I purchased a 2019 XLE v6 AWD for 35k before TTL , 599 doc fee with MSRP of 43k earlier this month in NJ , toyota had a 3k cash back when i bought it , I paid for 1k worth of accessories to it to a total of 36kThird dealer came in at 38,686 for similar to above options and there XLE was only FWD
the grey one I like more and the dealer when I sent them offer I had on the red one said they would do an even 36k. Going to try to work on their 699 doc fee - either split the cost with me or wave it and now bring up trade and push for more on that end. Would be trading a 2012 Camry XLE V6 with only 75k miles on it but KBB says only worth 8500 which sucks cause that cars sticker price was a little over 34 new and I paid 28,500.
I emailed 4 dealers , got their e-price and then went to the dealers and negotiated with them , generally they were not willing to go lower than their e-price. I could have definitely done better by 1 to 2 k
But Couple of dealers were willing to let me walk away with anything less than 35k , so I closed the deal for 35k
general rule of thumb , the inventory levels of the dealers determine the readiness for them to reduce the price