Good price for '16 Limited MT?

[Bog86]

Originally Posted by benzo

Long time listener, first time caller with a "am I getting a good deal/could it be better?" question.

A little backstory: My '06 Civic Si met its end on the freeway in 2012 (not my fault) and I replaced it with another Si at that time. The BRZ had just come out so it was going to be a wait to get one and the price was a little more than I wanted to spend then anyway.

Fast forward 4 years and I've got the BRZ itch again. I've always wanted one, but I think I'm finally ready to pull the trigger. I'm looking at a '16 DGM Limited MT and there's several of that exact one in my area. I've talked to a few dealers and the best internet price I've been quoted is $26,098 before taxes and fees. Factoring in a rough value on my trade-in brings it to $27,344 OTD. Tax is only on the difference after trade-in here.

Based on what I'm seeing online, this seems to be a good price, but I'm wondering if I should try to negotiate down a bit even though it already seems pretty low.

My question is two-fold: what has been your experience negotiating down from an internet price, which tend to be significantly below MSRP if not invoice, and is $26,098 a good price to pay considering the current BRZ market?

Honestly that is a really good price! I would be hesitant to try and push your luck with getting it any lower, maybe a couple hundred bucks but no less. If that is the color you want then go for it! I had a '13 GBS BRZ which I sold over a year ago and still regret it, and now on the hunt for another one!

[carczar87]

Originally Posted by Veloist

If you really wanted a BRZ, you wouldn't be as concerned with how much you're getting the car off invoice.

At this point, the fact that you want the lowest possible just shows you still lack certainty in your decision and you are probably going to be selling the car as soon as you realize you pulled the trigger on the wrong car.

I strongly disagree with this sentiment. Just because the OP is interested in getting a good deal on the car does not mean that he/she does not "really" want a BRZ or that he's not 100% certain it's the right car for him.

The bottom line is that the market for almost any new car, and certainly new BRZ's in the winter, is a buyer's market. A quick search on cars.com shows that there are currently 34 new BRZ's with a manual available within 100 miles of Seattle. If this particular dealer won't play ball or won't give him a price that he feels is fair, guess what, there are dozens of other dealers to go talk to. Plus, it's likely that he could come back to the first dealer in a week or two and get the same exact offer that's on the table right now.

Bottom line OP, it sounds like a reasonably competitive offer, but if I were you I'd continue to shop around at other dealers, and tell them you've got an offer on the table for the price you've been offered. The worst thing you can do is tie yourself to an individual car. There's plenty more out there, in DGM and every other non-limited color.

[strat61caster]

$26k is a good deal imo, paid $25.3k 3 years ago for an FR-S. Get the $26.1k in writing, don't pay for anything else, watch for them trying to sneak fees in, bring a calculator (or be adept with your phone), look up what TTL will cost you at your DMV (so they don't inflate the costs), get ready to say no for about half an hour to two hours straight to the finance/sales guy trying to sell you extended warranties, maintenance plans, stickers, special seat coating to repel farts or whatever is hot this year.

As long as you are happy it doesn't matter if you pay $350 or $35,000.

[pinski]

Originally Posted by carczar87

Bottom line OP, it sounds like a reasonably competitive offer, but if I were you I'd continue to shop around at other dealers, and tell them you've got an offer on the table for the price you've been offered. The worst thing you can do is tie yourself to an individual car. There's plenty more out there, in DGM and every other non-limited color.

Agreed. I think the OP should go out and visit the two most competitive dealers within driving distance and see who will actually give him the best deal. Make appointments at both and visit the one with the best internet price first. Once they give you their price (they'll stick at their internet quote in my experience), then they'll value your trade. That offer may be comically low. If it is, ask them if that's the best they can do. If so, you lose nothing by going to the next appointment. Go through the same schtick there. If their offer is better, excuse yourself for a few minutes, and call the original dealer. Talk to the sales manager, not your salesman, if possible. Convey the second dealer's best price and ask if they'd be willing to beat it. If so, I'd ask for at least $500 better for my trouble, otherwise buy the car at the second dealer.

You have all the power in this situation. You don't need a car and have a perfectly good one. You just want something else. There is lots of competition out there for your money, and BRZs are not selling all that well.

Don't be rude with the dealership staff and don't waste their time or allow them to waste yours.

[carczar87]

Originally Posted by pinski

Agreed. I think the OP should go out and visit the two most competitive dealers within driving distance and see who will actually give him the best deal. Make appointments at both and visit the one with the best internet price first. Once they give you their price (they'll stick at their internet quote in my experience), then they'll value your trade. That offer may be comically low. If it is, ask them if that's the best they can do. If so, you lose nothing by going to the next appointment. Go through the same schtick there. If their offer is better, excuse yourself for a few minutes, and call the original dealer. Talk to the sales manager, not your salesman, if possible. Convey the second dealer's best price and ask if they'd be willing to beat it. If so, I'd ask for at least $500 better for my trouble, otherwise buy the car at the second dealer.

