Nine dealers are sitting on the same car. Six of them are quietly discounting and three are charging over sticker. Here's every car, ranked by what it's actually worth — plus the exact words to use.
Ask for a 60-month new-car auto loan. This takes 20 minutes online and costs nothing. It does two things: it caps what the dealer can charge you in the finance office, and it lets you say "I'm already approved" — which is the single sentence that ends the payment games.
Not a phone call. Written, so you have it in hand. Every dealer below has a copy button with their name already filled in. Send all six within the same hour.
Log each quote in the tracker at the bottom of this page. Then send round two: the real number, to every dealer who came in higher. This is where the price actually moves.
Last two days of the month, the quarter, and the incentive period, with 2027s arriving. If a single line on the paperwork doesn't match the written quote, stand up. You will not lose the car.
The bar shows how much each dealer is discounting off their own sticker price. Long green bar means they're motivated. Red means they're charging more than sticker.
That $2,000 discount you see on every McFarland car is Kia's customer cash rebate. Kia's own fine print says these offers generally can't be combined with the promotional financing. Which means the dealer may quietly take the $2,000 back the moment you accept 2.99%.
On roughly $28,800 over 60 months, taking Kia's 2.99% costs you about $2,240 in interest. Taking the $2,000 cash instead and financing $2,000 less at your credit union comes out identical at about 6% APR.
If your credit union beats 6%, take the cash and their loan. At 5.5% you save around $330; at 4.9%, around $775. If your best outside rate is above 6%, take Kia's 2.99% and let the $2,000 go.
Either way, ask this in writing: "Does your advertised price hold if I finance at 2.99%, or is it contingent on the $2,000 customer cash and outside financing?" Do not let anyone answer that verbally.
A dealer's "doc fee" is pure profit for paperwork that costs them about $100 to do. Some states cap it by law. Ask for it in your very first email, and add it to the sticker price before you compare anything.
| Dealer | State rule | Expect |
|---|---|---|
| Destination Kia Albany, NY | Capped by law | $175 max it is illegal to charge more |
| Tasca Kia Johnston, RI | Capped by law | $200 max |
| Kia North Danvers Danvers, MA | No cap | ~$557 average fully negotiable |
| McFarland · Nucar New Hampshire | No cap on admin fees | ~$588 average fully negotiable |
| Executive Kia Wallingford, CT | No cap | ~$735 average the highest in the region |
Even with New Hampshire's higher fee, McFarland at $28,801 + ~$588 still beats Destination Kia at $30,240 + $175 by about a thousand dollars. Fees change the ranking less than the sticker does — but they're free money if you ask.
Nitrogen-filled tires. VIN etching. Paint or fabric protection. Wheel locks (the most common add-on in Massachusetts, averaging $163). Pinstriping. "Dealer prep." "Market adjustment." Any of these on a new car is a line item you did not ask for.
Say it once, plainly: "Remove the add-ons or I'll buy the one in Albany." They come off. They always come off.
Every line on the left is scripted. They've said it thousands of times. Read your answer once now, and it'll be there when you need it.
"What monthly payment are you trying to be at?"
"I'm not working from a payment. What's your best out-the-door price on stock number ____?"
This is the first question and the most important one to refuse. Repeat it verbatim as many times as needed.
"Let me go talk to my manager."
"Sure. Please bring back a printed out-the-door number with the fees itemized."
The trip to the manager is theater and a delay tactic. Asking for it in print means they can only make that trip once or twice.
"That price is only good if you finance with us."
"Put that in writing with the rate and term, and I'll compare it to my credit union."
Sometimes legitimate, sometimes a bait-and-switch. Either way the answer is the same: in writing.
"This price is today only."
"Then it's not the price for me. I'm signing on the 30th."
Kia's rebate runs through month-end. There is no cliff on the 12th. Call it and stay put.
"I have another customer looking at this one."
"That's fine — you have thirteen of them."
Say it pleasantly. It's true, it's on their own website, and it ends that line of conversation permanently.
"What would it take to earn your business today?"
"$28,000 out the door. Yes or no."
This is the one question you answer directly and completely. One number, then silence.
"The doc fee isn't negotiable, it's the same for everyone."
"Understood. Then take it off the selling price instead — I only care about the total."
Often true that the fee itself can't move. Irrelevant. The total can always move.
They slide over a worksheet split into four boxes.
"I only need one number on this page. Cross out the other three."
The four-square is a tool for hiding profit by moving it between price, trade, payment, and down payment. Refuse the format, not just the numbers.
In the finance office: "For only $14 more a month you get…"
"No thank you — just the car and the loan today."
Extended warranty, gap, paint sealant, tire-and-wheel. You can buy an extended Kia warranty later, cheaper, from any Kia dealer in the country. Say no nine times if it takes nine times.
Dealers hide their email addresses on purpose. Their websites list a direct phone number for every single salesperson and scramble the email links, because a phone call favors them and a written quote favors you. Only one address in this whole group is published openly.
1. Open the dealer's listing and hit Check Availability. Type one line: "Please email me an itemized out-the-door price on stock number ____. Email only, no calls."
2. Within an hour a salesperson replies from their actual work address. That is the address you wanted.
3. Paste it into the box on that dealer's card above. Both email buttons go live and open your mail app with the full script already written.
From that point you have a written thread with a named human, which is exactly where you want this negotiation to live.
One shortcut: McFarland's general manager publishes his address, so you can skip straight to step three there. If any dealer calls instead of writing, answer once and say "please put that in an email" \u2014 then hang up. Written or it did not happen.
Log every out-the-door number as it comes in. Lowest sorts to the top — that's the number you take back to everyone else in round two.
Prices, stock and mileage as listed on Sept 10, 2026 and change daily — confirm every number with the dealer before you drive. Car illustrations show listed exterior colors, not actual photos. Kia's $2,000 customer cash is scheduled to expire at month end. Doc fee figures are state caps where they exist and market averages where they don't. Built by ZM3DIA. Build 3 · Sept 10