There must be some hood/trunk money on the RAV4 this month. Helping a friend buy a car in the Mid-Atlantic (do not want to get specific until he closes his deal tomorrow), but without any pushing at all, the dealer came back at almost $600 under invoice before incentives on a 2016 RAV4 LE AWD with tonneau cover and carpeted mats. He wanted 0% financing, so with the $500 rebate and the $750 college grad rebate, his final price was $1813 under invoice. No crazy doc fee either.
The numbers I had come with were about $250 higher, so I didn't even bother pushing more - that's a heck of a car for the money.
Following up, the deal closed as I expected. This is in the Western PA region. My friend took advantage of the 0% financing + $500 rebate in lieu of the $1250 in rebates that is available.
Here were the final details:
2016 Toyota RAV4 LE AWD MSRP: $26,965 Invoice: $25,198 Sale Price: $24,635 Less Rebates ($500 bonus cash + $750 grad rebate): $23,385 Plus Tax (7%) : $25,021.95 Plus Fees ($135 doc fee + $164.50 title, tags): $25,321.45
Out the Door with 0% financing: $25,321.45
Seems like a pretty good deal from what I've seen here!
Thank you everyone for a lot of excellent info in this forum. We used them as a guide recently. And it is our turn to provide our own experience.
We are in the Dallas area and just closed a deal today, May 28, 2016. The vehicle is a base RAV4 XLE FWD with the standard options. Tonneau Cover, Premium Carpet sets. No Convenience Package, No Nav; No Crossbars. The only dealer-added options were window tint and wheel locks. The MSRP is 28452. The deal was done @ 23625 + TTL. The vehicle has only 5 miles on the ODO.
It took only 30 min to seal the deal. We actually had to wait for over an hour to see the finance guy because there were quite a few buyers waiting ahead of us. We were expecting in the range of 24,500 and started the bid @ 23,000. Instead of laughing in our faces, they came back with a counter-offer. And in short order, we came to an agreement.
There must be some incentives that the dealerships are getting because they are very eager to push the cars off their inventory. BTW, we paid in full and the 23625 included the 750 rebate. We could have done better and the dealership is making money somehow; but we are happy with our purchase.
There's a $750 incentive right now so TMV is coming in at $29,182.
Since TMV is an average some buyers must be getting a RAV4 for invoice. May be hard to get much below invoice and $25k may be a real stretch.
Best plan may be to get a bunch of dealer quotes, be willing to travel a ways, and hold out until the end of the month and try to find a hungry dealer who needs more sales to make bonus numbers. Haven't looked at the ads lately - there could be some 4th of July sales starting late next week too.
I am going to the dealer today. and thinking to ask for $24,000-24,500 on a MSRP $28,964 RAV 4 XLE model. Am I at the good price point or "you are out of your mind" in a dealer perspective?
Looks like the TMV average for a random zip code is $26,166.
$24,500 would be ~$2,300 below invoice but all you have to do if they laugh is just negotiate with your feet and leave your phone number with the salesperson on your way out the door. Might be some sales coming up for the 4th, and there should be some Toyota bonus money for dealers who make their monthly quota this week.
My TMV number includes a current $1,000 incentive btw and also includes the $900 destination.
Hi Stever, I am interested in Toyota 2016 RAV4 XLE Hybrid AWD - without any upgrades like convenience package. Is 27,000 good price for this vehicle ? City - Kansas City Kansas.
Hi Stever, I am interested in Toyota 2016 RAV4 XLE Hybrid AWD - without any upgrades like convenience package. Is 27,000 good price for this vehicle ? City - Kansas City Kansas.
There's a $750 rebate right now so TMV is coming in around $1,000 below invoice at $22,892. There's also an ad fee that's legit, but you shouldn't have to pay for Toyota's advertising, so deduct that $244 from TMV to get your average selling price.
Then try to beat the average.
After you get to a number you like (say, $22,000 even), then add in your area's taxes and get an OTD price to shoot for.
Can I still get rebate with 0% financing? I don't care what the dealer shows me. I don't need to see their invoice and what not, as long as they accept the price I offer.
