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Discussion Starter · #1 ·
Ford appears to be using a controversial incentive program called 'stair-step' to boost sales and move its vehicles. Stair-step gives dealers incentives based on how many cars they sell. $1,000 for each vehicle up to 5, $1,250 for each vehicle up to 10, and $1,500 for each vehicle over 10.

That means that sales people have an incentive to give discounts on vehicles they wouldn't normally, or to jack-up the value of your trade-in to make sure the sale happens.

The program is being used to move "selective legacy vehicles," which are the MKS sedan, and the MKX and MKT crossovers. So this does not apply to the MKZ sedan.

The move is meant to increase sales which have been slumping this year (down 6%.) Many criticize programs like these because they result in an immediate drop-off of sales once the program ends. Basically the program is seen as a bit desperate.

It will run till the end of September in certain markets (New York and DC I know for sure.)
 

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Nice! Thanks for this update, this basically means we can try to negotiate a price lower than MSRP and maybe even negotiate the prices on some features. Negotiate everything!!
 

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Discussion Starter · #3 ·
Nice! Thanks for this update, this basically means we can try to negotiate a price lower than MSRP and maybe even negotiate the prices on some features. Negotiate everything!!
Basically yes. It would be best that you don't tell them that you know about this program (knowledge is power.) Because they really aren't supposed to discount things that much, but the way the program is set up makes it so that they will if you are being a hard ass and they don't want to lose the sale. Also note that it is not happening everywhere, so I'd do a little research to make sure that the program is happening in your state.
 

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if MKZ sales aren't doing good i can see them giving you a discount but if sales are good they'll just tell you to pay what they want you to.
at least there's some "Ammo" for negotiating now
 

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I don't think MKZ sales are doing that great, but given that the MKZ is their top of the line model, Lincoln isn't likely to give too steep a discount. It would make them look bad. If you are willing to get a different Lincoln model instead though, this "star-step" program seems like a good way to get more for less.
 

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I don't think MKZ sales are doing that great, but given that the MKZ is their top of the line model, Lincoln isn't likely to give too steep a discount. It would make them look bad. If you are willing to get a different Lincoln model instead though, this "star-step" program seems like a good way to get more for less.
The MKZ is NOT Lincoln's top of the line model. Their top of the line vehicles would be the MKS and Navigator. MKZ is at the bottom
 
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