It's relatively easy getting an amazing deal on a passenger car these days. But an SUV or crossover? Good luck.
While passenger car sales fell by 2 percent last year, sales of light trucks (including SUVs) soared by 13 percent, leading some analysts to conclude that light trucks will overtake passenger cars in sales. Because of this relentless demand for trucks, deals on a SUV are typically worse than with an equivalently priced sedan.
That said, we've found an anomaly. Thanks to high residual values, even a modest discount on Toyota's eight-passenger Highlander SUV can result in an attractive lease, especially if you choose Multiple Security Deposits (MSD). Here's what you need to know.
Current Lease Program - Valid Through October 31, 2016
The cost of leasing a particular car is determined by its lease program, which is set by the manufacturer, and the selling price, which is set by the dealer. Here is the current lease program for 2016 Highlander through Toyota Financial Services:
|2016 Highlander Residual Values|
|24 Months||36 Months|
|LE Plus FWD||73%||66%|
|Limited Platinum FWD||69%||62%|
|LE Plus AWD||74%||67%|
|Limited Platinum AWD||70%||63%|
These residuals assume 12,000 miles per year. Deduct 2% for 15,000 miles per year. Below is the money factor (MF) for 2016 Highlander assuming excellent credit:
|2016 Highlander Money Factor|
|Boston (ME, NH, VT, MA, RI)||0.00142|
|New York (NY, NJ, CT)||0.00106|
|Central Atlantic (PA, VA, WV, MD, DE)||0.00142|
|Cincinnati (MI, OH, KY, TN)||0.00142|
|Chicago (MN, WI, IL, IN)||0.00104|
|Kansas City (ND, SD, NE, KS, IA, MO)||0.00142|
|Gulf States (OK, TX, MS, LA, AR)||0.00142|
|Portland (AK, WA, OR, ID, MT)||0.00101|
|Denver (WY, CO, UT, NM, AZ, NV)||0.00142|
|San Francisco (Northern CA)||0.00142|
|Los Angeles (Southern CA)||0.00125|
A 2016 Highlander LE FWD has an MSRP of $32,955. Here in Southern California, the average selling price is approximately 5% off MSRP. We would target a selling price of $30,650 (7% off MSRP), which represents a "very good" price that most internet sales departments in the region should honor.
Putting It Together
Use the lease calculator below to customize your own inputs, such as MSRP, selling price, and residual. Every dealer sets its own selling price, depending on factors like inventory and demand. Here's a sample deal of a 2016 Highlander LE FWD in Southern California assuming 7% off MSRP, excellent credit, and 12,000 miles per year.
GM Acquisition Waiver: waive the acquisition fee by raising the MF by 0.00055.
Total one-pay lease payment:
Total MSD payment:
Registration and doc fee:
Tax on cap cost reduction and fees:
Tax on the total lease payment:
Tax on the sales price: