Dealer Lease Cash (specifically Honda)

Ask the Hackrs
1

How do you suggest handling dealers who offer the lease cash in the discounted / agreed upon price of the vehicle? When I first ask for discounted sale price or ePrice, I specify BEFORE any incentives or rebates and regardless if I purchase/finance/lease but it rarely works that smooth. They either come back in the end and say they already applied it to the sale price, say they didn’t and refuse to apply it as a cap cost reduction in their system or say that they are keeping some (or all) because they sale price is low.

Are dealers supposed to enter the lease cash in the cap cost reduction field in computer system? From what I gather, if they don’t this is their profit so I understand why they are hesitant so any advice getting them to add it would be greatly appreciated.

Thanks in advance!

2

The dealer can do whatever they want to do. I know for lexus, corporate guidance is that they’re supposed to apply as a cap cost reduction.

Just remember, you have to come up with the price not the dealer. The dealer can charge any price they want. If Ray Catena’s daughter wants a F-Type, he can sell a car for $1.

So do your research. NADAguides, truecar, cargurus etc. Come up with a price (Net Cap Cost before fees and taxes) to show to the dealer after incentives that is realistic and that you’d be happy with.

3

how about an example on a specific model?
2017 supply is limited so don’t wait too long if you want a 2017

lease cash is between 3100 and 3750 depending on model