1st new truck buying help

hello and thank in advance. I have watched videos on sales tactics at a dealership and know that I need to work the number then the trade in and not focus on the monthly. I need to know what I’m paying for the vehicle. My wife is looking at a new 4Runner and this will be our first new car purchase in person. I obviously know not to pay sticker but what are some tips to work from the beginning? Can I ask to see invoice? If they say no do I walk? Does my starting point start at invoice? If there are rebates do I subtract them from invoice and work from there? I know that the dealer does get paid back for the rebates from manufacturere. Do I have to pay doc fee for is that negotiable? What if they have to get it shipped in because they don’t have it, do I have to pay another transfer fee? Just some questions I have.

Sorry to be so green, but a big deal to me. I see that people talk about the good deals they get and a lot of times don’t ( just boasting persay )

Again, thanks for any help

 

If you think you got a good deal and it went easy, you got screwed. If you have to walk away and they call you in a day or two, you may get a better deal. Also buy one at the end of the month and find a hungry salesperson, they will work with you more.

 

Now is a good time to buy a 2019. Ive seen $2000 off 2019 Tacomas. Soon all that will be out is 2020’s and you will have to pay the higher market price for new 2020.

 

Do not pay sticker, yes ask to see dealer invoice, do not pay more than $1500 Over invoice. Do not include rebates or cash back in the final price, only deduct those until once the negotiated price is agreed upon. Do not finance with the dealer, be preapproved thru your personal bank or credit union. Always and I mean always be ready to walk away. Even if it’s over $250 dollars. Negotiate the deal you want and if they won’t meet it, get up out of the chair and walk out.

 

Let us assume we are talking about a new Toyota Tacoma, there are some rebates and discounts available on 2019 models still in stock, Check the Toyota Web site for Current "Discounts and Rebates" they tend to change.If they have to Dealer trade to get the equipment and color you want, they will. Tacomas sell so well no one will have a deep inventory.
Most people are payment buyers, Call your Bank where you do business, and a Credit union get there current interest on 60 and 72 Mo. auto loans write them down, keep them with you. If your Credit is good there is %3.5 money available up to 72 months. The dealer will try to get you to finance with him. it will cost you more. Some dealers have added Paint Protectors,and dealer installed accessories. Tell him you don't want them, and don't want to pay for them " there are Mop and Glow profit builders" for the dealer. Make sure you are getting the best price for your trade, Spent time on Kelly Blue book, they will try to "hold on the Trade", remember this is in the notes you are taking with you. when you have agreed on the value of your trade, and what you expect to pay for the car, you will be introduced to a Finance and Insurance person, be prepared, he also works on a commision, he will want you to finance with him, buy his insurance, Extended service Policy Etc. Etc..Politely tell him No Thank you. There is a law called truth in Lending, if you ask he has to tell you his Buy Rate , Tell him your lender has the %3.5 money for 72 months. Just remember, if you have good credit he will not let you out of there with out you signing a contract.
No matter how friendly and nice they are, they are trying to get as much money out of you as they can. You don't really care how much profit they made on you, don't leave anything on the table you don't have to.

 

Thank you 2 very much for the very informative advise. I have zero problem walking away. I have told my wife that no what, if there is no deal one 1 there is always another dealership. I’m not married to any one dealer particularly. I want to do all my research before hand and do my due diligence. I look at some dealers that are close to me and I see that they can have the same vehicle but at different prices and not sure why. How do I find ( any good websites ) that I should be able to see what the new vehicle is worth? Looking at a new 4Runner for my wife. Is it by region or any way to see what Toyota says it is and any upcharge is because of the dealership? Hopefully this last question makes sense lol. Would all dealers not pay the same price?
Thanks, David

 

David, all dealers pay the same price.