Don't Buy a Car Until You Watch THIS Video | How to Negotiate 2024

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Ray takes a trip to Gotcha Motors L.A. to try and find a great deal on a 2024 Toyota Corolla Hatchback, but leaves disappointed. He then remotely patronizes Gotcha Motors Scottsdale in Arizona to hopefully find a better deal. Will it really be better, or just more smoke-and-mirrors BS?

[@trex1448]

Just watching this makes me never want to buy a car from a dealer.

[@YouSoundButtHurt]

It's an absolutely wretched experience.

[@Onnitfan1]

Same. It's only cars. Picture going through this with a dozen eggs.

[@MrAlvarez23]

Ar this point doing so much research though a lot sides is not even worthy. I'm thinking of buying auction cars, but u don't know what ur getting lol

[@jrs9264]

Your best friend is your own legs....get up and just walk away..👍💯

[@all4Dorian]

Yup 👍🏽

[@robertkeefer1552]

Gotcha Motors is nationwide.

[@milliem3034]

😂😂

[@mikedemarchelier9090]

Try “worldwide”! Turns out we don’t have the exclusivity on douchebags!

[@timkopp2204]

Yea, our local gm stealership adds lot protection and mandatory scotch guard.

[@serga7486]

i can buy sunblock at any cvs or walgreens across the usa. and besides old people have bad eyes. window tint at night can be a safety hazard, and i say this as a 25 year old dude

[@opossumgrylls3275]

Yes. Now give me money.

[@JrRanks]

As someone that worked in the car business as a car salesman, ALL of this information is so important because the average consumer doesn’t know this. PLEASE PLEASE, use this information and be aware of the people you’re dealing with when you go into a dealership because there’s some dark things that happen behind the scenes in the car business.

[@anonymous..-]

Last time I went they ate my Twix.

[@MrAlvarez23]

Thanks Bro

[@speedyninetyone]

@@anonymous..-Big guy, short name, a liar. Ned? Or Kip?

[@petrosaguilar8916]

Oh we know. They're all crooks, especially the f&I managers. Even if a salesman tries to be ethical with people he'll get shown the car by management for interfering with their profits.

[@howard1450]

Ray is right on, when he suggest to check outside your area. In 2017 I bought a Toyota rav4 from a dealer 210 miles from our home, because they were $2,300 less for the same vehicle than a dealer that was only 4 miles from our home.

[@nycrich139]

Regardless, if someone tells me the deal is only good for today, now etc. my go to respond without thinking is "If you need an answer now, the answer is NO." I use that response to anyone who needs an answer now.

[@cynthialeech2507]

yeah, red flag for me too!

[@steved0603]

No doubt!

[@tdunn2]

I respond with big drop in price and tell them that offer is only good for today. 😂

[@thetapheonix]

I respond to that as my best offer is only good until I walk. My best offer is the first offer. If I walk away and you call me back the offer goes down. So my best offer is good only for today.

[@tdunn2]

@@thetapheonix love it!

[@benge3x]

Probably the biggest reason I’ll be happy to watch dealers go under this year.

[@9MilNorm]

Is Gotcha Motors represented by the lawfirm of “Dewey, Cheatem & Howe”?

[@tommak6516]

Oh, what an original comment/joke (it is only about 200 years old).

[@Innovate2renovate]

Love this reference!

[@robertgarrett7007]

Still funny! Didn’t The Three Stooges use that one?

[@diverdave4056]

I live in Chicago and I always check the cars prices in Indiana - Michigan -Wisconsin - Iowa ! My nephew asked me to go with him to buy a new Ford truck... I told to salesman to come up with complete out the door price and that we were still planning to shop one more Ford Dealer... apparently he though I was JOKING ! We picked up the exact same truck and saved $4,500 dollars by taking a 60 mile drive !

[@Modeltnick]

I am shopping for a new car and I am getting PTSD from all of the confusion and manipulation. Just sell me the car at a fair price!

[@ronyeahright9536]

going thru that now. Just be able to get up and walk away, thats the most important thing. They always call back the next day "wanting to talk". Refuse to go in again until they give you YOUR number via phone or email, better yet, so you can read a breakdown of all charges. If they don't , oh well.....time to make other plans.

