I went in to a dealership on Long Island NY to get the Costco Price for a 2017 Highlander Hybrid Limited. It will have to be ordered since no dealer here has them in stock (at least the 3 I checked don't). The common options included are wheel locks and all weather floor liner/cargo liner as per the price sheet they gave me. Here is the breakdown:
Costco Price (which they claim is invoice) $42,809.49
This was with no negotiation at all which was very refreshing. They also showed me the Costco sheet and it basically shows each model with how much below dealer cost (again they use invoice here) they are obliged to sell to Costco customers. For the new hybrids it is basically at cost.
What do you all think? It comes out to about 7% off MSRP
I would then have to add tax and DMV fees which is standard in NY.
Are you comfortable playing some hardball with the dealer? While you may lose a little negotiating power by having to special order, you are still dropping some serious cash on the Hybrid Limited. Other members have gotten below the Costco prices. It wouldn't hurt to email 5 or 6 dealers with the exact specs and get some email quotes.
Make them your best offer, and if they don't accept it, politely thank them and tell them to call you if they change their mind and walk out. Believe me, they will call in a day or 2.
The "invoice" price has become so inflated that the consumer really doesn't know what invoice is any more. The dealer knows exactly what is posted all over the internet, and they are making a healthy profit at what we are shown as invoice. Here's an article from Clark Howard's website about it http://www.clark.com/eye-opening-tru...-invoice-price
If you aren't comfortable negotiating down further from the Costco price, at least ask for some accessories to be thrown in to close the deal: cargo net, cargo cover, installed mud flaps (if not included), extra free oil changes, installed body side molding or roof rack or running boards, etc., if any of those interest you. Good luck.