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Ford Focus Purchasing Center (Ask A Ford Salesperson) Discuss about special incentives and ordering information on the Focus & Focus ST.
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Old 03-13-2014, 11:44 PM   #1
lobo411
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I think I got worked!

First time buying a new car...On Saturday, I ended up getting a 2014 Focus SE 4 door with the standard 200A package and automatic transmission. The salesman opened with $20500 - $3000 rebate + taxes/fees, which was actually $600 over MSRP. I countered with $19500 - $3000 rebate + taxes/fees, and he agreed. Then I went to financing. It was my first time and I was dazzled, and my attention was already focused on the $2k Extended Warranty that they tried to sneak in, so I missed the fact that the sales contract I signed says $19915 - $3000 rebate + taxes/fees---MSRP! :(

I called the salesman tonight and he said to ask finance, so I left them a message. We'll see. Of course, the contract is signed and they can stand on that, but my customer satisfaction survey answers will be partially based on how they handle this. We're all still the best of friends for now ( ;-) ), but I think that unless the salesman says my memory is faulty or they can show me how the negotiated price leads to the price I ultimately paid, the dealership ought to be able to fix this by at least offering me 10 oil changes or something. We'll see I guess. Kind of a bad start first time out the gate, huh?


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Old 03-14-2014, 01:43 AM   #2
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Ouch, I'm sorry that happened to you.

But at least others will hopefully learn from your "mistake." Maybe that gives you some solace (after they fix your situation for you, at least!)?
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Old 03-14-2014, 05:13 AM   #3
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Ouch!

Yeah, prob. a bit late now. Better to make a deal, go home & look it over, THEN finalize & pick up the car later. If you'd caught it right away, could have backed out the next day when it didn't agree with what you understood it to be. Almost a week later is prob. too late, 1-3 days is all I've heard of allowed to back out - check on local law.

Better to dicker on price alone, adding in taxes/fees confuses the issue. It's like adding in the total cost after financing (a number they DON'T want you to think about) - very important, but a separate deal.

Final price was $16,915, $415 more than you thought but NOT "MSRP".

At least you avoided negotiating based on monthly payment! Once you get suckered into that kind of figuring actual price goes out the window.

Got any notes on the Deal? Like written on a brochure or scratch pad during the negotiations? If the Salesman wrote it out like that for you & you've still got it, you've got good ammo that the final contract didn't match the agreed deal.

Luck, but you are probably stuck.
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Old 03-14-2014, 09:25 AM   #4
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Thanks for the replies! I'm on the West Coast so hopefully they'll return my call in a few hours. In retrospect, I should have shopped around more, and I should have asked to redo the negotiations when they kind of screwed me on the ESP. The ESP thing was really shady--we agreed on $16500 and the salesman surprised me by saying "and that price includes the ESP." Then I got to financing and saw that the price was $2k too high. Then they said "oh, we meant the *monthly payment* includes the ESP. Sorry...that was confusing." I thought the $16500 w/ ESP was too good to be true so I didn't ask to renegotiate when it was stripped out, but I should have done so.

What would a decent price have been on this car, excluding rebates? $18k? I figure it's going to be higher than the prices people are getting in the icebox states. The weather has been freakishly hot here so we're only marginally affected by the cold weather's hit to sales.

It's way too late to back out and I like the car, but I do remember exactly how the negotiation went down. Besides, who negotiates *just to get the sticker price?* I do have the sticker, so at least that's some proof.

I don't expect them to redo the contract, but I think they ought to give me 15 or 20 free oil changes or 10 oil changes and a car cover or something. I'd be reasonably happy with that, and they'd probably get away with jacking up the price at a minimal cost to them.

If they're unwilling to do anything, then my customer satisfaction survey will reflect it. I'll also do what I usually do in such situations. Write a succinct complaint letter to corporate, explaining that I've been a loyal buyer of Ford used cars, decided to go new for the first time, love the product but I'm very disappointed in the sales experience, admit that I signed the contract but I hope they can do something to make this right. I figure corporate isn't going to quibble over $400, especially when they can placate me with a few oil changes on which they can probably still turn a profit.
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Old 03-14-2014, 10:18 AM   #5
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Whenever I go to buy a car, I get all that finance stuff settled to the point of the final buyer's contract. Then I get up and drive the car again. This will irritate everyone at the dealership but whatever. It gives me a second to get out of the "dazzle" zone and think about the numbers again and if I even want the car. Then I sign the deal.