[@Modeltnick]

@@ronyeahright9536 Thanks for your response! I totally agree. Cars are starting to pile up on dealer lots so things could soften up a bit for buyers. Floor planning can really panic a dealer principal and cause them to dump vehicles at cost or even below.

[@lawman5511]

Love these roll play videos. Ray is hilarious!

[@mazpr2025]

Agreed, they have them dialed! 😂

[@avinatan3584]

This really worked. shopped around Atlanta over the phone/email. Got $5000 off a Corolla hybrid xle with no dealer installed equipment . OTD was less than the msrp for the xle

[@artfquinn]

Dealer added accessories are not a new thing. I remember when I was young, I bought my first new car in late 80's. The dealer added three things: tinted glass, rust proof treatment and clear car edge. The three items pushed the sale car price more than two thousand dollars above MSRP. Since there is a new year model coming in the next two weeks, there was $1,500 discount. But even with the discount, I still paid $1,000 above MSRP. But I got three items that are not Honda installed. I was young. I don't know how to talk with salesman. The salesman told me every Honda car is with these items, there is no way to take them out. For example, the rust proof process has applied to them once the cars arrived to the dealership. I really don't know how to argue with them. Years later, when I bought my second new car. I just drove around town to visit different Honda dealers. Most of them still add extra items to push sale prices higher because people like Honda cars. But eventually I found on the edge of the city, there is a Honda dealer that did not install any extra and willingly sold the car to me just three hundred dollars above the invoice. So they got my money.

[@pigxstix]

It's not new, but it's recently become a substitute for market adjustment. I'm car shopping in California right now and I have been unable to find the vehicle I'm looking for (at 7 dealerships so far) without the addendum items. And they all flat out tell me they add them to all cars. I asked if I could just order one and was told no (Honda)

[@didioentoro7575]

​@@pigxstix Find other brands then....

[@Bayareasvc]

$998 for tint and essentially the same for door guards? Thank goodness Ray mentioned this as I was typing haha show how to not get bamboozled on the back end for the real headache relief

[@talkwithtiffanychannel]

I’m not in the market for buying a car but, thank you for breaking this down and explaining both sides of what to expect and how to handle them. 👏🏻👏🏻👏🏻👏🏻

[@AutoAuctionUSA]

This is exactly what I needed! Saved me from making a huge mistake! The pressure tactics at the first dealership were awful. So glad you showed how comparison shopping and researching fees can save thousands. Thanks for the tips on out-of-state purchases too.

[@SqueegeeKid.]

Ray and Zach - You NEED “Gotcha Motors” merchandise!!! I’d wear that into any dealership I go into!

[@blink182peps]

I’ve been watching a lot of the videos lately. I’ll be selling my Ford Raptor privately and have been shopping dealers for a 24 Subaru Forester Sport. Best I have found inside of PA was $3,500 discount off MSRP and one in VA this morning was $4,057 off. MSRP originally was $35,903. I’ve spoken to 6 dealers so far and have yet needed to leave the house. Never hurts to shop around and talk to try and find the best deal especially when you can haggle more in person. Keep up the great content!

[@nestorlopez542]

Thanks guys, because I am looking to buy very sooon! Was waiting on this video!

[@carboranadum]

Love this video and you guys. Cars are commodities, and dealers are plentiful.

[@williebonilla5989]

Thank you Father & Son! You guys helped me get two good deals today. We negotiated for 7 hours to get two trade in deals for two new 2024 minivan and full size truck hybrids. That OTD kind of guy did me good today to that bottom line guy who was trying to trick the numbers in there 😊 Love your videos!

[@randpresley1666]

Looking outside the local areas is great advice! thank you!

[@sleebcon20]

I've been following you guys for more than a year you guys are the best out there. Thanks for educating us.

[@gtech66]

So when my car gets stolen, you can help me locate it when it's in Tiawana. 😅😅😅

[@Kevin-mk6jo]

Ok that was funny how he said it

[@bettynevers2447]

Oh forgot to add with the other trade-in (much newer) I got almost $25K and the out-the-door price including taxes was like $5200 from my pocket....what a deal and only because of what I learned from you guys!! Thank & keep it up! You guys are great!!!

