I recently contacted several Infiniti dealers in my area and presented offers ranging from about 18% to 20% off MSRP for similarly equipped new 2019 QX60 Pures. For example the average MSRP for these vehicles was about 45.5k and they agreed on sales prices between 36.5k - 37.4k. Much to my surprise they all agreed to my initial offers without any pushback or negotiation. (That said, they seemed unwilling to go past 20%.)
However, when I then mentioned that I’m interested in a lease, they all balked and said that the sales price they provided was for purchase only and that the sales price/cap cost would be different for a lease. One came back with a cap cost that was $1650 higher ($38.1k) and mf/rv values of 0.00012 and 54% for 39/12k. Some went into detail and mentioned how the manufacturer to Dealer incentives were substantially different (about $2k) between a purchase and a lease.
I was under the impression that the sales price / cap cost is the same value when negotiating for a purchase or a lease, which is why I didn’t specify which of the two I wanted in my initial offers.
First, is there any truth to what they are saying: lease cap cost will be higher than a purchase sales price due to incentives they receive from the manufacturer? Or is this just bs? Sure seems like they’re being honest given they are all singing the same tune.
Second, where do you suggest I go from here? I’m thinking of pushing back on the cap cost as much as I can but if you think going lower than 38.1k is unreasonable/unlikely it would help to know.
Third, the RV value of 54% for 12k miles is considerably lower than what I see on Edmunds for my area (soCal). Can the dealer fudge this number or is it truly fixed as I’ve heard some people say?
On a side note, I don’t believe I qualify for any incentives. I do have an old 2003 Infiniti g35 in the same household but not sure if that gets me a Loyalty incentive.
Thanks in advance.