We've all been to a dealership and had either a salesdude who is all up in our biz or one who ignores anyone not wearing a Rolex.
Whether you've been down this road before or never set foot in a dealership, we've decided to put a new spin on an old story. In addition to giving you the hard numbers and some inside tips we hopped the fence and became a member of the sales force. With the help of Mach 1 Motorsports in Vallejo, California, we were able to cut through the crap and see what the inside line is on buying a bike.
It was my chance to shatter the "used car salesman" stereotype. Lacking sales technique but armed with useful knowledge I set out to make a difference-or so I thought. By lunch time not only had I been dissed by some dude's mom, but I'd been ignored by a dozen others, yelled at by one and heard the ever-familiar phrase, "I'm just looking," a handful of times. It was a rather humbling experience to be honest, it seemed everyone through the door was already an "expert" or an "ex-racer," and all said they'd found the same bike for $500 less down the street. When I questioned the newbies if a liter bike was really for them, I got flamed with comments like "I need the power for my wheelies," or, "Man, 600s are weak-you don't know what you're talking about."
Baffled at the morning's events I felt as if I'd been drug behind a truck for hours. The afternoon followed suit as I received rejection after rejection and pile after pile of proverbial pooh in my face. One last attempt in the late afternoon turned out fruitful. The unassuming fellow named Daniel had been looking for a bike for several months and was finally ready for a purchase...
Like any good salesman should do, I first figured out what his experience level was and found out what he wanted from his new bike. Daniel was an avid dirt rider and even used to own a FZR600 some years ago. After learning that he was a competent but not experienced rider I asked what he had in mind. And like I thought, his "Internet research" told him a 1000cc sportbike was perfect.
I offered my advice in buying a 600. Much to my surprise he listened as I told him that modern 600s are running mid 10s, touching 160 mph and way more than you'd ever need on the street.
After prying him away from an R1 I set him up with an '08 CBR600RR. After some haggling on price we came to an agreement, he signed on the dotted line and I handed him the keys-it felt good that yet another newbie wouldn't be out on a 180 horsepower liter bike without the necessary experience.
As I basked in a job well done I made the mistake of asking a "real" salesman what he thought about my performance. When he mentioned I'd sold the bike for nearly cost, actually downsold the guy from a liter bike, forgot to pitch some gear and didn't even sell him some add-ons. And this was just the tip of my sales shortcomings. There were several older, used models that would have gained a better commission and the dealership a better overall financial gain.
Slingin' bikes isn't easy, but being a knowledgeable buyer is even trickier. What I learned in one day as a salesman opened my eyes to the numerous obstacles that buyers unknowingly face when buying a bike.
In general, you can barter for a lower price or you can haggle by getting some free gear (we found that the amount saved out-of-pocket for the customer was greater if you haggled for gear or a free oil and plug service). Times are tight across the board, and dealers are looking to move units so there's room to negotiate.
We also discovered that the dealer was no more eager to push a used bike than a new one-the used bikes simply came into play when a customer was relegated to a certain budget. In some instances there is a lot of room to negotiate on a used bike, while other times there aren't (such as with a consignment unit). Things like scratches, dings and worn out tires or chains will help knock off minor amounts, but don't expect to save more than a few hundred bucks. Be aware, but don't be scared.