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Negotiating on 2020 Tacoma

Discussion in '3rd Gen. Tacomas (2016+)' started by mikednw, Jan 14, 2020 at 11:38 AM.

  1. Jan 14, 2020 at 11:38 AM
    #1
    mikednw

    mikednw [OP] Member

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    Hello TW!

    I am curious what everyone's experience has been in negotiating using KBB and Edmunds reports on real market value. I had a relatively friendly round of in person negotiating on a 2020 DCSB TRD Sport MT w/ LED headlights, Premium and Advanced Tech Package with a dealer and one of our sticking points was they were insisting that the invoice price provided by both Edmunds and KBB was not accurate.

    The dealer insisted (and showed me a report on their computer) that indicated that their invoice was about $1200 higher than the information I had. I told them that I didn't believe that was the accurate invoice price and that they're not legally obligated to show me an accurate invoice number so I could only depend on the Edmunds/KBB value. Has anyone else encountered this?
     
  2. Jan 14, 2020 at 11:42 AM
    #2
    HVLA

    HVLA Well-Known Member

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    Not sure why you care what the invoice. Has no bearing on what you pay or what they sell for. There is a huge what are you paying thread you can read.

    Some have posted around 10-12% off msrp as about the best price you can get. But very dealer and market dependent.
     
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  3. Jan 14, 2020 at 11:42 AM
    #3
    Ghostrider52

    Ghostrider52 Member

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    A lot of it depends on where you are and what volume the dealership you are at has. I just bought a new 2020 TRD OR. My brother happens to be the sales director in the location I bought it at and I was able to see what everything actually costs. The big thing is, if they want to move vehicles, they will. Just passed up prime season as the end of the year is usually the best time because they are looking to hit volume bonuses for the month and the year if at all possible. That being said, be patient, and every dealer is a little different. Would definitely shop around! Good luck!
     
  4. Jan 14, 2020 at 11:44 AM
    #4
    Tacoma091919

    Tacoma091919 Well-Known Member

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    Each truck will be a little different based on options (factory and port installed). So you just have to negotiate a deal that you are happy with rather than meeting a specific number. 10-15% off of MSRP is a fair price later in the year, but right now they might not be as willing to move 2020s with lower profits. I've been watching my dealer inventory since buying mine in September, they move a LOT of Tacomas.
     
  5. Jan 14, 2020 at 11:44 AM
    #5
    Masterofnone

    Masterofnone 140.85

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    Dealers will take info from KBB and NADA and throw it back in your face. I've never had any success in trying to bargain with these websites.

    Best thing to do is find another price at another dealer and try to match it. They're more apt to cut you a break too if they have the truck on the lot.
     
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  6. Jan 14, 2020 at 11:45 AM
    #6
    NYCTaco52

    NYCTaco52 The funniest member here!

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    You are absolutely right, they are not required to show you accurate invoice numbers. So they are full of caca
     
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  7. Jan 14, 2020 at 11:48 AM
    #7
    CrispyTacoLover

    CrispyTacoLover Well-Known Member

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    Invoice is a fictitious number. So is MSRP but at least it is a US wide published number. Try to buy off the lot on the last day of the month, end of quarter.

    10-13% off MSRP is good.
     
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  8. Jan 14, 2020 at 11:48 AM
    #8
    SSMTRDOR

    SSMTRDOR Well-Known Member

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    Agree ^^^. 10-12% off msrp after all discounts and rebates seems to be common.
     
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  9. Jan 14, 2020 at 12:11 PM
    #9
    oogielaflick

