John I’ve bought two from the factory at Cirrus and one factory Citation. You are in a negotiation, but it’s an inefficient market and you won’t see everyone else’s deals. Around the last days of a quarter is generally the best time, and, of course, it all depends on supply and demand. I don’t know what price concessions they’re likely to make, but there’s a lot of value to be had in additional warranty years and MX. If they have an airplane in production they want to sell you can generally get options already in the build that “you don’t really want” discounted out of the deal. If both sides are trying, both will find the deal.
Conversely, sometimes demand outstrips supply. A few years ago I went to Embraer to buy a P300. We toured the production line, saw a beautifully customized Powerpoint presentation, and we were ready. They had an airplane in production we wanted, with a list price of $8.2 million. I explained how we didn’t really care about the expensive optional paint, etc. and asked them to sharpen their pencil and come back with their best price. A few days later, after Netjets ordered 100 airplanes from them, they came back with their best price. $9 million!