- The global chip shortage is still impacting the availability of new vehicles, including crossovers.
- It’s possible to get discounts of around 4.3% on new vehicles.
- Check running costs as well as the up-front purchase cost before making a purchase.
If you’re in the market for a brand-new crossover, you may be wondering how to get a good deal. The global chip shortage and other supply chain issues mean prices for some vehicles remain elevated, and there are delivery delays too. Manufacturers predict that the chip shortage could continue until 2023.
If you want a good deal on a crossover, you’ll need to shop around and negotiate effectively. It also helps if you’re willing to be flexible about the model and features you’re looking for.
Explore the Marketplace Before You Go To a Dealer
Do some basic research online to get an idea of what’s out there and the standard pricing for different makes and models. Have an idea of what you’re looking for. Do you want high fuel economy? A lot of space inside? Good towing capacity? Lots of safety features?
Knowing what you’re looking for and which vehicles suit you best will save you time when it comes to dealing with dealerships. Create a shortlist of makes and models that are likely to be within your budget, and use that as a starting point for any future negotiations.
ShutterstockCrossovers vs. Subcompacts
A crossover is an SUV-like vehicle with a unibody construction. A subcompact is a particularly small version of a crossover. Subcompacts are usually more affordable than standard-sized crossovers and offer better fuel economy. They’re well-suited to city driving and make good family cars for taking children to sporting events or going on weekend adventures.
However, these conveniences come at the cost of reduced towing capacity and less ability to go off-road. If you’ll be pulling a large trailer, a full-sized crossover could be worth the investment. Remember, a vehicle is only a good deal if it can handle the jobs you plan to throw at it.
Consider the Previous Year’s Model for a Better Deal
Supply chain delays and pandemic-related dips in demand mean it may still be possible to pick up last year’s model of a popular crossover. Depending on your needs, the previous year’s model could be a better deal. The Toyota RAV4 2021 and 2022 are priced at similar levels, with just a $175 price increase between the most basic models from each year.
However, the 2021 RAV4 offers slightly better fuel economy than the 2022 RAV4. Dealers may be willing to offer bigger discounts to get rid of old stock, and if you’re not too bothered about the luxury features, you could get a great deal by taking the older model.
ShutterstockCompare Prices in Nearby States
Before you start visiting dealerships for test drives, take a moment to explore the specs of the crossovers you’re interested in and get quotes from dealers in different areas. If you can travel to make a purchase or live on the border between two states, you may find that going a little out of your way could save you some money.
Not only can initial prices vary between states, fees and sales taxes can vary too. Buying in a state with low or no sales tax could save you a substantial amount on the total cost of a new crossover.
ShutterstockCheck the Fair Market Value on Kelley Blue Book
The Kelley Blue Book is a comprehensive list of the values of new and used vehicles. Before you visit a dealer, check the KBB service to find out how much dealers pay for the crossover you’re interested in. In addition, look at the MSRP for the vehicle in the trim that you’re thinking of buying. This will give you the upper and lower bounds for the value of the crossover.
Use these figures to inform your negotiation strategy. Dealers want to make a sale, and they’ll usually be willing to drop below the MSRP if they can get you to sign up for a finance package, for example.
ShutterstockKnow What Trim and Features You Want in Advance
Common optional extras on crossovers and SUVs include:
- Lane assist
- Power tailgates
- Cruise control
- Rain detectors
- Collision detection systems
- Heated seats
Think carefully about whether you want these features. A power tailgate is a nice quality-of-life feature that will be useful if you might otherwise struggle to open the back. Rain detectors can be handy for off-road driving in wet weather, and the safety features can give you extra peace of mind. Heated seats, however, are something you can add to your car at a later date with aftermarket seat covers. Don’t let the dealer talk you into paying extra for something you don’t want.
ShutterstockThink Carefully About Finance Options
Car dealers make a lot of their profit from selling finance packages. Salespeople like to use finance as a way of upselling extra features too. One common tactic is to offer a few loan options with different repayments and terms, nudging the prospective buyer to choose the package that has a slightly lower monthly repayment but a longer term.
When you’re sitting in the dealership, keyless entry, cruise control, and heated seats might seem like a great deal if you can have it for a monthly payment that’s $50 lower than a less fancy car. However, if you’re paying off the loan for an extra year, how much would your crossover cost you in real terms?
ShutterstockDiesel vs. Gasoline vs. Hybrid
Gasoline vehicles tend to be less economical than diesel vehicles for highway driving. Diesel crossovers offer good fuel efficiency; however, increasing fuel costs and concerns over emissions mean many people are looking to hybrids as a more environmentally friendly option.
Hybrid crossovers may cost a little more up-front to purchase, but they can offer lower running costs, assuming you spend enough time driving in environments where you’ll get the benefit of the electric motor. Before you make a decision, think about your usual driving habits, annual mileage and how long it will take for the purchase to pay for itself.
ShutterstockConsider Long-Term Running Costs
Keeping a crossover on the road means paying for insurance, fuel and regular servicing. Try to think about those things when you’re considering what crossover to buy, rather than just looking at the headline price. There are some great crossovers available for under $35,000, and if you’re buying a brand-new vehicle, you’ll probably be keeping it for a few years.
Consider the difference between a Kia Niro, starting at $24,690 and having a fuel economy of up to 50 mpg, and a Nissan Kicks with a price from $19,700 but a fuel economy of just 36 mpg. For someone who expects to take a lot of long journeys, the extra fuel economy could make the higher initial price worthwhile.
ShutterstockTrade In Your Existing Vehicle
One interesting side-effect of chip shortages is that demand for used vehicles is high. This means you can get a good price for your old car, assuming it’s in reasonable condition. Kelley Blue Book can give you an idea of the value of your old car.
Work out the purchase price of your new crossover before you start talking about trade-in prices. This will help keep the negotiation process as simple as possible. Remember that you don’t have to sell your old car to the dealer, so if it’s not offering you a good deal, consider selling privately or even giving it to a third party.
ShutterstockTiming Matters When Visiting a Dealer
Dealerships have targets to meet every month. If you visit toward the end of the month when salespeople are trying to meet their monthly targets, you may find they’re willing to throw in some extras or offer you a bigger discount than they might otherwise.
Try visiting a few different dealers in the area and getting quotes from all of them. Ask each one if they can beat the package offered by the other. There are hard limits on the prices dealers can offer based on the price they pay for the vehicle, but timing and skilled negotiation can still save you money.
ShutterstockBe Willing To Wait for Delivery
If you’re not in a rush to replace your existing vehicle, you may find the dealer is willing to offer you a discount if you’ll accept a later delivery. Supply chain issues mean drivers are having to wait several months for their new cars to be delivered.
Some dealers will be happy to have an extra order on their books from a customer who is aware of the supply issues and willing to wait to get their hands on their new crossover. Use the delays as a negotiating tool, and you could get a discount on the price of your crossover.
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