Deal Sheet: 2026 Highlander Hybrid XLE AWD

Ourisman Toyota of Richmond · Richmond, VA · VIN: 5TDKBRCH3TS29I641

Negotiation Guide

Opening Offer

$49,718

Fair Price

$51,218

Walk Away Above

$51,256

• Recent buyers paid ~$345 above MSRP
• Sitting 40 days (avg 22) — extra leverage

Price Breakdown

Est. Dealer Cost$45,651

Est. Invoice$46,677

Holdback (est.)$1,026

MSRP (Sticker)$51,293

Asking Price$52,192

Markup+$899

Est. Dealer Margin on This Car$6,541

Percentile86% of inventory is priced lower

Days on Lot40 days

What Others Paid (Last 30 Days)

Cars Sold740

Avg Markup+$345

Median Markup$0

Best Deal-$3,825

Worst Deal+$9,995

% Sold Below MSRP61%

Avg Days to Sell22 days

Dealer Profile

Inventory326 vehicles

Avg Markup (All Models)+$323

Avg Markup (Highlander Hybrid)+$899

% Below MSRP18%

Avg Days to Sell30 days

Avg Sold Markup+$180

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