I’m using the rate calculator and I’m trying to determine if these are real incentives.
Are these real incentives that I can actually get? Even at MSRP this vehicle is a deal that is worth it to me. And with even a modest discount I would get this car today. I have an Acura dealer not far away with a quite a few on hand. Are dealers actually passing all these incentives off to the customer?
For reference I’m using Rate Findr for:
2024 Acura ZDX A-Spec
24 months, 12,000 miles per year
Zip Code: 98660
- General
- $7,500 Clean Vehicle Lease Credit
- $6,000 Lease offer
- Conditional
- Dealer Cash
- $9,650 Captive Lease Offer
- $2,300 Captive Lease Offer - Group 2
- $6,000 Dealer Offer
That’s a total of $35,450 in incentives!
So then if make a calculator I get:
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Uncheck “lease offer” for $6,000. For some reason that’s a duplicate of the dealer cash. You’ll want to use the “dealer cash” option for your calculations since that cash is not taxable in any state.
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Bear in mind that dealer cash may not be passed on to you. These are typically incentives passed on to the dealer for selling the vehicle. The dealer would obviously rather keep that money so they will try not to pass it to you. In my experience every dealer would rather pretend those sorts of incentives don’t exist than trying to negotiate a slice of them out for a deal
That makes more sense. Thank you.
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Agreed!
Of course the dealership would prefer to have an additional $6,000 in gross profit.
So if I know a dealer has $6,000 in dealer cash then I know their cost is effectively $6,000 lower. That helps me figure out if what I’m offering is reasonable. I don’t expect a dealer to lose money to sell me a car, but I certainly don’t want to be the one giving the dealer that extra $6,000.
This is why it’s important to present well researched offers that clearly distinguish all applicable incentives/dealer cash, and the required dealer discount to hit the target that earns your business.
