OFC Ranger
Well-Known Member
- Thread starter
- #1
08/15/2023 Last Update: "Its dead Jim".
Those with pulled orders scheduled for production have been seeing their build dates pushed back consistently week after week. With the looming UAW strike, I just don't have the patience.
On August 28th I will be taking ownership of a 2023 Sand Dune Metallic ZR2. Original buyer flaked on dealership and I made a phone call at the right time. I really have nothing bad to say about my Ford Ranger over the years outside of personal quirks. Its been fun these past 3 years. I'm not making a whole new "well bye" thread. This is it.
My current truck will be stripped down to suspension/wheels/tires and the rest either reconfigured for the new truck or will be up for sale shortly.
------
Background:
1.) I have a set amount in my budget I am willing to spend. I am also willing to completely walk away should that dollar amount cannot be met. I will not give an inch. This only works if you do not cross your line in the sand.
2.) On previous Tuesday I was placed in allocation spot #1 for a 2024 Raptor.
3.) Today once the order manager was in the office he got the information together. Thus our adventure starts.
Chapter One: " The Game No One Likes "
Order manager called today and said, "We are ready to place order but we are looking at ADM of $5,000 on the Raptor".
Without missing a beat I responded, "Done, I'll be in a bit after a eat and get cleaned up."
I don't think that was what he was expecting. This was the first round of the game and the cards are now starting to be revealed.
I start cooking some food waiting for the next move in the game (I actually guessed about an hour time frame).
About 15 minutes later (another reveal) I get a call, voicemail, and a text. Basically the order manager misunderstood his GM and needed to discuss the ADM. So now the ball is in my court, the key part of the game at this point is do not take anymore conversations over the phone. By human nature it is easier for someone to do what they do when they know you can't look them in the eye or read their body gestures.
I finish my food and right before I hop in the shower I notice another text and voicemail. Like narrating my own life I chuckle out loud.
Get cleaned up get dressed and head to the dealership. One more voicemail while en route.
I arrived and locate Mr. OM in his office. "I've been trying to call you a few times" with which I responded, "Yes I saw that, but these are conversations better had in person"
The hesitation, although brief, before the usual sales smile and nod. Body/Face gesture flag #1.
If you have ever seen this, its subtle, but it is what we call the OODA Loop - a basic human steps of processing and reacting to information. I never really learned to read this until I got into law enforcement, which obviously is a rather useful tool on the street.
When you temporarily short circuit someone's OODA Loop its clear as day; something more of you are probably more familiar with is when you ask someone a question and they repeat the question back to you (common in children lying), which is someone buying themselves a few more seconds to create info in their mind. The OODA loop is along the same lines, but more of a small glitch when they don't hear/see an expected response or become aware some one may be on to them in this case. The body's response to an OODA loop glitch is generally impossible to control. By me telling him up front, more or less, "Yes I knew you were calling, but I purposefully chose not to answer your calls or respond to your text" - this is what caused his OODA Loop glitch. I am making it clear that if he wants to run this game he is going to be made to work for it and this will not be a general roll-over scenario.
Anyhow, we roll into next part of the conversation, both of us already knowing where this is headed. This OM has clearly been at this a long time, our conversation moving forward is stream lined and I am not detecting any oddities in body gestures. This does not mean someone is still not running the game on you, it just means that he now understands the rules of the game a bit better and can offer better composure.
"I had a misunderstanding with my GM on the $5,000 ADM, he is thinking it is going to be more than that"
Flag #2: In an industry where numbers translate directly into cash in various pockets, you can be sure, just like any of us would, that our numbers are correct. We are not talking about $1.50 difference or some other trivial calculator error, but what I suspect is thousands more, or a more conservative guess being double. I suspect they thought I would push back on $5,000 ADM with that amount being their targeted goal. With such a quick acceptance of the goal, they believe they see an opening to squeeze more juice.
