I see this type of thing quite often with Toyata leases. I recently lost a deal to Toyota. The customer had 5 lift trucks that were due to come off lease. I personally looked at the Toyota's and didn't really notice anything wrong with them other than normal wear and tear. The customer was given a proposal to "bring the Toyota lift trucks up to speed". This proposal had a price of about $5,000.00 PER TRUCK. Toyota then told the customer that they would "waive" these charges if they were given the order for the new ones. The customer buckled and gave Toyota the order. Toyota won the battle but lost the war in this case because the customers corporate office fully understood what kind of tactics were being used and removed Toyota from the approved vendor's list.

Here's my thought. If the trucks needed to be "brought up to speed" at a cost of $5,000.00 each., it wouldn't matter if the got the new order or not. Either the trucks needed the repairs or they didn't.

Btw, this was not a local dealer deal, this was a National Account deal.