When customers come in to shop at Lexus of Omaha, one of the test labs for a new sales process called Lexus Plus, salesman Jeff Bahnsen starts off by running through the program's concept statement. It assures them that he alone will take them through the entire purchase and explains why the dealership's prices are non-negotiable. He then lets the customers decide how to structure the rest of their visit. They can start with appraisal of a trade-in or a test drive or comparisons of different models -- whatever suits them best.
For each vehicle, a label on the windshield shows customers the sticker price, factory incentives and additional discounts that go into the final no-haggle price. (An IS sedan with a sticker price of $46,494 recently carried a no-haggle price of $40,719.)
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