I have a process that I use for almost all purchases. It’s described in detail in my book The Joy of Efficiency.
First we visited a local dealer (1 hr away) in late January 2021 and we checked out the Travato G & K floorplans. We liked the K layout on paper, and confirmed that in person. We also wanted a KL model so we could have the battery bank to run our A/C if we left our dog in the van. They did have a 2021 KL in the lot, but not with the color/options we wanted. We’re in no rush, so we decided to order a 2022 KL.
We picked our options and asked for their best price – I even mentioned that I had seen 25%-30% MSRP discounts from multiple people on a Facebook Travato forum. They came back at 24.5% off. So I contacted two other dealers – one about 4.5 hours away and another near the factory. Everyone prices differently (some have doc fees or prep fees), so I just added up everything that was not TT&L and used that as the comparison price to MSRP. One other quoted 25% off, but another opened at 27.2% off (even including an $895 prep fee). I emailed the local dealer to see if they could match, and they didn’t respond. A phone call to the 27.2% dealer and I got them to 27.8% off. Less than an hour later my local dealer called me and asked what price would make me a buyer. I told them the OTD price of the 27.8% off (in retrospect I probably should have told them a better number, but I’m honest). He said they would beat that by a little. We ended up with 28.2% off MSRP.