Bikes are sold today about like cars were thirty years ago before there were standardized destination charges, required window stickers showing MSRPs, internet sites that can quote dealer cost down to the penny, and buyer's services like Costco. This means the motorcucle buyer typically isn't as well-informed, but if you're a savvy negotiator, you can still cut good deals, you may just have to work a little harder at it.
My experience is that motorcycle dealers almost never do any serious negotiation on price over email or phone. There is almost nothing to be gained because if they offer a good price, it is likely the buyer will simply use this as leverage somewhere else. Again, most bikes are sold like cars used to be sold - in one-on-one negotiations in the dealer's place of business. This is typically the only time you're likely to get their best price.
I try not to wade into what is "fair" or not - all I ask is that the dealer be honest and upfront in the negotiation. It is all about supply and demand and if dealer has a hot bike that is in high demand, I don't begrudge them making extra profit, because you know they are going to take it in the shorts for a slow-selling model. This means the price varies from time to time and market to market and the best deal you can do is what you personally can negotiate, just like with cars. Lord knows, no one is making a killing these days selling motorcycles; most are just hanging on by their fingernails. If you are working with a dealer you like and their price seems reasonable and more/less competitive, I suggest just buying the bike, rather than spending too much time trying to extract the last dollar from the deal or match a price floating around on the internet.
- Mark
