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We love to hear stories from our community members when they’ve used CarEdge to score a great deal on their dream car. We recently received an email from one of our members who shared the recent experience she had when using our strategies to buy a new Toyota RAV4.
Today’s buying story comes to us courtesy of Rebecca Silva.
Background: An Inexperienced Car Buyer Focused on Finding the Right Price
Rebecca started off her email to us with a bit of background information about herself. She openly admits that she is oftentimes too trusting, had never bought a car before, and was terrified of going to the dealership alone. At the same time, she had been following the content provided by CarEdge and felt empowered by what she had learned.
With a specific car in mind — a 2019 Toyota RAV4 with a weather package — she carefully followed the price of the vehicle. Using the Suggested Offer in the Market Price Report, she was able to determine that any price below $30,000 would be a fair price to pay for the car she had picked out.
One day, she received an email about a car that fit all of her specifications. Armed with information, she headed to the dealership. Rebecca even brought her laptop, snacks, and a drink so that she would be well-prepared for the long car buying process.
At the Dealership: A Tough Negotiator
Before she left for the dealership, Rebecca had two things in mind:
Collaborative information sharing
A fair price
Rebecca made up her mind that if the first condition wasn’t met, she wasn’t going to stick around to find out about the second one. This is one of the tips that we share often, and it’s great to see that she had the right mindset going in for her time at the dealership.
We’ll let Rebecca tell you the next part:
“After the test drive, I was asked the requisite question, ‘Did you love it? Could you see yourself in it? Wouldn’t you like to drive it home?’ I shrugged it off and said that the car was decent. The sales rep didn’t try to use any other emotional manipulation tactics on me after that. Thank you, Ray! I was well trained for that one!”
Not only did she nail that part of the sales process, but as financing was brought up, Rebecca expertly redirected the conversation to the topic that she wanted to focus on first.
Once she was ready, she asked for the service records and reconditioning report, based on another tip she had learned from CarEdge. Fortunately, the sales rep that she was working with was happy to provide this information, satisfying her first criteria for making a purchase.
At one point during the early negotiations, Rebecca noticed that she had been taken in by the “I’m your friend” routine. Thanks to her self-awareness, she was able to keep her head in the game and focus on getting the best deal possible.
Once she was ready to talk pricing, Rebecca asked for the out-the-door (OTD) price breakdown with an itemized list. She quickly noticed that there were several fees lumped together, so she sat down with the sales rep to break down exactly how they had reached the target number.
As a prepared shopper, Rebecca opened her laptop and compared the DMV title and registration fees with what she was being charged. She even took it a step further and showed the sales rep the Black Book breakdown and the CarEdge Market Analysis tool. They looked up the Kelly Blue Book price together.
Rebecca was told by the sales rep that they’ve never come across a shopper like her before…she told us that they said that three times during the course of their three-and-a-half hours together. We love to see our readers make a strong impression!
In the F&I Office: Having the Freedom to Say “No”
Once it was time to move to the F&I office, Rebecca had a thoroughly broken down OTD price in hand and was ready for the final step of the car buying process.
Rebecca was in a position to buy the entire car outright with cash. However, she learned from CarEdge that it’s better to finance the car and pay the loan off a few weeks or months later. This is due to the fact that many dealerships have different prices for cash purchases and financed purchases, since they also make money from financing.
She proceeded to go through the financing process. Instead of negotiating over every item on the breakdown, she asked for a lump sum discount that would encompass some of the fees she didn’t agree with.
Thanks to all of her preparation and her use of tools to determine the right price, Rebecca knew to ask for $500 off of the final price. The doc fee of $115 and the VIN etching fee of $50.45 were both encapsulated in this discount request.
The dealership agreed to her $500 discount. Then, it was time for the F&I manager to make his pitches. Rebecca said “no” to every offer. It’s great to hear that she was confident and calm enough to reject every sales tactic. It took about 45 minutes for the F&I manager to realize he wasn’t making any further sales.
Did Rebecca Get a Good Deal?
We’ve often said that the best indicator of a good deal is how you feel about your purchase after you drive off of the lot. Rebecca felt like she got a great deal, which means that she did.
Rebecca used all of the tools available to her to research the car she had in mind. She kept an eye on market fluctuations and was prepared to pounce when a good deal appeared, which she did. Much of the knowledge that we’ve imparted through our videos and blog posts were able to be put into action, and Rebecca walked away with a great deal on a car she loved and none of the extras that she didn’t care about.
Overall, we’d say Rebecca got an excellent deal on her 2019 Toyota RAV4! If you’ve had a great car buying experience using the resources at CarEdge, let us know. We’d love to hear from you!
Whether you’re buying a Ford F-150 or a Ford Explorer, knowing the invoice price that a Ford dealer paid for the vehicle is important for negotiations. Knowing the Ford employee pricing plans can also be valuable. Car dealers make the most money on customers who are ill-informed. Well, here at CarEdge we’re determined that make sure every customer is informed. That’s why we’re excited to share our repository of all Ford invoice prices for 2021.
If you have an invoice from a Ford dealership and you want to submit it to be added to this page, please email me directly: zach (at) yourautoadvocate (dot) com. Please put “FORD INVOICE” in the subject line.
Now on to the fun stuff …
How to read a Ford invoice
Ford’s dealer invoices are relatively simple to comprehend. There are four things we want to look for on a Ford factory invoice:
Those are the four critical pieces of information you’ll want to know before negotiating a deal on a new Ford. The spread from the Ford invoice price to the MSRP can be calculated by looking at the middle of each dealer invoice. The dealer holdback is labelled “HB” at the bottom of the invoice. Floor plan assistance is labelled FPA. Advertising association assistance is AA.
