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.”

11 Surprising Facts About Prince

BERTRAND GUAY/AFP/Getty Images
BERTRAND GUAY/AFP/Getty Images

It was three years ago today that legendary, genre-bending rocker Prince died at the age of 57. In addition to being a musical pioneer, the Minneapolis native dabbled in filmmaking, most successfully with 1984’s Purple Rain. While most people know about the singer’s infamous name change, here are 10 things you might not have known about the artist formerly known as The Artist Formerly Known as Prince.

1. His real name was Prince.

Born to two musical parents on June 7, 1958, Prince Rogers Nelson was named after his father's jazz combo.

2. He was a Jehovah's Witness.

Baptized in 2001, Prince was a devout Jehovah's Witness; he even went door-to-door. In October 2003, a woman in Eden Prairie, Minnesota opened her door to discover the famously shy artist and his bassist, former Sly and the Family Stone member Larry Graham, standing in front of her home. "My first thought is ‘Cool, cool, cool. He wants to use my house for a set. I’m glad! Demolish the whole thing! Start over!,'" the woman told The Star Tribune. "Then they start in on this Jehovah’s Witnesses stuff. I said, ‘You know what? You’ve walked into a Jewish household, and this is not something I’m interested in.’ He says, 'Can I just finish?' Then the other guy, Larry Graham, gets out his little Bible and starts reading scriptures about being Jewish and the land of Israel."

3. He wrote a lot of songs for other artists.

In addition to penning several hundred songs for himself, Prince also composed music for other artists, including "Manic Monday" for the Bangles, "I Feel For You" for Chaka Khan, and "Nothing Compares 2 U" for Sinéad O'Connor.

4. His symbol actually had a name.


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Even though the whole world referred to him as either "The Artist" or "The Artist Formerly Known as Prince," that weird symbol Prince used was actually known as "Love Symbol #2." It was copyrighted in 1997, but when Prince's contract with Warner Bros. expired at midnight on December 31, 1999, he announced that he was reclaiming his given name.

5. In 2017, Pantone gave him his own color.

A little over a year after Prince's death, global color authority Pantone created a royal shade of purple in honor of him, in conjunction with the late singer's estate. Appropriately, it is known as Love Symbol #2. The color was inspired by a Yamaha piano the musician was planning to take on tour with him. “The color purple was synonymous with who Prince was and will always be," Troy Carter, an advisor to Prince's estate, said. "This is an incredible way for his legacy to live on forever."

6. His sister sued him.

In 1987, Prince's half-sister, Lorna Nelson, sued him, claiming that she had written the lyrics to "U Got the Look," a song from "Sign '☮' the Times" that features pop artist Sheena Easton. In 1989, the court sided with Prince.

7. He ticked off a vice president's wife.

In 1984, after purchasing the Purple Rain soundtrack for her then-11-year-old daughter, Tipper Gore—ex-wife of former vice president Al Gore—became enraged over the explicit lyrics of "Darling Nikki," a song that references masturbation and other graphic sex acts. Gore felt that there should be some sort of warning on the label and in 1985 formed the Parents Music Resource Center, which pressured the recording industry to adopt a ratings system similar to the one employed in Hollywood. To Prince's credit, he didn't oppose the label system and became one of the first artists to release a "clean" version of explicit albums.

8. Prince took a promotional tip from Willy Wonka.

In 2006, Universal hid 14 purple tickets—seven in the U.S. and seven internationally—inside Prince's album, 3121. Fans who found a purple ticket were invited to attend a private performance at Prince's Los Angeles home.

9. He simultaneously held the number one spots for film, single, and album.

During the week of July 27, 1984, Prince's film Purple Rain hit number one at the box office. That same week, the film's soundtrack was the best-selling album and "When Doves Cry" was holding the top spot for singles.

10. He screwed up on SNL.

During Prince's first appearance on Saturday Night Live, he performed the song "Partyup" and sang the lyric, "Fightin' war is a such a f*ing bore." It went unnoticed at the time, but in the closing segment, Charles Rocket clearly said, "I'd like to know who the f* did it." This was the only episode of SNL where the f-bomb was dropped twice.

11. He scrapped an album released after having "a spiritual epiphany."

In 1987, Prince was due to release "The Black Album." However, just days before it was scheduled to drop, Prince scrapped the whole thing, calling it "dark and immortal." The musician claimed to have reached this decision following "a spiritual epiphany." Some reports say that it was actually an early experience with drug ecstasy, while others suggested The Artist just knew it would flop.

This story has been updated for 2019.

