I just put a down payment on a 2014 CLA Cirrus White, Sahara Beige MB-TEX,premium package,Sport Package,Rear deck spoiler,Becker map pilot prewire,Bi-Xeon Headlamps/taillights,Total for 36,675 as configured thru MB web site and dealers did the same.
I came in armed with my homework, had dealer invoicing, told them I knew about 3% dealer holdback, Told them I knew their dealer to salespersons incentives for pushing units to get the end of moth bonus, and I told them that I already went and looked at another dealer that offered me $500 off.
I said if you want to sell a car now its on my terms, I understand you have to eat but I should not feel ripped off because you are greedy. I was stern and controlled the conversation.
Bottom line: original invoice of 36,675 and I offered him 35,000 out the door and told him to please don't waist my time with a counteroffer this is my 1 and only offer. He shook his head and he was gone for 10 minutes and when he came back, he put out his hand and said Congratulations! you got a deal.
35,000 out the door, dropped 1,000 down, He pulled a car from pre-production to customize it for me and I expect delivery Nov 15th.
Key notes: I went in on Columbus Day right @lunch time, it was slow. I also am in the military active duty and have USAA as my bank that is offering me $500 incentive to use car buying service thru them and secured financing for 1.49% of a pre-aproved 40,000 loan. So between the 500 originally offered from dealer, and the 500 from my bank that was 1,000. So I was able to wiggle another 675.00 and I am not only getting my free key chain. Since I purchased the sport package with stock summer tires, he is willing to swap, mount, balance and install my new all season tires i purchased from Tire rack for free when the car comes in and I will either sell or save the summer tires for later use. One last thing, I also negotiated the illuminated Stars installation for free when the car comes in. just have to pay for the Star 480.00. and I also already got the Becker Map pitot for 275.00 NIB from e-bay not 600 that the dealer wants.
Funny part is that now end of month is coming soon and the first dealer called me the same afternoon to inquire if I still wanted the car, and I told him your a day late and and 1175.00 too late. I already made a deal in another dealership
Do your homework, don't get emotional over the car they feed off you wanting it so badly, definitely have your poker face, and control the conversation. you WILL get a better deal.
Hope this post helps others.