Ford employe pricing (A & Z plan, D plan, and X plan) are all listed on the invoice as well. The A & Z plan pricing is what a Ford employees (and retirees) pay. For X plan pricing is what you’d get if you went through Costco, or another affinity group. D plan is what dealership employees pay.
Did you find this content helpful and valuable? If so, there are two ways you can directly support our work. First, share this page with a friend or on social media. Second, consider becoming a CarEdge member. Thank you!
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Chip Shortage Update 7/19/22
More than 100,000 vehicles were cut from North American production schedules last week, the biggest weekly cuts in months.
North America’s latest chip shortage numbers reflect the impacts of semiconductor plants going offline for summer holiday breaks at plants, according to estimates from AutoForecast Solutions. The only other part of the globe that lost production was Japan — where 7,300 more vehicles were removed from automaker production schedules.
Sam Fiorani, AFS vice president of global vehicle forecasting, pointed to issues being faced at two of the world’s largest automakers.
“Along with much of the industry … Toyota and Stellantis are still looking for ways to handle this crisis,” AutoForecast Solutions executive Sam Fiorani told Automotive News. “Stellantis continues to show its losses in the past and has not properly anticipated how it will be affected going forward; but more losses will be reported in the second half of 2022. Toyota has acknowledged its issues and removed a considerable portion of its production volume in July, with more expected to follow.”
Source: AutoForecast Solutions via Automotive News
Relief on the way?
Last week, Bosch announced it will invest more than $3 billion in semiconductor production as it looks to develop a lasting solution to the chip shortage.
Chip Shortage Update 7/5/22
The forecast worsens as the chip shortage is expected to drag into 2023.
Auto plants in Europe and North America auto plants canceled another 104,000 vehicles from their production schedules because of chip shortages. North American production plants removed 36,000 vehicles from schedules this week. European plants removed 68,000 vehicles from production.
Industry analysts at AutoForecast Solutions now forecast a total of 167,000 vehicles will be permanently lost from production in 2022.
Automotive News reports that the chip shortage numbers can be misleading.
“Trimmed factory plans do not tell the whole story of the chip shortage at the moment. Last week, General Motors said in a regulatory filing that it had built 95,000 vehicles in the second quarter that were incomplete because of missing components. Most of the incomplete GM vehicles were produced in June.”
North American factories hit hard again; Expectations for 2022 worsening
An additional 87,500 vehicles were canceled from North American automaker’s production schedules last week. European factories lost another 4,200 units. This is a major loss for factories in North America, and the impacts will be felt in new car inventories in the months to come.
The year started out with forecasters holding on to a glimmer of hope, but that optimism is slipping away. It does not look like the semiconductor chip shortage will end in 2022, and it may extend deeper into 2023 than was previously expected.
Sam Fiorani, AutoForecast Solutions vice president of global vehicle forecasting, told Automotive News that the chip shortage is far from over. “Tackling the semiconductor shortage is a long-term problem because there is no expectation of fewer chips being used in vehicles as they become more complex. In the short term, however, the automotive industry continues to compete for limited fab space with other fields where more profitable chips are the norm. Expectations for a solution this year have faded and 2023 may not see a full recovery either.”
26,400 more vehicles lost; Asian automakers hit hardest
The chip shortage drags on, but there’s a glimmer of hope in the latest numbers from AutoForecast Solutions. For the first time in months, North American assembly plants did not add vehicles to their long list of production schedule cuts. Factories in Europe, China, South America, the Middle East and Africa also avoided making further cuts.
The newly announced 26,400 vehicle production cuts are from Asian factories (outside of China) that have been impacted by the latest COVID lockdowns that have affected supply chains in the region.
AutoForecast Solutions executive Sam Fiorani told Automotive News that the chip shortage is far from over. “The supply of automotive-grade semiconductors continues to hamper global output of trucks and passenger cars, even if the short-term losses do not seem to reflect this slowdown.”
Another 87,500 vehicles removed from production schedules
The latest data from AutoForecast Solutions puts 2022’s total production cuts at 1.59 million vehicles, an increase of 259,000 since late March. In 2021, automakers were forced to cut 10.5 million vehicles from production as the semiconductor chip shortage worsened. With the latest 2022 figures, the total impact of the chip shortage has climbed to 12 million vehicles lost from production.
Of the 87,500 vehicles removed from production over the last week, North American factories were the hardest hit, with about 35,600 vehicles lost. Assembly plants in Asia (outside of China) lost 32,800 scheduled vehicles last week. European plants removed about 16,500 vehicles from their schedules, but the ongoing Ukraine crisis continues to loom over the market there.
Shanghai shutdown impacts chip production… again
The Washington Post reports that China’s output of semiconductor chips fell 4.2 percent in the first quarter in China compared to Q1 of 2021. Shanghai remains in lockdown over China’s zero-COVID policy. Shanghai and the surrounding area is a major hub of semiconductor production.
Both Ford and General Motors stop production in Michigan
The chip shortage has forced at least one of America’s two largest automakers to take factories offline next week. Ford is shuttering the Flat Rock Assembly Plant next week, and GM is shutting down production at the Lansing Grand River Plant. Ford makes the Mustang at Flat Rock, and GM’s Lansing Grand River facility makes the Cadillac CT4, Cadillac CT5 and Chevrolet Camaro.
Ford admits that the semiconductor chip shortage is to blame, but GM has not given any reasons for the shutdown. In 2021, Ford sold just 52,414 Mustangs in 2021, making it the worst sales year in decades for the Mustang. General Motors sold even fewer Camaro sports cars in 2021, with sales totaling just 21,893.
It looks like both automakers are rationing what few semiconductors they can get for their higher volume, higher margin models. If that’s their game plan, next week’s targeted cuts make sense. For perspective, Ford sold 726,000 F-Series trucks in 2021, and GM sold 530,000 Chevrolet Silverado trucks.