No, you only get one or the other. That's typical - it's unusual to be able to stack a customer cash rebate with special APR financing.
The Low APR vs. Cash Back Calculator may help. Could be better to take the cash and finance with your bank or credit union. Hard to say without running the numbers. But "free" money is pretty attractive.
Can you give us a breakdown of the deal? OTD is a good way to negotiate, but it's hard for the rest of us to know what your selling price is and what taxes and fees you are being charged.
There's a $500 incentive right now so the TMV average selling price is $28,070. That's for the FWD SE and that number includes the destination.
Hm, I thought that California deals were getting a little better than that. They are for Hondas, but I guess Toyota dealers haven't gotten the memo.
California limits doc fees to $80 so I gotta assume the other fees are legit DMV fees.
The only way to really know if your deal is good is to shop the quote around. That's a bit of a pain, but the next couple of days is the time to do it. Hopefully you'll hit a dealer who needs another sale to make quota and will whack some bucks off your deal.
I'm not sure what's typical but $699 isn't unusual.
Anything over $50 is too much. The dealers should just quit playing games and price the cars at the profit point they need to sell them for. It's just a big fat lie.
ok. now I got a second opinion. I found a dealer that will sell me a 2016 RAV AWD LE for $23,000 plus TTL. Think my wife is going to get it as her Honda is a 2006 with more than 254k miles. But she is not sure she wants the payment now lol. Thanks for chiming in Steve.
My wife is a proud new owner of a 2016 Rav LE FRD. WE got it for 23750 OTD plus TTL. We paid the 750 on Credit card and did the 0% financing for 5 years and her payment is $388. Not too bad. BTW I did not want the AWD as I have a Tacoma doe days we need a 4 WD. The price was actually $22414 before they add in $589 for doc fees so it came out to $23000.
Steve...a lot of used cars around here have high mileage since they are primarily commuter cars. I decided to just keep mine cuz my daughter is 15 this month and I rather her drive that than the RAV :-)
I am in Rolla, MO with zip code 65401. I received a price from a dealership:
2016 RAV4 LE AWD: $24783 Toyota customer rebate: -$750 final price: $24133
Accessories (no discount): $403 including -All-Weather Floor Liners $139 -Door Edge Guard $125 -Rear Bumper Protector $139
Total: $24536 before TTL 7.3% Tax rate: $1803 Title and license: around $100
OTD: $26439
I feel there is still some room for this price. What is your suggested price? Can I ask for $24133 including base model, Toyota customer rebate, and accessories before TTL?
Hi @yanjie_fu ie, Invoice is $25,286, MSRP is $27,153 and the TMV average price paid for your zip is close to invoice at $25,278.
Those numbers include destination and your accessories, and the TMV number includes the $750 rebate.
So your quote before TTL of $24,536 is ~$750 below invoice/TMV.
Your accessories are about $190 over dealer cost. You could work that angle but the markup isn't all that bad.
I dunno, Toyota is hurting a bit with the strong yen, but they are countering that by raising prices, even on the slow selling Prius. For a popular SUV, you may not have much more room to bargain. May as well counter with $24,000 even and see what sticks though.
Here is what the manager offer. They added 0% APR and dealer-provided lifetime powertrain warranty
$24536 (no change) including $750 Toyota customer rebate before TTL (1) 2016 RAV4 LE AWD (2) accessories: All-Weather Floor Liners Door Edge Guard Rear Bumper Protector (3) 0% for 60 months ( with approved credit) + 2 years Toyota Care maintenance + Lifetime Powertrain Warranty which covers the motor transmission and drive line as long as you own the vehicle.
Since I just graduated from university, I can ask the dealer to help apply $750 grad rebate, right?
Hi @yanjie_fu ie, Invoice is $25,286, MSRP is $27,153 and the TMV average price paid for your zip is close to invoice at $25,278.
Those numbers include destination and your accessories, and the TMV number includes the $750 rebate.
So your quote before TTL of $24,536 is ~$750 below invoice/TMV.
