New Car Pricing

New Car Pricing

When it comes to buying a new car, there are several new car pricing terms that you should be familiar with in order to make informed decisions. Here, we will discuss the various pricing terms for new cars, including MSRP, sticker price, out the door price, and invoice price. We will also delve into the concept of dealer holdback and its role in the invoice price.

MSRP (Manufacturer Suggested Retail Price)

MSRP (Manufacturer Suggested Retail Price) is the price that the manufacturer recommends the dealer sell the car for. This is the price you will see listed on the manufacturer’s website or in their marketing materials. It is important to note that this price is just a suggestion and the dealer can choose to sell the car for a different price.

Invoice Price

Invoice price is the amount the dealer pays the manufacturer for the car. This price is lower than the MSRP and sticker price. The dealer makes a profit by selling the car for more than the invoice price. It is important to note that dealers receive a holdback from the manufacturer, which is a percentage of the invoice price that is paid back to the dealer after the car is sold. This holdback is usually around 2-3% of the invoice price and is intended to cover the dealer’s expenses like advertising, rent, and utilities.

Sticker Price

Sticker price is the price you see on the window sticker of the car when you visit a dealership. It is usually higher than the MSRP because it includes additional costs like destination charges, dealer-installed options, and markup. This price is negotiable, and you should always try to negotiate it down.

Out the Door Price

The out the door price is the final amount you will pay for the car, including all taxes, fees, and additional products purchased (Back-End Products) less any factory rebates or auto manufacturer cash incentives applied to the purchase. This is the price you should concentrate on when negotiating with the dealer. It is crucial to note that some dealers add additional fees such as the Dealer Doc Fee. The dealer doc fee, also known as documentation fee, is a fee charged by the dealer to cover the cost of processing paperwork related to the sale of the vehicle. This fee varies depending on the dealership, and it can range from zero to several hundred dollars. It is essential to carefully read and understand the contract before signing to ensure that you are aware of all the fees and charges included in the out the door price.

Back-End Products

Here is a list of items that are typically offered to car buyers by the F&I (Finance and Insurance) manager at a dealership:

  • Extended warranties: These are additional warranties that extend beyond the manufacturer’s warranty and cover the cost of repairs for a longer period of time.
  • Maintenance plans: These plans cover the cost of regular maintenance services such as oil changes, tire rotations, and inspections.
  • Gap insurance: This insurance covers the difference between what you owe on the car and its actual cash value in case of a total loss due to theft or an accident.
  • Credit life insurance: This insurance pays off the remaining balance on your car loan in case of your death.
  • Credit disability insurance: This insurance covers your car loan payments in case you become disabled and are unable to work.
  • Fabric and paint protection: This is a coating that is applied to the fabric and paint of the car to protect it from stains and damage.

Security systems: These are systems that help protect the car from theft or damage, such as alarms and tracking devices.

It is important to note that while some of these items may be beneficial, others may not be necessary or may be available at a lower cost elsewhere. It is always a good idea to research and compare prices before agreeing to any additional products or services offered by the F&I manager.

To summarize, the Out the Door price is the sum of the following items minus any factory rebates or auto manufacturer cash incentives applied to the purchase.:

  • Vehicle Sales Price
  • Sales Tax (if applicable)
  • DMV Fees
  • Dealer Doc Fee
  • Back-End Products

When buying a new car, it is important to be familiar with the various pricing terms, including MSRP, sticker price, out the door price, and invoice price. While the MSRP and sticker price are important, the out the door price is the total cost you should focus on when negotiating with the dealer. Additionally, understanding the concept of dealer holdback and how it affects the invoice price can help you negotiate a better deal. offers accurate estimates of new car loan payments based on self-selected credit score, current rebates, down payment, and trade equity or negative equity, without customers having to provide their personal identifying information such as email and phone.

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