New Vehicle MSRP and OTD Negotiation

[Grassshoppa]

Looking for a new 2026 Toyota 4Runner 4x4 SR5 from dealerships in southern California (San Diego). Toyota's website states base MSRP is $43,570 for the 2026 4x4 SR5. What would be considered an excellent deal below MSRP from a dealership?

What is considered an excellent deal between MSRP and OTD final price?

 

[Kung Fu Kowboy]

Toyota ?

I Could Drive

... maybe

 

[djacobox372]

Looking for a new 2026 Toyota 4Runner 4x4 SR5 from dealerships in southern California (San Diego). Toyota's website states base MSRP is $43,570 for the 2026 4x4 SR5. What would be considered an excellent deal below MSRP from a dealership?

What is considered an excellent deal between MSRP and OTD final price?

You won't get much movement from dealership on Toyotas. They don't have a problem selling them--all the stealerships will have the same price. If any still have 2025 models in stock that's where you'll be able to negotiate the best deal.

Also: research sales tax rules in your state, in some states it can save you $ to buy from a low tax city.

And I must state it: one of the primary reasons to buy a toyota is reliability and dependability, which means you shouldn't be afraid of buying one a few years old. That's the real way to save a bundle of $$.

 

[Grassshoppa]

You won't get much movement from dealership on Toyotas. They don't have a problem selling them--all the stealerships will have the same price. If any still have 2025 models in stock that's where you'll be able to negotiate the best deal.

Also: research sales tax rules in your state, in some states it can save you $ to buy from a low tax city.

And I must state it: one of the primary reasons to buy a toyota is reliability and dependability, which means you shouldn't be afraid of buying one a few years old. That's the real way to save a bundle of $$.

I'm going through the Costco auto program. Three dealerships I'm talking to are willing to offer the Costco discount which is $2,077 off the $43,570 MSRP. Another dealership said they'll beat those by $500 so that's $2,577 off MSRP. I just can't determine if that's a good deal yet or not. OTD for the 2026 4Runner 4x4 SR5 is $47,000 with sales tax and DMV fees.

 

[Ladder Master]

Sorry I don’t have any advice for you, but that’s what I would get if I could afford it. My problem is that my 2008 FJ cruiser runs just fine and is paid off. Downside is the clear coat has been failing and is starting to look pretty bad. I am definitely staying with Toyota in the future.

 

[TheChance]

Toyota ?

I Could Drive

... maybe

Come on man you know that thing spent 6 months in the shop getting all the stuff that one dyno run messed up in it.

 

[Grassshoppa]

I need some Sherdog experts. Got to be some around here or is it just doctors and lawyers?

 

[lsa]

I need some Sherdog experts. Got to be some around here or is it just doctors and lawyers?

ask @Slobodan he is a mechanic.
Knows a lot about cars.
Has like 20 years experience

 

[lakersfan45]

I don’t know a specific answer for ur situation but what I do is string along a salesperson for like three weeks before they and the manager completely give up and give me the deal I originally asked for lol

Edit : oh yeah and I always say I’m buying two cars, make a deal for both as a package , then close out first on the one I really want. Then I’m done lolz

 

[Jacket time]

I would not look at a new 4runner, get the tried and true V6 2023

 

[Michaelangelo]

Looking for a new 2026 Toyota 4Runner 4x4 SR5 from dealerships in southern California (San Diego). Toyota's website states base MSRP is $43,570 for the 2026 4x4 SR5. What would be considered an excellent deal below MSRP from a dealership?

What is considered an excellent deal between MSRP and OTD final price?

Invoice cost is $40,085, so profit is about 9.2%

you may be able to get 1-3% reducfion, start at 4.5% to 5% profit and then negotiate close to it

Edit: saw your Costco post, that should be a good deal

 

[Grassshoppa]

Got it down to $3,000 below MSRP. What say ye Sherdog?

 

[Fedorgasm]

Got it down to $3,000 below MSRP. What say ye Sherdog?

Do it. That's cheaper than what I paid for my Honda Ridgeline 2 years ago.

 

[chardog]

You won't get much movement from dealership on Toyotas. They don't have a problem selling them--all the stealerships will have the same price. If any still have 2025 models in stock that's where you'll be able to negotiate the best deal.

Also: research sales tax rules in your state, in some states it can save you $ to buy from a low tax city.

And I must state it: one of the primary reasons to buy a toyota is reliability and dependability, which means you shouldn't be afraid of buying one a few years old. That's the real way to save a bundle of $$.

While true with reliability, you can negotiate, helped my BIL get 3K off of a popular model. Another not so conventional method would be to talk to the fleet department.

 

[TeTe]

Gotta take the economy and current sales into account. How desperate are they to move cars? How long have they been on the lot? You could probably get $10k off of a 2025 if they're still around. $3k off isn't a bad deal on a 2026.

Car sales are in the dumps now post COVID... Dealers are having a harder time moving inventory so you might get them to drop it more.

The last Chevy dealers that had 2025 Corvettes on their lot were discounting them $8k.

 

[TheNinja]

I have another strategy. Sometimes they can't or won't come down much on the price. But what I do is have them throw in more years of warranty or 5 years of free service. These are things that really don't cost them much, if anything, but can potentially save me a bunch of money. It's a win-win and these are areas where they have a ton of flexibily.

Example, they want to sell me the extended warranty package for $xxxx for 4 years. I tell them them, make it 8 years and it's a deal. Then I use the shit out of the warranty for every tiny thing that goes wrong. Or ask them throw in free oil change and service for 5 years and they will almost always do it. Or have them throw in 3 free detailing appointments. Costs them very little. Saves me $100 a year or more.

Of course the key is that you know and they know that you are willing to walk out if you don't get the deal you want. If they know you fell in love with the car, they got ya. For new cars there are like 100s of dealerships within an hour of me so I am pretty persistant.

 

[Grassshoppa]

Closed the deal for $3,000 below MSRP and another $420 discount off the vehicle because it had roof cross bars I didn't want. 10 year/100,000 mile extended warranty for $2840. Originally they were at $5000 then they went to $3-something for Costco and finally got them to $2840. 10 year warranty is probably overkill on a Toyota but with all the electronics and switching to the turbo-4 I thought it was worth it.

Plus, one of the guys involved in the process was a dick so I raised a ruckus with the manager and got an additional 2 years of free maintenance (bringing it up to 4 years free maintenance) which has a value of $745 and a free tank of gas on our next visit. I was talking to him about the warranty and trying to get disclosure about the dealership cost. I said, "Would you mind providing evidence that $2840 is your cost of the warranty?"

He said, "If I have to prove it to you, I'm not going to do it." So I said, "I bench teh 275 so we're done." Actually, I didn't say what I bench, but I did say we're done and I'm speaking with his manager and the GM. I thought it was grossly unprofessional to talk to a potential client in a business deal like that. Dude could have responded with so many different things that could have moved the discussion along.

Felt pretty good about the deal overall. Not counting the extended warranty, the OTD price with sales tax, fees, DMV registration, etc. was within $300 of MSRP.

 

[Long Dark Blues]

I heard Toyota is bringing their V6 back for 2026, is that true?

 

[djacobox372]

I'm going through the Costco auto program. Three dealerships I'm talking to are willing to offer the Costco discount which is $2,077 off the $43,570 MSRP. Another dealership said they'll beat those by $500 so that's $2,577 off MSRP. I just can't determine if that's a good deal yet or not. OTD for the 2026 4Runner 4x4 SR5 is $47,000 with sales tax and DMV fees.

Bah! for 47k you could get a gently used 200 series Landcruiser, which is twice the vehicle the 4runner is, and will hold it's value far better.