Edmunds and other pricing places will give a good ballpark of what the dealer invoice is. They all vary a little but if your close you will know if they are on the up and up.

I had one dealer years ago lay his book open and show me what he had and was very upfront about it. It was a small family run dealer and he was the owner. That does not happen often. We ordered the car and he marked up the options by like $5-10. We got a good price on the car.

 

I hope that is the way my deal goes--similar situation: small family-operated store, etc.. If I order this week I hope to have my new HHR by "Christmas"!!

 

If you don't get the deal you want shop around. It is a competitive market.

Use the internet to shop as it will save you time and money.

I made my deal with the local dealer over the web. A lot less pressure and you control the pace better. It also is easier not dealing on a vehicle sitting right infront of you.

If it takes a couple of days to make the deal take the time. Too often people buy on emotion and pay too much.

In my case I told them what I wanted we made the deal then they had to find it and had it brought in. It took 3 days but I got the best deal I feel I could have gotten at that time. Because they worked with me they sold me a second car too.