didn't have a story for it.”

2. Peter Vincent made Fright Night click.

It wasn’t until Holland conceived of the character of Peter Vincent, the late-night horror movie host played by Roddy McDowall, that he really found the story. While discussing the idea with a department head at Columbia Pictures, Holland realized what The Boy Who Cried Vampire would do: “Of course, he's gonna go to Vincent Price!” Which is when the screenplay clicked. “The minute I had Peter Vincent, I had the story,” Holland told Dread Central. “Charley Brewster was the engine, but Peter Vincent was the heart.”

3. Peter Vincent is named after two horror icons.

Peter Cushing and Vincent Price.

4. The Peter Vincent role was intended for Vincent Price.

Roddy McDowall in Fright Night (1985)
Roddy McDowall as Peter Vincent in Fright Night (1985).
Columbia Pictures

“Now the truth is that when I first went out with it, I was thinking of Vincent Price, but Vincent Price was not physically well at the time,” Holland said.

5. Roddy McDowall did not want to play the part like Vincent Price.

Once he was cast, Roddy McDowall made the decision that Peter Vincent was nothing like Vincent Price—specifically: he was a terrible actor. “My part is that of an old ham actor,” McDowall told Monster Land magazine in 1985. “I mean a dreadful actor. He had a moderate success in an isolated film here and there, but all very bad product. Basically, he played one character for eight or 10 films, for which he probably got paid next to nothing. Unlike stars of horror films who are very good actors and played lots of different roles, such as Peter Lorre and Vincent Price or Boris Karloff, this poor sonofabitch just played the same character all the time, which was awful.”

6. It took Holland just three weeks to write the Fright Night script.

And he had a helluva good time doing it, too. “I couldn’t stop writing,” Holland said in 2008, during a Fright Night reunion at Fright Fest. “I wrote it in about three weeks. And I was laughing the entire time, literally on the floor, kicking my feet in the air in hysterics. Because there’s something so intrinsically humorous in the basic concept. So it was always, along with the thrills and chills, something there that tickled your funny bone. It wasn’t broad comedy, but it’s a grin all the way through.”

7. Tom Holland directed Fright Night out of "self-defense."

By the time Fright Night came around, Holland was already a Hollywood veteran—just not as a director. He had spent the past two decades as an actor and writer and he told the crowd at Fright Fest that “this was the first film where I had sufficient credibility in Hollywood to be able to direct ... I had a film after Psycho 2 and before Fright Night called Scream For Help, which … I thought was so badly directed that [directing Fright Night] was self-defense. In self-defense, I wanted to protect the material, and that’s why I started directing with Fright Night."

8. Chris Sarandon had a number of reasons for not wanting to make Fright Night.

Chris Sarandon stars in 'Fright Night' (1985)
Chris Sarandon stars in Fright Night (1985).
Columbia Pictures

At the Fright Night reunion, Chris Sarandon recalled his initial reaction to being approached about playing vampire Jerry Dandrige. "I was living in New York and I got the script,” he explained. “My agent said that someone was interested in the possibility of my doing the movie, and I said to myself, ‘There’s no way I can do a horror movie. I can’t do a vampire movie. I can’t do a movie with a first-time director.’ Not a first-time screenwriter, but first-time director. And I sat down and read the script, and I remember very vividly sitting at my desk, looked over at my then wife and said, ‘This is amazing. I don’t know. I have to meet this guy.’ And so, I came out to L.A. And I met with Tom [Holland] and our producer. And we just hit it off, and that was it.”

9. Jerry Dandridge is part fruit bat.

After doing some research into the history of vampires and the legends surrounding them, Sarandon decided that Jerry had some fruit bat in him, which is why he’s often seen snacking on fruit in the film. When asked about the 2011 remake with Colin Farrell, Sarandon commented on how much he appreciated that that specific tradition continued. “In this one, it's an apple, but in the original, Jerry ate all kinds of fruit because it was just sort of something I discovered by searching it—that most bats are not blood-sucking, but they're fruit bats,” Sarandon told io9. “And I thought well maybe somewhere in Jerry's genealogy, there's fruit bat in him, so that's why I did it.”

10. William Ragsdale learned he had booked the part of Charley Brewster on Halloween.

William Ragsdale had only ever appeared in one film before Fright Night (in a bit part). He had recently been considered for the role of Rocky Dennis in Mask, which “didn’t work out,” Ragsdale recalled. “But a few months later, [casting director] Jackie Burch tells me, ‘There’s this movie I’m casting. You might be really right for it.’ So, I had this 1976 Toyota Celica and I drove that through the San Joaquin valley desert for four or five trips down for auditioning. And in the last one, Stephen [Geoffreys] was there, Amanda [Bearse] was there and that’s when it happened. I had read the script and at the time I had been doing Shakespeare and Greek drama, so I read this thing and thought, ‘Well, God, this looks like a lot of fun. There’s no … iambic pentameter, there’s no rhymes. You know? Where’s the catharsis? Where’s the tragedy?’ … I ended up getting a call on Halloween that they had decided to use me, and I was delighted.”

