GM Warns Dealers Over Corvette Z06, Silverado EV Market Adjustment Fees
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General Motors has sent a letter to its dealer body, warning them they could have their vehicle allocation redirected if they charge customers above MSRP for products like the 2023 Corvette Z06 and 2024 Chevy Silverado EV, among others.
Car dealerships will often apply so-called market adjustment fees to new vehicles that are in high demand or that may be hard to come by to increase their profit margins. In the letter sent to dealerships this week, GM said it is aware of some dealerships that have been “demanding money above and beyond the reservation amounts set in GM’s program rules and/or have requested customers to pay sums far in excess of MSRP in order to purchase or lease a vehicle.” This applies to 2023 Corvette Z06 and 2024 Chevy Silverado EV orders, but also those of all upcoming products such as the Cadillac Lyriq, the GMC Hummer EV pickup and Hummer EV SUV, the GMC Sierra EV as well as the Chevy Equinox EV and Blazer EV crossovers.
In the letter, GM said it will be “forced to take action if it learns of any unethical sales practices or brokering activities that undermine the integrity,” of its brands. This could include rerouting a dealership’s 2023 Corvette Z06 or 2024 Chevy Silverado EV allocations to a more well-behaved storefront, or taking “other recourse prescribed by the Dealer Sales and Service Agreement.” It’s worth noting that GM has no legally backed way to force dealerships to sell its products for a certain price, so these retailers are not breaking the law with this practice, but are simply engaged in behavior that GM corporate finds unbecoming of the brand.
While market adjustment fees are nothing new, they have garnered more attention amid the COVID-19 pandemic and microchip shortage. With vehicle demand high and inventory levels at record lows, dealers are looking to capitalize on consumers’ desperation and squeeze high market adjustment fees. Back in July 2021, we reported on GM dealers marking up C8 Corvette units, in one case by as much as $99,516 over the car’s MSRP.
It will be interesting to see if GM’s threat to pull product allocation from certain dealerships will prevent market adjustment fees from being applied to the C8 Corvette Z06, 2024 Chevy Silverado EV and other future in-demand Cadillac, Chevy and GMC products.
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In 1978 , dealers pasted huge markups on pre-order and on the floor Corvette Indy Pace cars. There was a huge uproar, as I recall.
Forty- four years later, same problem .
Of course, Ford and Chrysler dealers engage in the same as do some foreign manufacturers.
It’s up to the buyer to walk or pony up.
WAINE from Canada .. ive been trying for months to try a purchace a 2022 Blazer. finally got the price down from 67.000 to 60.350.. THEN I NOTICED the srsp. went from 47.995 to 55. 995 ///???? .. with paying cash . they said no enishative …….. HUMBER VIEW CHEV. THEIR GUY COULDNT ,,WOULDNT CLOSE THE DEAL .. ISAID NO PROBLEM.. I WAIT FOR THE 2023 ..
Who do you contact at GM for this?
I put a deposit on the Silverado EV and the dealer I went through is asking for another $900 Deposit.
Technically the reservation is with GM, so the dealer cannot force you to put down more right now or cancel the reservation, but they probably will once it comes time to actually place the order and may ask above MSRP when it arrives. You should go to another dealer. You can call the GM number on the reservation receipt which should have been emailed to you and have the reservation transferred to another store. If you’re close to me in Detroit, MI, feel free to use us or another dealer who won’t charge over.
Hello Cole,
I tried desperately to get a reservation for a 2023 Z06 without any luck. In Los Angeles one dealer said they had a reservation available and required a $50k deposit that will go directly to the dealer when the car arrives. Of course, I would pay the MSRP on top of that. For that matter most dealers here are charging 20-30k over sticker for 2022 Corvettes. I would love a new Corvette, but I am not paying over sticker for any car.
Hey Raymond,
My Z06 list is full to the brim already. Based on my allocation estimates, a 3-4 year wait is likely. You can imagine there’s no shortage of people wanting to pay MSRP, and some of the people first on that list were thinking about it 2 years ago when the Stingray was first making a splash. Stingrays from me are about 10-12 months out right now. I’m shipping cars all over the country though if you’re interested. Feel free to shoot me an email: cole(dot)[email protected]
Won’t buy cars that are high priced but will buy a Chevrolet for upwards to $150,000-$200,000 then sell it for 75-80
Tried reaching out to you and had no luck. Emails returned undeliverable.