Automakers are expected to release Q1 sales numbers today. We’ll share the latest impacts of the chip shortage on auto sales once we have the data.
Chip Shortage Update 3/28/22
96,300 more vehicles were removed from production schedules
The chip shortage and worsening supply shortages resulted in nearly 100,000 more vehicles being eliminated from auto manufacturer’s production schedules. According to industry analysts at AutoForecast Solutions, about 1.25 million vehicles have been removed from factory schedules worldwide so far in 2022. Ongoing semiconductor chip shortages and supply constraints have raised 2022’s projected production losses to 2,001,700 vehicles worldwide.
European automakers have been hit the hardest in this latest round of cuts. In Europe, 79,100 cars and trucks were removed from factory schedules. Volkswagen Group has been hit particularly hard. VW just announced a delayed launch for the latest ID. model, the ID.5 electric crossover. In North America, 14,200 vehicles were cut.
In 2021, about 11 million vehicles were lost from production. Could this year’s losses approach what we saw last year? The next few months will be critical.
The semiconductor chip shortage has forced GM to halt production of the Chevrolet Silverado and GMC Sierra during the weeks of April 4 and April 11. GM President Mark Reuss told CNBC that chip supplies were “getting a little better” but the crisis was not over. “We’re not through this, we’re doing the best we can.”
GM’s announcement of a production stop is particularly notable considering that the Sierra and Silverado are higher margin vehicles for the automaker. If these two money-making models are temporarily removed from production, the chip shortage may be worse than company executives make it seem.
Chip Shortage Update 3/21/22
The total vehicles removed from production in 2022 exceeds 1 million
Last week’s earthquake in Japan continues to send shockwaves through automotive supply chains. The quake, which struck along the Pacific Coast northeast of Tokyo, damaged infrastructure and forced several chip makers to suspend operations during clean up and repairs.
Now, AutoForecast Solutions upped their estimate to 1.2 million vehicles have been cut from global production this year because of the chip shortage. Just last week, the analysts estimated 929,500 vehicles removed from production. Newly announced production cuts from European and Asian automakers pushed the figure higher in the last few days.
Chip maker Renesas resumes full production this week
The earthquake on March 16 forced major chip maker Renesas to suspend production at three plants in Japan. Clean up is nearly complete, and Renesas intends to resume production as normal on Wednesday, March 23. Renesas supplies semiconductor chips to General Motors, Ford and Volkswagen, among others.
Total and projected vehicles removed from production in 2022
Ukraine war and worsening chip shortage could cut 2.6 million vehicles from production this year
Auto industry analysts at S&P Global Mobility significantly lowered their light vehicle production outlook, citing the “fragility of the world’s economy” and the automotive supply chains. The auto forecasters downgraded their 2022 and 2023 global light vehicle production forecast by 2.6 million units for both years, to 81.6 million for 2022 and 88.5 million units for 2023.
Their worst case scenario forecast shows possible reductions of up to 4 million units for 2022.
Europe is hit especially hard due to the supply chain reliance on both Russia and Ukraine. North American production was reduced by 480,000 units in 2022, and by 549,000 units for 2023.
In total, nearly 25 million units were removed from the S&P Global Mobility light vehicle production forecast between now and 2030.
The takeaway? As long as there’s war in Ukraine (and COVID shutdowns anywhere), there’s no end in sight to the car chip shortage.
Toyota cuts production further
After struggling to reach its goals of getting production back to near normal, the ongoing semiconductor chip shortage has forced Toyota to be more realistic. Toyota announced it has slashed April production targets by 150,000 vehicles to a total of 750,000.
In the fiscal first quarter of 2022, Toyota estimates that production will average about 800,000 vehicles a month. That figure is revised down from the previous forecast of 900,000 vehicles or more.
“Up until now, we have conducted recovery production with tremendous efforts from the various relevant parties,” Toyota said. “However, due to the parts shortage, we have had to make repeated last-minute adjustments to production plans, and this has imposed considerable burdens on production sites including those of suppliers.”
Seeing (finally) that unusual times call for more flexibility, Toyota will review production plans on a monthly and three-month basis. Toyota also cautioned that future production numbers may need to be lowered further.
An earthquake has closed three semiconductor plants
Japanese manufacturer Renesas has suspended chip production at three plants in Japan after a 7.4-magnitude quake rattled the Pacific Ocean floor just off the coast.
Renesas does not know when production might resume at two of the factories. Production has resumed at the third. The plants make chips for automotive, industrial and electrical use. This includes the production of chips for AC-DC electrical power conversion, which is essential for electric vehicle charging.
Chip Shortage Update 3/14/22
Where do we start? It’s not looking good. A COVID spike in Shenzhen, China has shuttered Foxconn’s facilities, including those that produce semiconductor chips for the global automotive industry. Shenzhen is home to hundreds of major tech manufacturers, so the COVID lockdown is sure to impact everything from heated seats in cars to cell phone makers.
The chip shortage is getting worse in 2022. Just a week after new car inventory officially hit a new record low, AutoForecast Solutions announced that automakers’ chip-related production cuts surged 42 percent from a previous estimate.
Automotive News reports that 929,500 vehicles have been canceled from global production so far this year. That’s up 42% from the prior estimate of 656,200. In 2022, 1,655,300 vehicles are expected to be removed from global production schedules. About 11,000,000 vehicles were lost in 2021 because of the chip shortage. Is that where we’re headed, again?
Toyota will reduce output by 20 percent at its Japanese plan in April, May and June due to the parts shortages hitting Japanese automakers particularly hard.
Tesla’s tight control over its supply chain has cushioned the all-electric automaker from the worst of the chip shortage’s impacts. Many of Tesla’s vehicle components are designed and made in-house. Still, Tesla has been impacted by the 2022 chip shortage.