Flag #3: What the GM wants for the ADM was actually never stated after saying the other amount was incorrect. This right here tells me they want to create the ADM based on me, not what they want. This was further confirmed during our conversation the cliché old inquiry was made, "What is the maximum amount you are willing to pay?" - this inquiry just flushes the entire game out into the open. No more smoke and mirrors, there it is.
My portion of the conversation makes it clear that $5,000 is the maximum ADM I will pay, which is fair considering I acknowledge the allocation limits and current market, and this is pure profit above and beyond MSRP as well as kick-backs for other things like financing.
The OM now knows through conversation I am very up to date and educated on his dealer sales bulletins, order allocations per unit, order time frame (Q4), delivery estimations (probably Spring 2024), finance kick-backs, and how ADM works.
I also offered some things on the table so everyone can walk away happy, a bit of "you give up a little now and make it on the back end down the road" kind of talk.
Flag #4: "Ok, you talk good business, let me get with my GM and I will get back with you this week". This is basically the same as having a walk in customer and making the new vehicle purchase a multi-hour ordeal - it is a tactic of attrition. I'm not sure why he chose to play this tactic, as he knows that I know the Raptor is not going to be built for some time and delivery even longer. This generally is a tactic reserved, as I said, for walk-in customers looking at something immediately available on the lot. The customer forms a deep rooted desire for a vehicle they can touch, test drive, and take off the lot that day. I don't see the benefits of doing this with a "ghost" vehicle that doesn't even exist yet.
This flag also further confirms that the $5,000 ADM was never a mistake, but now they want to manipulate a different amount.
With all this said keep in mind; the bottom line is the dealership has the upper hand when it comes to the Raptor. It is a limited inventory, which stacks the decks in their favor. My only hope is to play to their intelligence by convincing them the long term aspects will be far more beneficial than a quick fix cash injection into the pockets. The trick to doing this is articulating it in a manner that is not insulting to them, as if you are questioning their intelligence on business matters.
Stay tuned....
Chapter 2 [05/31/2023]
Chapter 3 [06/02/2023]
Chapter 4 [06/02/2023]
Those with pulled orders scheduled for production have been seeing their build dates pushed back consistently week after week. With the looming UAW strike, I just don't have the patience.
On August 28th I will be taking ownership of a 2023 Sand Dune Metallic ZR2. Original buyer flaked on dealership and I made a phone call at the right time. I really have nothing bad to say about my Ford Ranger over the years outside of personal quirks. Its been fun these past 3 years. I'm not making a whole new "well bye" thread. This is it.
My current truck will be stripped down to suspension/wheels/tires and the rest either reconfigured for the new truck or will be up for sale shortly.
------
Background:
1.) I have a set amount in my budget I am willing to spend. I am also willing to completely walk away should that dollar amount cannot be met. I will not give an inch. This only works if you do not cross your line in the sand.
2.) On previous Tuesday I was placed in allocation spot #1 for a 2024 Raptor.
3.) Today once the order manager was in the office he got the information together. Thus our adventure starts.
Chapter One: " The Game No One Likes "
Order manager called today and said, "We are ready to place order but we are looking at ADM of $5,000 on the Raptor".
Without missing a beat I responded, "Done, I'll be in a bit after a eat and get cleaned up."
I don't think that was what he was expecting. This was the first round of the game and the cards are now starting to be revealed.
I start cooking some food waiting for the next move in the game (I actually guessed about an hour time frame).
About 15 minutes later (another reveal) I get a call, voicemail, and a text. Basically the order manager misunderstood his GM and needed to discuss the ADM. So now the ball is in my court, the key part of the game at this point is do not take anymore conversations over the phone. By human nature it is easier for someone to do what they do when they know you can't look them in the eye or read their body gestures.
I finish my food and right before I hop in the shower I notice another text and voicemail. Like narrating my own life I chuckle out loud.
Get cleaned up get dressed and head to the dealership. One more voicemail while en route.
