Yah, working those numbers is a mind trick that you have to go home and think about and work them yourself to see what you really end up with. The dealers can make any numbers work on paper, initially.
When I was buying my truck I was looking at an 06 FX4, not what I wanted, but figured I could swallow the expectations and settle for that. I had the guy down to 21K tax title out the door (invoice of 25k) with a proposed 1.9% financing. I really wanted to give the guy my business, as he ran in and out of the dealer room for me 4 times to "talk" to his manager to see if they could get it under 20K. I refused to go inside to do any talking. 21K was the absolute lowest they could go. We went about this two seperate days. Then on the day I was buying my Sport he called and asked if I was still interested, but they still couldn't come down lower with out losing any money.
Now of course I know they were still making money, but there is just the point where they can't and won't go any lower.
The deal with getting better deals on the more epensive cars/trucks is because the inflation on those vehicles is so much greater than the Rangers. The Ranger is one of Fords least profitable vehicle, the prices in the last ten years really haven't risen, yet labor and material cost has, Ford is eating some of its profit by keeping the little Ranger still afordable to the "youth".
My buddy, who worked at the dealer I bought my truck from, was actually surprised when he saw the copy of the Invoice I had, he was surprised it was the actual invoice that the dealership uses and not the inflated public invoice. The dealership has two "invoice books", a red and white one. The red is the dealer book, the white is the public. He showed me both, and we worked the deal off the "dealer" invoice, which was quite a bit less than the invoice on the public sheet.
Did I get the best deal, nah, Ive worked dealerships better before. I could have talked em down more. But, I was on a time crunch with traveling for work and didn't have days or weeks to let them stew on a sale. Plus work is paying all but $10 a month for my loan. So to me it wasn't about the price of the truck so much as it was me getting everything in the truck I wanted. :)
1994 2.3 XLT Turbo
Ranger Roller cam 2*R, T3, Gillis @ 20psi, 3in downpipe dynomax ultraflow, no cat, Large NPR, Turbo XS RFL BOV, LA2, Bob's big log header, Gutted/Rotated upper, Knifed lower, 65mm TB
'96 Expo 8.8, LS, Disk Brakes
245/45/17, Chrome SALEEN's
Getting over hauled!