[@justingonzalez6448]

Love your videos. I had one dealer tell me, “have you bought a new car recently?” I was giving them so much push back about their add ons with some bogus $3,000 “VIP package”. It was all weather mats, window tint on the front side windows only, and a manufacture first aid kit. Ended up meeting with the GM and paid the factory accessory price for the mats and got rest of the car tinted along with the dual sun roofs for no additional charge.

[@grammiekats8771]

Really appreciate this information. I will be looking for a new car in a few months. Im pretty nervous about it. But this is very helpful.

[@randylahey1232]

(FIRST TIME NEW CAR BUYER)I ordered a 24 mazda 3 gt yesterday and i was at least able to get them to remove the glass etch crap nitrogen rip-off and those ridiculous lock nuts...i did this by telling them how the first dealer i went to refused to remove that garbage and they were like ya we dont force anyone at this dealership...only reason they allowed it was because i had already performed a dry run at one dealer before going the the one I wanted to buy from in the first place...now when the car arrives im gonna try to get them down a bit below msrp...it may not work but oh well at least i got rid of the fluff

[@mikeporterfi]

Thank you for the Great information you supply.

[@kdubs3]

Great video. I live in Southern California, and Gotcha Motors seems to have dealerships all over the place here. Great tips in this one.

[@curtiswright9048]

Yo it really be Crazy out here I saw a listing for an 2017 f150 for like 30k, cali pricing is nuts.

[@JohnFiorino]

I watched a whole bunch of their videos before I went car shopping. It was IMMENSELY helpful. Felt so much more confident dealing with salesman. I actually bought my car through CarEdge. So very happy with the process!

[@justjen4125]

That was so good. You guys were both great. Thank you. I'm learning so much and feeling empowered for the next time I buy a car which will probably be this fall.

[@BuckRogers2000]

Excellent episode, thanks!

[@thndr_5468]

I just enjoy the banter from these guys even though I have no plans of getting a car any time soon

[@sw6155]

“…here at Gotcha Motors”… 🤣🤣🤣🤣🤣🤣 Y’all are a hoot! God bless you! 😘

[@swahilijs]

Man I love your videos. Years ago I read remar Suttons book. I’ve walked out of dealers.

[@theonlyone83]

One thing to note if you live in California and go out of state to buy a new car you will lose out on the benefit of the California Lemon Law. That probably won't be an issue when you buy a Toyota but if you are buying from a brand that isn't as reliable then its something to consider.

[@FAAMAN841]

😅

[@lisab3396]

Good day, I did ask some time back if you had Data and Influence in the Canadian price market. Not overlooking, I love watching your video's as often as I can. Obviously, the basic rules apply no matter where I/you are. 👍👍

[@BluePrint305]

Thank you for this

[@jaspen8181]

Same song and dance I got when I went car shopping just over a year ago at two Toyota dealers. One didn't have any new cars and tried to sell me a used hybrid for a price close to the original. The second had several dealer add ons, including Lo-Jack ($1,000) and nitrogen ($200) in the tires. I drove across the street to an honest dealer and got a Mazda at a realistic cost.

[@Kevin19700]

Had me going there for a minute Zack😂 Very well done!

[@raymondortiz085]

Hey CarEdge - recently went to the dealership with your collected advice over the YT videos I have watched. Wanted to to say thank you very much because their tone and body language adjusts once you start dodging questions about financing vs leasing and the buy rate vs sell rate. Question: I am still thinking over whether to buy a car (Hyundai Tuscon), but recent experiences today have been questioning whether I am being lead on. I asked about the buy rate vs sell rate and the dealer informed me that they do not mark up any percentage as there is nothing to gain. (I think this is BS, but in your experience do you know of dealers who just provide the flat rate provided by the bank)?

[@benblakeney7418]

Guys, I love the video and what you're teaching. In this case, there is an issue I don't see others commenting on: You did not make a final total cost comparison between the two scenarios. In the out-of-state purchase, what is the cost of transport, and what are the total state taxes and fees to get the true cost of the second scenario? Wouldn't your tax hit be higher in the second scenario as the MSRP price is higher? You need to include transportation, as you said, to get the tax adjustment since you paid AZ tax, which was awesome to include that information. But the transport fee is a part of buying that car and needs to be considered as part of the total cost of the car. That 1st scenario may actually be cheaper once all of that is included in the second option or it may not be. I agree the AZ dealer is a better experience than the CA dealer, and I would prefer to work with them.