Cole(dot)[email protected] Replace (dot) with an actual “.”
Trying to avoid spam bots.
Sounds like an additional $900 ‘deposit’ towards the order–not an additional $900 over the sticker price—2 different things
@AM .. you better walk away now from that dealer. If they are doing this now, just wait till the vehicle comes in.. They will hold it hostage until you pay them More than MSRP. This dealer is showing their colors early, you better wake up and walk.
My suggestion, don’t go electric man. You’ll regret it
I just contacted GM over a corvette that is 26,000 over msrp in ithaca ny.. they said dealers own their vehicles and can do whatever they want.. they can’t comment on 3d party articles like this.
So, GM sent a toothless warning letter to dealers. Just part of their advertising campaign to try and look good. I realize that the current C8 production capacity is causing dealer anguish, but asking for excessive markups will bite them in the butt eventually. Car dealers aren’t the only ones suffering during the pandemic.
I say this because there are a lot of dealers willing to sell at MSRP. It may take a while to get an allocation, but if you’re patient your dreams will come true.
Maybe if we had more than 3 new vehicles to sell we wouldn’t have to ask for more money. We used to stock 60 new vehicles. We can’t keep the doors open with how little they send us.
Remember tha Buick GNX MClaren??? The dealer here was selling for $75k way back then
GM dealer in Peoria up the cost of a C8 corvette to 30,000 over MSRP
They have lost my business, I think GM should have the maximum price under contract MSRP with all their dealers.
Hmm, do you think they should also mandate a “minimum” of MSRP? Serious question, I’m always wondering if customers would prefer to sacrifice negotiations for “price security.”
Serious question the automotive companies that want to get rid of the dealers and sell directly themselves do you think they should have that right?
Yes. In fact I’m in favor. Brand-owned stores are good news for independent franchises, because it means more top-down price control in the industry, which means less discounting and more consistent revenue. GM doesn’t want to move to a direct to consumer model yet, but when they do, they’ll have to enter slowly as the cost of taking over 5,000 independent franchises will be too much to handle at once. The good operators who are allowed to remain and operate alongside factory owned stores will benefit from less “cannibalism” from competing stores of the same brand. GM doesn’t want to compete with themselves, so they’ll have to set pricing standards, much like McDonald’s, which has both independent and non-independent franchises, yet they all charge the same price for the same Big Mac.
The question is, are you ready to pay full MSRP for every new car you buy? Not just now, but even in the future when cars are no longer like gold?
Unless the franchise agreements change, dealers will be able to charge less (or more) than MSRP. However, since GM will be selling at MSRP, dealers who want to make a sale will have to match that price.
Since most states currently require that a franchise dealership must complete the sale (except Tesla), the local dealer will probably receive a small payment for actually prepping/delivering the vehicles sold by the manufacturer.
However, if they get the sale by charging less than MSRP, they’ll keep the profit between wholesale and retail. That would be a win-win for both the customer and dealership.
That’s free market economics.
I don’t think the model you’re describing would happen because dealers would just undercut the manufacturer price every time. GM is already working on a customer order system, I hear, which will allow customers to order directly from the factory, but the dealer will deliver the vehicle, make full profit between invoice and sale price, and will probably still have control over the final price of the sale. What’s more likely to happen is that, if franchise laws change (which they already have in some states), manufacturers will end up opening their own points or taking over current ones and selling directly to customers, like Tesla. At that point, GM would mandate sale prices because they aren’t going to be interested in competing with themselves and having dealers undercut them.
Uh, this past summer we took a road trip out west with our RV. If moving on from our camp site, we stopped at the nearest McDonald’s and bought the exact same breakfast-to-go. Our costs for the same breakfast items varied from a low of $14 to a high of $29. All McDonald’s do not charge the same price for the same item.
That’s correct. I believe it varies by region, but I think all McDonalds in the same vicinity (town) charge the same price or else they would lose customers to the other store(s). But, different areas can support different price structures. At least that’s what I’ve encountered.
Agreed, a dealer in Scottsdale pulls the same trick and I walked. So what they do now is put sold signs in every Corvette, however I don’t understand why 8 corvettes have sold signs and are still sitting on the lot. If it was me and I made the purchase I would certainly want to drive that home and show it off. It’s another dealership scam. That way they can claim its sold – but still sitting on the lot weeks later.
