Deal Sheet: 2026 Explorer ST-Line

Charlie Obaugh Ford · Waynesboro, VA · VIN: 1FMUK8KH8TGB43234

Negotiation Guide

Opening Offer

$49,360

Fair Price

$50,860

Walk Away Above

$52,980

• Recent buyers paid ~$3,843 below MSRP
• Sitting 74 days (avg 43) — extra leverage
• Price already dropped 2 time(s) — dealer is motivated

Price Breakdown

Est. Dealer Cost$49,590

Est. Invoice$51,243

Holdback (est.)$1,653

MSRP (Sticker)$55,100

Asking Price$51,600

Markup-$3,500

Est. Dealer Margin on This Car$2,010

Percentile89% of inventory is priced lower

Days on Lot74 days

What Others Paid (Last 30 Days)

Cars Sold3102

Avg Markup-$3,843

Median Markup-$4,000

Best Deal-$4,500

Worst Deal$0

% Sold Below MSRP100%

Avg Days to Sell43 days

Dealer Profile

Inventory46 vehicles

Avg Markup (All Models)-$2,315

Avg Markup (Explorer)-$3,500

% Below MSRP100%

Avg Days to Sellnull days

Avg Sold Markup$0

Price History

Jun 20, 2026$54,100 → $53,350(-$750)

Jul 9, 2026$53,350 → $51,100(-$2,250)

Aug 6, 2026$51,100 → $52,100(+$1,000)

Cheaper Explorer ST-Line Inventory

Sedano FordLa Mesa, CA

-$4,000$44,39010d

Perry Ford of National CityNational City, CA

-$4,000$47,60510d

High Desert FordVictorville, CA

-$4,000$47,41010d

Phil Long FordColorado Springs, CO

-$4,000$46,98010d

South Bay Ford LincolnHawthorne, CA

-$4,000$47,11022d

Kendall FordMeridian, ID

-$4,000$50,20022d

Galpin FordNorth Hills, CA

-$4,000$49,55022d

Honolulu FordHonolulu, HI

-$4,000$46,61547d

Airport Marina FordLos Angeles, CA

-$4,000$46,65513d

Norm Reeves Ford LincolnCerritos, CA

-$4,000$46,45513d