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Message: <blockquote data-quote="XSTNKT" data-source="post: 1995937" data-attributes="member: 67917">I'm sure all of those numbers were true. How they affect the dealer (the House), finance guy (F&I), the Sales Manager (the Tower), and salesman (workin stiff) is the real story. That's what I was trying to explain.The holdback is baked into the invoice price from the manufacturer and then paid back to the dealer (usually quarterly), for instance. Sometimes the House uses this incentive to pad the employees pockets in different ways... but it's usually just to offset the interest cost of the dealer Floor Plan (the line of credit the dealer has from the back to stock the lot). The other $8900 doesn't go far when you are keeping the lights on. <img src="data:image/gif;base64,R0lGODlhAQABAIAAAAAAAP///yH5BAEAAAAALAAAAAABAAEAAAIBRAA7" class="smilie smilie--sprite smilie--sprite1" alt=":)" title="Smile    :)" loading="lazy" data-shortname=":)" /> Usually, like I said, the crumbs left to the salespeople are 300-400 bucks after everyone else gets their hands outta the cookie jar. And the sales floor is the place that decides if they work with the customer on pricing, or not.</blockquote>