Uh, highly unlikely that a dealer wants to willing sit on inventory when they could slap a $20k markup on those and sell them in a week. Most likely sold units that haven’t been picked up yet, possibly out-of-state waiting on transporters, etc.
Karma baby
@ Barnaclegoose
Here is the worlds smallest 🎻 playing for you. 🎼🎵🎶🎵🎶 in case you can’t read the notes the song is called cry me a river.
I hope this finally rings true!
In 2012, my father retired (age 55) and wanted a new ZL1 as a gift to himself. He went to every dealership within ~75 miles of his home. They all wanted $10-15k over sticker, as they only produced ~1,885 ZL1’s. I finally found him one 600 miles away, and they sold it to him for $500 under sticker. It was just what he wanted: Black, 6-speed, sunroof, exposed CF hood, etc.. He wrote them a check and drove it home. I do the same with my Corvettes. When you find an honest dealership, stick with them. As far as the ones that rake people over the coals, allow their cars to sit and rot. Period.
under sticker = honest profit = EVIL HUH $500 under sticker this dealership is weak and the salesman is weak
your dad choose one of the best if not the best Camaro ever . but the salesperson failed to build enough value in the 1 of only 1885 units produced in the world . the world has 7.753 billion people in it . that dealership should be stripped of any performance vehicles period . whoring out and dropping their kakis at the first customer who makes a offer is bad for the market and bad for your investment .Kelley Blue Book®
Fair Market Range
$25,532 – $28,963 but the car sells for 32599.00 with 123,593 miles
Red Exterior
Black Interior
6.2L 8-Cylinder Supercharged Gas Engine .still i hope you make a profit if and when you sell it .and i hope the salesperson is working for the goodwill tagging used underwear .for resale
Word salad to justify lack of integrity. How would you like to have to buy a car from this crook?
Can’t find ONE dealership in the US that will sell the corvette for even CLOSE to full MSRP (contacted over 100 dealerships over the past 5+ months). If you can show me ONE, I will stand corrected.
ABOUT FRIGGIN TIME!!!!!!!!!!!!!!!!!!!!
You want to bet GM does nothing. Dealers are low life’s and could care less about customers. Just a feel good move by GM to make you feel like they have heard the complaints. If they care that much they would sell direct for the first 6 months and do courtesy deliveries through dealers like fleet cars. They do not care.
Agreed. In my mind the only value of a dealer network is being able to shop and negotiate the best price you can at multiple dealers…in an environment where most cars are stuck at msrp + the dealer doc fee, the dealer is only useful (to me) for warranty service, so it makes more sense to take orders and sell direct at msrp until the market changes.
Doc fees are not required by any state, just another pocket lining ploy the dealers use to STEAL your money. If your paying a finance person to do the work why the extra fee. You could take the title work to the DVM yourself and get it done. Thieves that’s all they are. I have worked at dealerships and owned a car business, tried to do the right thing but almost impossible when your surrounded by thieves so you get out.
So is Macy’s, Kohl’s, McDonalds, and every other retailer/franchise out there also “stealing” your money? Shop around, no one has a gun to your head. If one is asking too much, go elsewhere. Doc fees are BS, but they’re low in my area and are used to pay for processing the STACKS of paperwork necessary to buy a car.
Really? Doc fees at stores and restaurants? When I buy a hamburger or pair of pants, I usually pay MSRP 😂 unless the store is having a sale or I have a coupon.
Exactly. Now in times past, only “suckers” paid MSRP for cars right? So, the doc fee was to cover processing fees. If McDonald’s was giving away that burger at “invoice,” the holy grail of new-car price shoppers, you think they’d mandate a tip? I bet they would.
The Japanese stated doc fees and it does not cover crap. Secretaries and financial people get paid to do doc fee stuff it’s just a rip off
My $220 doc fee ain’t contributing much to profit buster. It’s to cover document processing.
I disagree. You’re forgetting that there are many similar burger places – Burger King, Wendy’s, etc. If they demanded a “bagging” fee people would just go elsewhere.
Can’t easily do that with a car purchase, although folks are starting to realize that there are other dealerships not that far away.
