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How to negotiate with dealership via email?

Discussion in 'General 4Runner Talk' started by dandelos, Sep 20, 2018.

  1. Sep 20, 2018 at 10:32 PM
    #1
    dandelos

    dandelos [OP] New Member

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    So I know I want to get the '18 4Runner OR Premium, and I know the specific color and options I want too. Will be paying cash and not trading in anything. Knowing that October is a good month to buy prior-year models, I wanted to get some advice on how I should go about negotiating with the dealership.

    I intend to basically play email 'roulette' with various Toyota dealerships within 75 miles or so of us, asking them if they have any '18 models with my desired color and options, and what their 'best price' is. Then basically using the "well the other dealership offered me this price, can you beat it" route until I get to a price I'm happy with, at which point I'll go to the dealership to close the deal.

    Is this a viable strategy? Particularly for the 4Runner which is one of the easier trucks to sell out there. How much information should I offer at the beginning (e.g. the fact that I want to pay cash and not trade-in)?

    The other wrinkle is that I am actually open to getting the '19 model, instead of the '18, if the price is right. Should I even mention that in my communications with the dealers early on?

    Thanks in advance!
     
  2. Sep 21, 2018 at 2:11 AM
    #2
    mynameistory

    mynameistory New Member

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    Yep you've got the gist of it. You don't need to mention cash unless they specifically ask, or you're ready to sign. If they make their "best price" conditional on financing with them, stand up and leave.

    I recommend a burner email account for your dealer inquiries, because they will clog up your inbox with junk.

    One more thing: depending on your location, you may want to widen your search radius. I'm in California and couldn't find a dealer willing to budge on their markups at all. You'll see in my spreadsheet that I extended my range pretty far to the easy hub cities. Spending $200 on a Southwest ticket to save $3-4K? Worth it. Can you guess which one I picked?

    [​IMG]
     
    Strandskov and BX22BR like this.
  3. Sep 21, 2018 at 4:11 AM
    #3
    DGP1961

    DGP1961 New Member

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    Bought my last two vehicles A Honda and Toyota this way doing all the up front "grunt" work via emails. Dealers kept giving me the typical "Thanks for notifying us when can you come in and meet with the sales manager?" Kept telling them I wasn't and needed their best price and if they couldn't give it I was all set and appreciated there time. Ten minutes after that response the emails (and prices) almost always begin. In both cases where I ended up buying (same dealership owner) I was happy with my final cost as compared to other dealerships. Don't be afraid to be a bit rude remember you (we) mean nothing to them but $$.
     
    golfguy likes this.
  4. Sep 21, 2018 at 11:05 AM
    #4
    dandelos

    dandelos [OP] New Member

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    Very helpful, thanks Tory and DGP. Curious how long the process was for you guys, from start to finish; I.e. from the day you sent your first email to the day you told them that you’d accepted their offer?
     
  5. Sep 21, 2018 at 3:14 PM
    #5
    ramonortiz55

    ramonortiz55 New Member

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    This is how you do it :)

    https://www.4runners.com/threads/so-you-want-to-buy-a-4runner.3318/
     
  6. Sep 21, 2018 at 4:46 PM
    #6
    brochacho

    brochacho New Member

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    I play the email game when buying all my cars. They always try and get you to come in and see the vehicle but I always tell them I don't have time for games at the dealership and I will only go down if I have a quote in hand first. I have found this is actually kind of fun, pitting dealers against each other. I like making them work on getting the numbers right versus playing on your emotions while at the dealership.
     
    Backslider likes this.
  7. Sep 21, 2018 at 9:19 PM
    #7
    mynameistory

    mynameistory New Member

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    Honestly, I took my time and waited out a couple of months, since I was looking for a pre-owned truck in a very specific configuration. I even sold my Tacoma in a private sale before I had picked the 4Runner. Rode my motorcycle for a few weeks before locking in. You'll probably have a better selection new, so it should take less time.
     
  8. Sep 24, 2018 at 2:24 AM
    #8
    dandelos

    dandelos [OP] New Member

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    Thanks all (and Ramon for your awesome write-up)!

    I'm still teetering between the '18 and '19 models right now. It seems I would (obviously) get a better price for the '18 model, but dealership choices might be sparser and those trucks are pretty much a year old at this point. I imagine I would have more of a selection (of dealerships) with the '19 model, but savings would probably be more limited considering we're talking about a new year for a popular model.

    Negotiation timing also seems to be a factor -- with the '18 models I assume NOW is the time to strike. Whereas it looks like it might be better to wait till sometime in October for the supply of '19 models to rise?