Your accessories are about $190 over dealer cost. You could work that angle but the markup isn't all that bad.
I dunno, Toyota is hurting a bit with the strong yen, but they are countering that by raising prices, even on the slow selling Prius. For a popular SUV, you may not have much more room to bargain. May as well counter with $24,000 even and see what sticks though.
The "free" money is nice - guess the question is did the dealer qualify you or will they try to yo-yo you after you drive off the lot? You generally need excellent credit to get the 0% - not sure what kind of score that translates to, but may as well ask the dealer now.
Check the fine print on the incentive but being a recent grad should be enough.
I don't put much stock in those lifetime warranties. Usually they find a way to deny coverage (like failing to have all your maintenance done at that one dealer, or missing an oil change receipt). I sure wouldn't pay money for one and it doesn't really sweeten the deal any for me. And cars run forever these days without many issues.
Free maintenance is okay, but that may not amount to much more than 3 or 4 oil changes. Not a big deal to me either.
Don't mean to rain on your parade but for me it's the OTD number that matters. And I have zero car fever at the moment so it's easy for me to pooh-pooh stuff. When I actually go to a dealer, I'm about the worst negotiator around. But I don't mind walking so that saves me in the long run.
--changing my focus to rav4.got a offer 2016 xle awd, no special options.otd $27,758-sell price 26,654-rebate750.- =25,904. tax/title 1532-doc 349. msrp29,854. Is the 27,758 a good deal? Thinking of counter offering with 25,600 selling price. zip code 04578. Thanks
Your selling price of $25,904 is about $600 below the TMV average of $26,492 (including the incentive and destination). TMV is about $200 under the invoice of $26,771.
$25,600 selling whacks the doc fee nicely and is worth a shot.
I countered with $24000. But they stay with the price of $24536. If grad rebate is applied, the final OTD before TTL is $24536 -$750 = $23786 with %0 APR if my credit history is qualified.
The "free" money is nice - guess the question is did the dealer qualify you or will they try to yo-yo you after you drive off the lot? You generally need excellent credit to get the 0% - not sure what kind of score that translates to, but may as well ask the dealer now.
Check the fine print on the incentive but being a recent grad should be enough.
I don't put much stock in those lifetime warranties. Usually they find a way to deny coverage (like failing to have all your maintenance done at that one dealer, or missing an oil change receipt). I sure wouldn't pay money for one and it doesn't really sweeten the deal any for me. And cars run forever these days without many issues.
Free maintenance is okay, but that may not amount to much more than 3 or 4 oil changes. Not a big deal to me either.
Don't mean to rain on your parade but for me it's the OTD number that matters. And I have zero car fever at the moment so it's easy for me to pooh-pooh stuff. When I actually go to a dealer, I'm about the worst negotiator around. But I don't mind walking so that saves me in the long run.
Hi Stever--This is your Mainah friend-- Here's what I was offered on another 2016 rav4 xle awd-msrp28,785-sell price 24,200 with taxes, title and doc fee OTD 26,200 zip code04578. Good offer?
I'm seeing 34 in stock in your area, sounds like the 2017s are on their way and the dealers have marching orders to get rid of the 2016s. Good offer.
So it's Mainah now, not Mainer? Got that Down East accent in there eh? Reminds me of the "having kittens in the oven don't make 'em biscuits" joke that I first heard being told by one of your neighbors years ago (in reference to people from Mass or NJ moving up there and calling themselves Mainahs).
Hi Stever I'm taking the offer of otd 26,200. I am from away up here in Maine but I married a local so I'm half accepted,HaHa. Thanks for you help in making the decision.
Looking at snatching up a 2016 Rav4 XLE (AWD) with the following options: Convenience Pkg, Remote Starter, and All Weather liner &Cargo Tray. I'm in the DMV area Mid Atlantic Region, Zip code 22193. Starting my negotiations for month end deals this week. Target price would be $27,994.90. This includes destination, options, and dearler holdback and $500 cashback as i plan to also take the 0% finance option too.
Hi @john3428, looks like invoice is $29,325. TMV is $28,555 and that includes a $1,250 incentive I'm seeing for your zip code. Destination ($900) is included in those numbers.
