How I would do it:
Start your negotiation at 60% OF LIST and make them justify any increases.
NEVER start at THEIR number and work down.
You are at a severe disadvantage if you play their game.
There is a 50% markup in RVs. You should expect to close around 30% off list; if not look elsewhere.
Use the online folks to your advantage (heck you may find buying from an online store like RV Wholesalers or RV Direct to be just the thing.) WORST case is you threaten your local guy with an RV Wholesaler's quote.
Working on a camper ON THE LOT is actually worse for you.
1) It is there and you are in love. Your mind is on camping and NOT on business (like getting the best price).
2) It is there, and you expect that you should get a better price "just because." You won't - see above.
3) Car salesmen (and RV guys) know that a test drive is 1/2 the way to ownership. You begin to picture yourself IN THE CAR. The salesman's job just got a LOT easier.
Spend some time HERE - How can one dealer sell for so much cheaper?
READ THIS TOO: http://www.edmunds.com/car-buying/co...-salesman.html
My 2010 Flagstaff from a LOCAL dealer:
List - $41, 821.69
ACTUAL selling price after 2 weeks of dickering on an "ordered" unit:
$27, 881.13 plus tax and tags (dealer prep (PDI) included).
Lou and Laura with Bella - German Short Hair Pointer
2008 GMC Sierra 2500HD Crewcab SB Allison Duramax
2010 Flagstaff 8526RLWS - Superglide 3300
HAM CALLSIGN - KC3FFW