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For those wondering what can and cannot be negotiated, checkout this youtube video:

This guy was a salesman for 40 years for Acura and Mini Cooper and he and his son break things down very well.
Open a client advisory service. You will become millionaire, if not already
 

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Open a client advisory service. You will become millionaire, if not already
Haha. if anyone would like to pay me I’m up for it but I’m not an expert. Just a guy who does a lot of reading and research and enjoys helping others get a good deal by putting up a good fight at the dealerships.

With that said, this video is very helpful when figuring out what you should not pay for:
 

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Haha. if anyone would like to pay me I’m up for it but I’m not an expert. Just a guy who does a lot of reading and research and enjoys helping others get a good deal by putting up a good fight at the dealerships.

With that said, this video is very helpful when figuring out what you should not pay for:
<NON Political> Some where read, Mr. Ford single handedly destroyed American edge by creating bunch of smooth talkers ...dealership sales people. I don't agree completely (everyone is selling something) but seriously doubt what's the value propositions they bring? Tesla and direct online sales added with pandemic may soon challenge Mr. Ford's vision.Strangely the sales people who have some auto background are very reasonable.
 

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Best I could do in Bay Area, California:

Year: 2020 Rav4 Hybrid
Trim: XLE
FWD or AWD: AWD
Color: White exterior, black interior
Options:
XLE Cold Weather Package
XLE Convenience Package
All Weather Floor Liners
MSRP: $ 33,224 ($29,645 starting MSRP + $2,190 both packages + 269 liners + 1,120 delivery fee)
Invoice Price (if known): N/A
Sales Price (excluding tax, title, license): $31509.74
State Tax: $2,922.51
Doc Fees: $85
State DMV Fee: $474
State Tire Fee: $8.75
OTD $35,000 Flat
Took advantage of 0% financing for 5 years and 90 days defer payment

Taxes and fees in California kills!! :'(
@StayFrothy What dealership is that? I'm also looking a deal right now.
 

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Year: 2020 Rav4 Hybrid
Trim: Limited
FWD or AWD: AWD
Color: White exterior, black interior
Options:
Advanced tech
Pano sunroof
Weather
MSRP: $41234 -1300=39934+ 589 title +3500 taxes = 44532 otd
Invoice Price (if known): N/A
Sales Price (excluding tax, title, license): $39934
State Tax: $3500ish
Doc Fees: $85
State DMV Fee: $474
State Tire Fee: $8.75
OTD $44532

Tracy Toyota, Antioch Toyota was initially the only offer of 1300+0% but we got Tracy to match. All the dealers in the area seemed about the same.
 

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2020 XSE Metallic Gray. MSRP $37, 964. Out the door for $35,993 (vehicle was 7.4% below MSRP plus dealer fees).

Technology Package, JBL Premium Audio with Dynamic Navigation, carpet mat package, alloy wheel locks, panoramic roof.

I qualified for 0% financing for 60 months. I’m very pleased! I emailed approximately 20 dealerships in New England & quickly narrowed them down by their willingness to negotiate. As offers came in I created a spreadsheet & played them off against each other until I had a price I could live with!
 

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2020 XSE Metallic Gray. MSRP $37, 964. Out the door for $35,993 (vehicle was 7.4% below MSRP plus dealer fees).

Technology Package, JBL Premium Audio with Dynamic Navigation, carpet mat package, alloy wheel locks, panoramic roof.

I qualified for 0% financing for 60 months. I’m very pleased! I emailed approximately 20 dealerships in New England & quickly narrowed them down by their willingness to negotiate. As offers came in I created a spreadsheet & played them off against each other until I had a price I could live with!
Omg thats awesome deal. California, any dealer wanna match, I am in lol. Wondering why no tax?
 

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Omg thats awesome deal. California, any dealer wanna match, I am in lol. Wondering why no tax?
New Hampshire has no sales tax. Having said that, they stick it to you with the registration fees as they base them on the value of the car but that way they can clam that NH has no “sales tax”. It’s a shell game!
 

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2020 XSE Metallic Gray. MSRP $37, 964. Out the door for $35,993 (vehicle was 7.4% below MSRP plus dealer fees).

Technology Package, JBL Premium Audio with Dynamic Navigation, carpet mat package, alloy wheel locks, panoramic roof.

I qualified for 0% financing for 60 months. I’m very pleased! I emailed approximately 20 dealerships in New England & quickly narrowed them down by their willingness to negotiate. As offers came in I created a spreadsheet & played them off against each other until I had a price I could live with!
That's an awesome deal. Had an offer in Virginia for the same car for $41,xxx otd
 

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First of all, a HUGE THANK YOU to all who posted here. Now that I bought, it's my turn to pass it on.

Bought on 4th of July in Illinois.

I don't think I got to the bone in terms of deal (only 5% off MSRP) but the 0% financing saved me about $2k or more (another 5% of MSRP, basically), so I pulled the trigger. It seems like 10% of MSRP is the promised land, and I was there, although I know others have done better. I guess another factor was that I got the color and trim I wanted, and dealers were legitimately running out all over Chicagoland. Several had only 2-4 Rav4 models in total, and the bigger ones had just a couple of XSEs. One final note: why do these dealers all install a ton of crap on their vehicles?? So many of them had factory MSRPs of 37k, only to get mud-flapped, side-boarded, clear-coated, roof-racked, door-guarded, and whatever else they can find to drive the cost up to $41k!

