In this article
Five vans. Multiple dealerships. Weeks of research. And more than $15,000 saved.
Cameron knew what he wanted.
After spending considerable time searching for the right Class B camper van, he had narrowed his search to a handful of Outside Van Approach models built on the Mercedes-Benz 170 chassis.
He had already done the research. He knew the model, the year range, the market, and the dealerships carrying the vans.
What he needed was someone who could take over the part that had become increasingly difficult: getting the dealers to actually negotiate.
So Cameron came to Car Concierge Pro.
And we got to work.
The Shortlist Was Already Built
Cameron came to us with five specific Outside Van Approach 170s that had caught his attention.
The vehicles were spread across dealerships in Virginia, Florida, Arizona, and Pennsylvania, with asking prices ranging from approximately $150,000 to nearly $200,000.
His target was straightforward: ideally, purchase a 2023 or newer Outside Van for approximately $135,000-$145,000 out the door.
But price wasn't the only consideration.
Shipping costs could add several thousand dollars depending on where the van was purchased. Vehicle conditions varied significantly between units. Cameron was also interested in negotiating valuable accessories such as pack racks and pack boxes where possible.
And one particular Arizona van had several outstanding condition issues that needed to be addressed.
This wasn't simply a matter of asking, “What's your lowest price?”
We needed to understand the complete deal.
Five Dealerships. One Negotiation Strategy.
Once Cameron officially onboarded, our team immediately began contacting all five dealerships.
We weren't just asking for discounts.
We were gathering the information needed to evaluate the real cost and value of each vehicle:
- Out-the-door pricing
- Taxes and fees
- Dealer incentives
- Available accessories
- Vehicle condition
- Inspection and reconditioning information
- Shipping considerations
- Outstanding repairs
- Financing and cash purchase scenarios
At the same time, negotiations began.
The objective was to create leverage across the entire shortlist rather than become emotionally attached to a single vehicle.
That distinction mattered.
Cameron had five options. Our job was to determine which dealership was actually willing to earn his business.
The Numbers Started Moving
Within the first round of negotiations, the dealerships began moving.
One 2023 Outside Van that had been advertised around $150,000 produced more than $5,000 in savings.
Another moved nearly $10,000.
A Phoenix unit showed a negotiated reduction of approximately $17,600 before accounting for the additional taxes and fees.
And the 2024 Pennsylvania vehicle presented another five-figure opportunity depending on the financing structure.
The initial negotiation round demonstrated something important:
There was considerably more room in the market than the advertised prices suggested.
But we weren't finished.
Then Cameron Caught the Detail That Mattered
During the process, we identified an important issue with the Arizona numbers.
The previously quoted $152,394 figure was not actually the final out-the-door number. Arizona sales tax, registration, tags, and other applicable costs still needed to be incorporated.
That changed the equation.
Instead of simply celebrating a large advertised discount, we went back to the dealership to establish the actual OTD figure.
This is exactly why headline discounts aren't enough.
A $15,000 discount means very little if the dealer adds thousands of dollars back through fees, taxes, accessories, or other charges.
The number that matters is the number the buyer actually pays.
Price Was Only Half the Negotiation
The Arizona van also had several outstanding issues:
- Volta battery issue
- Damaged refrigerator door
- Missing ceiling ring
- Faded exterior bumper and grille components
Cameron wanted the dealership to address these items as part of the deal.
We incorporated each of them into our discussions with dealership management alongside the pricing negotiations.
That meant the conversation wasn't simply:
“How much can you take off?”
It became:
“What does it take to make this particular van a genuinely good deal?”
That's a very different negotiation.
Persistence Became the Difference
The process wasn't completed in a single conversation.
There were follow-ups with salespeople, additional discussions with management, revised numbers, clarification around OTD pricing, and continued pressure on the dealership to improve the deal.
At one point, the dealership's management team wasn't available, requiring another follow-up before negotiations could continue.
We stayed on it.
Because when a client has already spent months searching for the right vehicle, the last thing they need is to lose negotiating leverage because the process becomes inconvenient.
More Than $15,000 Saved
After the negotiations progressed and Cameron moved forward with his selected Outside Van, the final result was a deal that represented more than $15,000 in savings compared with the pricing position he was facing when he came to us.
And importantly, the savings weren't achieved by simply finding a random cheaper van.
They were achieved on the vehicle Cameron actually wanted.
That's the distinction.
We weren't trying to convince Cameron to buy whatever happened to be cheapest.
We took the vehicles he had already identified, evaluated the dealerships competing for his business, negotiated against each other where appropriate, challenged inaccurate OTD figures, and pushed for additional value where the vehicle's condition warranted it.
From Negotiation to Delivery
Once the deal was finalized, our role didn't simply end when the paperwork was signed.
We remained in communication with the dealership through the delivery process and stayed on standby while Cameron coordinated his pickup.
When delivery was scheduled, we confirmed the dealership was in sync with him and remained available should anything arise.
After Cameron picked up the van, we continued to remain available while Outside Van and the dealership worked through the remaining items.
Because for us, getting the negotiated price is only part of the engagement.
The goal is to help the client get all the way across the finish line.
The Bigger Picture
Cameron had already done what most serious buyers do.
He researched the market.
He identified the model.
He found the vehicles.
He knew what he wanted to pay.
What he didn't need was another person telling him which van to buy.
He needed someone to take the research he had already done and turn it into leverage.
That's where the concierge model made the difference.
Five dealerships.
Multiple rounds of negotiations.
Detailed OTD analysis.
Condition and repair considerations.
Accessory negotiations.
And ultimately, a purchase that saved Cameron more than $15,000.
The lesson is simple:
Finding the right RV is only half the battle. Knowing how to negotiate the right deal on it is where the real savings can be found.
TL;DR, Here's the Short Version
Cameron had spent considerable time searching for an Outside Van Approach 170 and came to Car Concierge Pro with five specific vehicles already shortlisted.
We contacted all five dealerships, evaluated their OTD pricing, incentives, accessories, condition, shipping considerations, and financing options, and began negotiating simultaneously.
As the process progressed, we secured significant price reductions across multiple vehicles, challenged inaccurate OTD figures, and negotiated around outstanding repairs and vehicle-condition concerns.
Cameron ultimately moved forward with his preferred Outside Van, with more than $15,000 in savings secured through the negotiation process.
He found the van.
We helped him get the deal.
