Negotiating Tips for Buying or Leasing an Adaptive Vehicle or Accessories
Sellers of adaptive vehicles and accessories have a right to make a profit on you. But we think you have a right to buy or lease any vehicle or accessory for the lowest price possible.
Because the seller's objective is to maximize their profit on you-and because sellers are much more experienced than you probably are in negotiating-caution is your best byword: slow down! Do lots of research! And know the answer to most questions before you ask them.
Tips that work:
- Ask for references: Are you, for instance, planning to buy a vehicle equipped with hand controls chosen and installed by a dealership? How do you know the products and installation are good? The only way is to talk with other customers who have bought the same products from the same dealers. If a seller won't give you that information, think twice before you buy or lease from this source.
- Make sure the seller knows you have other sources for adaptive vehicles and accessories. The car business is a business of supply and demand: if a seller believes he or she has something unique, the seller tries to charge more for it. Always have an alternative source!
- Negotiate the price of the vehicle separate from the price of the adaptive items. Some sellers like to mask the profits they make on you by giving you a "lump sum" price for a vehicle equipped with adaptive parts or accessories. Don't fall for that. First, find out what the seller paid for the vehicle you like without any adaptive additions. Chapter 3 of the StreetWise Auto Buying Guide can help you find that cost. Then look separately at the charge(s) for the adaptive elements.
- Negotiate the price of the adaptive elements. Dealers can mark up "add-ons" as much as they want. For instance, some dealers might mark up a hand break adapter by one hundred percent; some might mark it up 200 percent. Don't be afraid to negotiate that markup, and do your best to compare charges for each adaptive element. Does one dealer want $300 to install a particular item? What does another dealer want for the exact same item?
- Look objectively at the manufacturers of adaptive items and their individual warranties. Many times, adaptive items on a vehicle can have an impact on your life and safety. Even though most adaptive items are safe and developed carefully, caution is always your friend when it comes to any product. Adaptive technology is no exception.
- Follow all the StreetWise for Auto Buyers advice as you begin to shop. DCU has the most powerful member education program in the country when it comes vehicles. Apply all our principles to your purchase! Why not head to the StreetWise Auto Buying Guide right now?
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