CEO Elon Musk has noted that Tesla has substituted their typical semiconductors with other types of compatible chips. The Tesla Cybertruck was delayed yet again, and the Roadster remains elusive. Some Tesla components have gone missing as a result of supply chain woes, and some cars have even reached customers without USB ports. However, the automaker continues to make record deliveries, even as competitors struggle severely.
Tesla’s chip shortage strengths recently propelled its sales to surpass BMW in North America. It’s possible that the longer the chip shortage drags on, the stronger Tesla’s grip on the luxury segment will become.
Chip Shortage Update 2/14/22
“North America chip cuts more than double” — that’s the headline from Automotive News today. So far in 2022, AutoForecast Solutions has increased their projection of vehicles lost in production due to the chip shortage by 63%, from 767,700 to 1,253,100. At the beginning of this year we were cautiously optimistic that the chip shortage was behind us. Data from industry leaders like AutoForecast Solutions suggested that the worst was behind us.
Sadly, that’s not the case. In just the first six weeks of 2022 over 500,000 vehicles have been taken out of production because of the semiconductor shortage. North America has been hit the hardest, with 221,000 vehicles already having been taken out of production.
Region
February 2022
Total 2022 Projected
Europe
143,000
394,900
South America
37,500
39,100
North America
221,500
384,700
China*
51,100
155,500
Rest of Asia*
69,200
263,700
Middle East/ Africa*
5,000
15,100
Total
527,400
1,253,100
Ford and Toyota are struggling mightily. Ford announced they will cut vehicle output from their plants in Ohio and Missouri this week, as well as reducing shifts at a number of others because of the lack of microchips. Toyota recently revised their annual operating profit projections after profits tumbled 21% in the previous quarter. Subaru and Mazda are also struggling to produce vehicles. All Japanese automakers have found themselves in a tough position.
Chip Shortage Update 2/7/22
We’ve seen this before, yet many thought we’d have moved past it by now. The semiconductor chip shortage has impacted sales yet again. Here’s the latest from CarEdge:
Dealer inventory is down 61%
January vehicle deliveries were down 9%
Transaction prices now average $44,905
370,500 units have been cut from production in 2022
New estimates raise expected cuts in 2022 to exceed 1 million cars
In 2021, more than 10 million vehicles were cancelled from production schedules due to supply constraints. New data from AutoForecast Solutions reveals the prolonged impact of the chip shortage in 2022. Globally, the number of vehicles cancelled from production schedules increased 61% from a week earlier. With the revamped estimates creeping ever higher, AFS now projects that more than 1 million vehicles will be cut from factory production schedules in 2022.
What’s the basis of these dismal forecasts? Already in 2022, 370,500 have been officially axed from production. Analysts still think the chip shortage will improve as the year progresses, but the surprisingly higher impacts thus far have lowered optimism across the board.
Silver Lining?
When seasonally adjusted, Thomas King from J.D. Power noted that January sales were actually the healthiest they’ve been since June of 2021. If anything, this highlights just how bad the chip shortage has gotten, and how low our expectations have fallen. Automotive News reports that the seasonally adjusted annualized rate (SAAR) of sales in January was actually on the high-end of forecasts from industry analysts like J.D. Power, Cox, TrueCar and LMC Automotive.
Chip Shortage Update 1/31/22
“Another big jump in 2022 estimated production cuts” — that’s the headline from Automotive News. It’s as if we’re watching a re-run of the same movie. Initial estimates for 2022 were that the chip shortage would abate, and that near-normal production would occur. Instead, we are witnessing what we saw last year; automakers are cutting vehicle production drastically week-over-week as a result of insufficient parts.
Let’s look at the latest data from AutoForecast Solutions for vehicle taken out of production in January, and projected for the entirety of 2022.
Region
January 2022
Total 2022 Projected
Europe
33,000
271,500
South America
17,900
19,600
North America
71,700
239,200
China*
51,100
155,500
Rest of Asia*
55,800
250,300
Middle East/ Africa*
1,300
11,300
Total
230,800
947,400
Nearly a quarter of a million vehicles were lost in January. At this rate we would expect to see ~3m vehicles lost to the chip shortage in 2022. Last year we lost nearly 11m.
The first projection for 2022 estimated that globally the chip shortage would take 767,700 vehicles out of production. That number has increased 23% in January.
Chip Shortage Update 1/24/22
The headline on Automotive News this morning reads, “The chip shortage is back for Year 2” … Sadly, we have bad news to deliver this week. So far this year 187,200 vehicles have been taken out of production. An increase of 38,000 vehicles week-over-week. That number is significantly down from the prior week.
Region
2022 YEAR TO DATE
LAST WEEK
CHANGE
Europe
59,600
70,800
-11,200
South America
48,300
41,500
6,800
North America
36,000
36,900
-900
China*
26,900
0
26,900
Rest of Asia*
16,400
0
16,400
Middle East/ Africa*
0
0
0
Total
187,200
149,200
38,000
Where we saw a more meaningful increase was in the annual projection. That increased to over 900,000 vehicles that are expected to be lost this year due to the chip shortage. Frustratingly, AutoForecast solutions increased the North America projection by over 100,000 vehicles, while reducing Europe and Asia signifigantly.
Region
2022 PROJECTED
LAST WEEK
CHANGE
Europe
220,400
331,000
-110,600
South America
210,300
43,200
167,100
North America
291,700
186,000
105,700
China*
138,300
108,100
30,200
Rest of Asia*
34,000
156,600
-122,600
Middle East/ Africa*
10,000
8,000
2,000
Total
904,700
832,800
71,900
Chip Shortage Update 1/17/22
Another week, another chip shortage update. Unfortunately, the projections we received from AutoForecast Solutions paint a more realistic, albeit worse chip shortage scenario than just seven days prior.
