What to Expect When Buying a New Explorer—Dealer Tactics & Tips

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?

Don’t let them know you’re paying cash until after you’ve finished negotiating.

Emerson said:
Don’t let them know you’re paying cash until after you’ve finished negotiating.

Good call. I just spoke to someone from the dealership and avoided talking about financing. Thanks!

@Lex
Also, don’t mention your trade-in until the very end!

Emerson said:
Don’t let them know you’re paying cash until after you’ve finished negotiating.

I’m using my own bank for financing. Do dealers frown on that or give trouble?

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.

@Kari
Interesting—are these warranties honored at any Ford dealership?

Lex said:
@Kari
Interesting—are these warranties honored at any Ford dealership?

Yes, any Ford dealer will honor them. You choose your deductible and avoid dealer markup by buying through Flood or Lombard.

Lex said:
@Kari
Interesting—are these warranties honored at any Ford dealership?

Yep, same Ford-backed coverage, just cheaper when bought from a high-volume online dealer.

Lex said:
@Kari
Interesting—are these warranties honored at any Ford dealership?

Yes. The warranty is tied to your VIN, so any Ford dealer can look it up and honor it.

@Kari
Always get the extended warranty! ALWAYS!!

Check your paperwork before signing and don’t let them slip in any protection plans you don’t want. Until you sign, you can say no.

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.

@Jessie
Exactly! If they change the price on me last-minute, it’s a see ya later from me.

@Jessie
How’s inventory now? Is it a good time to buy?

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 noticed the one I’m looking at was used as a Ford Courtesy Transportation vehicle. Probably explains the bigger discount.

Lex said:
Just noticed the one I’m looking at was used as a Ford Courtesy Transportation vehicle. Probably explains the bigger discount.

That means it already has miles on it. It’s technically a used car.

Lex said:
Just noticed the one I’m looking at was used as a Ford Courtesy Transportation vehicle. Probably explains the bigger discount.

It should still qualify for new car incentives. Might even be able to negotiate a better price.

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.