I arrived and locate Mr. OM in his office. "I've been trying to call you a few times" with which I responded, "Yes I saw that, but these are conversations better had in person"
The hesitation, although brief, before the usual sales smile and nod. Body/Face gesture flag #1.
If you have ever seen this, its subtle, but it is what we call the OODA Loop - a basic human steps of processing and reacting to information. I never really learned to read this until I got into law enforcement, which obviously is a rather useful tool on the street.
When you temporarily short circuit someone's OODA Loop its clear as day; something more of you are probably more familiar with is when you ask someone a question and they repeat the question back to you (common in children lying), which is someone buying themselves a few more seconds to create info in their mind. The OODA loop is along the same lines, but more of a small glitch when they don't hear/see an expected response or become aware some one may be on to them in this case. The body's response to an OODA loop glitch is generally impossible to control. By me telling him up front, more or less, "Yes I knew you were calling, but I purposefully chose not to answer your calls or respond to your text" - this is what caused his OODA Loop glitch. I am making it clear that if he wants to run this game he is going to be made to work for it and this will not be a general roll-over scenario.
Anyhow, we roll into next part of the conversation, both of us already knowing where this is headed. This OM has clearly been at this a long time, our conversation moving forward is stream lined and I am not detecting any oddities in body gestures. This does not mean someone is still not running the game on you, it just means that he now understands the rules of the game a bit better and can offer better composure.
"I had a misunderstanding with my GM on the $5,000 ADM, he is thinking it is going to be more than that"
Flag #2: In an industry where numbers translate directly into cash in various pockets, you can be sure, just like any of us would, that our numbers are correct. We are not talking about $1.50 difference or some other trivial calculator error, but what I suspect is thousands more, or a more conservative guess being double. I suspect they thought I would push back on $5,000 ADM with that amount being their targeted goal. With such a quick acceptance of the goal, they believe they see an opening to squeeze more juice.
Flag #3: What the GM wants for the ADM was actually never stated after saying the other amount was incorrect. This right here tells me they want to create the ADM based on me, not what they want. This was further confirmed during our conversation the cliché old inquiry was made, "What is the maximum amount you are willing to pay?" - this inquiry just flushes the entire game out into the open. No more smoke and mirrors, there it is.
My portion of the conversation makes it clear that $5,000 is the maximum ADM I will pay, which is fair considering I acknowledge the allocation limits and current market, and this is pure profit above and beyond MSRP as well as kick-backs for other things like financing.
The OM now knows through conversation I am very up to date and educated on his dealer sales bulletins, order allocations per unit, order time frame (Q4), delivery estimations (probably Spring 2024), finance kick-backs, and how ADM works.
I also offered some things on the table so everyone can walk away happy, a bit of "you give up a little now and make it on the back end down the road" kind of talk.
Flag #4: "Ok, you talk good business, let me get with my GM and I will get back with you this week". This is basically the same as having a walk in customer and making the new vehicle purchase a multi-hour ordeal - it is a tactic of attrition. I'm not sure why he chose to play this tactic, as he knows that I know the Raptor is not going to be built for some time and delivery even longer. This generally is a tactic reserved, as I said, for walk-in customers looking at something immediately available on the lot. The customer forms a deep rooted desire for a vehicle they can touch, test drive, and take off the lot that day. I don't see the benefits of doing this with a "ghost" vehicle that doesn't even exist yet.
This flag also further confirms that the $5,000 ADM was never a mistake, but now they want to manipulate a different amount.
With all this said keep in mind; the bottom line is the dealership has the upper hand when it comes to the Raptor. It is a limited inventory, which stacks the decks in their favor. My only hope is to play to their intelligence by convincing them the long term aspects will be far more beneficial than a quick fix cash injection into the pockets. The trick to doing this is articulating it in a manner that is not insulting to them, as if you are questioning their intelligence on business matters.
Stay tuned....
Chapter 2 [05/31/2023]
Chapter 3 [06/02/2023]
Chapter 4 [06/02/2023]
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