Questions about purchase of a new Chevy

My mother in law is interested in replacing her old car with a new 4 door sedan She spoke with me about it because I am the car nut and wrench turner in the
family.
I stopped by a local dealer Friday. They must be running out of 2006 models and just starting to get 2007 models on the lot. I got a quote on a 2006 sedan that is being used as a salesman's car with about 6,000 miles. I also got a quote on a 2007 version of the same car. I wasn't very impressed with the price quote on the 2006 , considering the amount of miles on the car. They padded the 2007 cars they had on the lot by adding a dealer installed phony wood trim package she really has no use for.
I really hate playing the price game at the dealers. What is an honest and fair price to offer for a new car today.. Invoice plus what percent or MRSP minus what percent ? A dealer is entitled to make a profit and pay the bills but I don't want the little old lady to get reamed.
Thanks
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Well, It does vary by how bad the dealer wants to move a vehicle, how many they have of a model, how popular the model is etc. I just bought a 2006 Chevy pickup, Z71. The sticker was $35,500.00 and I ended up negotiating the final sale price at $29,300.00 plus tax and title. I also got them to included a 6 year 100,000 mile extended warranty for that price, and it was when they had the 0% APR for 72 months going on last month. The amount that I bought it for was about 3% below invoice. I had to go to three dealers that day to get the price I wanted, what I've learned in the years that I've bought cars is that you have to be prepared to leave the dealer and don't get emotional about the vehicle.
Brian
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Another thing to consider is whether the dealer makes his profit on volume of vehicle sales or if he has to make some certain profit on each vehicle. I bought my 2006 Silverado Z71 at a DFW Chevy dealer who sells 300 to 400 vehicles per month. My Silverado listed at 30,643 and I bought it for 22,711.01 plus t&t. This includes all incentive from GM and the dealer discount.
Good Luck, Karl
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Even if you pay invoice, the dealership is still making a couple hundred (it's called dealer holdback), but good luck trying to find a car at invoice (perhaps on an '06 model that's in a not popular color). I think a fair price is invoice plus $500. True, the dealership makes most of its money on used car sales, warranty work, repair work, but still $500 over invoice seems fair to me. They have alot of expenses -- salesman's commissions, salaries, paying for the building, upkeep, workmen's compensation, utilities, taxes, etc.. Number one rule in car sales: don't be afraid to walk if the price isn't right or if they're jerking you around or being aggressive.
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