Year: 2020 Rav4 Hybrid
Trim: XSE
FWD or AWD: AWD
Color: Silver/Black exterior, black interior
Options:
XSE tech
XSE weather package
AW mats
Some other nonsense
MSRP: $38500
Invoice Price (if known): N/A
Sales Price (excluding tax, title, license): $36500
State Tax: $2800?
Doc Fees: $300
Some other fees, too... plates and IL state stuff
OTD $~39700
Financing Rate: 0% for 60 mo
 

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@ChiSox Fan your buying experience was similar to mine in many ways. I think the price of a RAV4 Hybrid is better if you're a Cardinals fan though!

I recently purchased my XSE Hybrid (it came with the weather package/floor liners/mudguard/body molding and LED fog light) for about 4% off MSRP (the dealer originally wanted $36,571) and secured 0% financing. The amount of XSEs in stock in my area (St. Louis) was also smaller than the amount of XLEs and Limiteds available.

My wife and I also got the specific model/trim we wanted from a local dealer (who include 5 year complementary routine maintenance) so I was happy to leave some money on the table to get exactly what I wanted.

I have a couple thoughts on why the dealer installs all of the miscellaneous crap:

1) Profitability. I'm sure the dealer makes money on the add-ons but I think these add-ons also help obfuscate the car's baseline pricing. My theory is the add-ons exist to make it more difficult to "cut to the bone" on pricing.
2) Differentiation. Since very few models are the same after they get the add-on treatment I feel like it makes comparing the same model/trim at multiple dealerships more difficult. If they were all base models we could negotiate more effectively on baseline MSRP but the add-ons and fees muddy the waters. That makes our life as buyers harder.
 

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Year: 2020
Trim: XLE
FWD or AWD: AWD
Color: Silver exterior, black interior
Options:
Convenience package
Weather package
All weather liners
Mudflaps
Wheel locks
MSRP: $33,418
Invoice Price (if known): N/A
Sales Price (excluding tax, title, license): $30,071.28
State Tax: $1,732.22 (6%, less $1,700 trade in)
Doc Fees: $499
Other Fees: $325.50
OTD: $32,628
Financing Rate: 0% for 60 mo

Purchased in MD

Could have pushed it a little lower based on other recent posts, but still happy with 10% off MSRP.
 

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Year: 2020
Trim: XLE
FWD or AWD: AWD
Color: Silver exterior, black interior
Options:
Convenience package
Weather package
All weather liners
Mudflaps
Wheel locks
MSRP: $33,418
Invoice Price (if known): N/A
Sales Price (excluding tax, title, license): $30,071.28
State Tax: $1,732.22 (6%, less $1,700 trade in)
Doc Fees: $499
Other Fees: $325.50
OTD: $32,628
Financing Rate: 0% for 60 mo

Purchased in MD

Could have pushed it a little lower based on other recent posts, but still happy with 10% off MSRP.
(30,071-1,700)*(1+0.06)+325+499=30,897?

extended warranty?
 

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(30,071-1,700)*(1+0.06)+325+499=30,897?

extended warranty?
The $1,700 trade-in, along with non TTL fees, altered the taxable price. I wasn't totally clear in my post. I also combined taxable and untaxable fees into my "other fees" line.

Sales price: $30,071
Trade-in: $1,700
Processing: $499
Registration fee: $20
Tire recycling fee: $4
Taxable amount: (30,071 + 499 + 20 + 4 - 1700) = 28,894

Tax = 28,894 * 0.06 = 1,733.64 (Weird rounding discrepancy, I think. I was "only" taxed 5.995%)

Other fees: 301.5

30,071.28 + 1732.22 + 499 + 20 + 4 + 301.5 = 32,628 OTD
 

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The $1,700 trade-in, along with non TTL fees, altered the taxable price. I wasn't totally clear in my post. I also combined taxable and untaxable fees into my "other fees" line.

Sales price: $30,071
Trade-in: $1,700
Processing: $499
Registration fee: $20
Tire recycling fee: $4
Taxable amount: (30,071 + 499 + 20 + 4 - 1700) = 28,894

Tax = 28,894 * 0.06 = 1,733.64 (Weird rounding discrepancy, I think. I was "only" taxed 5.995%)

Other fees: 301.5

30,071.28 + 1732.22 + 499 + 20 + 4 + 301.5 = 32,628 OTD
Thanks for the clarification, I have one 2019 Rav4H LE, I am considering another Rav4H XLE now.
 

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Final TTL details are in for me:

Year: 2020
Trim: Hybrid Limited
FWD or AWD: AWD
Color: Blueprint ext, gray int
Options:

Limited grade advanced technology package (msrp $1025)
Weather package (msrp $1015)
Panoramic sunroof (msrp $500)
All weather floor liners and cargo tray (msrp $269)

MSRP: $40,809
Invoice Price (if known): somewhere around $38k
Sales Price (excluding doc fee, tax, title, license): $37,059
Dealership spend (sales price + $199.50 doc fee + $6 lien fee): $37,264.50
TTL: $3,259.43
APR: 0% for 60 mos
OTD Price (includes TTL): $40,523.93
City/State: Missouri
 

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Help!! My allocated RAV4 hybrid Touring available date gets pushed 7/10-->7/15-->7/22-->7/23 (Toyota site) . Any experience ?
 
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