My Car Selling days are over but..... Like said before.
1) Car cost worked every time, worth the $40 investment.
2) Leave your trade in out of it, they can hide profit in a trade - in.
3) City dealership have to be more competitive, or at least purchasing from one of those auto park dealerships where there is 10 different dealers on the same block does help.
In addition, this may suck if you have to wait. Your getting all excited about your new ride. What I did notice is that the factory incentive programs seem to run on a yearly rotation, some better then others. when doing research, try to go back throughout the previous year and see what the best program they had, that deal is sure to be back again. That being said, if your excitement gets the better of you, always ask if a better incentive program comes up after you buy - "Will you honour the better deal" this is a sometimes yes/no.
Find the newest salesman in the dealership, managers do their best to get them some sales under their belt not as worried about profit lines as much in doing so.
Hope this helps and good luck with the purchase!
One question to you..... What kind of toy you getting?