Deal Review · Purchase, financed
Fix these first Fix two add-ons and the rate, then sign.
The numbers
| Line | Value | Basis | Where |
|---|---|---|---|
| Selling price | $27,900 | Confirmed | Buyer’s order, line 1 |
| Documentation fee | $499 | Confirmed | Buyer’s order, line 3. Charged to every customer at this store; not negotiable here |
| Window etch | $400 | Confirmed | Buyer’s order, line 4. Not discussed with you |
| Paint and fabric protection | $600 | Confirmed | Buyer’s order, line 5. Not discussed with you |
| Sales tax | $1,744 | Estimated | Your state rate on the taxable amount; confirm on the contract |
| Title and registration | $185 | Estimated | State fee schedule; the contract rounds up |
| Trade allowance | $8,500 | Confirmed | Worksheet. Within the two outside offers you got ($8,200 and $8,600) |
| Trade payoff | $6,200 | Confirmed | Your lender’s 10-day payoff letter |
| Down payment | $2,000 | Confirmed | Worksheet |
| Amount financed | $27,028 | Confirmed | Contract. Adds up with the lines above |
| Rate (APR) | 8.9% | Confirmed | Contract. Your credit-union pre-approval is 6.4% |
| Term | 72 months | Confirmed | Contract |
| Monthly payment | $486 | Confirmed | Contract. Matches $27,028 at 8.9% over 72 months |
| Total of payments | $34,992 | Estimated | 72 × $486 |
Confirmed = read off your paperwork (we say where). Estimated = based on a benchmark or an assumption we name. Not on the paper = ask for it before you sign.
What’s fair
- The selling price is in line with asking prices for this trim and mileage near you.
- The trade allowance sits between the two outside offers you collected; take it.
- The amount financed matches the lines above: nothing is hidden in the arithmetic.
Fix before you sign
- Window etch, $400A $400 line for a product that costs a few dollars and was never discussed.What to say: “Please remove the etch. I’m not buying it.”
- Paint and fabric protection, $600Pre-applied protection is optional. The car is the same car without the line.What to say: “Take the protection package off the buyer’s order.”
- Rate 8.9% over 72 monthsYour pre-approval is 6.4%. The difference over 72 months is about $2,400 in interest.What to say: “What is the buy rate? Match my 6.4% or I’ll sign with my credit union’s financing.”
Questions for you
- Is 8.9% the lender’s buy rate or a marked-up contract rate?
- Does the $27,900 already include the destination charge shown on the window sticker?
- Can the two add-ons come off without the selling price changing?
Next step
Ask for the two add-ons to come off and the rate to match your pre-approval. If the store agrees, the amount financed drops to about $26,000 and the payment to about $440. Then sign. If the store won’t move on the rate, finance with your credit union and sign at the price.