Effective negotiating can lead to significant cost savings, ensuring you get the trailer you want at a price that aligns with your budget. This can include non-monetary deal pieces, such as floor mats or protection packages.
Carrier sales teams typically quote a load’s rate without including accessorial charges such as detention pay, tarping fees, or drop charges. Separating these additional charges can help you negotiate a better rate with the broker.
Do Your Research
Selling a trailer is a big deal and requires thorough research to ensure you get the most out of it. This includes knowing the market trends and demands and preparing for negotiations.
Inform friends and industry contacts that you are looking to sell your trailer. They may know someone interested in buying one. There are also online marketplaces specializing in heavy-duty trailer sales and offering a broad audience. They also tend to be cost-effective and do not charge listing fees.
Go to the Dealer in the Fall or Winter
If you’re looking to buy a trailer, you must do your research beforehand. This will help you avoid being taken advantage of by a pushy salesperson and put you in a stronger position during negotiations.
One great way to do this is visiting dealerships in the fall or winter. This is because dealers lose money during these months and are more willing to lower prices to make a sale.
Set a Budget
One of the most important things to do when negotiating is to set your budget. This will help you stay in control and avoid wasting time on trailers over your price range.
Also, remember to take deadhead miles into account when determining your budget. These are the extra miles you must pay for when hauling a load.
Another way to reduce the cost of your trailer is to think about what you need rather than what you want.
Look for Trailers That Are Over Your Budget
Consider the price once you’ve found a trailer that’s right for your business. Trailers can be costly, and knowing how much you want to spend before shopping is essential.
Buying a trailer can be more costly upfront, but it can save you money in the long run. If you want to cut costs, consider using trailers that cost less upfront or even factory orders that are fabricated to your specifications.
Tell the Dealer That You Want to Think About It
Dealerships hate it when customers tell them that they want to think about the offer they have made. In their minds, this means the customer is considering purchasing a trailer from a competitor.
To prevent this from happening, you should always do your research before visiting a dealership.
Go to a Different Dealer
When dealers see that you are an informed buyer, they will be more willing to lower the price of the trailer. Another great way to negotiate is to ask the dealer to match a competitor’s price. This is an excellent tactic because it can save you much money in the long run.
Also, if you are shopping in the winter, remember that trailers get traded in or sold every three years, so two or three-year-old trailers can be priced much lower than this year’s models. Dealerships often work to meet sales quotas during the winter, so they’re more likely to reduce their prices to make a sale.