That's usually good car buying country so yeah, $1,300 back of invoice should be doable. It certainly would be for a Honda.
Lots of ads right now for Toyota's annual clearance sale so that should help.
Check Fitzmall.com too for a baseline. They used to be "the" place but they seemed to have slipped in the last couple of years. Worth getting a quote though.
Hi Stever, I live in central Indiana (zip code 46285). I got a quote from a local dealer for a 2016 RAV4 XLE AWD without any upgrades. The MSRP is $29,326. They quoted me $27,343 including destination and doc fees + TTL. Accessories are Tonneau Cover $90.00; All Weather Floor Liners and Cargo Tray $239.00; Mudguard $129.00; Rear Bumper Applique $69.00. I feel there is a lot of room to negotiate based on what I seen in this forum. What would be considered a good counter offer? Is $24,500+TTL reasonable? Thanks in advance.
HI @khg2007, looks like the incentive has shrunk to $750, making the TMV average price paid around Indy $27,622. That's about $100 above invoice. The rude thing about the current invoice number is that there's a $501 advertising fee (!) stuck in there. Consumers shouldn't have to pay ad fees period but usually they are around $150. $500 is nuts.
Anyway, your current quote is about $300 below invoice. Whack the ad fee and you're at $27,000.
I think my strategy would be to let the dealer know you are thinking about it but act like you aren't in a big hurry, and maybe hint that the CX-5 has caught your eye too. Then wait until Tuesday and tell them you are ready to buy today for the $24,500. Hopefully they'll need to make quota and get close to your number.
I don't see a lot of inventory in your area unfortunately, so that'll work against you. Let's hope the dealer is hungry!
Hi, Stever. This discussion seems very helpful for those who are buying RAV4. Thank you for all your quotes.
Does $24,300 for 2016 RAV4 LE AWD sounds reasonable to you? It's O.T.D. Cambridge, MA. My concern is 2017 is coming soon and it is end of month. Should I look for better price?
Does $24,300 for 2016 RAV4 LE AWD sounds reasonable to you? It's O.T.D. Cambridge, MA. My concern is 2017 is coming soon and it is end of month. Should I look for better price?
Invoice is $24,977 and the TMV average (after a $750 incentive) is $24,389. Those numbers include the $900 destination.
I don't know what your taxes and fees are, but assuming 6.25% sales tax and misc fees, let's call it $1,500. That would put your selling price around 22,800.
I'm making a lot of assumptions but your quote is looking good. If you can provide a breakdown, we could dial it in a bit better.
And yeah, the 2016s are starting to wind down and the end of the month is usually a good time to buy.
@stever Thank you for your advise. I do not know a breakdown. However, it is O.T.D and includes all taxes... which is good. I saw an article saying new RAV4 will be out soon. I might consider waiting little more to get new RAV4 or 2016 RAV4 for better price. Thanks a lot!!!
Comments
The numbers I had come with were about $250 higher, so I didn't even bother pushing more - that's a heck of a car for the money.
Here were the final details:
2016 Toyota RAV4 LE AWD
MSRP: $26,965
Invoice: $25,198
Sale Price: $24,635
Less Rebates ($500 bonus cash + $750 grad rebate): $23,385
Plus Tax (7%) : $25,021.95
Plus Fees ($135 doc fee + $164.50 title, tags): $25,321.45
Out the Door with 0% financing: $25,321.45
Seems like a pretty good deal from what I've seen here!
We are in the Dallas area and just closed a deal today, May 28, 2016. The vehicle is a base RAV4 XLE FWD with the standard options. Tonneau Cover, Premium Carpet sets. No Convenience Package, No Nav; No Crossbars. The only dealer-added options were window tint and wheel locks. The MSRP is 28452. The deal was done @ 23625 + TTL. The vehicle has only 5 miles on the ODO.
It took only 30 min to seal the deal. We actually had to wait for over an hour to see the finance guy because there were quite a few buyers waiting ahead of us. We were expecting in the range of 24,500 and started the bid @ 23,000. Instead of laughing in our faces, they came back with a counter-offer. And in short order, we came to an agreement.
