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How Much Can the Dealership Actually Take for This Car?

A customer makes an offer and the first question is often: “How much are we losing?” That sounds financially disciplined, but it can be the wrong question. The dealership may be comparing the offer with historical cost, original gross expectation or a target that was set when the vehicle entered stock. None of those numbers automatically tells management the minimum price it should accept today. The relevant boundary is the value of the best realistic alternative from this point forward....