"Is the markdown just a starting point for negotiations or will the dealer feign no off the top discount as the 2016 is a new redesign so I would have to aggressively negotiate from list?”
OK -- this is an area needing to be unpacked but first let me just reassure you that given the early movement in pricing -- there is going to be a deal out there for you. While I certainly cannot ‘know’ what the store directives are at any random dealer I will suggest some obvious but perhaps some overlooked considerations;
For you to insure every advantage it is absolutely essential that you deal with a respective dealer’s “FLEET” or “INTERNET” department. The reasons for this are varied but the greatest reason is; when dealing with internet/fleet departments dealers have very often structured commission/pay schedules for the sales(wo)men/employees not heavily weighted or tied to front end profits. That is to say, very often (at least in the Los Angeles region) a fleet or internet department sales person’s pay is on an accelerated schedule premised heavily on the number of units they move over the course of a full pay period. So right there, the degree of professionalism when dealing with an internet/fleet department in most cases has a different fundamental objective or end goal as opposed to the more base motive of dealing with someone on the sales floor (most phone calls to the Dealer are directed to the sales floor -- so if you call a dealer, any dealer, to confirm/inquire about ‘whatever,' ask for the internet or fleet department).
Now, a couple of things to remember or be aware of -- IF a dealership has many or a lot of ‘salespeople’ in the respective Internet/Fleet department -- RUN!!!!!!!!!
Let me give you a reason why, the internet or fleet department, historically, has been a position in dealerships reserved for absolute ‘killers.’ Its been, in all my years of experience, a position awarded to those professionals who can intuitively structure a solid deal. Where I have worked the fleet/internet department has always had a bit of prestige attached to it because of the level of autonomy enjoyed by the internet/fleet department salespeople. The largest internet/fleet department at any dealership I have worked had no more than three sales people in the entire department yet they moved a ton of inventory each month -- far more than the average salesman at the front of the store. Bottom line, the internet/fleet departments that are small often have little oversight which translates to a matter of personality and professionalism where negotiation is concerned.
DO NOT DEAL with large internet departments -- because more than likely the person on the other end is an hourly or minimal employee who IS NOT authorized to close a deal under any condition -- meaning that a manager is running the deals and sending in the poor sap to argue with you.
So if it is (to no small degree) about personality in trying to land a deal where the autonomy of fleet/internet manager is concerned than you may have to bounce around the internet to find the one (wo)man who lends the level of professionalism you are comfortable with. And what I mean by that is simply being yourself and upfront about what you ‘want’ there is someone out there who is professional in the sense that so long as it is reasonable they may fight/suggest a couple of things but not risk the loss of your otherwise reasonable deal over it. For instance, because the internet is or can be the most efficient tool, I personally would be upfront and honest, for instance; After greetings and confirming that there is available allocation inventory I would just lay it out and ask for the deal. I would say something to the effect I want to spend $XX,XXX... is there a deal here for that number on that unit? If they say ‘no.’ I bet nine to one they call/email back at one point. Or at least somewhere along the line someone will eventually say "yes, let’s write a deal, I want to move the unit.”
WOW!!! I have totally gone a little nuts here.
Look, another thing that is VITALLY important. Toyota like every other MFGR is reliant upon Customer Satisfaction Surveys -- This is no JOKE and perhaps the greatest change tied to employee’s pay across the board at dealerships to occur in the previous ten years. Toyota will ABSOLUTELY punish dealers that receive low averages on surveys, I mean it can get brutal -- its no JOKE. It costs affected employees thousands dollars a year, managers tens of thousands dollars a year and dealerships millions of dollars in unrealized profits each month or yearly. If you come off too strong and too aggressive in your demands a already vulnerable dealership may kick what may otherwise be a deal for someone else simply because they read poor survey from you. You have to give the dealer a 'completely satisfied' survey or an opportunity to let the internet manager know that you’ll give them a 'completely satisfied’ survey -- otherwise their motives become less understood and conversely so do your’s. Dealer’s that have won Toyota’s “President’s Award” are actually some of the most aggressive dealers, they get tough deals done and probably your best starting place.
Sorry I went on as I did... but all and all, there is definitely a favorable deal out there for you on a 2016 -- where it might be, I cannot say.