[@jeanparadis6227]

I bought a car a couple of days ago in Canada. Before my visit to close the deal I had emailed the salesman the list of items I wanted (dispensing with all the money grabbing add-ons). When I got to the dealership, the salesman presented me with the cost sheet and I saw that that had added a $700 5-year Tire & Rim insurance. I told them I did not need that and to remove it. The salesman then told me that he could not remove because "they needed to make a profit on the sale"!!!! WOW!! When I insisted, he said he would had to talk to the manager to see if it was possible to remove it! Haha! Talk about a BS sales trick....

[@boostedrex9460]

Nice to know. Thanks for sharing man. That's crazy

[@fjbltysuc]

I just got blown off and gave a great offer. They still wouldn't come down off the price at all. Left a message with the SM and blasted him!

[@Funkydood]

Sour, sour memories from car-buying adventures!!!

[@MrModmustang]

Car edge merch ,fantastic idea for a visit to the dealership 😅

[@kwilliams1958]

"Gotcha Motors!" Catchy and clever...

[@Gerisheng]

When I bought my car, I did the "get a quote" thing from the manufacturer web site and when the dealers responded, I asked one question: "Are you charging dealer markup of any kind and are you adding accessories that I can't refuse." I live in Silicon Valley and all nearby dealers had markups of $1,500 to $3,500. On a $26k car! A dealer over an hour drive away was the only one to offer the right car at MSRP with no excessive fees. A year earlier these cars were discounted, but in early 2022 MSRP was the best one could expect, by and large. Needless to say, I drove 1 1/2 hours and gave them my money and a nice trade-in, and nearby dealers lost out.

[@SerafinaStickers]

I’m also in the Silicon Valley! Curious what areas you ventured out to to receive better pricing ?

[@Gerisheng]

I live in Redwood City and bought my car in Dublin. Closer dealers on both sides of the bay were all gouging.​@@SerafinaStickers

[@Gerisheng]

@@SerafinaStickers Hi! I live in Redwood City and ended up buying my car in Dublin. All the peninsula and east bay dealers were gouging.

[@hollybirge4087]

I just had a similar experience shopping for a Subaru. Dealer #1 wanted to add a bunch of under coating for $2000. Dealer #2 in another city adds nothing. I’m planning to fly out when the car arrives and enjoy a great road trip home.

[@dalehutchings6350]

This is humorous to listen 🎶 to. Thanks for the humor.

[@dbiedler]

Thank you.

[@christianwalsh6431]

These are the best videos they post. Can I recommend doing a ford F-150 negotiate video? I see a lot of random optional package pricing that increase the MSRP

[@MrGfields38104]

Love the video could you do more videos like this

[@andyny29]

I’m thinking about trading in my car. But I’m dreading the process

[@lauram9645]

I love the merch !!!!

[@paulmadkow9143]

Reminds me of the scene from the move Fargo about that true coat!

[@Christdeliverme]

This was fun guys. Ray is hilarious.

[@BestDraftClass]

The best deal only for today

[@fueledbymusic3]

I bought my 2013 Kia Rio brand new for $12600. ($2000 off sticker). At 2% rate. Had my car 11 years been happy with the deal since

[@marcstruglia5910]

That mazda 3 yesterday was a good deal! 28K! 5 speed good radio, BLACK! in GA.

[@snakedog77]

I bought my first car without the help of family or friends. The dealer sold me under coating for the car. Years later I found out every car is shipped with undercoating on them. LOL. I was young and a rookie car buyer. Thanks to computers and getting burnt, Now I have knowledge.

[@LiveLifeWithLove]

Thanks Pops for understanding that SoCal doesn't bother about customers who ask them questions. Maybe people here have lot of money. Thanks for the skit and giving alternatives

[@genepitney155]

In Moscow a new Lada car is around $12,000 USD but finance rate is 20%. Stick shift and only driver airbag.

[@Devildog2049]

I know this is a scenario that they’re playing out. But I put AirTags in my cars. “ with the AirTag speaker, removed” I would never let a dealership put GPS tracker in my car willingly.

[@kauaireed9006]

Ray please just tell me this, how much do I need to get the dealer down $ wise to get a good deal. Thanks

[@thefreem0]

I'm surprised no in the comments caught the taxes and registration in CA is close to 4K and the in AZ is 2K. And add in transportation of 700 bucks... the real price will be close to 34K for the AZ car. There is no savings.

