So as not to disappoint Wigwam (?), there is a bit more to it. Yes, it’s true that they get a set handling fee of around £230, of which the sales person probably gets a small proportion. However, that’s not the whole story. Motability sales count towards dealer, group and manufacturer sales targets. So your lowly Motability order may be the one that triggers a substantial bonus for them, which can be many thousands of pounds. Either way, it counts towards these targets. I got £500 discount off the AP of our BMW ordered recently (plus 15% discount off the options) and rest assured that the dealership still made a profit out of that transaction. So the moral of this story is never to believe a car salesperson who tells you that all they get is a small handling fee. That’s all they get from Motability but it’s far from all they get in total!