I start at the invoice price and try to beat them down from there. Depends on where you live, but if you can accomplish this with a brand new production model AND get zero or low financing too, pat yourself on the back.
After 6 months, the advertised incentives may start to come out. Which means the dealer is getting more backend $$ to move that model.
Buy any flaps, racks etc, as part of the deal, cuz it will cost you MUCH more after you drive off.
It isn't always easy to determine the invoice price, especially if there are Manufacturer-to-dealer incentives (aka- Marketing Support) or other unadvertised incentives.
Currently, the 2013 CX-9 has a $1500 Dealer Cash incentive. Alternatively, they are offering $750 Dealer Cash WITH 0% APR for up to 36mos, 0.9% for 48-60mos or 1.9% for 72mos.
The invoice price for a 2013 CX-9 GT AWD w/ Tech Pkg is $37,302 minus $1500 Dealer Cash = $35,802. Your quote of $36,500 is $698 over invoice, which is a fair profit for the dealer and a fair deal for you, in my opinion.
As HOLOHOLO mentioned, you should try to get any Accessories that you want included as part of the purchase deal! You have a lot more leverage when they're trying to make a car sale than after the fact!
There is a dealership located in Birmingham, Alabama called MedCenter Mazda and they sell genuine Mazda Accessories at a discount. When I bought my 2012 CX-9, I insisted that the dealer match MedCenter's pricing and install everything for FREE. They agreed.
I found a few more items after I purchased my CX-9 and I bought them online from MedCenter and saved about $50 on a $200 purchase. I ordered the Stainless Steel Rear Bumper Guard (looks AWESOME!) and a stainless steel 'Zoom-Zoom' license plate frame that also looks great. They ship orders over $100 for FREE and don't charge out-of-state sales tax. They are also very helpful if you have any questions or need an item not listed on the site. Their website is
www.medcentermazda.com then click on PARTS on the menu across the top.
I had the following items installed at the time of purchase and I highly recommend all of them-
Front & Rear Splash Guards
Rear Cargo Tray (separate pieces cover the back of the third row seats and the cargo floor, so it works with the seats up or down to protect the cargo floor)
Rear Cargo Net
Roof Rack- Side Rails only (if you only want the roof rack for looks, just get the side rails; if you plan to use it, get the side rails and crossbars which cost about $100 more)
All-Weather Mats- I wasn't impressed with the All-Weather Mats available from Mazda, so I ordered a set from WeatherTech (they warranty them for life). They were also about $40 cheaper than the inferior Mazda mats!
One final thought- are you only interested in a 2013 model? Or would you consider a remaining 2012 if it was AWD w/ Tech Pkg & Nav at a substantial savings? My dealer has two of them (both Black with Sand Interior), stickered at $40,240 and priced at $31,455 at present! My 2012 CX-9 GT FWD had a sticker price of $37,385 and I got it for $29,207 two months
ago.
Good luck with whatever you decide!