There must be some incentives that the dealerships are getting because they are very eager to push the cars off their inventory. BTW, we paid in full and the 23625 included the 750 rebate. We could have done better and the dealership is making money somehow; but we are happy with our purchase.
Congrats! And thanks for the price report.
There's a $750 incentive right now so TMV is coming in at $29,182.
Since TMV is an average some buyers must be getting a RAV4 for invoice. May be hard to get much below invoice and $25k may be a real stretch.
Best plan may be to get a bunch of dealer quotes, be willing to travel a ways, and hold out until the end of the month and try to find a hungry dealer who needs more sales to make bonus numbers. Haven't looked at the ads lately - there could be some 4th of July sales starting late next week too.
Good luck and keep us posted!
Looks like the TMV average for a random zip code is $26,166.
$24,500 would be ~$2,300 below invoice but all you have to do if they laugh is just negotiate with your feet and leave your phone number with the salesperson on your way out the door. Might be some sales coming up for the 4th, and there should be some Toyota bonus money for dealers who make their monthly quota this week.
My TMV number includes a current $1,000 incentive btw and also includes the $900 destination.
Good luck and let us know how it goes!
But there's a $500 incentive right now so the average really is $27,436. So your price is still better than average but there may be room to go lower.
The incentive ends on July 5th, and if you finance you can get 0% for up to 48 months if you qualify. Can't combine the 0% with the cash offer though.
Then try to beat the average.
After you get to a number you like (say, $22,000 even), then add in your area's taxes and get an OTD price to shoot for.
The Low APR vs. Cash Back Calculator may help. Could be better to take the cash and finance with your bank or credit union. Hard to say without running the numbers. But "free" money is pretty attractive.
There's a $500 incentive right now so the TMV average selling price is $28,070. That's for the FWD SE and that number includes the destination.
California limits doc fees to $80 so I gotta assume the other fees are legit DMV fees.
The only way to really know if your deal is good is to shop the quote around. That's a bit of a pain, but the next couple of days is the time to do it. Hopefully you'll hit a dealer who needs another sale to make quota and will whack some bucks off your deal.
Anyone else buying this week?
Anything over $50 is too much. The dealers should just quit playing games and price the cars at the profit point they need to sell them for. It's just a big fat lie.
Everyone should just buy their Toyota's from this guy in Florida.
Think my wife is going to get it as her Honda is a 2006 with more than 254k miles. But she is not sure she wants the payment now lol. Thanks for chiming in Steve.
Steve...a lot of used cars around here have high mileage since they are primarily commuter cars. I decided to just keep mine cuz my daughter is 15 this month and I rather her drive that than the RAV :-)
Let me guess - "bluridge" means that you have to commute in the DC area? You have my sympathy.
Congrats to your wife on the new RAV4!
I am in Rolla, MO with zip code 65401. I received a price from a dealership:
2016 RAV4 LE AWD: $24783
Toyota customer rebate: -$750
final price: $24133
Accessories (no discount): $403 including
-All-Weather Floor Liners $139
-Door Edge Guard $125
-Rear Bumper Protector $139
Total: $24536 before TTL
7.3% Tax rate: $1803
Title and license: around $100
OTD: $26439
I feel there is still some room for this price. What is your suggested price? Can I ask for $24133 including base model, Toyota customer rebate, and accessories before TTL?
Those numbers include destination and your accessories, and the TMV number includes the $750 rebate.
So your quote before TTL of $24,536 is ~$750 below invoice/TMV.
Your accessories are about $190 over dealer cost. You could work that angle but the markup isn't all that bad.
I dunno, Toyota is hurting a bit with the strong yen, but they are countering that by raising prices, even on the slow selling Prius. For a popular SUV, you may not have much more room to bargain. May as well counter with $24,000 even and see what sticks though.
