Wife and I are looking at buying a used Chrysler Town and Country van. We are focusing on a 2011-2013 model. The dealers have set prices that are fairly similar, but there is always the negotiating game (which I detest).
I have gotten a slew of advice ranging from offering 30% less than asking price and settling for 20% less, to offering 10% less than asking price and feel lucky if you can get it for 5% off. All of them say "Know what the van is worth," and they refer me to either KBB or NADA or Edmunds or some other online site that gives car values. That is where my problem starts ...
EXAMPLE: A 2011 Town and Country (Touring but not LWB) with 35,000 miles gives the following figures out of KBB:
-Fair Market Range: $17,675 - $21,500
-Fair Purchase Price: $19,590 (NADA says this vehicle would retail for $19,225)
I am finding 95% of the vans are right at the Fair Purchase Price - plus or minus about $800. Every dealer smiles and politely points out this fact when you ask them if they will take less. Are folks really paying that, or are the dealers coming down 5% - 15%?
However, on that same vehicle, KBB lists the following information:
-Trade-In Range: $14,615 - $15,533
-Trade-IN Value: $15,075* (NADA lists the average condition trade-in price as $15,250)
* Based on "Good Condition". "Fair Condition" is $13,425 for a Trade-In Value.
Here are my questions:
1)Based on my findings, what is the "value" of a 2011 Town and Country with 35,000 miles? Is it based on the retail or the trade-in or somewhere in between?
2) Does the dealer actually getting the van in trade in for $13,500 - $15,000 (his cost), and then asking (and getting) $19,500 when he sells it? Can I estimate the dealer cost fairly accurately with this information?
3) I have a feeling most of these vans are coming from auction, not through a trade-in. What if dealer got the van at auction and not in a trade-in? How much is his cost differ?
FINALLY: Let's say the dealer is asking $19,295 for this van (reminding me that he is already asking BELOW Fair Purchase Price of $19,590). How much would you offer, and what would you settle for? My goal is to get out the door (tax/title/everything) for absolutely no more than $18,000 - $18,300.
The strange thing about the whole deal is that I can drive an hour north or south of Butler/Warren/Hamilton County, and find this SAME vehicle on a dealer lot, with an asking price BELOW $17,500. Very tempted to make the drive.
Need some help!