I bought a 2024 Toyota RAV 4 LE Hybrid from Seminole Toyota for $36,000. I think I paid about $1 to $2K more than they would have accepted. This was based on faulty MSRP advice that I received from a friend. I couldn't research it at the time. In his defense, it can be a little unclear on the internet. He told me that model went for $34k versus the actual $31,475. The dealer listed it as $31,725. FYI - some on the internet list the MSRP with the destination fee. That (and $449 all weather floor mats) brought it to $33,524 at the dealer. I think I paid $2,346 in taxes (they played backwards with the invoice and it is not listed). So, I was in line. There were other fees (some bs) on the sheet they showed me. I think that initial offer was around $38K. I was going to counteroffer $35k (all in including taxes). I don't know why I wrote down $36K. PTSD? I got no sleep the night before. I think I assumed that since every dealer I had spoken with over the last few years seemed like they held all the cards and I could take it or leave it, they weren't even going to budge from their initial offer. They took it in seconds. Let's go back before we go forward.
I started out thinking about a BMW 4 Series when they came out. Every dealer was listing them for more than the $40k+ they were to sell for and adding in tons of features. I called bs on that. I even declined over time to inquire on base models like the 2 Series as their prices increased beyond reasonableness in addition to the option scam. Mercedes were dicks about showing pricing (only QR Codes) and never had stock. Jaguar and Alfa (SUVs) had incalcitrant sales people. Cadillac changed their designs just as I was going to purchase one. Electric was never an option.
I next ruled out most Kias, Mazdas, Hyundais, Nissans, etc because they aren't real values any longer and all look the same (add in Lexus, Acura, et al). I kind of settled on a dull Honda Civic because it looked different. It was around $18k+ in 2018. Then 21K in 2021. Then Covid hit and inventory dried up. Then the price became 25K+ and the dealer was playing real games (ie $1k garish window tinting) with options and the price rose to near $30K before taxes, etc. I gave up on them.
I tried to like some Subaru's. Had a "connection" who didn't really seem to be giving me a discount. Couldn't. Flirted briefly with a VW Jetta. Almost bought one for $23k in September. Considered a Camaro, Santa Cruz, Ranger, Stinger and some cheap shit.
I finally settled my wish list on a Ford Mustang or Bronco or Mazda CX5. I spent a few final days shopping around and getting info and quotes. Sun State Ford on 50 quoted me $35K (all in) on a Bronco and $39K on a Mustang. My friend (Meineke owner) told me Ford engines were shit and Bronco had water pump issues. Don Mealey's Sport Mazda on 17-92 quoted me $35K for a CX 5 and $32K on a CX 30. I think I could have negotiated those prices lower. My friend didn't like Mazda's either. Even though they aren't part of Ford anymore. Plus they tried to add a $1k Zurich Shield fee. I chose the Toyota in the end because of the economic and ecologic draw of the hybrid engine (perceived extra value at that price point). Even though I'm not a eco-warrior. Plus the reliability. Plus it was an SUV size. Toyota was the last place (on a lark) I visited and ended up being a shock to me. All I saw driving to the dealers that final morning were RAV 4s. A sign? Plus the Mazda guy took the day off. Toyota also delivered the car for free. Mazda said they would too.
I signed these forms: Vehicle Buyer Order, Application for Certification of Motor Vehicle Title and Odometer Disclosure Statement. They believed I was good for it and took my personal check. They cleaned and gassed it up. There was some bs about loading their app and registering the vehicle for service before I left. I didn't. It was a thing. I even was allowed to drive off without insurance. I'm not sure if that is legal. It was easier doing it from home. I just asked for the same coverage I had before. It didn't end up being much more. I still haven't received my permanent plates yet. I hope that won't become an issue. You will probably go through more steps if you finance.
Some things I learned during the process:
1. Dealer stock is minimal everywhere. It goes fast. We have too many new comers to get us on the right side of the supply and demand curve.
2. Web sites are bullshit. They never have what they say they have at that price. Pointless! You can't even buy one off the site. Just let's you make an offer. Basically, a contact info generator for them.
3. They try and add kinds of bs charges like dealer fee, destination fee, special paint warranty/fee (this is the new undercoating scam), filing fees, etc.
4. I never saw the same sales person twice in a row. They have layers of these people too. A manager always makes the decision. Commissions may be a thing of the past.
5. They didn't seem to be so much happier to get a lease they could sell off to the banks as before. Better (or neutral) for cash buyers, I guess.
6. It really helps to walk in with written price quoted from other dealers or competitors. Talk about how much more affordable/sensible those same class cars would be to the sales person. Add that they said they would be willing (the truth) to go even lower. They still seem to be moved by that kind of negotiating. Some say they don't negotiate. sounds good. Probably not in our interest.
7. Treat each company differently. If Honda is being stubborn maybe Toyota is still amenable to negotiation.
8. Check the options and things like tires. Some have different suppliers on the same models in stock. Know the difference in quality. I saw Michelin, Firestone and Toyo tires.
9. Currency conversion/dollar strength didn't seem to alter pricing on foreign cars.
10. Every company has similar models to every other one. Find the best value in the class.
11. Keep on top of recalls/defects. A reason I avoided some models.
12. Your f'ing bank will probably put a fraud hold on your check.
13. Lowest price models in a line weren't that much of a bargain on average. Less for the money. And ugly.
14. They still want your trade ins.
15. They probe you for info to see if you are rich/uninformed/desperate/a mark.
16. Not all cars have spare tires anymore. Why the Mustang lost out.
17. The cards were stacked against us for the last few years (supply chain, inflation, etc). Maybe that is easing.
18. Pick up truck buyers are the biggest morons on the planet. What a rip off.
19. You can get free delivery.
20. You may be able to arrange insurance later.
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