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I believe a lot of this is market induced, i.e., # of dealers and willingness to deal. Here in AZ there are only 4 BMW dealers and in reality only 3 given one dealer owns 2 locations in Phoenix. The dealer in Tucson is an absolute non-player in the M market whatsoever.
That said if you are willing to haggle, have cash and good credit any dealer will entertain your offer and specially on a FEA. Throw in the fact that they know if they make you happy the back-end of the shop (aka maintenance over a 3 year lease or longer for ownership) will make more $ than the initial sale.
It's the long game that will always win over the short term. Have used that to my advantage numerous times whether negotiating personal purchases or on my job with suppliers. The key is a win-win in all negotiations.
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