The breakdown looks like this:
Total Selling price is 29810 (Invoice) + 1414 (QC&LED) + 850 (destination charge) + 132 (Flr Mats) + 313 (Marketing Assessment fee ???) = 32519 - 1000 (VPP discount) = 31519
Gross Cap cost = 31519 + 80 (doc fee) + (525) Acquisition fee + 305 (License fee) = $32114
Is the marketing assessment fee something that I can negotiate on? Also will try to get out of disposition fee.
Will keep you posted on the final figures.[/quote]
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I used to be a New Car Sales Manager over 25 years ago before going on to get my MBA and changing industries. I never heard of a marketing assessment fee then or anywhere on this blog the last six month I've monitored it. As RonDawg eluded to, everything is negotiable, except TTL. Dealers can even juggle the money factor if it becomes a deal breaker and make it up to the bank elsewhere.
Here are some tips I've learned through my experience in life and the last six months on this thread:
If you qualify for VPP, and your dealer accepts it, great. It is a good deal and a no-haggle way to lease.
If you don't, and to some degree even if you do, then welcome to the negotiation world. You are fortunate to be here in San Jose where our 2 largest local dealers (Sunnyvale and Boardwalk) have over 200 Leafs in stock right now so they really are motivated to move the cars.
Through my experience in the business and as and recent Leaf lessee, I highly recommend you don't let the dealer confuse you with all the numbers and minutia. Stay focused on the TOTAL cost of your lease calculated as follows:
Down
PLUS
total of payments
PLUS
disposition fee in Nissan contract ($395).
If you are happy with the numbers, go in and make that VPP deal they offered you on your SV model. Avoid the "bait and switch" to a different car with more dealer expensive dealer added items so you get lost in the new numbers. Politely say "thank you" when your salesperson congratulates you and shakes your hand. Don't sigh of relief or let your guard down now because its not over. That nice finance manager (and they are ALL nice) is about to try to pick your pocket and they are very good at it. Avoid the coffee and sugary doughnuts you are offered and settle on water if you are thirsty and a bathroom break to gather your thoughts while you wait to go into the final battle for your money in the finance office.
Two important things to remember now: first, don't get emotionally attached to the car (or your salesperson, who is your new best friend even though you'll never see her again because she will likely be gone by the next visit you make to the showroom), and second, don't have your partner or anyone else with you in the finance office (so you can walk out easier if necessary). Then, if you are a real grinder, when you are in the finance office and the finance manager "surprises" you with the $395 disposition fee at the end of the lease (and act surprised), say "no way" and that you never accounted for that number or you would have not agreed to other numbers, and get up to walk out. Your objective is to try to get them to waive the fee like Kumar's friend did in TX or to take the equivalent cost off your down or monthly payment like they agreed to do on my lease (lowering my payment on my 36 month lease from $236 to $225). Tell them you have only been focused on the TOTAL cost of the lease and they just raised it $395 and emphasize again that you wouldn't have agreed to the other numbers if you had been told about it! It's only fair that they compensate you! It is nothing but a hidden cost that the didn't tell you about, and they are banking that you'll just accept they're explanation that "it is standard in all Nissan Leases". If they then say, "we'll that only applies if you turn the car in and don't buy it or lease or lease another car from us", you can tell them that is exactly your plan.
Of course, almost everyone just goes along and agrees to it because they or their spouse are emotionally attached to the car (which is why your partner stays outside), think they got a good deal so what the heck (after all, he said it was "standard"), are generally adverse to conflict, are uncomfortable or are not really good or used to negotiating (especially we Americans), would feel bad walking out because the salesperson has worked so hard or maybe you've seen the picture of his kids on his desk (real or borrowed from his sister), or just have just been beaten down by now by the stress or time at the dealership. Believe me, if they let you walk out now you REALLY had the best deal and were leaving nothing on the table!
Most likely, though, they won't let you walk but will offer to split the difference or make it up elsewhere. Be careful, they love to offer you a product or service (like mats or splash guards or some 6 month checkups) which costs them little but they say is of an equivalent cost, in lieu of money. Don't worry if they don't stop you from walking out. If you VPP or other negotiated deal was available then it always will be. They have now invested a lot of time in you and want the sale worse than you do. Just swallow your ego and pride and change your mind, then or later.
Lastly, I recommend you don't buy tints, Simoniz, service packages or anything else that day from that finance manager. Everything is overpriced and remember that's how a good finance manager makes themselves and their boss money. You can always change your mind if you really still want to buy it when you are more composed a week later. But don't expect your salesperson or the same finance manager to greet when you come back! I know you think I'm being facetious, but honest to God neither my salesperson or the sales manager was still at my dealership a month later when I stopped in. Instead, I was asked questions like "Daryll who" and "Nathan who, do you have a last name" by 3-4 other new eager beavers before I could get in the door! Such is the car business - outside of technological advances, it hasn't changed much in 25 years since it was my world.
Best of luck!
Ron