[@thetapheonix]

Big brain would take the cheaper OTD price back to the dudes in LA and tell them to match it and avoid the transfer costs.

[@gentlegiant4067]

Also this won’t work. When you register the car in state, you will have to show proof that you paid taxes. Depending on the amount of taxes you will be asked to pay an additional amount if it is less than what you would’ve paid had you bought the car here.

[@thefreem0]

@@gentlegiant4067 I was assuming the CA resident would pay the differential. About 2K. That's how I got to 34K.

[@pigxstix]

As someone who lives a short drive across the border to Tijuana that line made me crack up because it's so true.

[@michaeld.5512]

😂😂❤ Thank you guys!

[@michaeld.5512]

Gold plated window tint? 😂 I like these videos!

[@atvar8]

I just bought a car after doing TONS of research on both what I wanted in a car, what they should cost, and how to negotiate. The car I ended up buying was a 2024 Subaru Crosstrek Wilderness for $1000 under invoice. The salesman (and manager) told me they had never had anyone ask to see the invoice, nor had anyone refused to do the four square. Thank you, guys, for the content you put out. Between you guys and a few other resources, I was saved a TON of trouble and a lot of money, too.

[@SherylsAerials]

Please, go into more detail about a CA resident purchasing in OR (no state tax) vs AZ (different tax) vs CA (same state). Credits?-how exactly? Transport restrictions? … please explain all the nuances.

[@jmorris023]

Beware: You can’t buy a new car out of state if you’re a CA resident. Out of state cars don’t have California emissions. The car has to be at least a year old to bring it in to CA. If you buy a brand new car and bring it back to CA and it doesn’t have a CA emissions sticker, the DMV will block your registration efforts. You’ll be driving it back to AZ to sell it back to the dealer.

[@robertgarrett7007]

Solution: MOVE THE HELL OUT OF CALIFORNIA AND DON’T LOOK BACK!

[@Danmandingo]

*GOT'CHA MOTORS baby* 🤣 So glad to see them make their return.

[@tammyabel2737]

Ray is so good at these he should be an actor 😊❤

[@relaxingricky]

This kid sounds identical to the salesmen. A plus guys. Totally on the money. My blood pressure was rising watch this.😉🍷

[@raymondrizzuto7997]

It would be nice to see the cost after adding the additional CA taxes and transportation cost to have a true apples to apples comparison.

[@GlennLaycock]

I think you folks are getting some acting skills - well done and I like how Zach is getting gifted as using those "go too" phrases often used (nothing wrong with them except they are dismissive passive aggressive so you need to be on your toes to call them out which is hard as you need to almost specifically be prepared for their counter argument).

[@jsizemo]

They’re not acting! They come from that culture.

[@GlennLaycock]

They are doing the car sales practice skits; they take practice to get good at it.@@jsizemo

[@vsavatar]

When it's in Tijuana? I love it!

[@Galactic_fudge]

Please do a video going over how the PPI works!!!

[@ricklp1861]

Me: im gonna shop online to various dealerships to get the best price!. Salesman: your gonna have to come in! Me: and sit there for 5 hrs?? Fuck no!!

[@jpm1544]

Shopping now and if they won't give me all of the info I want thru email, I'll cross their dealership off my list. I'll go in when Im ready to test drive/inspect and buy

[@tinyhauslife]

LOL y'all had me laughing so hard. "Gotcha Motors" 🤣

[@josephszot5545]

When that salesman mentioned $33,000, why weren't you up and heading out the door? He showed you, he thinks you're a bozo!

[@user-dd2mg7pk2b]

Does your website work for Canadians 🇨🇦 buying cars

[@bigdogbigben]

Long time ago I bought a car out of state and I didn't have to pay the taxes in the state I bought it in and didnt have to worry about getting a credit. Since I wasn't registering it in the state I bought it in I paid ZERO taxes at purchase. They gave me a temporary tag to drive it home. I paid the taxes when I registered it in my state.

[@hagbard72]

Gotcha Motors is run in Windsor Ontario.

[@user-ni4ui1ck2n]

27007 price of 2020 Titan SV 22000 miles . OTD price 34568 . Paid 30002 after negotiations OTD . No Great deals only fair at dealerships .