$400 is a cheap lesson in the frame of a lifetime. Still, you're on the right track. Have them compensate you, somehow.
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Old 03-14-2014, 10:24 AM   #6
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no offense but there's $1,000 markup on a Focus. You're overthinking this, in the grand scheme of things you could've saved $1,000-$1,600 tops but it's not like the salesman is making his mortgage payment on your deal. Honestly he still probably only made $200 tops due to profit lines and pack on the car.
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Old 03-14-2014, 05:14 PM   #7
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Quote:
Originally Posted by imccrea View Post
no offense but there's $1,000 markup on a Focus. You're overthinking this, in the grand scheme of things you could've saved $1,000-$1,600 tops but it's not like the salesman is making his mortgage payment on your deal. Honestly he still probably only made $200 tops due to profit lines and pack on the car.
Thanks for the price info! Ya, I figured the price was fair but not terrific, and the discrepancy is probably just an honest mistake/miscommunication between the salesman and the finance guy. The dealership actually called me today to do a pre-survey customer satisfaction survey, I mentioned the issue, and they seemed to take it seriously. The salesman called me back, but they want the finance guy to look at it and he isn't going to be in until Monday. I told them that I was happy with the car, that I figured it was just a mistake, and that if their records match mine in showing a mistake, I'd be happy taking the difference in oil changes/car covers/floor mats/whatever. I figure that'll make them happy, since a $1 refund costs $1, but a $1 credit towards an oil change probably costs them less than a buck.
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Old 03-14-2014, 05:15 PM   #8
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Quote:
Originally Posted by lobo411 View Post
Thanks for the price info! Ya, I figured the price was fair but not terrific, and the discrepancy is probably just an honest mistake/miscommunication between the salesman and the finance guy. The dealership actually called me today to do a pre-survey customer satisfaction survey, I mentioned the issue, and they seemed to take it seriously. The salesman called me back, but they want the finance guy to look at it and he isn't going to be in until Monday. I told them that I was happy with the car, that I figured it was just a mistake, and that if their records match mine in showing a mistake, I'd be happy taking the difference in oil changes/car covers/floor mats/whatever. I figure that'll make them happy, since a $1 refund costs $1, but a $1 credit towards an oil change probably costs them less than a buck.
If they are calling for pre-survey, they likely will take care of you to meet survey expectations from higher ups~
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Old 03-14-2014, 09:50 PM   #9
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Can't guess on a "fair price without rebates" too well because you never stated the actual "MSRP" or "Sticker" price. All your figuring was his offer vs. yours, with an unreported total including taxes & fees.

Rebates affect the deal price as well, because part of that comes out of the Dealer's cut so the Dealer discount will be less depending on the rebate deal.

Salesman agreed to your price contingent on your buying the ESP, since they make a good profit on that. Tried to hide that in the back & forth, I'm sure that was the reality. You never noticed the higher price without the ESP purchase after refusing ESP.

Lot of Flim-Flam negotiation was going on. I see the negotiation based on monthly payment I warned about was even involved from the additional detail you've given.

Getting the best price requires homework & figuring before starting to deal, and usually at least two visits to the Dealership for negotiations - more if what you want isn't on the lot.

Too many negotiations on multiple deals to easily keep straight in one session, and that's to the Dealer's advantage since they go through it many times each day. How often does anyone go through it personally?

You're dealing on the basic price first, then options they want to sell, and financing on top of that! Combining that into one session, changing options/financing to mix up the numbers, by the time it's done you're lost as to what you bought & what the final price was. As others mentioned, that's when to take a break to figure out where you really stand.

Luck
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Old 03-14-2014, 09:55 PM   #10
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PS - doubt there was ANY "honest miscommunication" involved. It's a runaround that's part of the game.

Sorry to hear they "got you" for more than you thought you were agreeing to, hopefully you can get some of that back with your approach to the problem.
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Last edited by sailor; 03-15-2014 at 03:20 AM.
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