Dealer Pricing

[DBN66]

I test drove a Lightning for the second time, XLT XR, 312A and Max TT package. He’s at $72,650 including sales tax after subtracting the tax credit. I offered $70k cash out the door. He told me that Ford insists that there can be no negotiation on EV’s, so his hands are tied. I’m struggling with this because I’ve seen posts suggesting dealers can do what they want. I would appreciate advice.

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[bmwhitetx]

Ford never said dealers could only charge MSRP. They have only said the dealer needs to pick a price and honor it. Transparent pricing. There are lots of quotes from Farley out there you can find that say that.

This is either a negotiating tactic or stupidity. Hard to fix the second one. Hopefully it’s just a tactic and you can win that one. Good luck.


P.S. They may also give a sob story that they make no money on EVs since invoice=msrp. Also a tactic or stupidity.

 

[Silenze]

The dealer could not advertise a lower price then MSRP. The dealer can sell the vehicle for any price they want. They used to make about 10% profit on the lightning. They recently changed it back similar to the ice vehicle with a set amount of dealer holdback.

 

[Grease Lightning]

I test drove a Lightning for the second time, XLT XR, 312A and Max TT package. He’s at $72,650 including sales tax after subtracting the tax credit. I offered $70k cash out the door. He told me that Ford insists that there can be no negotiation on EV’s, so his hands are tied. I’m struggling with this because I’ve seen posts suggesting dealers can do what they want. I would appreciate advice.

The dealer can sell it for whatever price they want, but they will need to backhaul the difference in “dealer cash”. So the dealer is using marketing budget, reducing profit, or has other incentives available.

 

[The Weatherman]

That’s bogus!! Typical sales tactic, blame someone else.

 

[Peddyr]

I agree with what others are saying about the dealer having the flexibility on the price. What size is the dealer and how many Lightnings do they have in stock? Depending on those answers, I'd wait him out or go to another nearby Ford dealer and see what they can offer for a similar model. Pit the two against each other to get the best deal.

 

[Henry Ford]

I test drove a Lightning for the second time, XLT XR, 312A and Max TT package. He’s at $72,650 including sales tax after subtracting the tax credit. I offered $70k cash out the door. He told me that Ford insists that there can be no negotiation on EV’s, so his hands are tied. I’m struggling with this because I’ve seen posts suggesting dealers can do what they want. I would appreciate advice.

Was this interaction at the deal? I don't consider myself the most shrewd negotiator but I've had good luck literally walking out the door.

One time I got a better deal by circumstance. I agreed to a price but told them I'd be back after the weekend with financing because my financing deal was better than theirs. As I was walking out the manager intercepted me and offered to cover the difference in total financing cost if I used their lender. I ended up paying the loan off a few months later so it was a good deal for me. They probably got paid too. Win, win?

I guess if you walk out you have to be willing to follow through. Just an option...

 

[Frankhpns]

Ford never said dealers could only charge MSRP. They have only said the dealer needs to pick a price and honor it. Transparent pricing. There are lots of quotes from Farley out there you can find that say that.

This is either a negotiating tactic or stupidity. Hard to fix the second one. Hopefully it’s just a tactic and you can win that one. Good luck.


P.S. They may also give a sob story that they make no money on EVs since invoice=msrp. Also a tactic or stupidity.

I would run from that dealer as fast as you can. He is lying to you. Ford does not fix pricing at a retail level ever. Look at Edmund, kbb, guru to get a better idea of what is availible and at what price. When I bought our XLT Lighting there was almost 20K difference between 4 dealers. I drove 189 miles to pick it up. Local dealer will service it assuming they are Lightning certified.

 

[timbal1963]

Platinum models are being valued for trade in at $58k to $62k with less than 8k miles on them. I think they can sell it for less.

 

[Schroederhc1]

My experience, I wanted a 2023 Lariat with ER, but they didn't have one on the lot they had a Platinum for 93 and one xlt er for 76 it was Jan 31 I told the sales guy I would take the xlt for 70 and left. About 5 min later they called and countered at 74 I said 71. We closed. I think it was because it was the last day of the month and they were not moving EVs. Within reason they can negotiate.

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