This past week 101,900 vehicles were taken out of production, up from 47,300 the prior week.
Region
2022 YEAR TO DATE
LAST WEEK
CHANGE
Europe
70,800
23,600
47,200
South America
41,500
13,800
27,700
North America
36,900
9,800
27,100
China*
0
0
0
Rest of Asia*
0
0
0
Middle East/ Africa*
0
0
0
Total
149,200
47,300
101,900
AutoForecast Solutions not only tracks the actual number of vehicles lost to production each week from the chip shortage, they also update a projection for the total number of vehicles they anticipate being lost from production for the entire year. Interestingly, even thought 101,900 vehicles were lost to production this past week, AutoForecast Solutions only increased their projection for the entire year by 65,100 units.
Region
2022 PROJECTED
LAST WEEK
CHANGE
Europe
331,000
280,800
50,200
South America
43,200
31,400
11,800
North America
186,000
174,300
11,700
China*
108,100
108,200
-100
Rest of Asia*
156,600
163,000
-6,400
Middle East/ Africa*
8,000
10,000
-2,000
Total
832,800
767,700
65,100
The only justification for this would be that they think the actual losses each week will decline from here on out, or more likely, they’ll simply continue to increase their total projected losses. We saw this last year when their projections went from 500,000 to more than 11 million over the course of the year.
We did get bad news this week from Volkswagen and Toyota. Both companies announced that their plants in Tianjin, China were closed due to pandemic reasons. Toyota annually produces 620,000 vehicles at this production facility, so this will certainly be a story worth keeping our eyes on.
Chip Shortage Update 1/10/22
The chip shortage that has plagued automakers for well over a year now appears to be abating. In December of 2021 we measured the slowest increases in expected losses of production as a result of the chip shortage we had all year (around 20,000 vehicles). For the entire year automakers globally lost 10.2 million vehicles from production because of the chip shortage.
Asian auto plants were the hardest hit, with more than 3.6 million vehicles taken out of production. North America was second with nearly 3.1 million vehicles lost, and Europe was third, with approximately 3 million vehicles lost.
What have we seen so far in 2022? Data from AutoForecast Solutions (which is the most consistently updated and reported on data source) shows us that production cuts so far have been relatively small.
Region
2022 YEAR TO DATE
2022 PROJECTED
North America
9,800
174,300
Europe
23,600
280,800
China
0
108,200
Rest of Asia
0
163,000
South America
13,800
31,400
Middle East/Africa
0
10,000
Total
47,300
767,700
Source: AutoForecast Solutions Inc.
After the industry cut 10.2 million vehicles in 2021, AutoForecast Solutions only projects 767,700 vehicles lost this year. That’s fascinating, because another well respected firm, Boston Consulting Group published a report on the semiconductor shortage and its impacts on the auto industry just three weeks ago.
Boston Consulting Group automotive production shortfalls per year
As you can see, BCG expects automakers to lose 7-8 million units of production this year, as compared to the 10 million lost last year. However the more recent data from AutoForecast Solutions tells a completely different story (less than 1 million vehicles lost).
Who’s right? It’s impossible to know. That being said, the headlines from Toyota and other automakers does make it seem like production is ramping back up. We’ll continue to update this page weekly as we get more data on the ongoing chip and car shortage. Be sure to subscribe to our newsletter to get updates.
Do electric vehicles require more chips?
Boston Consulting Group average semiconductor costs per vehicle
Within the report BCG published there is fascinating data on the cost of semiconductors per vehicle manufactured. BOM stands for “bill of materials”. ADAS is advanced driver assistance systems, and EV stands for electric vehicle.
As you can, a “basic” vehicle with a combustion engine and no ADAS has a total cost of $535 for semiconductors. A combustion engine vehicle with ADAS costs $765, and an EV with ADAS costs nearly $1,100.
The cost of semiconductors, and the number of semiconductors within a vehicle continues to increase as more functionality and features make their way into our cars.
Chip Shortage Update 12/20/21
It appears that the worst of the 2021 chip shortage is behind us (at least for the automotive industry that is). Data provided by AutoForecast Solutions tracks the weekly ebbs and flows of chip related production cuts, and for the first time since starting their weekly projections, the worst case scenario for vehicles that will be cut from manufacturer’s production schedules this year because of the microchip crisis declined by 20,000 units.
Two weeks ago, for the first time in over a year, the weekly projection for vehicles lost in production due to the chip shortage did not increase at all. This week it declined. This is great news!
This week, for the third week in a row, the projection for vehicles lost due to the chip shortage for North American factories, actually decreased week-over-week!
This page will be updated as new information becomes available regarding the semiconductor chip shortage of 2021.
Are we nearing the end of the chip shortage?
Automakers have taken a major hit as a result of the chip shortage. Profits at Subaru, GM, Ford, and nearly every other major OEM have been down significantly in 2021. That being said, starting in the November, each company began signaling that they were through the worst of the chip shortage and that things would slowly start to get better.
Each week we track data provided by AutoForecast Solutions on the chip shortage. Their data shows a plateau happening.
Date
Projected # of vehicles lost
Change from prior week
9/13
9,436,000
–
9/20
9,574,000
138,000
9/27
10,150,000
576,000
10/4
10,305,000
155,000
10/11
10,561,000
256,000
10/18
10,842,000
281,000
10/25
10,943,000
101,000
11/1
10,983,035
40,035
11/8
11,002,000
18,965
11/15
11,263,000
261,000
11/22
11,285,000
22,000
11/29
11,285,000
0
12/6
11,323,980
38,980
12/13
11,325,198
1,218
12/20
11,309,400
-15,798
The table above shows the projected number of vehicles lost because of the chip shortage. Each week AutoForecast Solutions updates this number to reflect the current state of the industry. As you can see the rate at which they have been increasing the total number of lost vehicles is slowing down. This week the projections even decreased.
