RV Dealer Dictionary of Slang
You need to know all of the RV and motorhome dealer terminology and dealer slang before stepping foot into an Recreational Vehicle or travel trailer showroom. An informed buyer is often an Rv dealer’s worst nightmare. That’s because dealer slang is the way Rv dealers speak to one another in a shorthand sort of fashion, but they speak directly to you very differently. What they are saying behind your back can be a real eye opener.
Here are some of the terms from a RV dealer's slang dictionary. Read it and you will know what they really mean by their buzz words and slang.
BABYSITTER: Slang term used for a co-signer or co-buyer on an sales contract.
BACK END: Back end is the contract which is being sent to the bank for financing, where extra "hidden" profit is made by the dealer because of the "kickback" that the bank pays the dealer.
BEATER: See SLED.
BE BACK: Prospective buyer who has been in the dealership and promises to return.
BIRD DOG: One who refers prospective customers to a particular dealership or salesman for a given fee or compensation.
BOUNCE: To bounce someone means to increase the sales price of the coach, interest rate, monthly payments, etc., often without the customer realizing it.
BOX: Refers to the RV "box" that sits on the vehicle chassis.
BRICKS: Refer to a house being used as security for an RV loan.
BROWNIE: To sell to a customer as a result of going around and putting a piece of paper with a message like "call me regarding your Rv" on coach windows in a parking lot or on the street.
BUMP: See BOUNCE.
BUREAU: A credit report on a customer.
BUYBACK : Avehicle that the manufacturer bought back, usually because it was a lemon, and then was resold, often through a direct resale to another Rv dealership where it can be resold back into the marketplace as a used coach, often without disclosure of its true history of defects; also, see laundered lemon Rv. with lots of vehicle inventory.
BUY RATE: This is the interest rate that banks or financing institutions will charge on all contracts being financed; It is a "secret" number between the lender and the dealer which is the real amount of the interest rate that the loan starts out at before the dealer increases it for its own extra profit.
CANDY STORE : A dealership with lots of motorcoach vehicle inventory.
CHASSIS : The frame of an Rv vehicle, may or may not include the engine as part of it, depending on the type of coach and the chassis manufacturer and construction process./p>
CLIMBER: A salesman who can sell anything to anyone. One who is able to tackle a tough customer and climb all over them.
CLOSER: Usually a pushy salesman whose job it is to "close" the deal with the customer when the customer hesitates when dealing with the salesman.
DE-HORSE: This is when you take a customer out of his trade-in and let him temporarily drive the newly purchased RV before the purchase has really been finalized on the dealer's books. The idea is to keep the customer from shopping around and finding another deal somewhere else.
DESK: the floor manager’s central location. It literally is an office location that is typically on the show room floor and glass walled so the Desk Man (the manager) can see everything that is going on. From here the manager controls every deal being worked on. Sales staff go to the Desk to get approval on every aspect of the deal. The Desk controls the payment quotes, the price, the down payment and trade in terms. See Tower.
DESKMAN or DESK: A man who both figures and determines what kind of deal the dealership will make to a customer.
DEUCE: This usually refers to a $200.00 figure for whatever reason, down payment, trade-in value, etc.
DIP: This is when the customer needs additional or all of his cash down advanced by a finance company.
DOORMAN: The name given to the dealer employee who stands at the doorway of the finance manager office, blocking it, when the buyer is sitting in the F&I office and the final Rv sales paperwork is being signed, an intimidation tactic often used by the salesperson on the deal or the floor manager when the dealer knows there is something in the transaction that the customer does not know or understand and may object to.
DOUBLE DIP: To finance a purchase between two or more loan companies.
DOWN: Short for down payment. Also used when a salesman is finished talking to a prospective buyer. He is considered to be down and the next salesman is considered to be up and in line to handle the next prospective buyer.
DOWN STROKE: The customer's down payment.
EDGY: This is a customer who may or may not be able to get his RV financed.
ETHER: Is a slang term used in association with its actual application. For example, putting someone in the ether. This is usually done in a closing situation and the customer is not completely aware of what is happening.
EYE BALLER: Is a flashy looking, bright colored, RV.
FIRST CHAIR when the dealer’s F&I position is filled by an employee has not previously worked in the F&I job, it is called the employee’s first “chair” meaning his first time in the job.
