Hanniball

Hi all,

I have what I feel is a great offer for a new 2018 RX350 which currently has no Lexus cash offer. I see that for the 2018 RX350L, there is a $2000 Lexus cash offer. Does this make any difference to the dealership? If I negotiated X% off MSRP for the 350, will they likely give me X% off the 350L as well? Would the dealership likely try to split the $2000 difference with me?

Thanks in advance for your thoughts!

Fizzboy7

The incentive cash offer(s) are from the manufacturer, not the dealer. So the dealer has no say on that. The rest is on their hands to discount it off MSRP.

Hanniball

Yeah, I get all that, but what I guess I was really going after is the mentality of the sales manager. Do they see that % off MSRP and think ok, the dealership will be making a few hundred dollars off either the 350 or the 350L either way so I'll go ahead and approve the same % discount. Or do they see the Lexus cash and think, I'm going reduce your discount by exactly $2000 and you'll still get the same % off, but we get another $2000 on top of this deal.

Fizzboy7

Hard to say how they determine their own dealer discount. There are a lot of big and small factors that play into it. On the whole, has the regular RX been moving out well for him? Does he have one on the lot that has been sitting a long time? Not a long time? Odd color? Popular color? Etc Etc. One way of narrowing things down further is getting a price from other dealers. Can easily be achieved online through internet departments. Here in SoCal, all RX's are usually heavily discounted because they are a volume mover and there are a ton of Lexus dealers in the area competing. Checking Lexus's website on incentives, this is the first time I have not seen the regular RX listed without an incentive. Not sure why at this time. Maybe there is one, but it's not been advertised.

Hanniball

Well, I'm heading over to the dealer now so we'll see how much they want a piece of it. Thanks for taking the time to respond man!

Fizzboy7

No prob. Work from invoice, not MSRP. And you are in CA.... you should have some decent bargaining power. Good luck and keep us posted!

mpbIS350

What would be the goal in terms of % off from invoice??

Johnhav430

I don't think so as far as going by %. I took a test drive for $75 on the RX350L, and at the time, the GM happened to be the one who did the test drive with me since no sales people were available. He said they had too many L's and had to move them. Maybe now it's the opposite. He said there's a ratio they maintain between the 2 vehicles as far as being on the lots.

I prefer my dad's method which is to do the out the door thing, because they have pre-printed fees on the invoice, stuff they added on the window, etc. He removes all of it. The other thing is tell them to give the best deal, then say it's not good enough, without tipping your hand. When they do not counter and are ready to show you the door, now you go somewhere else and save some more.

pbm317

Leftover 2018's should all have a hefty discount, incentive or no incentive.

Fizzboy7

There's no way to really know what the better deals have been recently unless you do some online research. Check out Edmunds and Truecar to see what others have been getting in your region.