Here is what the manager offer. They added 0% APR and dealer-provided lifetime powertrain warranty
$24536 (no change) including $750 Toyota customer rebate before TTL
(1) 2016 RAV4 LE AWD
(2) accessories:
All-Weather Floor Liners
Door Edge Guard
Rear Bumper Protector
(3) 0% for 60 months ( with approved credit) + 2 years Toyota Care maintenance + Lifetime Powertrain Warranty which covers the motor transmission and drive line as long as you own the vehicle.
Since I just graduated from university, I can ask the dealer to help apply $750 grad rebate, right?
Check the fine print on the incentive but being a recent grad should be enough.
I don't put much stock in those lifetime warranties. Usually they find a way to deny coverage (like failing to have all your maintenance done at that one dealer, or missing an oil change receipt). I sure wouldn't pay money for one and it doesn't really sweeten the deal any for me. And cars run forever these days without many issues.
Free maintenance is okay, but that may not amount to much more than 3 or 4 oil changes. Not a big deal to me either.
Don't mean to rain on your parade but for me it's the OTD number that matters. And I have zero car fever at the moment so it's easy for me to pooh-pooh stuff.
Your selling price of $25,904 is about $600 below the TMV average of $26,492 (including the incentive and destination). TMV is about $200 under the invoice of $26,771.
$25,600 selling whacks the doc fee nicely and is worth a shot.
Keep us posted!
I countered with $24000. But they stay with the price of $24536. If grad rebate is applied, the final OTD before TTL is $24536 -$750 = $23786 with %0 APR if my credit history is qualified.
Then, if you aren't in a huge hurry, lay back in the weeds for a week and let 'em stew and call you back.
I can't read between the lines all that well, but it kind of sounds like they think you have a bad case of car fever.
I'm seeing 34 in stock in your area, sounds like the 2017s are on their way and the dealers have marching orders to get rid of the 2016s. Good offer.
So it's Mainah now, not Mainer? Got that Down East accent in there eh? Reminds me of the "having kittens in the oven don't make 'em biscuits" joke that I first heard being told by one of your neighbors years ago (in reference to people from Mass or NJ moving up there and calling themselves Mainahs).
Looking at snatching up a 2016 Rav4 XLE (AWD) with the following options:
Convenience Pkg, Remote Starter, and All Weather liner &Cargo Tray. I'm in the DMV area Mid Atlantic Region, Zip code 22193.
Starting my negotiations for month end deals this week. Target price would be $27,994.90. This includes destination, options, and dearler holdback and $500 cashback as i plan to also take the 0% finance option too.
Is the target price realistic?
Tell me what you think.
Thanks,
That's usually good car buying country so yeah, $1,300 back of invoice should be doable. It certainly would be for a Honda.
Lots of ads right now for Toyota's annual clearance sale so that should help.
Check Fitzmall.com too for a baseline. They used to be "the" place but they seemed to have slipped in the last couple of years. Worth getting a quote though.
Looks like plenty of inventory too.
Anyway, your current quote is about $300 below invoice. Whack the ad fee and you're at $27,000.
I think my strategy would be to let the dealer know you are thinking about it but act like you aren't in a big hurry, and maybe hint that the CX-5 has caught your eye too. Then wait until Tuesday and tell them you are ready to buy today for the $24,500. Hopefully they'll need to make quota and get close to your number.
I don't see a lot of inventory in your area unfortunately, so that'll work against you. Let's hope the dealer is hungry!
This discussion seems very helpful for those who are buying RAV4. Thank you for all your quotes.
Does $24,300 for 2016 RAV4 LE AWD sounds reasonable to you? It's O.T.D. Cambridge, MA.
My concern is 2017 is coming soon and it is end of month.
Should I look for better price?
Thanks.
Invoice is $24,977 and the TMV average (after a $750 incentive) is $24,389. Those numbers include the $900 destination.
I don't know what your taxes and fees are, but assuming 6.25% sales tax and misc fees, let's call it $1,500. That would put your selling price around 22,800.
I'm making a lot of assumptions but your quote is looking good. If you can provide a breakdown, we could dial it in a bit better.
And yeah, the 2016s are starting to wind down and the end of the month is usually a good time to buy.