Depends on the dealer and the product.
For me it is driven by what I have to pay, when I have to pay it and what flexibility I have to cancel. If it is a product where I pay nothing till it ships, I can cancel anytime prior to production, or is an item that sells quickly, I will take a modest deposit. If I have to put down a 50% deposit, you put down a 50% deposit.
If I have to pay for the entire item up front at time of ordering (yes, some companies require this), it is a special order item that I can't cancel, etc... then you will pay a significant deposit or for the whole thing at time of order and terms will be clear if the deposit is refundable which again, is driven by my terms.
If you cancel and am out $10K or will be bringing in an item that might take me a really long time (years) to sell...that is where sometimes terms are not appealing.
For me it is driven by what I have to pay, when I have to pay it and what flexibility I have to cancel. If it is a product where I pay nothing till it ships, I can cancel anytime prior to production, or is an item that sells quickly, I will take a modest deposit. If I have to put down a 50% deposit, you put down a 50% deposit.
If I have to pay for the entire item up front at time of ordering (yes, some companies require this), it is a special order item that I can't cancel, etc... then you will pay a significant deposit or for the whole thing at time of order and terms will be clear if the deposit is refundable which again, is driven by my terms.
If you cancel and am out $10K or will be bringing in an item that might take me a really long time (years) to sell...that is where sometimes terms are not appealing.