TLDR: buying a 350h next month and want to know what is fair price/dealer can throw in

Hello all, I am buying a 2022 350h NX Luxury package with all the bells and whistles.

I live in Texas and the 2022 NX hybrids have been really hard to come by. I’ve put my deposit down in October 2021 and am finally going to receiving my car in April.

My dealer and I haven’t discussed price yet, so I am looking for some advice going into that conversation. With the high demand and low supply here in TX, I imagine the asking price will be ~2k over MSRP, as has been the case with other vehicles I looked at earlier.

How do you recommend going into this conversation? Is it unfair of me to pay over MSRP, or is it to be expected? If I can’t get them to come down on price, what can I ask the dealer to throw in?

Thank you for the advice!

 

it depends on the dealership. I would not deal with any dealership that is charging over MSRP or forcing you to buy worthless extras. I bought mine from a dealership in Memphis and they did not charge over MSRP or throw in any extras.

there was a lot of pushback in the US right now for dealerships that are charging over MSRP. There have been corporate announcements from the major car manufacturers that want to hear about dealerships that are doing this so they can adjust their allocations.

 

I would recommend you try to reach agreement on the price by text/email/phone before you drive to the dealer to pick up the car. For me (and many others), once I am at the dealer, I find that it is harder to negotiate. Additionally, if there are other nearby Lexus dealerships, check with them to see if they have any similar cars arriving soon, so you have a backup in case your initial deal falls through.

When I bought my NX350h a few weeks ago, some dealers were asking 5k over MSRP for a 350h (and 20k over for a 450h). I learned that if a dealer had a NX350h arriving shortly, that had no deposit on it, then they were willing to lower or even eliminate the upcharge.

 

Unless your willing to walk away from the dealership without a vehicle, you'll very likely be paying full MSRP plus whatever the dealer wants to charge you above that.

The reality is that today, there are very few NX's available to buy, at any price, and the supply doesn't appear to be getting any larger anytime soon.

Keep your expectations in check and recognize that the out of control inflation will likely be adding significantly to the MSRP's of the 2023 models (from all manufacturers) over the next year or so.

You can always ask for anything, but I think the best you'll do is MSRP without any overage or dealer add ons.

 

I got in writing that msrp would be charged.But they would charge $687 for documentation preparation. Standard registration and title fee of $135. I put a $1000 deposit down back in January 20.

I realized another dealership charged $499 for documentation fee, but they wanted nitrogen air in tires for $350 and some coating for $1100.

So I agreed to the $687 doc fee and no other add ons. They may try to sell me some add ons at pick up but I will try to try to resist. I would try to stick with msrp as much as you can unless you are a veteran or current Lexus lease owner. I think you get a $1000 discount

My 350h is at a port and should be delivered to the dealership in a week or two

 

The Doc fee may be a little high but overall I think you did well. To get the veteran rebate of $1000 you have to finance through Lexus financial. I was ready to pay upfront for my vehicle but when I found out about the rebate I financed a couple thousand dollars just to get the rebate and will pay off the loan within a month or two.

oh yeah, my tires had nitrogen at no cost.

 

ctripp,
looks like you made a good deal!!

 

I paid straight MSRP less the $1000 military rebate and the dealer gave me $500 off. They really tried to stiff me on my trade by offering $42,000. I drove down the street to Toyota and sold it to them for $49,000.

overall I am very pleased with it. It is the NX 350 luxury with some additional add-ons. The only thing I am seriously disappointed with is the wireless Qi charger.

 

Ctripp, I too have to get a decent amount for my toyota highlander. I fear my dealer might not give me a good trade either

I hope Lexus will fix the charging tray. I will just use a usb cable to charge my phone as I do now.

 

shop around with your Highlander. Some dealers are buying cars straight up, and there is always Carmax. I understand that trading in gives you a tax advantage but you could figure out the breakeven from selling it and trading it in and take the better offer.

 

Yes I will shop it around.

 

Honestly , u are paying several hundreds over MSRP since doc fee is usually around $499. I think it's still a good deal if thats ur prefer color and options. I paid 1k over MSRP from out of state with no stupid add on. Good luck!

 

Yeah I realize the high doc fee makes it about $188 more. Bottom line is $188 over msrp.
I got the exterior and interior color I wanted so at least I got that. The only thing I wanted in my 350h premium was heads-up display and could not get it. Got the 14 inch screen though.

 

These days the only good thing going is your trade is worth more. Full pop, just about everywhere on everything. Over MSRP and I would pass..it's not an exotic vehicle or some limited production.

Shop your trade, could get considerably more depending on the dealer, and who they know etc.

Don't be afraid to walk out the door.

 

I can only speak to my experiences in central Florida through 7 dealerships. You need to find a car. Walking in is best as most inventory here is sold prior to the vehicle coming available or to the dealership. I bought mine the day it came out of the factory in Japan and then waited 4 weeks. Dealers here were not open to custom orders. There was greater availability of Base and Premium NXS. As soon as you started looking for Luxury trim it was slim inventory. Near impossible to find a hybrid the way I wanted. It helps to be super flexible with colors and price- I know it’s a big purchase, for me, I found the vehicle I wanted with the options and interior I wanted with literally the only exterior color I didn’t want, Grecian Water. I’m learning to love it. The one thing I was steadfast on was not paying the “market adjustment price”. It started at 11k here but in actuality is about 8k. I was able to push up my trade in value and eliminate the market adjustment. I only found 2 of the 7 dealerships willing to work with those terms. So, not needing a car helps, willing to walk away helps, building relationships with more than 1 dealership helps (some wanted to insure I was a local). Follow up is key- you need your “specialist” to keep checking inventory for you. The moment something comes up you would consider go in personally -don’t attempt internet negotiations if you really want a leg up being in person allowed me to close. I was at the dealership 1 hour after they saw the vehicle coming into inventory in a month and their were 3 couples trying to buy my car but I closed quickly. Expect to pay MSRP anything below that is amazing. If you can eliminate market adjustment and can get your trade in value to eat into the MSRP - that’s a great deal. Or wait- that’s always an option. Best of luck,