So, there are a bunch of ways dealers can seem like they're coming down on the price or adding free stuff without actually doing it. For instance, their advertised prices frequently have a miniscule disclaimer at the bottom that says "all incentives applied." What this means is that all of the little bonuses and extra discounts that a dealer can offer have been subtracted from the advertised price, but that doesn't mean you're necessarily eligible for them. So, that price may include incentives for things like being a recent college graduate or a bonus for brand loyalty. Unless you just graduated and already own a Ford, those incentives don't apply to you, and the sweet price you thought you were getting just shot up $1,250. Also, dealers commonly offer either a cash-back bonus or low-interest financing, but not both -- even if the sign out front has both offers prominently displayed.
Other shady dealers will sweeten the deal by offering additional items like paint protection, extended warranties, or gap insurance while telling you not to worry your sphincter over it, because it's all "included in your payment" -- implying, of course, that you're getting it for free (since it's under the umbrella of what you're already paying for). But wait, did you actually ask for that stuff? And if you say you don't want it, shouldn't your payment be lower? Yeah, what the dealer is pretending to throw in like the toy with your $30,000 Happy Meal is called payment packing, or "charging you for shit you didn't agree to buy." If you're thinking to yourself that payment packing should be illegal, it actually is in some states, and as we all know, once a law is made, nobody ever, ever breaks it.
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"He's trying to get him to sign off on rust-undercoating. Send them in."
The point is, unless you're getting the price minus those incentives and with the interest you will actually be charged over the life of the loan, you're not getting the price -- you're getting an irrelevant string of digits. Which brings us to ...