• The size of the discount varies with make and model.

• With most makes the manufacturer sets out for dealers a special discount for National Fleet Owners (companies that have over 100 vehicles in their fleet).

• The National Fleet discount is provided mainly by the dealer out of his profit margin with the manufacturer contributing a relatively small amount to that discount.  This means that the dealer has a very small profit margin left.

• The manufacturers do NOT contribute to the DEFCOM discount.  The dealer receives the same profit margin as he would with a true National Fleet sale and he has no room to manoeuvre further.

For example

• Some brands such as Mazda, Suzuki, Daihatsu, Subaru, Honda, Daewoo, Hyundai do not have a National Fleet pricing structure on some or all of their models.

• Where the dealer has a resonable profit margin members will usually receive approximately 5% off the on road RRP or 71/2% off RRP with no discount on the on road or dealer delivery charges.  This affects the more expensive models.

• Be aware that with some makes in this group the dealer has a small flat one off profit margin (Hyundai for example).  These conditions make it harder but DEFCOM recommends the dealers to you with confidence as they will look to value-add or discount where possible.

Your trade-in

• With the above explaination of the DEFCOM discount arrangement the dealer will have no spare profit margin to "sweeten" the trade-in price.  The dealer will offer you the true wholesale value for your trade-in.

• If you want to check his offer take your old car to any used car dealer who offers "cash for your car" and see what he offers.  If it is better - sell it to him.  But if you want a price something like what you see in the papers - sell it privately.