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from 2022 Ford Lightning Invoice Pricing Is Totally Weird

2022 Ford Lightning Invoice Pricing Is Totally Weird
By
Alex Bernstein



Ford F-150 Lightning invoice pricing will be unlike any vehicle on the market, based on our analysis of a letter sent to dealers. Even though factory invoice pricing is often relatively simple, the highly anticipated electric truck will feature what the brand calls a blended invoice structure based on an incredibly complex calculation.

Normally, buying a car for below invoice would be a good deal. With the 2022 Ford Lightning, the invoice price may end up being unknowable for not only buyers but also for the salespeople tasked with selling it. Although we assumed that Ford would take a page from the Mustang Mach-E, this actually won't be the case.

Ford says the so-called blended invoice structure "combines the elements of a traditional invoice and the e-invoice." The "e-invoice" debuted a year ago with the Mach-E, based on an allowance for each delivery and rewarding dealers compliant with the brand's advertising rules and that remain certified to sell its EVs.

Even though the Mach-E and F-150 Lightning are both EVs, their invoice prices will be calculated differently. With the Lightning, the company will weigh a whopping combination of 8 different factors. Here's a quick breakdown of how F-150 Lightning invoice prices will be calculated when the truck goes on sale next year.
  • 1% of MSRP paid to dealers as a delivery allowance for every delivery
  • 1% of MSRP for adhering to advertising rules like not listing Lightnings under MSRP
  • 1.5% of MSRP as "floorplan assistance" (i.e. financing dealer inventory)
  • 0.5% of MSRP for "Tier 2 Pass-Through" for certain marketing costs
  • 0.5% of MSRP for "Tier 3 Co-Op," which refers to subsidized advertising
  • 0.9% of MSRP for "FCP," which rewards sales achievement targets
  • 3.1% of MSRP for compliance with Ford's EV certification requirements
  • 1.5% of MSRP for an unspecified "Customer Onboarding Payment"
If you were to look up F-150 invoice pricing, it may not be hard to figure out based on resources available online. With the F-150 Lightning, things won't be quite so simple. Having said that, the blended invoice structure does appear to show us that Ford is creating a new system that rewards dealers for getting things right.

The biggest components that impact a dealer's cost on the F-150 Lightning center on complying with Ford's standards and customer-focused activities. However, the fact that dealers can sell the Lightning for whatever price they like could beg the question: will buying a Lightning really be all that different?

For now, that appears to remain an open question.
 
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