    oogielaflick Well-Known Member

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    I have said it before, but of course, depending on where you live, there are bound to be other Toyota dealers in your area. Nowadays, they all have websites which include inventory lookup. Do your homework. take the time to look at as many dealers within at least 100-150 miles. Look up the exact vehicle you are interested in on each dealer inventory. You will see what is out there, and most likely, you will find dealers with a wide variety of prices for the same equipped vehicle. Some dealers will add a dealer or market markup depending on what it is you are buying, and others will discount the vehicle with Toyota rebates in addition to their OWN Dealer rebates. If you do your homework on this, you will probably be quite shocked at the various dealer prices on the same vehicle. And as others said, do not even pay any attention to "dealer invoice", etc. Even though the dealer invoice "MAY" be correct, it doesn't show and Distributor rebates to the dealer which would obviously discount their cost of the vehicle. Bottom line is to look around on websites. Yes, it takes some time, but if you want to save some money and go into a dealer armed with facts, this is what you should do. Also, let's say that a dealer 150 miles away has the same vehicle just as you want it, and your local dealer either has the same vehicle or even, doesn't have the vehicle. But instead of driving the 150 miles to the dealer that has the vehicle with the best price, you can go to your local dealer and tell them that "hey, this dealer in such&such town, has the vehicle I want sitting on their lot, and this is what they are selling it for". Your local dealer can then either match the price and go get the vehicle for you, or they lose and you can then just drive down there and buy it from that 150 mile away dealer. But what will most likely happen, if you do this research and tell the dealer the facts, is that they will honor the faraway price, and if you want the vehicle, they will go get it and bring it back for you. Dealers will take one of their vehicles and just exchange it with the one they are picking up for you. This is what happened in my case when I ordered a vehicle, which was destined to go to another dealer 50 miles away. My local dealer went and got it, exchanging one of their trucks for the one I ordered. Get online! Do your homework!
     
  10. Jan 14, 2020 at 12:26 PM
    #10
    necrodiety

    necrodiety Well-Known Member

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    Take whatever price (realistically) that you are happy paying and subtract about 5%. They will come up, hopefully to the price you want to pay or a tad more. If not, tell them that you'll find another dealership that will get you closer to the price you want and walk out. There's nothing rude about not accepting their offer so don't feel bad about that. You gotta look out for yourself. Also, don't negotiate the price with all the included options you want. Add those after you settle on price.

    If they are flaky on meeting your price, offer to add some optional things (since you were going to anyway). They'll see that as padding to offset the price and you still win.
     
  11. Jan 14, 2020 at 12:41 PM
    #11
    Fishnwiz

    Fishnwiz Well-Known Member

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    Trade in is important, I was 6% below “sticker” but negotiated trade in from first offer 26500 (kbb, ect ranged from 26400 to 27100) to 29500. They put my trade on lot at 30500.
     
  12. Jan 14, 2020 at 12:53 PM
    #12
    Bleep100

    Bleep100 TOYOTA 4 LIFE

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    Kinda of a funny story this thread reminded me of . First new vehicle I bought was a leftover 2001 Dodge Dakota Sport 4x4 . MSRP was 24 something and they asked me how much I wanted to pay . I said 17 and they said real loud how did I come up with that . I said I know you never pay MSRP and it's a leftover . They kept me there after closing and most employees went home . We couldn't agree and we went out and they turned off the lights and locked doors . I was in my Jimmy when they knocked on my window and said come back in . I got it for 17,300 and put 150k miles on it . Anyway dealing with dealer sales people sucks , good luck .
     
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  13. Jan 14, 2020 at 12:58 PM
    #13
    Masterofnone

    Masterofnone 140.85

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    Sounds like the time I bought an 06 Dakota for $11,100 when it was listed for $15K. Drove it 40K miles and traded it in on my first Tacoma for $13K.

    Joke was on me though. It was a Dodge.
     
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  14. Jan 14, 2020 at 1:00 PM
    #14
    Bleep100

    Bleep100 TOYOTA 4 LIFE

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    I dont miss mine .
    I did sell it outright for $3K after driving it for 12 years .
     
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  15. Jan 14, 2020 at 1:08 PM
    #15
    necrodiety

    necrodiety Well-Known Member

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    I never negotiate trade-in price until after the new price. They'll also ask about financing. I tell them that I will be financing it but have secured outside loan unless they do better so we can talk about that after negotiating.
     
  16. Jan 14, 2020 at 1:10 PM
    #16
    TRDProOne

    TRDProOne Well-Known Member

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    I will only negotiate a car purchase on the last of the month and ALWAYS in the evening. I am always prepared to walk out, next month I will simply try again. Dealerships are salivating to meet owner/manager sales goal targets for the month. I never mention a trade in until the very end.
     