17 Delicious Facts About Peeps

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You know whether you prefer chicks to bunnies, fresh to stale, or plain to chocolate-covered. But there’s a lot you may not know about Peeps, everyone’s favorite (non-chocolate) Easter candy.

1. It used to take 27 hours to make a Peep.

A candy Peep being made
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That was in 1953, when Sam Born acquired the Rodda Candy Company and its line of marshmallow chicks. Back then, each chick was handmade with a pastry tube. Just Born quickly set about automating the process, so that it now takes just six minutes to make a Peep.

2. An average of 5.5 million Peeps are made every day.

Peeps candies being made
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All of them at the Just Born factory in Bethlehem, Pennsylvania. In one year, the company makes enough peeps to circle the earth—twice!

3. Yellow chicks are the original Peep, and still the favorite.

Boxes of yellow chick Peeps
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Yellow bunnies are the second most popular color/shape combination. Pink is the second best-selling color.

4. The recipe has stayed pretty much the same.

Cooking up a batch of Peeps
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The recipe begins with a boiling batch of granulated sugar, liquid sugar, and corn syrup, to which gelatin and vanilla extract are later added. 

5. The equipment has also (mostly) stayed the same.

Peeps candies being made
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Since Just Born turned Peeps-making into an automated process, the chicks have been carefully formed by a top-secret machine known as The Depositor. Created by Sam Born’s son, Bob, The Depositor could manufacture six rows of five Peeps apiece in a fraction of the time it took workers to form them by hand. And that same machine that Bob built has been keeping the Peeps flowing ever since. Until rather recently …

In 2014, the company announced that it was planning to renovate its manufacturing plant, including The Depositor. “It’s a little sad,” vice president of sales and marketing Matthew Pye told Candy Industry Magazine at the time. “Bob Born made it from scratch in 1954 and it allowed us to distribute and grow the brand nationally." 

6. The updated equipment means new Peeps innovations could be coming.

Making Peeps at the Just Born factory
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“The investment in our marshmallow making process will allow for more efficiency, more consistency, improved quality, and additional innovation capabilities,” co-CEO Ross Born told Candy Industry magazine about the new depositor, which will be able to produce a wider variety of Peeps in all sizes. “The [old] Peeps line did one thing and one thing very well—cranking out chicks day in and day out. Five clusters, just in different colors,” Born said.

7. Peeps used to have wings.

They were clipped in 1955, two years after the first marshmallow chicks hatched, to give the candy a sleeker, more “modern” look.

8. The eyes are the final touch.

A close up of a yellow chick Peep
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The final flourish for all of these squishy balls of sweetness is adding the eyes, which are made of carnauba—a non-toxic edible wax (that is also found in some shoe polishes and car waxes, plus many other candies).

9. Peeps may be destructible, but their eyes are not.

Making Peeps at the Just Born factory
Getty Images

In 1999, a pair of scientists at Emory University—dubbed “Peeps Investigators”—decided to test the theory that Peeps are an indestructible food. In addition to a microwave, the pair tested the candy’s vulnerability to tap water, boiling water, acetone, and sulfuric acid (they survived them all). When they upped the ante with some Phenol, the only things that didn’t disappear were the eyes. 

10. They really are everyone's favorite non-chocolate Easter candy.

For more than 20 years now, no other non-chocolate Easter candy has been able to compete with the power of Peeps. With more than 1.5 billion of them consumed each spring, Peeps have topped the list of most popular Easter treats for more than two decades.

11. There are sugar-free Peeps.

Counterintuitive, we know. But in 2007, the first line of sugar-free Peeps hit store shelves.

12. There are also chocolate-covered Peeps.

Chocolate-covered Peeps hit the market in 2010. Today there’s a full line of them for every occasion.

13. Peeps come in a variety of flavors.

Color and shape (i.e. yellow chick) are no longer the only ways to categorize a Peep. They now come in an array of flavors, including fruit punch, sour watermelon, lemon sherbet, blueberry, and pancakes and syrup.

14. Peeps lip balm is a thing.

Yep.

15. On New Year's Eve, a giant Peep is dropped in Bethlehem, Pennsylvania.


PEEPS®

The drop is done with a traditional chick that flashes different colors at midnight.

16. Believe it or not, Peeps are not Just Born's best-selling brand.

That honor belongs to Mike and Ike. (Sorry, Peepsters.)

17. They're a boon to a creativity.

Blue chick Peeps
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All over the country, Peeps have become the preferred media for a number of highly anticipated annual art contests. (You can check out some of the coolest creations from Westminster, Maryland's PEEPshow here.)

Updated for 2019.

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