Ford Focus Forum, Ford Focus ST Forum, Ford Focus RS Forum - View Single Post - Ask a Ford salesman anything (Incentives, Inventory, etc)
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Old 10-09-2012, 11:31 AM   #1685
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Join Date: Oct 2012
Fan#: 104661
Location: Towanda, PA
What I Drive: 2011 Yellow Blaze Metallic Fiesta

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St Pricing

New member here. Been scouting the forums and pricing for an ST. I think I have a lot of the information, but want some clarification. Let's begin.

I'm looking for an ST w/ 202A (ST3), Moonroof, & Tangerine Scream Paint
MSRP - $29,525
X-PLAN Price - $28,741? According to Build and Price

I have conflicting differences on how I should calculate a "fair dealer profit" based on this PDF Price List (This is accurate right?)

X-Plan Calculation

I know that most dealers won't give in to holdback very often.

On FordSTNATION, the VOC's I see showing up have the DEALER INVOICE listed at 22,100, which is labelled as "DEALER INVOICE W/ HOLDBACK" on the PDF Price List. Now, the left column, which is "DEALER PRICE" starts at 20,856. Running down the column, and dividing the numbers from "SUGGESTED RETAIL (MSRP)", the holdback seems to be 12%(!)This can't be right can it?

Isn't holdback for Ford 3% of the total MSRP including options?
So, for an ST3 + Moonroof + Tangerine Scream at $29,525, the 3% would be $885.75.

HOWEVER, the difference between DEALER INVOICE w/ HOLDBACK & DEALER PRICE is around $1100 for the base! (22,100 - 20,856). This is where it doesn't make sense. What else is "under the table" in fees for the dealer here? Am I to include the things I've been seeing on the invoices such as ADV ASSESSMENT and FUEL CHARGE into this difference? Or are these not truly "dealer fees"? I tend to believe not for both. Isn't DESTINATION, ADV ASSESSMENT, & FUEL CHARGE manufacturer fees from Ford or are they legitimate dealer costs?

I'm just trying to find a solid starting price to start negotiations UP from, factoring in giving the dealer a FAIR 3-5% profit on the sale (they'll get much more from the LIEnance office and service departments.)

I've read as much as I can about the X-Plan pricing and know that it is a non-negotiable price as well as the capped $100 doc fee, which SHOULD be the only additional fee BESIDES the $275 ADMINISTRATION FEE for X-Plan before TTT. Right now, according to the X-Plan Build & Price website, it is $28,741, which is higher than what I calculate as.

X-PLAN = Dealer Invoice - (0.4% * Dealer Invoice) + $275 Administration Fee

Dealer Invoice = Invoice + Options - Options Discount + Fuel + ADV ASSESSMENT + Destination

$22,100 + $4,840 - $405 + ~$47.16 + ~$400 + $795

IMHO, the Fuel Charge better have 93 octane int he car if I would take delivery.
Advertising Assessment varies by region, but a ballpark is around $350-$450 according to STNation members

When it comes down to it, I'm looking for 1) a solid number to start negotiations with that is BELOW X-PLAN that INCLUDES a FAIR DEALER PROFIT less Destination, 2) clarification on Holdback pricing for the ST according to the PDF link and 3) clarification on whether the fees listed on official invoices such as ADV ASSESSMENT and FUEL CHARGE are legitimate fees and should factored into calculating TRUE DEALER COST

I want to be confident in my numbers and want no run-around with dealers trying to include dealer markup, VIN etching, alarm installation, "dealer prep", "limited production".

Sorry for the long post, but I've done alot of research and just need some clarification. Yeah, I said clarification a lot lol.

P.S. Ira, my zip is 18848 for incentives, inventory, etc.
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