Current Car Markup Percentages | Guide to Invoicing & MSRP

% Markup Built Into Base MSRP of Highest Trim Level

Base MSRP − Base Invoice Price ÷ MSRP = % Markup

Acura TL Sedan

1994 - 15.2%
1996 - 13.2%
1998 - 10.7%
2000 - 9.8%
2003 - 8.8%
2007 - 8.8%
2008 - 8.3%
2011 - 8.1%
2013 - 7.2%

Acura TLX Sedan

(Replaced TL & TSX)

2017-18 - 15.2%

Acura TSX Sedan

1994 - 14.1%
1996 - 12.1%
1998 - 10.7%
2000 - 9.8%
2003 - 8.8%
2007 - 8.2%
2008 - 8%
2011 - 7.1%
2013 - 6.2%

Audi A4 AllRoad Wagon

1993 - 16.4%
1998 - 11.5%
2000 - 10.6%
2002 - 9.2%
2007 - 7.4%
2013-18 - 7%

Audi A4 Sedan

1993 - 15.2%
1998 - 12.1%
2000 - 11.1%
2002 - 9.1%
2007 - 7.4%
2013-18 - 7%

BMW 3-Series Convertible

1993 - 16.3%
1995 - 15.9%
1996 - 13.6%
1998 - 12.4%
2000 - 9.5%
2002 - 8.6%
2013 - 8%
2017 - 6%

BMW 5-Series Sedan

1993 - 16.2%
1998 - 12.4%
2000 - 9.7%
2002 - 8.7%
2013 - 8%
2017-18 - 6%

BMW 7-Series Sedan

1993 - 18.2%
1996 - 13.9%
1998 - 12.5%
2000 - 9.8%
2002 - 8.7%
2013 - 8%
2017-18 - 6.5%

Buick LaCrosse

1993 - 12.5%
1995 - 10.5%
2000 - 8.5%
2007 - 5.5%
2013-18 - 4%

Buick Regal

1993 - 12.5%
1996 - 8.5%
2013-18 - 4%

Cadillac DTS/XTS

1993 - 13.5%
1995 - 8.5%
2000 - 8.6%
2007 - 6.5%
2013-18 - 5%

Chevrolet Corvette

1993 - 14.5%
1998 - 12.5%
2007 - 10.5%
2013 - 6.5%
2017-18 - 7%

Chevrolet Impala

1993 - 12.5%
1995 - 9.5%
1998 - 8.5%
2007 - 5.5%
2013-18 - 4%

Chrysler 300

1993 - 12.7%
1995 - 10%
2000 - 8.8%
2003 - 8.3%
2005 - 7.4%
2007 - 7%
2011 - 5%
2013 - 4.6%
2017-18 - 4%

Chrysler Town & Country

1993 - 10.4%
1994 - 9.6%
2002 - 8.9%
2011 - 6%
2013 - 5.2%
2016 - 4%

Dodge Charger

1993 - 12.9%
1995 - 10.1%
1998 - 8.7%
2004 - 7.5%
2007 - 6.9%
2013 - 4.5%
2018 - 7%

Dodge Grand Caravan

1994 - 10%
2002 - 9%
2005 - 8.5%
2011 - 5.4%
2013 - 4.8%
2017-18 - 4%

Ford Explorer

1993 - 10.3%
1996 - 10.3%
2002 - 9.6%
2005 - 7.2%
2011 - 7%
2013 - 6.8%
2017-18 - 4.5%

Ford Mustang

1993 - 10.4%
1995 - 10%
1996 - 9.1%
2002 - 8.5%
2011 - 8.1%
2013 - 7.7%
2017-18 - 5.5%

Honda Accord

1993 - 16%
1995 - 11.6%
2000 - 11.1%
2002 - 10%
2011 - 9.4%
2012-18 - 8.5%

Honda Civic

1993 - 15%
1995 - 10.3%
2000 - 9.7%
2002 - 8.6%
2011 - 8%
2013-18 - 7.1%

Hyundai Accent

1993 - 9.8%
1998 - 7.4%
2000 - 6.4%
2013-18 - 3%

Hyundai Elantra

1993 - 11.7%
1998 - 10.4%
2000 - 8%
2002 - 7.5%
2013-18 - 4.2%

Hyundai Sonata

1993 - 12.3%
1998 - 11.9%
2000 - 10.8%
2002 - 9.8%
2013 - 6.5%
2018 - 5.7%

Infiniti Q50 Sedan

2014-2018 - 7%

Infiniti QX60 SUV

2014-2018 - 7%

Jeep Grand Cherokee

1993 - 9.9%
2002 - 8.8%
2011 - 6%
2013 - 5.1%
2017-18 - 4%

Jeep Wrangler 2-door

1993 - 9.1%
2007 - 8.8%
2011 - 5.9%
2013 - 5.8%
2017-18 - 4.8%

Lexus ES Sedan

1994 - 18%
1995 - 17%
1996 - 15%
1998 - 13.1%
2002 - 11.3%
2008 - 10.3%
2011 - 9.3%
2013-18 - 6.3%