[@jhland1]

Just experienced this yesterday at Jeep

[@ML-jk3sz]

Don't ever buy any Jeep / Stallantis products!

[@Master-Blaster-4x4]

Jeeps are amazing, i love mine, enjoy your new one!

[@Semiam1]

Ray’s impression of Peter from the Portlandia show was spot on

[@thethirdrailchannel]

I'm very familiar with "Gotcha Motors" in Scottsdale, AZ, but then they were called Autonation Ford.

[@Ravenator]

‘My feet…..they still work’ - priceless!

[@susansteinhaus8533]

I would like to buy a car next month but I do not have a trade-in only cash for a down payment. How would I work this out? Could you give me a tip on how to go about this. Thank you

[@BudMan64]

I got this same conversation today. You have to get it today bc someone will be here in a couple of days to buy it.

[@Fred2-123]

@noboyscout64 They pulled that on me. I said, no problem if it's gone then I'll just wait and keep looking at all the local dealers. Once we made a lowball offer on a used car. The salesman said, "We have another customer that is interested in it. (at higher price)." We said, "Well he is not here and we are here with our checkbook." We got the car at our price.

[@williebonilla5989]

Not if you have more than 15-20+ cars on the lot of the same model. Make sure you do your own physical inventory on the lot and negotiate from there. It pays to do your own research. It could take several days to weeks and months.

[@MarlasModernLife]

will these tactics work for a brand new 2024 tacoma trd pro?

[@tomclams3689]

when do u have the car checked if u buy out of state

[@a2r7n6]

Great video! ⭐ Have you done a similar video about being in the finance office? (That's where the biggest crooks are in the dealerships.)

[@Fred2-123]

They have, but is easy. In the F&I office, he started offering stuff and we said "Nope, don't want that." At the second item he said, "Okay, I can see that you probably don't want any of these things, so I'll just skip to the bottom line." "No" is a complete sentence, and they can't really argue against a flat "no". Then when he got down to the "how much are you planning to put down?" We said, "Nothing. I also want to roll the sales tax & title fees into the loan." He didn't blink, just then asked us what payment date did we want.

[@SherylsAerials]

@Fred2-123 What’s the advantage of rolling taxes+ into the loan? Doesn’t it end up more expensive since you pay interest ?

[@Fred2-123]

@@SherylsAerials It depends on the interest rate of the loan vs. what you can get in a money market account or CD. I got 1.99% when bankrate was showing 3.5%-4% as the going rate. T-bills were paying 3%. The S&P500 return averaged 20%. If I can make 20%, or even 3%, while paying only 1.99%, I'll take that all day.

[@BL-ib1ko]

$1000 “protection package”. Loved Ray using Pepboys examples lol

[@shellysanders2106]

I wanted to say thank you for your wonderful videos. I was very nervous about having to buy a car and using the things I learned from you about everything from walking in with your loan already in hand, to how to test drive, my experience was wonderful. I asked for otd price. They gave it to me immediately. I ran KBB on it, offered them that amount, crossed out all their add-ons, declined gap and theft add-ons, and walked out with the keys in about an hour total. Unlike many influencers we see here, what you are teaching is spot on. Thank you.

[@danielrooth3938]

Here is my one issue. I would want to test drive the vehicle first with the radio off, and If the salesperson wants to tag along, they better keep their mouth shut, or I will tell them. I want to hear everything when I'm test driving.

[@tommak6516]

Crap in your pants during the test drive and then tell the sales person the car STINKS! (and you want a discount).

[@bettymacallister3475]

How do you recommend buying the car? I have the money or get a loan?

[@andresperling3276]

I bought a new Beetle in 2000. It took $28,000 to get of the lot. Sold it a year and a half later for $19,000. Was the first and last car I bought from a new car dealer.

[@sheltermutts4185]

Is there a video that deals with strategically locking or freezing credit reports when working with dealers?

[@JohnDoe-wy2py]

It’s easy to have your credit frozen. Been a few years but I think it cost me $10. And just as easy to have it unfrozen when need be

[@i_Nihil_i]

I do love me a corolla hatch with a 6 speed

[@darktatsu2894]

Wesley Chapel Toyota in Tampa FL ALWAYS puts some sort of protectant on the inside and outside of the car they cannot remove and they charge 600 for it