Easiest Cars to Bargain For, Cars that are easiest to bargain for

Easiest Cars to Bargain For, Cars that are easiest to bargain for

The Mercedes-Benz SLK can be bought for a lot less than MSRP thanks to a number of factors.

Only the wealthiest – or most foolish – car shoppers will pay full price for a new car. For the rest of us, negotiating the lowest possible price on a given vehicle can amount to saving hundreds or even thousands of dollars, depending on the model.


While all makes and models come with a manufacturer’s suggested retail price (MSRP), their final transaction prices are usually negotiable, at least to some degree. According to the Automotive Intelligentsia Money-Saving New Car Guide, the price that a given new-car buyer ultimately pays is a peculiarly and almost constantly moving target that’s subject to a wide range of economic, internal and external factors ranging from the time honored forces of supply and demand to the value of an automaker’s retail incentives and promotions and a dealer’s sheer willingness (or resistance) to sell a particular car for less money.

While the Internet has helped soften the process somewhat by allowing buyers to obtain and compare online price quotes, these aren’t necessarily the lowest attainable prices. Automotive Intelligentsia suggests buyers consult online pricing sources before setting foot in a dealership, making note of both a model’s MSRP and its so-called invoice price, including options. The idea is to negotiate a transaction price that’s as close to invoice as possible – a dealer’s actual cost is usually a few percent lower. If the manufacturer is offering a direct-to-consumer cash rebate, deduct it from the transaction price only after you’ve negotiated the deal to your satisfaction.
We’ve compiled a list of the Easiest Cars to Bargain For, based on TrueCar.com’s Price Flex index as published in its July 2011 TrueTrends report. These are the models in each automotive segment having the highest Price Flex scores, which indicate the largest range of transaction prices.

Subcompact Car: Honda CR-Z

With gas selling for nearly $4.00 a gallon, fuel-saving hybrid cars have become hot items. One possible exception would be the subcompact Honda CR-Z, which only seats two passengers and offers little in the way of practicality. CR-Z sales amounted to just 878 units in July, and Honda dealers probably had to offer bargain prices to move that many of them. By comparison, the more-practical midsize Toyota Prius hybrid sold a segment-leading 7,907 units over the same 31 days. Still, the CR-Z has its merits as being fun to drive, with lively acceleration and crisp handling, and selectable “sport” and “eco” modes to enhance either its performance or fuel economy, which tops out at 35-city/39-highway mpg. MSRP: $19,345–$20,905; Invoice Price: $18,260-$19,726.

Small SUV: Mitsubishi Outlander

With a new Outlander Sport model having debuted for 2011, sales of the slightly larger existing Outlander have plummeted. Dealers are probably cutting deep into their already slim margins to move Outlanders off the lots. Mitsubishi’s giving buyers a $1,000 rebate on the Outlander, with dealers getting an extra $500 they can further leverage to lower the transaction price. It remains a lively ride with decent ride and handling qualities and a choice of a standard 2.4-liter engine or a considerably peppier V6. MSRP: $21,995–$27,795; Invoice Price: $21,066-$26,621.

Midsize Car: Nissan Altima

Sales of Nissan’s best selling car, the stylish midsize Altima, were up 16.8 percent this July, though dealers are probably dropping prices to keep moving the metal in what is the most competitive segment in the car business. The Altima comes in sedan and coupe versions, with a choice of fuel-efficient four-cylinder engine or a more-powerful V-6. The car’s handling is a bit more playful than with more-passive midsize stalwarts like the class-leading Toyota Camry. Nissan is currently offering a cash rebate of $1,500 on the Altima. MSRP: $20,270–$30,540; Invoice Price: $19,431-$28,294.

Midsize SUV: Toyota FJ Cruiser

This midsize truck-based SUV carries a throwback exterior design that’s loosely based on the automaker’s original FJ40 4X4 from the late 1950’s. It’s changed little since it debuted for 2007, even as much of the market for such models has since moved on to more amenable car-based crossover models. And at that the FJ Cruiser is a rather unadorned model with a fuel-thirsty V6 engine and a rough-and-tumble ride that carries little appeal even to purposeful SUV buyers. Toyota sold just 1,259 FJ Cruisers in July versus 3,393 of the more-accommodating 4Runner truck-based SUVs and 9,552 Highlander crossover SUVs. MSRP: $25,790–$27,380; Invoice Price: $23,985-$25,464.

Large Car: Chrysler 300

A redesigned version of Chrysler’s flagship sedan arrived for 2011 with great fanfare. Offered in V6 and V8-powered models with a choice of rear- or all-wheel drive, it replaces a version that carried over with only few changes since model-year 2004. According to TrueCar.com’s Jesse Toprak, early sales of the new domestic models are typically made to loyal customers and company employees who tend to garner deep discounts, so it’s not clear whether dealers will be slashing their margins on the 300 in the months ahead. Still, sales were only nominally higher this July than they were on the previous generation during the same month in 2010 at 2,415 versus 2,282 units, which is hardly a success story. MSRP: $31,170- $40,320; Invoice Price: $29,902-$38,319.

Luxury Car: Mercedes-Benz C-Class

While it remains one of the brand’s top-selling models, sales of the compact C-Class sedan were off by 14.2 percent in July, with a revamped 2012 version arriving this fall. The 2011 vintage offers a choice of two V6 engines and an overpowering 451-hp V8 in the high-performance C63 AMG. It’s appropriately plush inside and delivers a rewarding driving experience that’s either on the softer side in Luxury versions or with tauter handling in Sport models. MSRP: $33,990-$58,200; Invoice Price: $31,611-$54,126.


Luxury Sports Car: Mercedes-Benz SLK-Class

With a redesigned 2012 version of the diminutive SLK roadster just arriving, Mercedes-Benz dealers have likely been cutting their margins to clear their inventories of the outgoing 2011 model. The two-seat SLK features a retractable hardtop with a sport-tuned suspension and a choice of V6 engines. The 2012 model features updated styling and modest improvements, but astute buyers who are willing to drive off in the 2011 model should be able to save a decent amount of cash. MSRP: $47,650–$53,300; Invoice Price: $44,314-$49,569.

Luxury SUV: Mercedes-Benz GLK-Class

While logic dictates that smaller crossover SUVs should be outselling larger, costlier and less fuel-efficient ones these days, the opposite is true at Mercedes-Benz. Sales have been headed downward on the nimble five-passenger GLK but are actually surging on the seven-passenger GL. The GLK can more than hold its own against other luxury compact crossovers with a 3.5-liter V6 engine that delivers quick acceleration, and a comfortable cabin that can be fitted with many high-tech conveniences. MSRP: $35,500–$37,500; Invoice Price: $33,015-$34,875.

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