short answer to your _real question of " Is this too good to be true? " is yes, it is too good to be true.

You get what you pay for... you just don't know where you are going to pay with the deal that looks "too good to be true". Do you always believe everything a salesperson tells you?
"get competitive quotes" would be "the trick". the obfuscation of where the charges really come in can be a very interesting tap dance, especially if you allow all other offers to see what is bid.
I think you have hit the nail on the head as far as one of the biggest complaints about some people in this industry. "fair and honest" dealings are far too rare, especially when one player has an idea of what you _think_ you are looking for in a deal. I would not be quick to blame one brand or another, but have noticed a ton of complaints about 'paying later' in deals locking in certain brands, and other brands making a huge effort to avoid those types of deals that even may have hurt that brand's sale numbers, but has overall lead to more happy long term customers. I have noted some brand's "mission statements" say they want to be the number 1 in number of units sold, while some other brand mission is to have the most content and return customers. while "mission statements" are often just multisyllabic "we are great and going to continue to be great" the fine print may actually be something the "powers that be" follow.
My expert opinion (after over 35 years in this industry) is that the single largest money saver anyone can have is a good relationship with the dealer and the techs that come into your operation and to convince them you are all on the same team. A tech could be able to steal far more with an ink pen than a crowbar, and it would take another even better trained tech to ever know.
The very best thing anyone can do to insure a fair deal is treating the tech like a friend, and not a cost. Offering a tech a cup of coffee when he gets to your facility will save far more than a years supply of coffee would ever cost. Ask the tech (who is your friend) just what is the truth about what any salesman tells you. The techs reputation is made on having the proper tools and telling truth, the salesman's reputation is made by convincing customers they need the type of hammer the salesman has.
A tech wants to give you the right answer, a salesperson wants to give you their answer. ymmv