Here's what I've done when buying my last 4 Toyota's.

I find the car that I like and then tell them I want to see the dealers invoice on that exact vehicle. If they refuse get up and walk out (There is no reason for them to not show you the invoice unless they're trying to gouge you).

I then tell them that my dad sold Toyota's for 25 years before retiring last year. When they ask you what dealer he worked for you tell them it was in another state. I tell them that my dad told me what is a fair number above the dealers invoice. I tell them to give me a fair number above dealers invoice and if it's fair I'll shake on the deal. If it's not I'm getting up and walking out.

The fair number my dad gave me was $800.00 above dealers invoice(Yes, he was a Toyota saleman for 25 years). So far nobody's gone that high. It's been between $500 and $700 the last four vehicles I've bought.

They're going to ask you how much of a monthly payment do you want. They're going to ask you how much you want to put down. They're going to ask to run your credit. NO, NO, NO!!!

Tell them this is how we are going to play this.

1. Need to see dealers invoice.
2. Come to an agreement on price of vehicle based on dealer's invoice.
3. Only after the price has been locked down do you discuss term, interest rate etc.
4. If they offer an interest rate that seems a little high tell them that you'll finance thru your own bank(They will do what ever it takes to keep you inhouse).
5. When you finally sit with the finance guy the price, term, rate have all been set. He will now try and sell you extended warranty and a service contract. A large percentage of his income is his commision on those 2 items. He has to make it worth your while!!!

Example: He offered me an extended warranty and service contract for my wife's 2003 Camry SE for $35.00 more per month. We finally settled on $11.00 more per month. Don't get me wrong the price of the warranty and the service contract stays almost the same. But he has to find a better interest rate, drop some of the fees or some other creative things to make it all add up. Bottom line to me is for $11 more a month my wife has peace of mind.

So don't worry about the dealer add ons. Look at the big picture, and do not worry about the sticker price because you're not paying all that. Remember you have to be willing to walk out the door without a car, you have to be committed.

 

Good advice.

Only thing worse than a greedy car dealer, are greedy car dealer employees that suck bosses' ass .

 

Ever heard of a fleet dept. or internet sales? I personally work in retail toyota sales but if I were to buy a car from a different dealer than the one I work at I'd just call the fleet dept. or internet sales dept. Ask if they have the vehicle you want in stock and just get the best price then and there on the phone. They will tell you invoice and the amount over invoice. Check toyota's web site for the special incentives going on right now. The solara's usually never have any special rates or rebates though. If the dealer that is closest to you doesn't have the vehicle you want they will probably do a dealer trade to get you the vehicle. If you want to go through the regular salesperson then tell them you usually buy through fleet and that you expect a fleet price. Just don't be rude to the salesperson and they most likely won't give you the respect and take care of you.