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New models are not immune to the deal-making game

If you find joy in an Acura car or a light truck – whether you're an owner, a dealer or a corporate type – then this summer you're playing a waiting game dotted with factory and dealer discounts.

You are waiting for Acura's continuing brand re-make to be fully reflected in a line of new models to gain greater traction – models such as the 2015 TLX. You are also waiting for the RLX Hybrid and its ground-breaking technology to land in showrooms and give the brand a high-tech boost. Most of all, Honda Canada CEO Jerry Chenkin says, you're waiting for the 2016 NSX supercar to land next year, most likely in the first half.

"Yes, we're excited about that car," adds Chenkin, who's been at Honda Canada for nearly 30 years, witnessing the ups and downs of the Acura brand, in particular.

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Chenkin expects the RLX Hybrid and the NSX to give Acura a sales jolt in Canada. The time is right. Acura sales are down nearly 5 per cent and Chenkin knows dealers are getting a little impatient to see more new models that resonate with buyers.

Then there's the new TLX, which went on sale last month and ultimately fits in the Acura lineup as a replacement for the TL and TSX. The TLX design is modern, Acura is touting the ride and handling as very sporty, and the sedan is available with two Acura-exclusive, high-output direct-injected i-VTEC engines, two advanced transmissions and two unique dynamic handling systems.

Sitting somewhat ominously in the glovebox of the 2015 TLX is an available $2,000 factory incentive, plus a $1,000 Loyalty bonus. The latter is commonplace in the industry: car companies launching new models are anxious to retain the loyalty of their current owners and reward them for staying with the brand. But to have an incentive on a new model right out the box is slightly troubling.

Or a sign of the times. The new-vehicle marketplace in Canada is awash in sales sweeteners, after all.

The 2014 Ford Fiesta subcompact is a perfect example. It's on offer with Ford Canada's Employee Pricing promotion with a $1,425 discount, plus another $750 in factory money is in play, too.

The Lexus LS luxury sedan is a similar story. For the right buyer, an $87,950 LS 460 should be available with more than $10,000 in combined factory and dealer discounts. If you want a fairly hard-core SUV (sport-utility vehicle), Nissan's Xterra is in play with $2,000 in factory money.

These are good examples of the competitiveness in Canada's new-vehicle marketplace. As Acura's incentive play for the TLX shows, even good, new models are not immune to the deal-making game.

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Deals of the Week consulted with, Car Help Canada,, and other sources on these offers. Pricing information here is subject to change and dealer discounts vary, so consult your dealer for all the final details, including expiry dates for all offers.

2015 Acura TLX AWD V6 Elite

  • MSRP: $47,490
  • Freight, dealer prep, air conditioning tax: $2,130
  • Dealer discount (estimated): $2,900
  • Factory discount: $2,000 (manufacturer incentive)
  • Factory discount: $1,000 (Loyalty incentive)
  • Taxable subtotal: $43,720
  • Total price with 13-per-cent HST: $49,403.60
  • The Loyalty incentive is available with 3.9-per-cent financing for 48 or 60 months, or a 3.9-per-cent lease rate for 48 months.

2014 Ford Fiesta 5dr HB Titanium

  • MSRP: $19,999
  • Freight, dealer prep, fees and air conditioning tax: $1,700
  • Employee Pricing discount (estimated): $1,425
  • Factory discount: $750 (manufacturer incentive)
  • Taxable subtotal: $19,524
  • Total price with 13-per-cent HST: $22,062.12
  • Manufacturer incentives are available with 1.49-per-cent financing for 48 or 60 months, or a 1.49-per-cent lease rate for 48 months.

2014 Lexus LS 460 4dr Sdn AWD SWB

  • MSRP: $87,950
  • Freight, dealer prep, AC tax: $2,130
  • Dealer discount (estimated): $5,500
  • Factory discount: $5,000 (manufacturer incentive)
  • Taxable subtotal: $79,580
  • Total price with 13-per-cent HST: $89,925.40
  • The manufacturer incentive is available with 4.80-per-cent financing for 48 months or a 4.3-per-cent lease rate for 48 months.

2014 Nissan Xterra 4WD 4dr Auto PRO-4X

  • MSRP: $36,998
  • Freight, PDI, AC tax: $1,735
  • Dealer discount (estimated): $2,100
  • Factory discount: $2,000 (manufacturer incentive)
  • Taxable subtotal: $34,633
  • Total price with 13-per-cent HST: $39,135.29
  • The factory incentive is not available with 2.9-per-cent financing for 48 or 60 months, or a 5.59-per-cent lease rate for 48 or 60 months.

Pricing information source: and Calculations based on Ontario customers. Please note that while the information above is accurate at the time of publication, incentives are given at the discretion of individual dealers, and may be changed or discontinued at any time. Where noted, "dealer discounts" are negotiated with the customer on a case-by-case basis. Unhaggle Savings are actual discounts received by Unhaggle customers.

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About the Author
Senior writer, Globe Drive

In 25 years of covering the auto industry, Jeremy Cato has won more than two-dozen awards, including three times being named automotive journalist of the year. Jeremy was born in Montreal and grew up in the San Francisco Bay Area. More


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