How much of a discount for a demo?

A dealership an hour+ away has a demo 2003 model with about 6500 miles on it.

The price they're offering is
Total = Invoice - (National Incentives + $50)

Sources:
Total = Conversation with Sales manager
Invoice = Pricing Web Site (3 out of 4 had a lower price, but #4 had a number which made sense when plugged into the above equation)
Incentive = Sales manger (I've seen different amounts for this figure. I think he's given me the advertised incentive, but their may be a way to augment it)
$50 = When I plug everything thing into the spreadsheet it looks like the price break is only $50


The other thing is when I first called them they gave me one price, but when I started talking to them seriously they backed off and go, "oh, that's the cash price". Meaning you don't get the incentive on top of the price they quoted me. :mad: I'm glad I found this out before I made a 2-3 hour drive there and back.

So I guess my question is what sort of discount should I be getting for the demo car? Certainly more than $50 above Invoice.

thanks,
James

They are playing you. The price they quoted is no different then you can get for a non 'demo' car. Do some reading about car pricing especially about dealer holdback. Everything beyond that is just cash in their pockets. Another thing to do is have a final price to shoot for. Have this include sales tax and registration (you'll want to figure out what that is). Once you have that final price, work from there. If you don't they'll start loading fees on you. That documentation fee is a scam. Its basically charging you for filling in the registration which you can do yourself at the secretary of state. Don't let them charge you for that. Its another among the BS moves car dealers use.

Here are some links you should read before making any dealer purchase. (remember invoice is the price they pay, but they get a hold back of 3-5% on the sale price so they dont just get the $$ over invoice price in profit)

http://www.edmunds.com/advice/incentives/holdback/?tid=edmunds.a.landing.buying..5.*

http://www.auto-buying-tips.com/scams/car_buying__dealer_scams.htm