There's a discrepancy here. The lease deals are based off of a specific MSRP, generally what's known as an "Ad car" which is usually a stripped out model. What you're seeing is that the advertised lease deal applies to vehicles with an MSRP of $X. So, what Lexus is saying is that if you want that deal it's on a $38,949 window car. NOT the F-Sport with Navi and ML.

Here in the Eastern area this is the actual breakdown of the IS200t Lease special that Lexus is advertising (Which may be different than what is being advertised in your part of the country) and this is from the Golden Opportunity e-mail that us managers get:



Look where it says "Dealer Contribution"? That's the amount that we're expected to discount the car to be at the advertised payment (This is why these ads say things like "dealer contribution required actual price may vary" etc...). In this case we're expected to discount the car $2,175 on a car with a spread of $2,271 between invoice and MSRP leaving us a whopping $96 over invoice. It's actually less as I'm sure our new car dept is assessed LDA so we're probably into holdback.

On top of that there's $2,600 in lease incentives on the car as you can see and you're really paying $33K and change for the car.

If the car was being sold at MSRP, with a 61% residual and a money factor of .00001 (It's bought down to .00090) on a $38800 car you'd be over $400/mo with a grand at signing. The numbers just don't jive.. at basically 0% money with roughly $1,500 out of pocket as the ad says I have this at over 400/mo:




At the actual (and discounted) rate of .00090 with the same parameters you're pushing $470/mo





Of course both of these are stripped of doc fee, tax, motor vehicle, etc.

In 21 years in the business and 19 in management or ownership I have never seen an advertised lease special at MSRP, at least not in the past, say, 15 years anyhow.

 

^ Well stated RLD