Adventures in car buying
I'm currently shopping for a new vehicle (Subaru) and have quotes down to 4.8% below invoice from a couple dealers for an order or lot vehicle. That's just from a couple rounds of emails and calls with no public incentives. Some dealers won't move below invoice which seems strange in a competitive market. Trade pricing via Subaru's Guaranteed Trade Program seems reasonable and it's nice to have up front pricing.
My 50/50 good bad experience with my last car relates to the internet quotes I received.
I did a test drive at dealership A. I liked the sales guy, told him I'd go through him first, but even if I decided on the Mazda, I was going to shop around the other few dealerships in the area. He said he wasn't worried, he'd beat anyone's price. Ok.
Decide I wanted to come back for a followup test drive (deciding between two models). Didn't hear back for a week, I moved on (side note, two months later he finally contacted me apologizing since he had a family issue going on and fell behind..)
Get online quotes from Dealership B and C. Ask for a quote for a Mazda6 Touring and a Mazda CX-5 Grand Touring. Gave specific VIN numbers to include specific color and options. Got great quotes from both dealer's. I'm guessing a bit, but easily 2k under invoice (it was late December) for the sedan, and about 1k under for the CUV. I specifically asked if the quotes included the loyalty discount, etc. No, so I'd get an additional 1k off that price. Excellent. I said I'd come in to Dealership B in two days to drive those two specific VIN models if still on the lot, make my choice and pull the trigger.
I arrive at dealership B, meet the internet sales manager who I was talking with, and she passes me off to a sales rep for the drive. Ok. No big deal. It's just to facilitate the test drive.
We decide on the Sedan. Best overall value, and felt roomier, etc.
Then, he starts the whole "now, let's talk about price". Gives a load of crap about all the dealer add ons being worth thousands (worth about 300-400) and it would be about 4k higher than I was expecting.
"I already have a quote from your internet manager. They quoted me at this price"
"let me see. Oh, this is what they did. They gave you this price, then they included the loyalty bonus, the military bonus, the police bonus, etc. You only get the loyalty bonus, so it would be this price"
"Yeah, that's not what they wrote back to me when I followed up." Showed him the e-mail. I should have walked out at that point and called up Dealership C (only 15 more miles down the road).
Never got the price I was quoted, but I did still get it well under invoice and I got more out of my trade in (10 year old car) (took 4 trips to the manager). My fiancée was all embarrassed, but I told her don't be. They're screwing us. I'm just holding my ground. I'm the one who is putting the money down. They want my money.
Eventually the sales manager came out. Guy is from New Orleans. Man, I almost flipped, you're running a Saints fan through the ringer! If he's still there, I'm so getting a better deal next time.
So, my moral is that quotes are great, but make sure you aren't being played. They seem to be doing false quotes to get people in the door.