You have all the power in this situation. You don't need a car and have a perfectly good one. You just want something else. There is lots of competition out there for your money, and BRZs are not selling all that well.

Don't be rude with the dealership staff and don't waste their time or allow them to waste yours.

This. Buying a car is just a transaction. Be polite, but don't be afraid to do what you need to get the best price.

[benzo]

Originally Posted by pinski

Agreed. I think the OP should go out and visit the two most competitive dealers within driving distance and see who will actually give him the best deal. Make appointments at both and visit the one with the best internet price first. Once they give you their price (they'll stick at their internet quote in my experience), then they'll value your trade. That offer may be comically low. If it is, ask them if that's the best they can do. If so, you lose nothing by going to the next appointment. Go through the same schtick there. If their offer is better, excuse yourself for a few minutes, and call the original dealer. Talk to the sales manager, not your salesman, if possible. Convey the second dealer's best price and ask if they'd be willing to beat it. If so, I'd ask for at least $500 better for my trouble, otherwise buy the car at the second dealer.

You have all the power in this situation. You don't need a car and have a perfectly good one. You just want something else. There is lots of competition out there for your money, and BRZs are not selling all that well.

Don't be rude with the dealership staff and don't waste their time or allow them to waste yours.

This is pretty much exactly where I'm at. The salesman that I first met with went on vacation the day after we talked, which he let me know he would be doing. He's back tomorrow so I plan on talking with him again before I make any decisions. I told him I would wait to buy until we talked again so I intend on standing by that.

I'd never get anywhere close to being rude with a salesman, but like I said, I do want a good deal and as pinski said, it's a buyer's market for the car right now. I don't really buy into the "they need to eat too" mentality with the dealer. I can't imagine that they'd give me a better deal for that reason and as I said in an earlier post, it's totally within reason for them to stand firm on a price. They'll agree to a deal that they're comfortable with, as will I.

I wasn't my intention for this thread to be an argument about whether it's rude to aggressively negotiate with a dealer--just to get some info on whether a certain price seemed fair in the current market. I appreciate everyone's input though and not to get too after-school special-y, but it's helped to remind me that while saving a little extra money is great, the important thing is to end up with a BRZ very soon!

[ADRNLNE]

Best of luck. I am actually trying to see what I can get as far as a deal goes where I am so I am curious to see how it goes for you.

Originally Posted by benzo

This is pretty much exactly where I'm at. The salesman that I first met with went on vacation the day after we talked, which he let me know he would be doing. He's back tomorrow so I plan on talking with him again before I make any decisions. I told him I would wait to buy until we talked again so I intend on standing by that.

I'd never get anywhere close to being rude with a salesman, but like I said, I do want a good deal and as pinski said, it's a buyer's market for the car right now. I don't really buy into the "they need to eat too" mentality with the dealer. I can't imagine that they'd give me a better deal for that reason and as I said in an earlier post, it's totally within reason for them to stand firm on a price. They'll agree to a deal that they're comfortable with, as will I.

I wasn't my intention for this thread to be an argument about whether it's rude to aggressively negotiate with a dealer--just to get some info on whether a certain price seemed fair in the current market. I appreciate everyone's input though and not to get too after-school special-y, but it's helped to remind me that while saving a little extra money is great, the important thing is to end up with a BRZ very soon!

[benzo]

For those playing at home, I wanted to give an update of where I'm at and share a couple data points on price.

One of the dealers, the first one I went to, is offering an amazing price of $25,836 for the BRZ, but is low on my trade ($15K) so net it would cost more to go there than the next two dealers...

...which are each offering me the following deal. $26,100 for the BRZ and a fair price on my trade ($16K). Same options on the BRZ and the fees are exactly the same, possibly give or take a few dollars. Since I have to split hairs to come to a decision, here are the hairs:

Dealer 1:
Pros:
1. Car only has 5 miles on it so it hasn't been used as a test driver
2. They offered the deal first so I kind of feel they deserve my business more since there was less beating around the bush on trade price

Cons:
1. Car has been kept outside, which to be honest, probably doesn't really matter

Dealer 2:
Pros:
1. One of the cars has been kept in the showroom and I'm assuming I could ask for that one, especially since it's the car I originally requested the internet price on

Cons:
1. It's possible that the car was used as a tester at some point then put in the showroom I guess. I don't know the miles on it.


Now that I've aired my neurosis, which way do you think I should go?

[Summerwolf]

Showroom cars usually have very low miles on them. Unfortunately they're also the ones that everyone sits in and fiddles with. The salesman sit in them and pretend drive, play with the switches, kids touch them, everyone in under the sun open every door. They tie balloons to them etc.....


