When I bought a car in 2015, I called around asking for the out-the-door price. I told the dealer that offered the best price that I was on the way. When I got to the dealership, I realized I was at the wrong one. I called the dealer to tell him I accidently went to the wrong one, the sales manager was standing there next to me and said we can beat their price, and I told the guy on the phone, they went back and forth a couple of times by $100 each instance. I ended up staying where I was and buying the exact same (common) car there.

When I bought a truck in 2019, there was only one in my state that had the features that I wanted (I did not tell the dealer this). I tracked down the fleet/internet sales manager's email and emailed him asking what the Out-the-door price without incentives was on that VIN, then when it came time to do paperwork, I told them to apply incentive codes XXXXXX and YYYYYY. They tried to add on a dealer package for $1500 (I laughed when they explained it to me: nitrogen-filled tires, VIN etching on the windows, tint on the rear windows, and security lug nuts, I said we're breathing 70% nitrogen right now, and you can buy a VIN etching set online for $10), so I kept saying "no" until they asked if I could do $150 which was their cost, and I said yes to finish the deal.

I told the salesperson that I understand they have to make a profit, and I have no issue with that, that they probably made $1500 to $2000 after the manufacturer volume incentive, and he said they only made $800 off of me.

Things are drastically different now. Bought a 1 year old car for cash last year after an accident totaled my old car. Dealerships have no/low inventory. We had cars sold when we were on the way to the dealership to test drive them. Any negotiation was laughed at.

Absolutely brutal.

You're lucky if the dealership actually has the car. Indeed, you're lucky if it's even been built yet. I was able to get the car I wanted for a not unreasonable price but I did have to wait 6 weeks.

Yep. Wholesale prices for desirable used cars are now often more than the new MSRP and they sell instantly. Especially for things such as the RAM TRX trucks, RAV4 Hybrids and any EV.