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Did all the negotiations by email and took the best quote to Arlington Toyota as I had done the test drive over there (closest to my place, will get car serviced here) and wanted to give them a chance to meet the price. They matched without any haggling and I ended up buying from them.
Mas23: the "dealer invoice" is a moving target. Consumer Reports suggests to negotiate up instead of negotiating down. Look closely at your pricing services (Edmunds, et al). Based on information I have received from research and helpful information on this board, many "invoice price" listings already include allocation for holdback, marketing fee, and a wholesale margin. This number has to be balanced with: the time of the month you are visiting a dealership; whether it is an '04 or '05 you are after; if the car is "on the lot"; and, the homework you have done. Don't be ashamed to carry your folder of info to serve as visual evidence you have done your homework. Also, negotiate price without incentive. And be a straight shooter and demand that of them.
The $1K is for the '04s presently (and $500 for '05s). I am hoping this will change come 2 November 2004. Good luck with the negotiation! Keep the board posted on your success.
Cheers,
c
PS Am biased... would suggest the Highlander vs Freestyle.
It pays to shop around (especially by the internet)!
Thanks
You can sign up for emailed Incentive Alerts as part of our DealSmart service.
Steve, Host
It was driven as a "demo" by the sales manager and has 3596 miles. I have test driven a Freestyle, Pilot, Pacifica, and an older '02 Volvo xc90. And other than what seems like alot of wind noice on the freeway, I liked this car best. The dealer stated they could not go below invoice 31,600 (before the $1000 incentive discount) even with the mileage and offered 200 over invoice before incentives. This is their last '04. I didn't look at the '05 just figured this was where the discount was. From looking at postings here maybe thats a little high and I need to investigate the 05 Market, and head to Phoenix for the larger market.
Thanks
1)I was thrown off-guard when i went to a dealer who was trying to negotiate w/ me off the MSRP, not the invoice. What do I say to negotiate from the invoice so that it sounds like i know what i am talking about?
2)I want to buy an 05 AWD w/3rd row HL or limited with the LP+HD+SR+AG+DJ. What should I expect to pay for either?
Appreciate any feedback!
Thanks
Suggestions:
1. Bring a clipboard with the invoice prices of the base price and all of the options added up, and any dealer incentives subtracted, for the exact vehicle you're considering. This shows the salesman you did your homework and you know what the dealer cost is.
2. When negotiating with the salesman, as much as he emphasizes "MSRP," you emphasize "invoice price:"
Him: "You're lucky, the general manager is in a really good mood today, we can probably get $1500 off MSRP."
You: [without hesitating or blinking, as though you are simply telling him what time it is] "I've researched invoice pricing and I'm willing to pay $500 under invoice price for this particular vehicle."
Him: "No way will she go that low! I can't go to her with an offer like that!!"
You: "Well, exactly how much over invoice is $1500 under MSRP?"
Him: [Goes to manager and comes back after 15 minutes] "You're in luck, we have a special promotional ending today; we can let it go at $xxxx."
You: [looking at clipboard] "According to my calculations $500 under invoice is $yyyy. How close can you get to this?"
Him: [Irritated (professional car salespeople spend many hours in front of the mirror practicing looking irritated)] "The manager will fire me if I go to her with such an insulting offer."
You: "Check with her anyway, I think its a fair offer."
...
The point is to never get drawn into talking about MSRP -- always remain focused on invoice and how their offer compares to invoice.
Your ace in the hole is to never fall in love with the vehicle and to always be willing to walk away from the deal.
Good luck!
They usually try to push back and get more, but I stick to my guns, tell them I'm an internet junkie and that's what they're going for based on my research. Also, try working with the internet sales person as that's how they usually prefer to do business. If you've done your homework, it should be painless. Good luck.
Could you tell me what all the upgrade abbr. are?
I'm new to this board and am having a hard time deciphering all the abbr ...
Thanks
I was wondering what kind of deal I can get for a 04 Limited HL? Since it is the end of the year, you think I can get one below invoice?
Thanks.