Your dealership may be the exception but I can’t find ONE dealership in the US that will sell the corvette for even CLOSE to full MSRP (contacted over 100 dealerships over the past 5+ months). If you can show me ONE, I will stand corrected.
As I have said before, car salesmen are a special kind of people. The educated term is “sociopath”.
They are already doing nothing. Go look at the sites like VROOM, CAR GURUS, AUTOLIST etc and look at the days the cars have been “offered”. I have not heard of or seen any dealer lose anything under GM’s threat
Car dealers gouging customers?
Who’d a thunk it?
2 way street I’m sure
still don’t change a thing ,,, thik Supply , Supply , Supply and demand.. watch the vin #1 go on auction – it will sell over sticker and be celebrated….. i’m not trying to state what is right or wrong , just reality . And , i bet none of anti-premium people that get a car will turn down a profit if they sell ……..
In my opinion, anyone who orders a car just so they can sell it at an exorbitant profit is a scumbag. That person is preventing a true aficionado from owning the car of their dreams – they’re just being greedy and taking advantage of people. And no better than the dealers we’re all complaining about. It’s bad enough when a business screws their customers, but when a person does it to another person, that’s unforgivable. There’s a road in hell for them.
tom , i could ‘make a case’ You are over paid for your career(which i know nothing about). I think over paid people are Scumbags , especially Gov employees. I am glad I over paid and am a C8 owner , not a wantaBe……..and I like the guy that made a profit…… the real answer is ,,, ‘Make moe Money’ if you can’t afford the selling price……
Hey Bill,
At least one thing that you said makes sense – You don’t know me. I’m retired now, but I wasn’t a government employee and a lot of folks at the company I worked for were paid more than me. I have no complaints and I’m happy that you got the car you wanted, even if you overpaid.
If you’ll re-read what I said, you’ll see that I was referring to people who only bought a C8 so that they could immediately resell it at much more than they paid. If they overpaid and got the car of their dreams, as long as they will be driving it, that’s their (and your) prerogative – it’s just not something a lot of us would do.
Tom ,,,, let’s go 1 moe step ,,, i overpaid at $91 but I have a offer of $135 , will I be a scumbag if I sell it ? and , as a gambling guy , i would bet you were a terrific employee , nothing personal here from me…:-) ps- being retired you may recognize that time is more valuable than money and dying w $$$$ in the bank instead of assets that bring pleasure is your prerogative-it’s just not something a lot of us would do.
I think you receiving an offer from a stranger on the street vs buying new cars (e.g., C8 Corvettes) with the intention of reselling them for a large profit is what Tom is talking about. I think they are two very different things.
Thank you, Dan. At least you understand the point I was trying to make. Some folks just don’t get it.
the fact is ….tom-i git’it .. & . If i want to buy 10 C8s and I have done the leg work and put down the deposits where I think will be the Most productive for Me and I resell one or all of them … It ain’t none of your cheep asses business…. you silly lil’poe asses… I hope the Premiums go up and the dealers raise the Deposits , the lines will get shorter……heeeheeee…… like i said earlier , get that 2th job and save ur pennies…… ya’ll so funnee , life in the real world , Money talks and BS Walks…..and i’m riding and buying
Please use and write in ENGLISH
You are a terrible human being
and ur a God ……now , git back to work & shutup 🙂 ….heeeheee everytime i am notified of ur posts , i pik up that C8 remote and crank that baby up…. What a Great sound ! heeeheeheeee that z06 is going to sound even better ps-WR – don’t reed’it
Dan. You are correct. Bill is a terrible human being. You’re not alone – there are many others on here that over time have cited him as a nasty, grumpy, vulgar scumbag. I think he even hates himself. And don’t let all of his inuendos about being “well off” fool you – he probably doesn’t even have a Corvette. I feel sorry for those in his life that have to put up with him. Glad I do not.
tu dan & ban,,,,,, what you think , matters ,Not !…. Nothing that has been written changes anything…if Supply does not increase and Demand stays where it is……Someone will Profit ,the dealers or the resellers , and …apparently ya’ll are to fat and lazy to work the dealer system….to even buy at sticker…..
I love reading about all the folks who actually try to rationalize price-gouging… “it’s not illegal” (actually, it IS in quite a few states, but not my point). It IS damaging to the brand and the car-buying public has a long memory. Greed is ugly. It is ALWAYS ugly.
waaaaaaaaawaaaaaaa waaaaawaaaaaaaaa 🙂 waaaaaawaaaaa Let them eat cake !
