I’m helping my dad buy a new Ford Explorer from a dealership in the next couple of weeks. I know dealers love to throw in sneaky fees and upcharges, so I want to be prepared.
We won’t be financing, but we’ll be trading in an older, beat-up 2000s Explorer. We’re looking for a white XLT with the 202A package, and I’ve found a 2023 model with an MSRP of $46,770. The dealer is advertising a $5,367 discount, bringing the price down to $41,403.
So what can I really expect when I get there? What extra fees or unnecessary add-ons should I watch out for? And which ones can I negotiate away?
I also know they’ll push warranty plans—are any worth considering?
If you’re buying new, it already comes with a decent warranty (3 years/36,000 miles). If you do want an extended warranty, buy it later from Flood Ford or Grainger Ford. Same Ford PremiumCare warranty, just without the dealer markup. I saved $2,400 compared to what the dealer wanted to charge.
Dealer lots are full right now—don’t let them pressure you.
If they try to sell you a ceramic coating package or some nonsense, say no. If the price on the paperwork is higher than what was agreed upon, walk away. There are plenty of other dealers.
The biggest learning curve for me was the electronic parking brake and auto hold feature (keeps the car stopped at red lights). Also, the button at the end of the turn signal stalk disables lane assist. Took me months to find that out.
If they mess around, walk out. I used to work at a dealership—nothing gets them to take you seriously faster.
Just bought one recently. It was much easier than expected—I was in control the whole time.
I knew my trade-in value, knew which Explorer I wanted, and the salesperson didn’t try to pressure me.
When they pitch the extended warranty, have a game plan. I personally skipped it since I don’t plan on keeping the car long-term, but for your dad, it might be worth considering.