FIVE FINGER CLOSE: A car dealer technique used by some Rv dealers to get the sales papers signed by the consumer without the consumer realizing that the numbers on the papers have been increased above what was orally discussed with the consumer, such as where the Rv dealership Finance Manager holds the stack of Rv sales documents, such as the sales contract, finance contract, etc, still with one hand planted in the middle of the document while pointing to the signature line with the other hand and asking the buyer to just sign here and here and here, etc., thereby using their hand to cover up an area of the sales documents where numbers appear that the Rv dealer does not want the buyer to see. Then the Rv dealer sets that sales paper aside and puts another one in front of the consumer and again puts one hand in the middle of the page while pointing to the signature line with the other hand. The process is repeated through all the Rv sales papers so that the buyer does not realize that the sales figures were changed on the earlier document, in other words the routine use of their hand by the Finance Manager actually disguises the fraud that earlier occurred in the process. It appears to the consumer that the Finance Manager is being helpful in holding the page still but he/she is, in reality, using the technique to deceive the customer into believing that the numbers, such as the price, etc, are the same as what was talked about earlier when, in reality, they are not. This is sometimes also referred to as a five finger spread or five finger push.
FIVE FINGER FOLD: Similar to the five finger close. It is a technique adapted from car dealers that is most often used to get the Rv sales papers signed by the consumer without the consumer knowing that the numbers on the sales papers were changed, such as, the Rv dealer Finance Manager holds the stack of sales papers still with one hand planted in the middle of the top document while pointing to the signature line with the other hand and asking the buyer to just sign here and here, etc, thereby using their hand to cover up an area of the Rv sales papers where numbers appear that the Rv dealer does not want the buyer to see. A each sales paper is signed, the Rv dealer folds up the bottom edge where it was signed, revealing the next page when the customer is again asked to sign, etc. It appears to the consumer that the Finance Manager is being helpful in holding the page still but in reality they are using the technique to deceive the customer into believing that the numbers, such as the price, etc, are the same as what was earlier talked about when, in reality, they are not. Also called a five finger spread or five finger push.
FLAKE: Is a customer who usually had bad credit, little or no money down. It is usually a waste of time trying to put a deal together for him.
FLIP: This is to convert a buyer from financing his RV through his own bank or credit union to financing through the dealership.
FULL BORE: To sell an RV for the full sticker price with no discount.
GOLD BALLS: One who has excellent credit and usually a considerable down payment.
GRAPE: This is a very easy buyer. He normally goes along with anything anyone tells him.
GREEN PEA: This is a new salesman or sales business manager.
GRINDER: This is a buyer who, no matter what the salesman offers, wants more for less.
HEN: Older type salesman who influences younger salesmen (adversely).
HIGH BALL: A figure given to a prospective customer which is an inflated value of his trade-in in order to get the customer to return to the dealership to purchase his new RV.
HIGH PENNY: To adjust a customer's monthly payment. For example: from $1,401.13 to $1,440.93. It is safe to assume that if the customer will pay $1,401.13 for an Rv payment, he will pay $1,440.93 without giving it a second thought.
HIGH PENNY ROLL: is where the finance sales person’s computer is rigged to automatically increase, i.e., roll up, numbers in the transaction to a higher number without tipping it to a dollar increase. Doing this on every transaction can create $20,000 to $40,000 of extra profit a year since it adds 1 to 98 cents to every payment. Also called High Penny or Penny Pumping.
HOME RUN: When maximum profit has been made on a deal or when the sales business manager has sold the customer all the insurance he has available.
IRON: This is an old used RV valued at nothing more than the price of iron.
KINK: A problem with a deal due to "miswriting", misrepresentation, misquoting, or mishandling.
LAID AWAY: A customer who has paid the maximum price for as many items (like accessories, rust proofing, extended warranty, financing and credit insurance) as can possibly be sold on an RV.
LAY DOWN: This is a customer who says yes to everything. They "lay down" --- and get run right over.
LAUNDERED LEMON RV : When a coach is bought back by the manufacturer and then resold without disclosure that it was bought back under the lemon law, thus hiding its defect history from subsequent owners; it is generally an illegal practice.
LEG as in “giving Leg.” Means getting a leg up on the buyer. Describes the sales person quoting an inflated and false proposed monthly payment number to the buyer in order to lock them in on a false number in order to leave room for the finance sales person to pack into the deal additional profit-making products for the dealership, whether or not the customer knows it is happening to them. See Payment Packing.
LIAR LOAN where the dealer alters the buyer’s credit application income or expense data without the customer knowing about it and then submits the falsified application data to a third party lender for loan approval; may also include telling the lender that the vehicle being sold has optional equipment on it that it actually does not have, in order to increase the appearance of the vehicle’s value as collateral for the loan.
LINER: A salesman whose responsibility is to settle a customer on one particular RV, get a commitment of some type from the customer, regardless of how ridiculous it is, and then turn the customer over to his T.O. man, sales manager or mother.
