Join Date: Jan 2011
Location: Calgary Alberta Canada
Gotta be reasonable with them. The're in business to make a profit. They won't sell at a loss on present or next model year bikes. You can always find a deal on past model year bikes, but there really shouldn't be any of those left around now.
Knowledge is power. Know the suggested MSRP from HD Corporate, know your local freight and PDI costs. Also know the price of accessories that you may want. It is all available on the interwebs.
1K-2k off of MSRP is reasonable. They still get to make a few bucks, pay the salesperson and keep the lights on at the dealership. 10-20% off parts for a limited time after purchase is reasonable as well. Gives you 6 months to figure out what you want/need in the way of customizing or comfort. Some dealers will throw in the first service to sweeten the deal as well, usually about a 400$ charge. The ESP has gone up considerably in price as well, there is some wiggle room on that as well, maybe 10%. The ESP is your option, it is not mandatory. They do from time to time tie a 5 year ESP to a fantastic interest rate of say 0.99% or 1.99% to move current model year bikes but beware; there is no negotiating price on the ESP in these cases, price is the price. Usually see the interest rate incentives in late July into August just before the new model year units are released at the end of August. Will see them again at Christmas and after New Years to get rid of past model year inventory. This is a great time to buy a bike because HD offers rebates to the dealers on this stock to clear them out. The dealers get rebates on the invoice pricing they pay and can pass that along to the customer.
If you want them there for servicing your bike in the future they need to sell bikes at a profit. Sales and Service both contribute to keeping the doors open.
Good luck with your negotiations, the most important thing in getting your price is being willing to walk away from the deal. Decide before going in what your number is, how much over that number you can live with, 100$-200$-1000$ and be prepared.
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2019 FLTRU, Tiggr
2016 FLTRU, Ruby, in the pasture waiting for a new owner
2012 Road King Police, rain bike/teaching aid
2011 Suzuki WeeStrom, Great Pumpkin, gravel rider.
2008 FLTRI, Miss Louise, moved on to greener pastures