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  17. Jan 14, 2020 at 1:45 PM
    #17
    Fishnwiz

    Fishnwiz Well-Known Member

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    I was taking zero for 60 so that wasn’t an issue
     
  18. Jan 14, 2020 at 7:06 PM
    #18
    mikednw

    mikednw [OP] Member

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    The reason I ask is that as part of the negotiation, the dealer is indicating they are selling at a loss even taking into account holdback.

    Thanks! I was originally planning to buy a 2019 Ford Ranger. They had significant incentives on the midgrade XLT trim through the end of 2019, $6100 from the factory and dealers discounting an additional $4-6k on top of that. I wanted the top of the line trim Lariat which they were not incentivizing as much. My hope was that they would extend those factory incentives to the Lariat in January, when they had 2019 trucks on the lot in 2020.

    That ended up being a bad assumption on my part as incentives on the 2019s were curtailed significantly in January and dozens of trucks at multiple Seattle area dealers are sitting on the lot not moving based on my tracking.

    If I had gotten the deal I was hoping for, a 2019 Lariat would have cost between $32-$34k loaded but right now they're closer to 39k. That is the same ballpark as a loaded 2020 TRD Tacoma which brought me back to the Tacoma which has its own pros and cons compared to the Ranger.

    I couldn't agree more! I've been doing research for over six months in fact originally focused on the Ranger. I've done a test drive of the Ranger three times and the Tacoma twice. I've been more knowledgeable than the sales person all five times.

    Great advice! I have found that dealers will try to negotiate the trade, incentives, and the price of the vehicle at the same time which is a game to obfuscate elements of the transaction. Never negotiate based on a payment, always have your own financing lined up, and know the value of your trade both for dealer trade in and private sale (and value of your own time)!

    ----

    Wow I was not expecting this many responses! First off I'd like to say how impressed I am that no one jumped on me for buying a TRD Sport instead of a TRD OR! I was all prepared for that response!

    For some additional context, I'm not going to trade my current vehicle. It's ten years old with right at 40k miles in excellent shape and I'll be able to sell it for significantly more than a trade in. The Toyota dealer I'm working with agreed they couldn't get close to what I could do with a private sale even taking into account the WA State sales tax offset benefit.

    The build of the vehicle is a TRD Sport DoubleCab MT w/ Premium, LED, Advanced Technology Package, and a few small extra such as mudguards, bed lighting kit, floor mats that I'm fine with. The MSRP comes out to about $42.5k. The dealer offered $500 below their reported "invoice", about $39.7k. KBB Fair Market Range is $38.2k-$41.4k with KBB reported invoice right at $39k. This is before taxes and fees comprised of sales tax, car tabs/plates, and a $150 documentation fee. I was pushing for $38k so we're about $1500 apart.

    Finding a MT TRD w/ Premium and Advanced Tech Package is pretty hard here in Seattle. Here's what I've found with the Toyota inventory tool (I'm unsure what radius they use based on the zip you input)

    TRD OR, TRD Sport, TRD Pro = 411 matches
    + MT = 31 matches
    + Double Cab = 23 matches
    + Premium and LED = 5 matches
    + Adv Tech Package = 3 matches (2 x TRD Sport, 1 x TRD OR)

    It's been about a week since I was last in the dealer and only followup has been them reaching out to let me know factory incentive increased from $750 to $1000.
     
  19. Jan 14, 2020 at 7:22 PM
    #19
    HVLA

    HVLA Well-Known Member

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    I see. Well invoice doesnt mean jackshit. Shoot for 10-12% off msrp. If they wont do it then they wont do it. If the configuration you want is rare then it may sit for a bit or it may be gone quickly.
     
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  20. Jan 14, 2020 at 7:38 PM
    #20
    troutspinner

    troutspinner Fishing Addict

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    Use cars.com and do a search for your desired truck and see if you can find anything in SE Pa. I don’t think we’re many 19s left in my area, at least not when I was shopping a month and a half ago.
     

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