    Any thoughts?
     
  9. Sep 24, 2018 at 4:46 AM
    #9
    DGP1961

    DGP1961 New Member

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    For me I'd say three weeks to a month of the email games. Remember if you take too long they'll shy away after to many attempts back and forth and just think your "kicking tires." As stated when beginning you need to already know what you want, trim level, preferably color, etc..
     
  10. Sep 24, 2018 at 2:39 PM
    #10
    nimby

    nimby New Member

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    Now is the best time for the '18's.

    The end of December will be the best time for the 19's, if there are any incentives on 4Runners (there usually aren't).
     
  11. Oct 10, 2018 at 12:58 AM
    #11
    dandelos

    dandelos [OP] New Member

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    Started the process yesterday...one dealer says he doesn't have a truck in the color I want but that he has one in a different color being shipped to him and he can "ask the factory to change the exterior color" to the one I want. This is the VIN of the truck in question -- JTEBU5JRXK5627183

    Has anyone done this before?
     
  12. Oct 10, 2018 at 8:40 AM
    #12
    DGP1961

    DGP1961 New Member

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    No clue what that means but I wouldn't expect much.
     
  13. Oct 10, 2018 at 11:07 AM
    #13
    dandelos

    dandelos [OP] New Member

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    Waist-deep in the process now...it seems that my requiring a sliding rear cargo deck is proving problematic. Or at least severely limiting my options in terms of how many available vehicles matching my specifications there are within 500+ miles of me. A couple of dealers have offered to order a truck with the specs I want (11-12 weeks wait time), while another couple have said they might be able to trader for the truck I want. Another couple of dealers said they've found a truck matching my requirements at the Port of Long Beach, and quoted me a price. I assume though, that they would also be 'trading' for the truck in this case.
     
  14. Oct 10, 2018 at 12:30 PM
    #14
    jgcaps

    jgcaps Lovin the Colorado Life.!

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    I you haven't already... I would definitely keep the "Paying Cash" out of the negotiation talks... just tell them you're working on that part... they'll come up with better deals if they think you might finance it with them.
     
    Strandskov likes this.
  15. Oct 10, 2018 at 12:47 PM
    #15
    dandelos

    dandelos [OP] New Member

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    Sound advice, thanks. A couple of them have already asked me how I intend to purchase the truck and I just replied that I was still ‘undecided’.
     
    jgcaps likes this.
  16. Oct 10, 2018 at 2:10 PM
    #16
    Banzai

    Banzai New Member

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    If they offer you a really good deal if you finance with them, verify that there's no penalty for early payoff. If not, then do their financing to get the deal, and then pay it off pronto.
     
    jgcaps likes this.
  17. Oct 10, 2018 at 3:04 PM
    #17
    Strandskov

    Strandskov New Member

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    Don't mention cash, I work for a guy his company that owns about 35 dealerships in Southern California. Do research first and try not to deal with a salesman if possible go straight to the source deal with the general sales manager GSM, but first figure out how much they purchase them at wholesale cost, they have to list the price. From there you can say you have got another offer from another dealership and this is what they are willing to do, If they want the deal they will work with you if at any point you feel pressured, walk out and leave. There's only one problem and I've seen it here in California, dealership know there's a community of people that only buy 4runner, Tacoma so because of that most don't wiggle room on negotiation and price stays high. They figure they will get the money. Well Goodluck and it's possible to get what you want, Patients is KEY....I bought a used 2015 for $25k cash 14,000miles, Oh and don't buy any added protection plan, Customers complain they don't really payout
     
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  18. Oct 10, 2018 at 3:40 PM
    #18
    mcDonaldTrumpet

    mcDonaldTrumpet New Member

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    Remember you got all the time in the world. They're trying to close by month's end ussually. There is a website that all/most dealers are linked too that you can type in your info and what your looking for and all the individual dealers will start hitting you up with quotes. Im sorry i cant remember the website but its what i used around DC area and got like 6 quotes in a couple days. Then started from there. I went through hell and walked out of many negotiations until i was happy. Good luck and always play hard ass, dont take shit. They know when buyers know
     
    Strandskov likes this.
  19. Oct 10, 2018 at 4:06 PM
    #19
    mcDonaldTrumpet

    mcDonaldTrumpet New Member

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    Truecar is what i used. All free, they sent the dealers to my email and started the email game. Came at me like vultures made it way easier
     
    Strandskov likes this.
  20. Oct 11, 2018 at 6:27 AM
    #20
    jgcaps

    jgcaps Lovin the Colorado Life.!

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    Exactly..
     

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