It was a little over a month ago that the projection increased by 261,000 vehicles globally. Since then, we’ve seen a plateau. It appears that the worst-case scenario for the chip shortage is behind us.
What impact has the chip shortage had on new car supply?
Chip Shortage Update 10/26/21
Every automaker has drastically cut back production of their new vehicles as a result of the chip shortage. “Days supply” is an industry metric that is used to measure how much inventory a dealership has in stock relative to demand. Each manufacturer is experiencing a dwindling days supply of inventory. This means dealerships are less likely to discount or negotiate.
Manufacturer
Days Supply (April)
Days Supply (May)
Days Supply (Oct)
Days Supply (Nov)
Ford
45
34
38
37
Lincoln
56
36
30
29
Acura
53
50
19
19
Honda
56
43
19
17
Genesis
74
57
40
33
Hyundai
49
41
12
11
Kia
34
30
15
12
Mazda
44
38
13
10
Subaru
24
16
5
4
Toyota
26
23
17
21
Volvo
55
45
30
27
Days supply of inventory
With a shortage of new vehicles, we have seen skyrocketing used car prices. Wholesale used car vehicle prices have increased nearly 40% so far in 2021. As of October, retail used car prices are up nearly 30%
Inventory levels are down across all 50 states. There are some regions of the country that have more inventory than others, and some brands have weathered the storm better than their peers. We created a complete guide on how inventory levels have changed state-by-state to help you navigate finding inventory near you. If you do buy a car out of state, be sure to reference this guide for buying a car from a different state.
So far automakers have lost nearly 10 million vehicles as a result of the chip shortage. The expectation is that the total loss from the chip shortage will reach 11 million by the end of 2021.
The latest update from Automotive News on October 25th, 2021
Chip Shortage Update 5/26/21
What manufacturers are cutting back production?
It is estimated that up to 5 million new vehicles will not be produced in 2021 as a result of the chip shortage. Current lost production by manufacturer is below.
Manufacturer
Lost production
Ford
324,616
General Motors
277,966
Stellantis
252,193
Subaru
45,272
Volkswagen
45,215
Honda
42,951
Nissan
41,928
Toyota
23,670
Tesla
6,418
Mazda
6,133
COMPAS
4,200
Hyundai
2,548
Volvo
1,287
Lost vehicle production
Brands impacted so far:
Ford – Especially their new 2021 Ford F-150
Toyota – Especially their 2021 Tundra
Nissan
Honda
Mazda
Subaru
Stellantis which includes
Chrysler
Dodge
Fiat
VW Group which includes
VW
Audi
Porsche
Kia announced at NADA that they will not be limiting production as a result of the chip shortage.
What impact is the chip shortage having on vehicle prices?
From Black Book, “We are hearing more each week in the market about reduced inventory in the pipeline for Q1.With new car manufacturing facing supply chain struggles due to the microchip shortage, as well as a possible additional round of stimulus, the expectation is that pricing will remain strong throughout Q1 and into Q2.”
Other data from Black Book shows a recent increase in wholesale used car prices. As a result of limited new car supply we are seeing used car prices increase as well.
Chip Shortage Update 5/26/21
When will the chip shortage end?
In a recent interview with Jean-Marc Chery, the CEO of STMicroelectronics for Automotive News, the executive was asked this very question. His response, “Our forecast is that we should start seeing an improvement to the overall situation in the first quarter of 2022.”
No one knows for certain, but many representatives from the largest semiconductor companies have provided guidance that production increases will not meet demand until Q3 of 2021 at the earliest.
From Reuters, “TSMC, the world’s top contract chipmaker, said it was “expediting” auto-related products through its wafer fabs and reallocating wafer capacity. It now expects to lift capital spending on the production and development of advanced chips to between $25-28 billion this year, as much as 60% higher than the amount it spent in 2020.”
Can I still get a good car deal?
Yes. The tactics used before the global chip shortage to negotiate a good car deal still apply today. Will you be able to purchase a vehicle at a similar discount compared to a month ago? No. Will you be able to negotiate a fair deal based on the current market conditions? Yes.
Is now a good time to sell my car?
Yes. Used car wholesale prices are just beginning to climb after 20 weeks of declines. If you have a vehicle that you are looking to sell we strongly recommend you get a quote from Carvana, Vroom, and CarMax. Take the highest quote you receive to your local dealership and ask them to beat it. If they don’t, sell it to the highest bidder.
We anticipate that wholesale used car prices will continue to rise for the coming weeks and months. With that in mind, you may want to get a quote today for your vehicle and then wait ~4 weeks to see if it has appreciated more.
My lease is coming due, should I buy it out?
Most likely yes. If your lease is coming due over the following 2-4 months it is likely that you will be in the rare position of having “positive equity” in your vehicle. Because used car prices are increasing, it may make sense to purchase your vehicle at the residual value set 3 years ago.
Chip Shortage Update 3/3/21
One month after we first reported on AutoForecast Solutions projected decrease in new vehicle supply, not much has changed. Many auto manufacturers are still continuing to face supply shortfalls (not enough semiconductors) to produce all of their inventory. Ford recently increased their production cuts, directly impacting the Ford Edge and Lincoln Nautilus. The total expected shortfall in new vehicles for 2021 for all automakers is projected at 1.6 million units.
General Motors announced on 3/3/21 that “it was further extending production cuts at three North American plants and adding a fourth to the list of factories hit by the global semiconductor chip shortage.”
