Focus on the overall fee, not the monthly fee, in negotiations. A company can make any desired monthly rate possible, but you’ll end up paying that monthly rate for years and years, making the final cost of the car outrageous. You should instead focus on negotiating the best rate on the overall rate of the car and the financing you get. Then figure out what that works out to on a monthly basis.
If you already have a pretty expensive car, do not drive that to the car company to make a shipping. They will look at the car and refuse any lowball offers you make; This is only acceptable if the car you arrive in is going to be something you are trading in.
Do not talk about trade in’s, down payments or incentives until after you have a firm fee on the car you want. These things should all be taken off the bottom line rate. You will get a better rate by negotiating the rate first, and then discussing these “extras.”
Do not lock yourself into transport from a agency. You might be surprised to find that the vehicle you want is readily available from a private owner or small lot. Make good use of your local classifieds and social media sites that can help you narrow your search and possible find the right car at a great rate.
Always take a test drive. Even if you have your ideal vehicle picked out and available at the broker, take a few minutes to actually test it out. Nothing can compare to hands-on experience. It could be that the car doesn’t ride as smoothly as you like or doesn’t handle as you were expecting.
Most salesmen will have monthly goals or quotas to make. Take advantage of this system by car shipping during the last days of the month. Salesmen who have yet to make their expected number of sales will be eager to close another sale. This allows you a little bit more wiggle room in your rate negotiations.