LOADING THE PAYMENT: means to take the normal monthly payment amount and load it up by falsely inflating it to a higher than necessary number in order to leave room for the finance sales person to pack into the deal added profit-making products for the dealership which the buyer may not even know about. See Payment Packing.
LOT LIZARD : The sales people who stand around an Rv dealership, usually in small groups of two or three, waiting for a customer to come along so they can pounce on them to make a sale.
LOW BALL: Deliberately stating a low price for an RV, with no intention of really selling it for that price. Usually given to a customer who has said that he wants to shop around before buying. This figure is so low that the buyer will not be able to find a better price anywhere. That way the Dealer can be sure the buyer will come back and when he does the Dealer will say the price just went up! By then the buyer is tired of shopping so he probably won't go anywhere else again.
MICKEY: Slang term used to describe a down payment loan that is arranged by the dealership. This is referred to as completing a deal in Mickey Mouse way.
MOTHER: See T.O. MAN.
MOUSE HOUSE: Slang term used for a finance company.
NEGATIVE EQUITY: Negative equity means that your trade-in coach has a fair market value that is less than what you owe on it. This could be because you have not owned it very long and you still owe a very high payoff on it. It could also be because the last dealership where you traded an Rv in, and who sold you this one, started you on this “negative equity” cycle. Click here for more information about Negative Equity Dealer Scams; some dealers have been known to tell the customer that they have negative equity in their trade in Rv when, in truth, they do not but telling the customer can mislead them on the true trade in value and enable the dealer to gain extra profit when the trade in is later resold by the dealer.
NICKEL: Refers to the amount of $500.00
PACK: This has two applications. First, it is used to describe the overhead deduction from the sales person’s commission. The dealer will deduct anywhere from $100 to $700 from the gross profit of the deal and pay the salesman his commission which is figured on the difference. The dealership (also called the house) calls the deduction a dealer pack but it is really just a way of reducing the commission the sales person has earned in a deal. In the second use of the term, it is used in relation to payment packing, which is where the sales person quotes a higher than necessary monthly payment number to the buyer in order to overcome objections when the finance sales person jacks up the payment even more because they are adding into the deal, with or without the buyer knowing it, soft add on products like Etch or extended warranties, etc. For example, the sales person knows that the normal monthly payment amount might be $825 but they deliberately tell the buyer that it will be $975 so that there is $150 of room for the finance sales person to pack the deal with added-cost soft add on products like an extended warranty or etch, etc.
PAYMENT PACKING: where the sales person quotes a higher than necessary monthly payment number to the buyer in order to overcome objections when the finance sales person jacks up the payment even more because they are adding into the deal, with or without the buyer knowing it, soft add on products like Etch or extended warranties, etc. For example, the sales person knows that the normal monthly payment amount might be $825 but they deliberately tell the buyer that it will be $975 so that there is $150 of room for the finance sales person to pack the deal with added-cost soft add on products. A more deceptive way of payment packing is to get the buyer to agree on a monthly payment number without the buyer knowing the loan length. That way the finance sales person can create more profit in the deal by simply upping the loan length without the buyer even realizing that the overall cost to the buyer is higher than it otherwise would be.
PENCIL: This has two applications. First, a sales manager will pencil a salesman's deal by crossing out the customer's offer and penciling in the figure that he wants to get for that RV. The second application is used when a salesman or sales manager changes the selling price or trade-in allowance and covers it up with an increase in the customer's monthly payment because of the additional cost he expects to pay for Credit Life, Accident and Health insurance.
PIPE SMOKER: A customer who smokes a pipe, gives no commitments whatsoever, usually grinds the salesman to his last thread and doesn't buy the RV after all.
PUT TOGETHER: This means much the same as "laying someone away". In other words the maximum gross profit to be made on that deal was accomplished. The customer was "nailed to the wall".
RATE SHEET : The Dealer Reserve Schedule used by F & I salesperson to determine the amount of the kickback they will get from the bank or other lender who is going to finance the sale, in exchange for bumping the interest rate up above the minimum rate that the lender actually wants to get on the loan.
RESERVE: Sometimes thought of as a "kickback" the bank gives the dealer for setting up the loan. The income a dealership realized on a contract in excess of the finance source's discount rate. For example: If the bank is going to charge $600.00 in finance charges on a given contract and the total finance charge to the customer on this contract is $1,000.00, the dealership will realize $400 in "reserve money" but the customer thinks the interest is all being charged by the bank.
ROLL BACK: To work a deal backwards. Instead of working with the purchase price and trying to determine a monthly payment, you would start with a known monthly payment and try to determine a selling price. It also means to "roll back" the odometer on an RV to make it worth more money - highly illegal.