“The extended cuts do not change GM’s forecast last month that the shortage could shave up to $2 billion from this year’s earnings. GM CFO Paul Jacobson subsequently said chip supplies should return to normal rates by the second half of the year and he was confident the profit hit would not worsen.”
Update 2/15/21: Lost production as a result of the ongoing chip shortage has totaled 680,350 vehicles. AutoForecast Solutions has increased their forecast from 1 million to 1.3 million vehicles that will not be produced in 2021 as a result of semiconductor shortage.
So far lost production is approximately 564,000 units with the prospect of almost 1 million total vehicles not being produced this year because of the existing and ongoing semiconductor chip shortage. AutoForecast Solutions
Buying a car is extremely confusing. There are add-on offers, sales prices, the out the door price, special rebates … The list goes on and on. By the time you finally agree to the numbers, you’re left wondering, “How do I know if I am getting a good deal or not?”
And then, after the arduous task of negotiating and agreeing to a selling price with your salesperson, you’re hit with even more numbers, products, and offers in the finance and insurance office.
Answering the simple question, “Am I getting a good deal on a car?” Is comparable to rocket science! It’s truly ridiculous!
Here are our suggestions for how you can answer the burning question: How do I know if I am getting a good deal on a car? If you prefer to watch instead of read, simply click on the video above.
Let’s dive in.
Are You Getting a Discount off the MSRP?
Generally speaking, no one should pay full price for a car. Nobody. Unless you’re buying the most in-demand vehicle on the planet, you should really get some sort of discount off the MSRP.
MSRP stands for Manufacturer’s Suggested Retail Price. It’s the dollar amount that the manufacturer tells the dealership that they should charge for a new car. New is an important word here … You’ll never pay the MSRP for a used car, but many times car dealers will try and sell new cars for their MSRP price. You shouldn’t pay that much.
One of the clearest ways to answer the “How do I know if I am getting a good deal on a car?” question is to look at the discount you’re receiving from the dealership. How much are they deducting from the MSRP? Finding this answer can be challenging, and that’s why we always recommend asking for an itemized out the door price quote from the dealership (something like what you see below), so that you can clearly see the dealer discount.
If you’re like most car buyers (who buy a car once every few years), it can be hard to determine how much of a discount you should be receiving from the dealership. This is exactly why we built the Market Price Report, to help you understand what a “good deal” looks like for the chosen vehicle. Getting $2,000 off the MSRP might be asking too much for your future car, but it could also be asking too little. Enter a VIN and see what the suggested offer is.
Do your research before you head to the dealership. You should have a sense for how much of a discount you can receive before stepping onto the lot. If the dealer won’t give you any discount off the MSRP, leave and try another dealership. They likely aren’t the only dealership selling that car within 100 miles, and it’s worth shopping around for someone who will work with you. If you’re buying used it can be a slightly different experience, but the same principle applies; you should be able to get some discount from the selling price.
Are You Paying for Anything You Don’t Need?
When you buy a car, be prepared for an avalanche of add-ons and accessories. Car dealers have found new ways to make extra money, and adding all sorts of ancillary products into your car deal is one of the most common tactics.
Are you prepared to say no? Or do you actually want what’s being offered? This is one factor to examine when asking, “How do I know if I am getting a good deal on a car?”
Let’s break down the common offers that you’ll receive at most car dealerships:
GAP insurance. If you’re financing your car, you better believe that you’ll be offered GAP insurance. Short for Guaranteed Asset Protection, this is a special type of insurance that we hope you’ll never have to use. If your vehicle is totaled in an accident, your normal car insurance will give you a payout based on the market value of your car. But what if you still owe more than the market value? That’s when GAP insurance steps in; it’ll cover the rest. Understanding whether or not you actually need it depends on how much equity you have in the car when you drive it off the lot. If you put $500 down and financed the rest, you need GAP insurance. If you put 50% down, you probably don’t.
Prepaid maintenance plans. These plans cover all the standard maintenance that your new car will need for the duration of the agreement. This means oil changes, air filters, and maybe a belt here and there, which can actually save you money since dealerships discount their service rates to ensure your return business. That’s right, these plans are pretty much dealership retention tools. They can be a win-win though, depending on the price. Since they discount their service rates to keep you coming back, you could very well end up getting the cheapest oil changes in town.
Vehicle Service Contract (VSC).Colloquially known as an extended warranty, a VSC provides longer coverage than the manufacturer’s warranty. We tell everyone to never buy these at dealerships (at least not at list price). Not only are they marked up substantially, but they begin when you buy them. If you’re buying a new car you’ll already have a manufacturer’s warranty, which means you don’t even need it until after the three years or 36,000 miles. (There is still a reason to buy one on a new car, but don’t expect dealers to explain this to you). You also need to consider if you’re going to keep the car past the included warranty, or if you want to get rid of it in a few years. Keep in mind that you can add a VSC to your car several years down the road; you don’t have to do it when you buy the car. How do I know if I am getting a good deal on a car? If you’re buying the VSC at the dealership, the chances are that you are not getting a good deal.
Prepare yourself for each of the above offers; you’ll be seeing them. Make sure that you come ready with your answers. Be firm and confident with your decisions, and don’t leave any room for overcoming objections.
Agreeing to the selling price of a vehicle is only part one of your car buying saga. Part two comes when you enter the F&I office. That’s where you’ll receive the offers we discussed above.
Let’s say you actually want some, or all, of their ancillary products. Do you simply say yes? Of course not; you need to negotiate! How do I know if I am getting a good deal on a car? Discounts on ancillary products are a pretty clear indication.
The VSC (a.k.a extended warranty), GAP insurance, maintenance plan, and anything else they offer you are all negotiable. Don’t accept their numbers at face value (especially when they’re rolled into your monthly payment). Let them know you’re interested in each offer for X amount or not at all. Play hardball with them; you can bet they’ll do it with you. Use everything you’ve learned about negotiating to your advantage and get the deal you deserve.
