Most new Honda buyers begin their search the same way.
They decide on the model they want, visit the dealership advertising it, and then try to negotiate the best possible price.
Ironically, that's often the hardest way to buy a Honda, and with the poorest results.
A much easier approach is to stop concentrating on the vehicle itself and start looking for the dealership that's most motivated to sell it.
And they are out there. You see, every Honda dealer has different inventory levels, different sales goals, and different financial pressures. Those differences can create surprisingly different prices on the exact same vehicle.
Your job isn't simply finding the Honda you want.
Your job is finding the Honda dealer who wants to sell it to you the most.
Fortunately, there's a surprisingly easy way to do exactly that.
Is It A Good Time To Buy? Can You Still Save Money Right Now?
While Honda dealers do currently hold consumer-demand leverage, the answer to both questions is still, "yes", if you ...
Shop The Dealer - Not The Car
True, Honda remains one of America's strongest automotive brands, and for good reason. Models such as the Civic, Accord, CR-V, Pilot, and Odyssey continue to attract buyers because of their reputation for reliability, safety, fuel economy, and excellent resale value. This gives leverage to dealers.
But that popularity sometimes causes buyers to assume all Honda dealers simply don't negotiate, or not much anyway, at the moment.
But the reality is, that's not really how dealerships work.
While it's true that certain high-demand Hondas can merit relatively little discounting, there are still offers to be found with considerably more price flexibility than many shoppers expect. The trick isn't becoming a better negotiator, it's identifying the dealership that's under the greatest pressure to earn your business.
Why One Honda Dealer May Significantly Beat Another For The Same Vehicle
Here's something many buyers never consider.
Although every Honda dealership is selling the same new Hondas, no two dealerships operate under exactly the same circumstances.
One dealer may have only two CR-Vs in stock.
Another may have twenty.
One dealership may already have exceeded its monthly sales objective.
Another may still need several more deliveries before month-end.
One dealer may have vehicles arriving next week with nowhere to put them.
Another may have very little incoming inventory.
Those differences matter because every unsold vehicle costs money.
Every Vehicle Sitting on the Lot Costs the Dealer Money
Most new-car inventory isn't owned outright by the dealership.
Instead, it's typically financed through what's known as a floorplan loan. As each vehicle remains on the lot, financing costs continue to accumulate.
Now imagine those carrying costs spread across 300, 400, or even 500+ vehicles.
It's easy to understand why some dealerships become much more motivated to sell certain vehicles than others.
That's exactly where informed buyers gain an advantage.
Dealer Motivation Creates Opportunity
The best Honda price rarely comes from the dealership with the flashiest advertisement.
It usually comes from the dealership with the strongest reason to make another sale.
That motivation can come from many different situations.
- A larger-than-normal inventory.
- Vehicles that have remained unsold longer than expected.
- Monthly or quarterly sales targets.
- Manufacturer incentive programs.
- Upcoming inventory shipments that require additional space.
The important point is this:
You don't need to know exactly why a dealer is motivated.
You simply need an easy way to identify which one is.
Forget Negotiating Harder
Many buying guides teach you how to negotiate.
Very few explain how to avoid doing much negotiating in the first place.
Think about it.
If one Honda dealership voluntarily offers a price that's $1,000 lower than another before you've even started bargaining, who would you rather negotiate with?
The dealer who's already demonstrated flexibility.
Or the dealer who's barely moved at all?
The smartest buyers spend less time trying to wear down one salesperson and more time discovering which dealership is already prepared to make the strongest offer.
Stop Shopping for the Car ... Start Shopping for the Dealer
This is probably the biggest shift in thinking I can recommend.
Once you've decided which Honda you want, stop focusing exclusively on the vehicle.
Instead, begin looking for the dealership that's in the best position to sell it.
Sometimes that dealer is ten miles away.
Sometimes it's fifty.
Sometimes it's the dealership you almost overlooked because its advertised price wasn't the lowest.
The only reliable way to find that dealer is to let several Honda dealerships compete for your business.
That's where the process begins, and where many of the biggest savings are made.
How to Find the Honda Dealer Most Ready to Deal
So how do you identify the dealership that's most motivated?
You don't guess.
You let the dealerships actually tell you.
One of the biggest mistakes Honda buyers make is walking into the nearest dealership and assuming they'll eventually negotiate the best possible price.
The reality is that you have no way of knowing whether that dealership is highly motivated, or not motivated at all.
The easiest solution is to ask several Honda dealers for price quotes before visiting any showroom.
The responses themselves will often reveal who's serious about earning your business.
Let the Motivated Dealers Identify Themselves
Once several dealerships know they're competing for the same sale, something interesting happens.
