The one thing that is a little misleading in the post is he includes the factory charges for the Activity Package and destination as though they are add-ons instead of the factory MSRP... but still over $14,000 is more than crazy.
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"A little misleading" is a bit too kind-hearted, I think.
The dealer can quickly discount his $10K "Market Adjustment" to show how reasonable he is.
Then, he can let you beat him down on the $3500 "Value Package" to show what a tough negotiator you are.
Finally, as a last-ditch sacrifice to 'move the unit' -- if you'll buy it today -- he can pay the $900 for the "Paint Seal" out of his own pocket.
But, alas, he says, shaking his head slowly, there is nothing he can do about the "Activity Package" and "Freight Charges," since they are factory costs he has no control over <sigh>. (Nevermind that they were already added into the MSRP''s $27190 -- that is his own $4500 "Dealer Enhancement Fee.")
You're stealing the thing, since he's discounted it by $14500 for you -- why, that's a third off!
And, don't forget the 'invoice' cost for the dealer is also somewhere around $1500 below the MSRP, so he's actually up by $6K without any other holdbacks.)
Now, let's see what the appraiser thinks about that nice looking trade-in you brought. I heard he was really in a good mood today....