11. Not being Anthony Michael Hall worked in Stephen Geoffreys's favor.

In a weird way, it was by not being Anthony Michael Hall that Stephen Geoffreys was cast as Evil Ed. “I actually met Jackie Burch, the casting director, by mistake in New York months before this movie was cast and she remembered me,” Geoffreys shared at Fright Fest. “My agent sent me for an audition for Weird Science. And Anthony Michael Hall was with the same agent that I was with, and she sent me by mistake. And Jackie looked at me when I walked into the office and said, ‘You’re not Anthony Michael Hall!’ and I’m like ‘No!’ But anyway, I sat down and I talked to Jackie for a half hour and she remembered me from that interview and called my agent, and my agent sent me the script while I was with Amanda [Bearse] in Palm Springs doing Fraternity Vacation, and I read it. It was awesome. The writing was incredible.”

12. Evil Ed wanted to be Charley Brewster.

Stephen Geoffreys stars in 'Fright Night' (1985).
Stephen Geoffreys stars in Fright Night (1985).
Columbia Pictures

Geoffreys loved the script for Fright Night. “I just got this really awesome feeling about it,” he said. “I read it and thought I’ve got to do this. I called my agent and said ‘I would love to audition for the part of Charley Brewster!’ [And he said] ‘No, Steve, you’re wanted for the part of Evil Ed.’ And I went, ‘Are you kidding me? Why? I couldn’t… What do they see in me that they think I should be this?' Well anyway, it worked out. It was awesome and I had a great time.”

13. Fright Night's original ending was much different.

The film’s original ending saw Peter Vincent transform into a vampire—while hosting “Fright Night” in front of a live television audience.

14. A ghost from Ghostbusters made a cameo in Fright Night.

Visual effects producer Richard Edlund had recently finished up work on Ghostbusters when he and his team began work on Fright Night. And the movie gave them a great reason to recycle one of the library ghosts they had created for Ghostbusters—which was deemed too scary for Ivan Reitman's PG-rated classic—and use it as a vampire bat for Fright Night.

15. Fright Night's cast and crew took it upon themselves to record some DVD commentaries.

Because the earliest DVD versions of Fright Night contained no commentary tracks, in 2008 the cast and crew partnered with Icons of Fright to record a handful of downloadable “pirate” commentary tracks about the making of the film. The tracks ended up on a limited-edition 30th anniversary Blu-ray of the film, which sold out in hours.

16. Vincent Price loved Fright Night.


Columbia Pictures

Holland had the chance to meet Vincent Price one night at a dinner party at McDowall’s. And the actor was well aware that McDowall’s character was based on him. “I was a little bit embarrassed by it,” Holland admitted. “He said it was wonderful and he thought Roddy did a wonderful job. Thank God he didn’t ask why he wasn’t cast in it.”

13 Secrets of Halloween Costume Designers

vadimguzhva/iStock via Getty Images
vadimguzhva/iStock via Getty Images

For consumers, Halloween may be all about scares, but for businesses, it’s all about profits. According to the National Retail Federation, consumers will spend $8.8 billion this year on spooky goods, including $3.2 billion on costumes. “It’s an opportunity to be something you’re not the other 364 days of the year,” Jonathan Weeks, founder of Costumeish.com, tells Mental Floss. “It feels like anything goes.”

To get a better sense of what goes into those lurid, funny, and occasionally outrageous disguises, we spoke to a number of designers who are constantly trying to react to an evolving seasonal market. Here’s what we learned about what sells, what doesn’t, and why adding a “sexy” adjective to a Halloween costume doesn’t always work.

1. Some Halloween costumes are just too outrageous for retail

For kids, Halloween is a time to look adorable in exchange for candy. For adults, it’s a time to push the envelope. Sometimes that means provocative, revealing costumes; other times, it means going for shock value. “You get looks at a party dressed as an Ebola worker,” Weeks says. “We have pregnant nun costumes, baby cigarette costumes.” The catch: You won’t be finding these at Walmart. “They’re meant for online, not Spencer’s or Party City.”

2. … but there are some lines Halloween costume designers won’t cross.

Although Halloween is the one day of the year people can deploy a dark sense of humor without inviting personal or professional disaster, some costume makers draw their own line when it comes to how far to exceed the boundaries of good taste. “We’ve never done a child pimp costume, but someone else has,” says Robert Berman, co-founder of Rasta Imposta. Weeks says some questionable ideas that have been brought to the discussion table have stayed there. “There’s no toddler KKK costume or baby Nazi costume,” he says. “There is a line.”