Bill,
Are you a jerk on all forums that you comment on, or just this one? Serious question.
He’s just a troll, but a jerk as well.
heeeeeeheeeeee harrrharrr ,,,,,,,, I lub my C EIGHT….. i woke up this morning just to drive my ,C EIGHT , and watch the sunrise….then ,i have to make a tough decision, golf ? or massage ? , 1st ? I lub my C EIGHT , and it’s Great to be Me !!!!!!! heeeeheeee Tom , ain’t life grand 🙂 !!
just like the dealers…
Nice to see GM push from their end to stop these practices. Now, we as consumers, have to push from ours by refusing to buy under these terms. If we take the time to find an honest dealer for that new C8 or Silverado, the dishonest ones will get the message. Nothing convinces more than a yard full of cars racking up dealer fixed costs without the revenue coming in to pay them.
I agree. I’m a Camaro owner, but I’m on a couple of waiting lists for a limited edition specialty sports car (not a Corvette) to add to my garage. I will only buy from a dealer that sells at MSRP and I have told some potential dealers “no thanks”. Unfortunately, there are enough other folks willing to pay over MSRP that those dealers will sell all of their allocations (and then some). Sad, but it does explain why car dealers are generally not well liked. If you find a good one stick with them.
I considered trading in my 2011 Corvette Grand Sport on a C8 and was told by the dealer that it would cost $20,000 over MSRP. I reminded the Salesman that I bought 4 new Cadillacs from him in the past 5 years. His response was, “For you $10,000 over. Needless to say I still have my 2011 Grand Sport. I refuse to pay over MSRP. If that means keeping my 2020 Cadillac CT6, My 2021 XT5 and 2011 Grand Sport forever, I will.
You have a better Vette anyway, hope you never deal with them again.
Hopefully dealerships will make known that they do not markup the MSRP and GM will allow reservations to be transferred to those dealerships. Ford Motor Company and Ford dealers are doing that for the Bronco.
This all sounds good but I suspect it’s mostly tongue and cheek. Sadly, it has no teeth as GM cannot legally enforce the threat and may even find themselves as the defendant if they discriminate on certain dealers allocations. But, I guess allocations are pretty arbitrary already.
Plenty of dealers that don’t sell over MSRP just buy from them. The dealers that overcharge have a small allocation to begin with, my dealer delivered over 200 C-8s last year and they were all at MSRP.
Can you share, please? Can’t find ONE dealership in the US that will sell the corvette for even CLOSE to full MSRP (contacted over 100 dealerships over the past 5+ months). If you can show me ONE, I will stand corrected.
GM should have put a stop to these outrageous prices long ago. I had to order my C8 Corvette from out of the state to get someone to sell at MSRP which already is over priced! Tomg
Can’t find ONE dealership in the US that will sell the corvette for even CLOSE to full MSRP (contacted over 100 dealerships over the past 5+ months). If you can show me ONE, I will stand corrected. Please share!
Try Jeff Gordon Chevrolet. Wilmington, N.C
Hello. We sell at MSRP. I do have a waitlist for the Z06 and Stingray, but so does every dealer who sells at sticker. Shoot me an email if you’re interested: cole(dot)gagliano(at)genesischevy.com.
When C8 buyers resell for thousands over MSRP how can you blame the dealer for wanting the same?? It’s as simple as supply and demand. If you want to buy for MSRP then stop making lowball offers when vehicles are not in short supply.
Exactly right. It’s the market. The market decides what it is willing to pay whether that’s above or BELOW MSRP. Unfortunately, there will always be someone that is willing to pay more to get a popular car rather than waiting in line – and I guess the dealers are allowed to accommodate them. I don’t like it either – but it’s the world we live in. Free Market Capitalism
Free market capitalism is fine for discretionary products like a Corvette but not necessities like gas or food. Then the government should step in and make life miserable for the vendors involved. There has to be some consideration for civility and humanity.
Jay S. I totally agree. But I also strongly suspect that with respect to food, gas, and other staples it’s not the vendors that are price gouging, and perhaps not even the distributors. I think it starts at the supplier and is being jacked up further by transporters. As an example, new construction is also at an all time, but it’s not the contractor nor the local lumberyard that’s getting the windfall – rather it’s the lumber, concrete, etc. suppliers. Just look at lumber futures. They’re FIVE times higher than they were when the pandemic began.