If you’ve already purchased your car and think that you could’ve gotten a better deal on some of the F&I products, check your agreement. Most F&I products have a cancellation policy where you can get your money back if you cancel within a set period of time.
One of the most important things that we can teach you is that you always have the most powerful negotiation tool in your back pocket: you can choose to walk away. There’s nothing keeping you at the dealership and nothing making you go through with a deal that you don’t feel comfortable with.
Are You Happy with The Deal?
A good deal is a state of mind. We can talk numbers and discounts all day long, but if you’re not happy with what’s being offered, it’s not a good deal.
If you are happy, and the dealer is happy, it’s a good deal for everyone. Sometimes, it’s as simple as that. You don’t need a 50% discount and a free extended warranty to brag about your amazing deal. You only need to be happy with the car you bought and the terms of the agreement.
How do I know if I am getting a good deal on a car? It boils down to your state of mind when you drive away in your purchase. If you feel remorse, it was a bad deal. If you’re happy, it’s a good deal. If you haven’t made your purchase yet, imagine how you’d feel with X price versus Y price. Which number should you shoot for to seal the deal and drive away with a smile?
At the end of the day buying a car is really difficult, and we empathize with you greatly. By taking the time to even read this article you have educated yourself more than 99% of all car buyers. The likelihood that you’ll get a good deal has increased exponentially thanks to the fact that you have researched and informed yourself about the car buying process.
Dealer holdback is an amount of money paid to a car dealership from the manufacturer on each new vehicle they sell. Every automaker offers a different amount, but typically, dealer holdback is a percentage of the MSRP that ranges between 1% and 3%. Dealer holdback is predetermined for each vehicle on the dealer’s lot, and it’s essentially whatever the manufacturer decides to offer.
Understanding what dealer holdback is and how you can use it to your advantage can be helpful in negotiations.
Today, we’re going to dive deep into dealer holdback and explain how you can use it to your advantage when buying your next car
Dealer Holdback won’t be on a vehicle’s window sticker
Dealer holdback is often considered an “invisible” profit line for the dealership. That’s because it will appear on the dealer’s invoice but does not show up on the vehicle’s Monroney label.
As a car buyer, the only way you’ll know what the dealer’s holdback is is to get your hands on the dealer’s invoice for the vehicle. Each automaker lists the dealer holdback in different ways on the vehicle’s invoice, however you can usually find the dealer holdback amount by looking for “DH” and then some numbers near it on the invoice.
You’ll never see “dealer holdback” on a vehicle’s window sticker since it is not part of a vehicle’s selling price. Remember, the window sticker lists out the price of all components of a vehicle, but it doesn’t tell you what a dealer paid for that vehicle, nor what incentives or extra cash the manufacturer gives to the dealer.
The Function of Dealer Holdback
Where did dealer holdback come from? That’s a great question. As information about dealer invoice pricing became more readily available, car buyers would frequently ask dealers to sell them vehicles at invoice price (or near it). As more and more dealers sold their inventory at invoice price (or sometimes even below it in an effort to hit their volume-based manufacturer incentives), they realized that their once high “front-end” gross profit margin was shrinking. Customers wanted to (and still want to) see a dealer’s invoice so that they know they are getting a fair price, however dealers didn’t want to keep eating into their front-end profit margins. What could possibly be the solution? Dealer holdback.
Dealer holdback essentially “came to be” because car dealers realized they needed to share their invoice price with consumers to convince them that they were getting a fair deal, only for the dealer to then make x% profit from the “holdback” from the manufacturer. In the simplest terms possible, dealer holdback is simply hidden profit for the dealer that exists to convince car buyers that they are getting a car deal “at invoice price” and the dealer “can’t go any lower.”
Making sense?
Before the proliferation of dealer’s sharing invoices with customers, there was no need for dealer holdback, however it’s fairly obvious why it’s as important as it is now for car dealerships.
Use Dealer Holdback when you negotiate
When you are negotiating a new car deal we strongly recommend getting your hands on the dealer’s invoice. We’re working on compiling the world’s only repository of dealer invoices thanks to CarEdge community members like yourself who submit them to us, but that’s going to take some time.
In the meantime, the only way you can get a dealer’s invoice is to ask them for it at the dealership. When you do get your hands on a dealer’s invoice you can analyze it to try and find the dealer holdback amount. Look for “DH” on the invoice with a few numbers beside it.
For example, in the screenshot below you see “DH” with “284” next to it. That is from a Mazda invoice, and that tells you that the dealer holdback is 284. A CarEdge member submitted this invoice to us for a livestream a few weeks back, and we did an entire video breaking down how to read the invoice. If you’re thinking about buying a Mazda, that video is a must watch.
On other manufacturer invoices you’ll see dealer holdback spelled out in different ways. For example on the below Toyota invoice you’ll see it explicitly says “Dealer receives a reserve of …” The dealer holdback is a portion of that reserve.
How can you leverage this in your negotiations? It’s relatively simple. Ask for the dealer to dig into their holdback a bit and give you a greater discount. There isn’t too much more to it than that. You simply need to know what to ask for to enable that discussion!
States eligibile for below invoice pricing and 100% free delivery:
Alabama, Arkansas, Texas, Oklahoma, Florida, Georgia, Kentucky, Louisiana, Maryland, Delaware, Mississippi, North Carolina, South Carolina, Tennessee, Virginia, and West Virginia.
What if I don’t live in these states? If you're outside these areas, don't worry! We're committed to making sure everyone can enjoy our deals. Although the delivery fee will not be waived, you can still purchase from CarEdge and either pay for shipping or coordinate pickup at a participating dealer.
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