3. Designers can produce a Halloween costume in a matter of days.

A lot of costume interest comes from what’s been making headlines in the fall: Costumers have to be ready to meet that demand. “We’re pretty good at being able to react quickly,” says Pilar Quintana, vice-president of merchandising for Yandy.com. “Something happening in April may not be strong enough to stick around for Halloween.”

Because the mail-order site has in-house models and isn’t beholden to approval from big box vendors, Quintana can design and photograph a costume so it’s available within 72 hours. If it's more elaborate, it can take a little longer: Both Yandy and Weeks had costumes inspired by the Cecil the Lion story that broke in July 2015 (in which a trophy hunter from Minnesota killed an African lion) on their sites in a matter of weeks.

4. Beyonce can help move stale inventory.

Extravagant custom tailoring jobs aside, Halloween costumes are a business of instant demand and instant gratification—inventory needs to be plentiful in order to fill the deluge of orders that come in a short frame of time. If a business miscalculates the popularity of a given theme, they might be stuck with overstock until they can find a better idea to hang on it. “[In 2016] we had 400 or 500 Zorro costumes that we couldn’t sell for $10,” Weeks says. “It had a big black hat that came with it, and I thought, ‘That looks familiar.’ It turned out it looked a lot like the one Beyonce wore in her ‘Lemonade’ video.” Remarketed as a "Formation" hat for Beyonce cosplayers, Weeks moved his stock.

5. Women don’t usually wear masks as part of their Halloween costumes.

Curiously, there’s a large gender gap when it comes to the sculpted latex monster masks offered by Halloween vendors: They’re sold almost exclusively to men. “There just aren’t a lot of masks with female characters,” Weeks says. “I don’t know why that is. Maybe it’s because men in general like gory, scary costumes.” One exception: Hillary Clinton masks, which were all the rage in 2016.

6. Food costumes are always a hit for Halloween.

At Rasta Imposta, Berman says political and pop culture trends can shift their plans, but one theme is a constant: People love to dress up as food. “We’ve had big success with food items. Bananas, pickles. We did an avocado.”

7. Adding ”sexy” to a Halloween costume doesn’t always work.

It’s a recurring joke that some costume makers only need to add a “sexy” adjective to a design concept in order to make it marketable. While there’s some truth to that—Quintana references Yandy’s “sexy poop emoji” costume—it’s no guarantee of success. “We had a concept for ‘sexy cheese’ that was a no-go,” she says. “'Sexy corn’ didn’t really work at all. ‘Sexy anti-fascist’ didn’t make the cut this year.”

8. People ask for some weird stuff when it comes to Halloween costumes.

In addition to monitoring social media for memes and trends, designers can get an idea of what consumers are looking for by shadowing their online searches. Costumeish.com monitors what people are typing into their search bar to see if they’re missing out on a potential hit. “People search for odd things sometimes,” Weeks says. “People want to be a cactus, a palm tree, they’re looking for a priest and a boy costume. People can be weird.”

9. Halloween costume designers have workarounds for big properties.

Go out to a Halloween party over the past few years and you’re almost guaranteed to run into the Queen of the North. But not every costume maker has the official license for Game of Thrones. What are other companies to do? Come up with a design that sparks recognition without sparking a lawsuit. “Our biggest seller right now is Sexy Northern Queen,” Quintana says. “It’s inspired by a TV show.” But she won’t say which one.

10. People love sharks.

From the clunky Ben Cooper plastic costume from 1975’s Jaws to today, people can’t seem to get enough of shark-themed outfits. “We do a lot of sharks,” Berman says. “Maybe it’s because of Shark Week in the summertime, but sharks always tend to trend. People just like the idea of sharks.”

11. Dead celebrities mean sales.

It may be morbid, but it’s a reality: The high-profile passing of celebrities, especially close to Halloween, can trigger a surge in sales. “Before Robin Williams died, I couldn’t sell a Mork costume for a dollar,” Weeks says. “After he died, I couldn’t not sell it for less than $100.”

12. The Halloween costume business profits from people shopping at the last minute.

Ever wonder why food and other novelty costumes tend to outsell traditional garb like pirates and witches? Because costume shopping for adults is usually done frantically and they don’t have time to compare 25 different Redbeards. “People tend to do it at the very last minute, so we want something that pops out at them,” Berman says. “Like, ‘Oh, I want to be a crab.’”

Weeks agrees that procrastination is profitable. “We make a lot of money on shipping,” he says. “Some people get party invites on the 25th and so they’re paying for next-day air.”

13. It’s not actually a seasonal business.

Everyone we spoke to agreed that the most surprising thing about the Halloween business is that it’s not really seasonal on their end. Costumes are designed year-round, and planning can take between 12 and 18 months. “It’s 365 days a year,” Quintana says. “We’ll start thinking about next Halloween in December.”

This piece was first published in 2017 and republished in 2019.

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