Can I expect a better deal than this through Costco or some other source?
Is there anybody who bought a highlander(04-V6/FWD) couple or hundred dollars below invoice in Dallsa area?
Can you please share your experience and the dealer name.
Thanks,
-Raj
Thanks,
Sporty
Just purchased a new 2005 Highlander 4-cyl FWD
No third row/ pretty base model.
Bought at Libertyville Toyota on Nov 30th.
Thanks to this forum, I knew exactly how much to pay. Anyone having doubts about how to negotiate off MSRP or Invoice, just take note of purchases made by people posting on this site.
I paid $22,100.
Added on the tax/doc./license OTD = $23,650
I drove north to the Carmax in Kenosha, Wisconsin (about 16 miles north) and they had them at their No-Haggle Price of $22,400.
And Naperville Toyota was advertising in print and on the internet for $22,000.
So I knew what I was going to pay, thanks to this site and the people that posted.
Wouldn't buy a car again without checking these forums.
Thanks so much again
JJREF
Thanks,
Am I being taken for a ride here? Any recommendations?
I used to know how to calculate holdbacks for Toyotas; somehow $628 seems high (thinking it should be more like $250), but you'd think CR would be correct. One source I've read (an Edmunds book I think) said 1%-2% for advertising is reasonable, so the $499 may be ok, though I remember seeing quotes of around $100-$300 either on this board or via personal experience when shopping for my HL.
The only way that there could be no holdback is if the car has been on the lot for 3 months or more (actually there would still be the holdback, but the dealer cost for keeping the car on the lot will have exhausted the holdback); best thing is to educate yourself on holdbacks (maybe edmunds.com has an article somewhere?) and then ask some pointed questions (How long is this particular HL been on the lot? Which other Toyota models do not have holdbacks? What is the holdback rate for those models which do have holdbacks?).
Bottom line is to get a sense of what the dealer is willing to let the HL go for and do some comparison shopping at other dealerships.
One of the main reasons I went with the 4cyl was for the gas mileage. I've been driving a 1995 grand caravan, 6cyl 3.0 engine. The van had 140 horse, compared to this 4cyl Highlander at 160 horsepower. This Highlander is surprisingly plenty peppy. I've been on the tollways and open roads, and I am very satisfied with the performance. No mountains in the Chicago suburbs, so I can't comment on huge inclines, and I won't be towing. If you test drive it, take it for a climb. I'm happy so far.
jjref
am planning to buy a new 2005 HL next week with all the features like 4x4, 3rd row seat, 6 cyl, moonroof,leather interior, heated seats and even the navigation system. I live in NJ.
Can any suggest the best price i can pay for it..
I am not so particular about Limited edition.
And also, any particular dealer? please help me buying a HL at a reasonable price !!
Can any suggest the best price i can pay for it..
I am not so particular about Limited edition.
And also, any particular dealer? please help me buying a HL at a reasonable price !!
Rear Privacy Glass
Security System Upgrade
Floor Mats
Total with taxes and all fees = $23,351.48
I think I got a very good deal.
I am new here.
I am looking at getting a new HL for my wife.
I was wondering what is the best price to get one.
What do you guy think I should be looking for?
OR any idea what I should do before going to the dealer?
thanks
tedmann
I want to buy it in San Ramon California.
thanks
tedmann
It looks like there's a $750 rebate in your area, and on average, people are paying ~$400 above invoice.
kirstie_h
Roving Host & Future Vehicles Host
MODERATOR /ADMINISTRATOR
Need help navigating? kirstie_h@edmunds.com - or send a private message by clicking on my name.
Share your vehicle reviews
I am looking to buy 2005 Highlander with all-wheel drive, and V6. The only other feature that I am interested in is side-curtain airbags but the dealer told me that I can only get them if order a bunch of other options like sunroof, towing package,etc. Do you guys know if it is true?
You do the special order or just buy from the parking lot?
I show this price to Toyota dealer in Houston, they said that they can not do with this price. Do you have a trade-in or any downpayment?
Thanks,