My parents always said, “Two wrongs don’t make a right”. I’ve lived by that philosophy my whole life. I also believe that just because you can, doesn’t mean you should. And, it’s always easier to justify bad behavior, than to do the right thing in the first place.
But, some folks look at things differently.
Wrong? Right? There is no wrong or right, only the free market. Is it wrong that gas is approaching $4/gallon? Nope, it’s market supply fears combined with demand taking oil towards $100/bbl when it was under $40 just over a year ago. The cost to produce didnt rise anywhere yet buyers are bidding the price up and the producers are making out. Not right, not wrong, buyers making the market.
People keep making that claim but I never see ANY of theses vehicles for sale from private parties (at ANY price). All I see are hundreds of DEALERS selling at $20,000 to $50,000 over MSRP with NO APOLOGIES!
Alpine GMC in Denver is charging $5K over sticker for the privilege of purchasing a 22’ Sierra 2500hd.
Unfortunately, that is about the same story in the Indianapolis area, too.
What is the reservation amounts set in GM’s program rules?
Only applies to vehicles with the online reservation process. The Cadillac Lyriq, the Chevy Silverado EV, and GMC Hummer EV for instance all had “online launches” which took $100 deposits. The Corvette Z06 had no such launch (yet) so there is no set reservation amount.
The $100 reservation is sent to the customers nearest Caddy/Lyriq store–Caddy store in turn contacts the customer to write up a bill of sale-review colour selection and from there usually ask client to anti up an additional deposit (depending on stores policy) to secure the client order
You can select a store during the reservation process, or yes if you enter a zip code it will use the nearest one.
$100 deposits were taken back in the 40’s when cars were priced around $2500 or less —-wake up its 2022–$80,000 vehicle deposits at 5% of car makes sense
The local Chevy dealer in Temecula, Ca is charging $30K – $35K over MSRP for a new Corvette!!
May he eventually get what he deserves
Unfortunately that’s not out of the ordinary. The dealer I bought my ’21 Z51 3LT from is already expecting he’ll charge a dealer premium of $25k – $30k for a Z06
What does a dealer make if he(she) sells a vehicle at MSRP. Use a 2021 Corvette as an example. Base MSRP for a 3LT Coupe of $71K plus, $16K in options & destination charges for a total sticker price of $87K. Just how much of that does the dealer make after his cost and ANY OTHER incentives, adjustments, or kick-backs he gets from GM.
You ready? I’m going to tell you. I sold an $88,605 2022 Stingray similarly spec’d to that not too long ago. We only sell at MSRP, so there was no additional markup. Our invoice cost, less holdback (read: cost WITH “KICKBACK”) was $81,173.25. Total profit was $7,431.75. That’s roughly an 8% margin, and for a dealer who sells at MSRP, that’s the most we’ll ever make on a new car since C8’s are our most expensive units. If a customer finances (this customer didn’t), SOME banks/CU’s will pay us a 1-2% of amount financed kickback.
Besides that, the dealer gets a $300 flat, non-commissionable payout from GM 3 months later if other criteria are met for the quarter. This amount has varied in the past and is set quarterly.
If you’re familiar with retail margins, 8% is pretty miniscule. Most retailers markup products 20% at minimum, in some cases WAY more. On a nominal basis, you could consider it a decent profit, but it’s definitely nothing compared to what some people seem to think we make on these cars. Manufacturer’s are greedy SOB’s too. At MSRP, which we could NEVER ask for on regular vehicles until recently, generally we make 7-9% at MSRP on SUVs/trucks, and 5-6% on cheaper ones (crossovers, sedans).
There you go.
Cole. Thank you so much for enlightening us. At least for me, that’s an eye opener. I would never pay, and could not condone, some of the 30+% markups we’ve seen reported on here, but it does not seem that a 10% – 15% markup is that unreasonable. After all, dealers have overhead and business costs like any other retail entity – and if you can’t make it on volume – which I suspect is a dealers biggest challenge nowadays – ya gotta do something. Kinda sounds like the culprit here is GM with unrealistically assigned MSRPs.
which invoice, Lol, we are not all stupid.
The only invoice. Apparently one of us is.