The dealer who's under the greatest pressure frequently identifies themselves almost immediately by submitting the strongest initial offer.
Others may respond with nearly identical pricing.
You haven't negotiated anything yet.
You've simply allowed the marketplace to identify the dealership most interested in selling you a Honda.
How the Process Works
The entire process usually takes only a few minutes.
- Request online price quotes from several Honda dealerships.
- Wait for the offers to arrive.
- Compare complete purchase prices, not just advertised discounts.
- See which dealer is most aggressive from the very beginning.
- If you choose, use the strongest quote to encourage additional competition.
Instead of spending an afternoon negotiating with one dealership, you've allowed several dealerships to begin negotiating with you from your home or office.
That's a very different position to be in.
Competition Changes Everything
The moment dealerships realize you're comparing multiple offers, the conversation changes.
Instead of wondering how much profit they can make, many sales managers begin wondering whether another Honda dealer is about to earn your business instead.
That's exactly the position you want them in.
Competition encourages dealerships to sharpen their pencils long before you're sitting in the finance office.
The goal isn't to pressure anyone.
The goal is simply to create an environment where every dealership has a reason to present its strongest offer.
Why This Approach Usually Produces Better Results
This strategy works because it now changes the leverage scale.
Instead of one dealership controlling the conversation, several dealerships are trying to earn your business at the same time.
That often leads to:
- Lower selling prices.
- Better financing offers.
- Higher trade-in allowances.
- Reduced dealer fees.
- Fewer unnecessary dealer-installed accessories.
Even if one dealership doesn't offer the absolute lowest selling price, it may provide the strongest overall transaction once financing, trade-in value, and fees are considered.
Where Should You Request Your Quotes?
Over the years I've used several online buying services, but my personal preference continues to be the one available at Edmunds.
The important point, however, isn't the specific website.
It's creating competition.
Whether you use Edmunds, Kelley Blue Book, AutoTrader, CarGurus, or another reputable service, the objective remains exactly the same:
Allow several Honda dealerships to compete before you ever begin negotiating.
If you do use Edmunds, just enter your make and model, then select the year, and then "Check Availability". And I normally include dealers within 100 miles to be sure of a brisk competition, but you may have to go even further if you are in a more rural area.
Requesting quotes is free, requires only a few minutes, and doesn't obligate you to anything.
Another Factor: When Should You Buy?
Once you've identified the dealership offering the strongest overall deal, timing can sometimes improve it even further.
If your schedule allows, consider finalizing your purchase near:
- The end of the month.
- The end of the sales quarter.
- The end of the model year.
- The end of the business day.
Dealerships approaching important sales quotas are sometimes willing to accept a little less profit to complete one additional sale.
It's not guaranteed, but it can occasionally produce one final improvement to an already competitive offer.
One Final Negotiating Tip
If you've reached an agreement and plan to visit the dealership to complete the purchase, try arriving close to closing time.
By then, most of the paperwork has often been prepared, the staff is ready to finish the transaction, and few dealerships want to lose a completed sale over a relatively small issue.
If unexpected problems suddenly appear, whether it's your trade-in value, financing terms, or expensive add-on products, don't hesitate to let them know this wasn't what you were expecting and you now need to reconsider your other offers.
There's no way a dealer will let you just walk away as they are closing, or even after. They absolutely do not want to blow the sale at this point.
After hours is when the leverage shifts to the buyer. You may never come back. So, they will do what it takes to finalize the already nearly done deal.
When a dealership realizes you're prepared to walk away after comparing several competing offers, many last-minute disagreements suddenly become much easier to resolve.
Bottom Line
Most buyers spend their energy trying to become better negotiators.
I believe there's a much easier approach.
Find the Honda dealer that's already motivated to sell.
By requesting competing price quotes before visiting a showroom, you're forcing dealerships to compete for your possible sale while also learning which needs your business the most.
That simple shift often saves more money than any negotiating tactic you'll ever learn.
Frequently Asked Questions
Can You Negotiate the Price of a New Honda?
Yes. While some Honda models offer more negotiating room than others, buyers generally achieve the best results by comparing offers from multiple dealerships rather than negotiating with only one.
What Is the Best Time to Buy a New Honda?
The end of the month, quarter, model year, and even the end of the business day can sometimes provide additional leverage, particularly when combined with competing dealer quotes.
How Can I Find the Lowest Honda Price?
Rather than trying to predict which dealership has the best price, request quotes from several Honda dealers and let them compete. The dealership most motivated to earn your business will often reveal itself very quickly.
More Information
If you'd like a more detailed explanation of this buying method, including how to work with dealerships after receiving your quotes, you'll find it here.