When I wanted to buy my new Focus, the first dealer was not even interested in talking to me!
At the second dealer, I was able to at least find out if anyone had the car i wanted.. But after several hours of nothing..
(Seems they wanted some commitment BEFORE they would even find out if they could get the car.. I walked.)
The way i found my car was internet search. When I found it 60 miles away, that small town dealer's salesman was online too. So I asked about it and went the same day and bought it.
I was not dickering at that point! I asked and got the advertised $850 internet discount. And a $500 Ford financing cash back.
Getting the exact car i wanted: Priceless.