Lexus GS Sedan

1993 - 18%
1995 - 17%
1996 - 15%
1998 - 14.1%
2007 - 13%
2008 - 12%
2011 - 11%
2013-18 - 7%

Lexus LS Sedan

1994 - 20%
1995 - 18%
1996 - 16%
1998 - 15.2%
2002 - 13%
2008 - 12%
2011 - 11%
2013-18 - 8%

Lexus RX SUV

2000 - 13.1%
2002 - 12%
2004 - 11.5%
2011 - 9.5%
2012-18 - 6.5%

Note

Lexus also eliminated holdback on all its vehicles in Feb ‘12 to squirrel away more profit dollars that you could previously identify.

Lincoln Navigator

2006 - 10%
2009 - 8.4%
2010 - 8.1%
2011-12 - 6.1%
2013-15 - 5%
2016-18 - 6%

Mazda3 Sedan

1993 - 9.9%
1995 - 8.9%
2000 - 7.5%
2011 - 6.4%
2013-18 - 4.4%

Mazda6 Sedan

1993 - 12.9%
1995 - 10.9%
1998 - 10%
2000 - 8.8%
2002 - 7.8%
2011 - 7.6%
2013-18 - 5.6%

Mercedes C-Class Sedan

1993 - 17%
1995 - 15%
1998 - 13%
2000-18 - 7%

Mercedes E-Class Sedan

1993 - 17%
1996 - 13%
2000-18 - 7%

Nissan Maxima

1993 - 13.3%
1995 - 12.5%
1996 - 11%
2000 - 10.1%
2004 - 8.6%
2013 - 8.4%
2017 - 6.7%

Nissan Sentra

1993 - 11.8%
1995 - 10.8%
2006 - 9.4%
2000 - 8.6%
2013 - 6.7%
2017-18 - 5%

Subaru Legacy Sedan

1993 - 12.1%
1995 - 10.5%
2000 - 9.4%
2007 - 7.2%
2011 - 6.8%
2017-18 - 6.4%

Subaru Outback Wagon

1993 - 12.1%
1995 - 10.5%
2000 - 9.4%
2007 - 7.2%
2017-18 - 6.7%

Toyota 4Runner

1993 - 15.5%
1996 - 13.2%
1998 - 12.5%
2003 - 10.7%
2008 - 9.7%
2013-18 - 8%

Toyota Camry

1993 - 16%
1995 - 13.3%
2998 - 12.5%
2002 - 11%
2008 - 10.8%
2013-18 - 9%

Toyota Corolla

1993 - 14%
1995 - 12.3%
1998 - 11.4%
2003 - 9.5%
2013-18 - 7.4%

Volvo S60 Sedan

2017-18 - 6%

Volvo S80/S90 Sedan

1994 - 14%
1995 - 9.5%
1996 - 8.6%
1998 - 8.4%
2000 - 8.2%
2002-18 - 6%

Volvo XC60 SUV

2017-18 - 6%

Volvo XC70

1994 - 13.6%
1995 - 9.1%
1996 - 8.3%
1998 - 8.1%
2000 - 7.4%
2002-13 - 6%

Volvo XC90 SUV

2017-18 - 6%

VW Jetta Sedan

1994 - 9.6%
1998 - 7.7%
2000 - 9%
2002 - 8.8%
2007 - 6.6%
2008 - 5.4%
2013-18 - 4%

VW Passat

1993 - 11.8%
1995 - 10%
2000 - 8.1%
2007 - 7.3%
2008 - 6.4%
2013-18 - 4.1%

Anyone who’s run a profitable lemonade stand as a kid would look at the bloated invoice prices below and realize they had nothing to do with any vehicle’s cost.

They are simply what the industry wants us to believe dealers pay for their cars. And they think we’re all rubes who just fell off the turnip truck.

Anyone who doesn’t get that needs to read the “Common Sense” piece below a couple times and stop staying up late to see the Easter Bunny. This blatantly obvious fact also exposes as total nonsense all the invoice-based “conventional wisdom” on how to negotiate the price that we’ve been spoon-fed for decades by auto info and pricing websites, car-buying books and even Consumer Reports.

Your target isn’t a price based on a bogus cost number. You’re shopping for a commodity, and your objective is to get the best “out-the-door” price by making several sellers compete for your business. That’s what the Fighting Chance package teaches you to do, without walking it a single car store except to test drive on the front end and pick up that car on the back end.

How The Industry Has Turned The Invoice Price Into A Bloated Imposter By Continually Raising It By More Than The MSRP For Over Two Decades