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Deal Sheet: 2026 Explorer ST
Charlie Obaugh Ford · Waynesboro, VA · VIN: 1FMWK8GC2TGB90930
Negotiation Guide
Opening Offer
$59,624
Fair Price
$61,124
Walk Away Above
$63,277
- • Recent buyers paid ~$3,884 below MSRP
- • Sitting 74 days (avg 45) — extra leverage
- • Price already dropped 2 time(s) — dealer is motivated
Price Breakdown
Est. Dealer Cost$58,887
Est. Invoice$60,850
Holdback (est.)$1,963
MSRP (Sticker)$65,430
Asking Price$61,930
Markup-$3,500
Est. Dealer Margin on This Car$3,043
Percentile93% of inventory is priced lower
Days on Lot74 days
What Others Paid (Last 30 Days)
Cars Sold2525
Avg Markup-$3,884
Median Markup-$4,000
Best Deal-$4,500
Worst Deal$0
% Sold Below MSRP100%
Avg Days to Sell45 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$64,430 → $63,680(-$750)
Jul 9, 2026$63,680 → $61,430(-$2,250)
Aug 6, 2026$61,430 → $62,430(+$1,000)
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