Personally, go to dealer 1 with what dealer 2 is offering you for trade and say simply, this is what we need to get it done and I want to drive it today. If you're really only 500 apart....someone will bend somewhere.

[Tcoat]

Originally Posted by benzo

For those playing at home, I wanted to give an update of where I'm at and share a couple data points on price.

One of the dealers, the first one I went to, is offering an amazing price of $25,836 for the BRZ, but is low on my trade ($15K) so net it would cost more to go there than the next two dealers...

...which are each offering me the following deal. $26,100 for the BRZ and a fair price on my trade ($16K). Same options on the BRZ and the fees are exactly the same, possibly give or take a few dollars. Since I have to split hairs to come to a decision, here are the hairs:

Dealer 1:
Pros:
1. Car only has 5 miles on it so it hasn't been used as a test driver
2. They offered the deal first so I kind of feel they deserve my business more since there was less beating around the bush on trade price

Cons:
1. Car has been kept outside, which to be honest, probably doesn't really matter

Dealer 2:
Pros:
1. One of the cars has been kept in the showroom and I'm assuming I could ask for that one, especially since it's the car I originally requested the internet price on

Cons:
1. It's possible that the car was used as a tester at some point then put in the showroom I guess. I don't know the miles on it.


Now that I've aired my neurosis, which way do you think I should go?

Originally Posted by Summerwolf

Showroom cars usually have very low miles on them. Unfortunately they're also the ones that everyone sits in and fiddles with. The salesman sit in them and pretend drive, play with the switches, kids touch them, everyone in under the sun open every door. They tie balloons to them etc.....


Personally, go to dealer 1 with what dealer 2 is offering you for trade and say simply, this is what we need to get it done and I want to drive it today. If you're really only 500 apart....someone will bend somewhere.

My car was the showroom car for about 4 months and since the 15s were on their way the dealer really wanted to move it out. They used it to showcase all the add ons they had available at that time. It had tint, clear bra, spoiler, TRD exhaust, drop in, sway bars, RS*R Superdown lowering springs, the bongiovi dps equalizer (I think this is just a Canada thing?) and horrible white(ish) TRD rims with a staggered set up. Since they would not touch the base price of the car the bargaining began. I told them out right I would not pay a cent for the wheels, DPS, tint, bra or spoiler. They agreed to pull the wheels and DPS and I got the rest of that stuff thrown in no charge. The springs, exhaust, bars and drop in I only paid dealer cost on the parts with no installation fee. Since these were all things I would have done to the car anyway it was a great deal.
The car it self had of course probably see hundreds of people through it but there was not a single visible mark to indicate that activity so I was not concerned about it.


The point of this rambling is that a showroom car (especially one that has stuff you actually want) can put you in a good bargaining position if you can get over the fact that it has probably been fondled by many people.

[Rifle]

My Hyper.Blue came in at 27,098 for reference. Before taxes/tags/etc.

[benzo]

Originally Posted by Summerwolf

Showroom cars usually have very low miles on them. Unfortunately they're also the ones that everyone sits in and fiddles with. The salesman sit in them and pretend drive, play with the switches, kids touch them, everyone in under the sun open every door. They tie balloons to them etc.....


Personally, go to dealer 1 with what dealer 2 is offering you for trade and say simply, this is what we need to get it done and I want to drive it today. If you're really only 500 apart....someone will bend somewhere.

Do you mean to ask for more on the trade? They're both already offering $16K. They've already both come up on the trade to this price so while saving a little more money would be nice, I feel like I'm at the end of the line with negotiating. I think they might release the hounds on me if I try to go back to the negotiating table.

After sleeping on it, I think I'm doing to do dealer 1. While it's been outside, it (likely) hasn't been fiddled with like the showroom car has been, which is a point I honestly hadn't even thought about so thank you Summerwolf and Tcoat for brining that up.

Time to make a deal!

[Summerwolf]

I would try one more time to get more for your trade, but I also know you have a backup plan at dealer 2. No loss in my mind really if you try and they say no. They are more apt to bend to make a sale knowing you have a backup plan.

[benzo]

Originally Posted by Summerwolf

I would try one more time to get more for your trade, but I also know you have a backup plan at dealer 2. No loss in my mind really if you try and they say no. They are more apt to bend to make a sale knowing you have a backup plan.

It probably wouldn't hurt to ask, but looking at the market for my current car, $16K does seem fair for a trade price. I already emailed dealer 1 and said I want to come do a walk around of the exact car, but if everything looks good, we've got a deal. Apparently it's even still wrapped in plastic which I didn't know before! This definitely reduces my worry about it being kept in the elements for a bit.

I know some people hate playing the negotiating game, and even though I don't mind it, I know when to shake hands on a deal. Dealer 1 has been great though the whole process--even letting me take a BRZ out for a half hour solo drive.

I wanted to make sure I was getting a good deal and I feel pretty comfortable about where I landed. I'll post a pic when everything is all said and done!