What exactly is the invoice price?

[Senor Buckwheat]

I am looking into buying a FJ and I have a question about the "invoice" cost.

Is this the invoice cost that is listed when you do research on Kelly's Blue Book or is this the dealer's invoice cost (i.e. Kelly's + dealer items such as holdbacks, interest, ...) ?

I talked to a dealer and he said he is giving me 400 below invoice but it is the dealerships invoice price but this price is above the Kelly's invoice price.

I don't want to negotiate the price over Kelly's invoice when no dealer will go that low because of their "unavoidable" costs from Toyota.

Thank you.

[RoverGGM]

There regional charges included in the dealer invoice that aren't reflected in the KBB or Edmunds info. Namely the TDA amounts (which vary by region) which the dealer is charged for the "group" advertising that you see in the newspaper and on tv.

If the dealer is offering you a deal at $400 under invoice, I'm sure they would have no problem showing it to you and explaining it.