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Frequently Asked Questions: Convert Any Dealer 4-Square Monthly Payment Pitch Into a True OTD Price
What is a fair out-the-door (OTD) price for a 2022 Honda CR-V listed at $26,500?
A 2022 Honda CR-V listed at $26,500 typically includes $2,832 in negotiable gross dealer margin above the $22,260 wholesale acquisition floor. Your target pre-tax vehicle price is $25,443, resulting in an all-in Out-the-Door offer between $26,113 (in capped doc-fee states like California) and $26,785 (after offsetting uncapped dealer doc fees).
How do state dealer documentation fee caps impact my out-the-door counter-offer?
States like California ($85 cap) and New York ($175 cap) legally restrict dealer documentation fees, whereas uncapped states like Florida ($999 average) allow dealers to pack extra profit into the F&I contract. Always reduce your base vehicle offer dollar-for-dollar by any documentation fee exceeding $175.
How much wholesale margin and OEM holdback does a dealer have in a 2022 Honda CR-V?
Franchise dealers acquire trade-in and auction inventory near $22,260 (84% of retail sticker) and retain a 2.5% OEM holdback allowance ($662) plus floorplan credits, creating $2,832 of negotiation spread before hitting their hard cost floor.
Trim $2,832 in Dealer Markup + Save $4,327 on Your Out-The-Door Price
This car is listed $1,057 above fair market price ($23,668 estimated dealer cost; $15.14/day lot holding cost). Lock in $26,372 all-in US Avg Out-The-Door and watch out for a 2% loan rate markup in the finance office ($1,164 extra interest).