ROLL TERM: As in to Roll the Term. It means to stretch the buyer’s loan out to a longer term without telling the buyer that it is happening in order to keep the monthly payment inside the buyer’s target while still increasing the dealer’s profit in the deal.
RULE OF 78: A mathematical formula used in figuring a rebate of unearned charges or premium, when these charges were pre-computed and pre-paid. Also referred to as "78 ways we get to keep your money".
SERVICE LANE WALK: Describes the activity of a dealer salesperson trying to sell a replacement Rv, new or used, to people who have brought their coach into the dealer's service department for repair work to be done.
SHADOW: What a green pea does to learn how senior salespeople sell, i.e., they follow them around and observe.
SHOUT OUT: When the customer commits to the buy, the salesman loudly announces, sometimes on the dealer's public address system, that "[buyer's name] has just purchased a [year make model Rv vehicle]" (that is the "shout out" moment) which is followed by immediate applause from all the other sales persons in the showroom, a tactic to solidify the buyer's commitment to the sale, often used in slasher sales.
SLED: Reference quite often given to a customer's old trade-in coach which is usually "beat up" and worth little or nothing.
SLIDE RULER: A buyer who is a specification nut. He does not deal in generalizations when prices are quoted. They must be exact and justified most of the time. This buyer will likely have a pocket calculator with him to calculate his own sales tax and total sales price, etc.
SPEAR: Think of it like in the movies when the Indian would "spear" a fish in the stream for his dinner. This is just a method used in getting a customer onto an Rv dealer's lot. For example: a salesperson stopping a man at a campground and telling him that they would give him some outrageous figures for his trade-in if he would just come down to the Rv dealer lot today and take a look at what they have to offer.
SPOT DELIVERY: This is when all phases of the coach purchase and delivery are completed on the same day, even though the financing may not have been finalized by a lender. This may be with or without any kind of credit check or approval.
STICKS: Reference given to the borrower's furniture he puts up as collateral on a small loan, such as when he borrows the money for the down payment on the RV he is getting ready to buy.
STRAW PURCHASE: This is when a third party buys an RV and finances it in his name for some one else (who will be the actual driver) because of that other person's age, bad credit, or lack of credit, etc.
STRONG: Refers to a sales person, sales manager, or Business Manager, in describing his ability to be aggressive and pushy to get buyers to sign sales papers or accept a deal they do not really like.
STUD: Another term for "STRONG".
"SUM OF THE DIGITS": Another term used for the "RULE OF 78" - a formula used in figuring rebates, also characterized as "78 ways we get to keep your money".
SWITCH: To change a customer from buying one RV to buying another another for several reasons: availability, greater profit, etc.
THIRD BASEMAN: An individual who accompanies a prospective buyer because the buyer feels he is better versed in haggling over the price of the RV and/or knows more about it mechanically, thereby decreasing the chances of getting stuck with a "lemon".
TIRE KICKER: This is normally an individual who doesn't want to buy an RV, but just wants to look. He walks in, touches the merchandise and doesn't want to talk to anyone.
T.O. (TURNOVER): The procedure used in selling where the salesman turns a prospective buyer over to another salesman or sales manager to close the sale.
T.O. MAN: This is the individual to whom a salesman will turn a customer over.
TOAD: Reference given to a customer's trade-in; a worn-out RV that is just "sitting there" like a toad.
TOWER: the floor manager’s central location. It literally is an office location that is typically on the show room floor and glass walled so the manager can see everything that is going on. From here the manager controls every deal being worked on. Sales staff go to the tower to get approval on every aspect of the deal. The tower controls the payment quotes, the price, the down payment and trade in terms.
UNDER-ALLOWANCE: To give a customer less for his trade in than it is actually worth.
UNWIND: To take back an RV that is already delivered and void all papers that were used in reference to its delivery.
UNWIND THE DEAL: To cancel a vehicle sale or lease like it never happened at all, i.e., the dealer takes back the vehicle and may or may not refund the customer down payment or give back the customer trade in vehicle. The dealer may or may not have a legal basis to unwind the deal. But universally RV dealers do not want to do it.
UPSIDE DOWN: This condition exists with a buyer when he wants more on his trade-in that it is worth. Also called "in the bucket".
WALKING FIGURES: When the salesman knows for sure that the customer will not buy an RV at this time because he wants to check out some other dealerships. The salesman will give him a ridiculously low figure to try to beat, knowing that, in the end, he will have to come back to him.
WATER: This is the false equity shown on a deal that a customer is supposed to have in his trade-in. For example: Showing on the purchase order $10,000 in equity on a '79 Winnebago when he actually only has $1,000.
WOULD YA, COULD YA: A practice used by salesmen in getting a commitment from a customer. In other words, "Would you buy this RV if I could get it for the price you want to pay?"
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