Lineup and MSRP
| Model | Start MSRP | Top MSRP | Destination | Notes |
|---|---|---|---|---|
| Impreza | $23,205 | $29,305 | $1,170 | Compact sedan/hatch, AWD standard |
| Crosstrek | $25,995 | $33,295 | $1,290 | Subcompact SUV, 2024 redesign |
| Forester | $28,395 | $38,995 | $1,290 | Compact SUV, 2025 redesign |
| Outback | $30,595 | $42,995 | $1,290 | Midsize wagon-SUV |
| Ascent | $39,495 | $51,995 | $1,340 | Midsize 3-row SUV |
| Solterra | $38,495 | $47,995 | $1,350 | Electric SUV (joint with Toyota) |
| WRX | $29,995 | $45,995 | $1,170 | Performance sedan, 271 hp |
| BRZ | $31,495 | $37,995 | $1,170 | Sports coupe, RWD |
MSRP excludes taxes, title, license, and dealer fees. Destination charge is included in the MSRP.
Holdback, Dealer Cash and Incentives
Holdback
Subaru offers a holdback of approximately 2% of the Base MSRP (excluding destination). This is paid to the dealer after the vehicle is sold and represents hidden profit not shown on the invoice. On a $40,000 vehicle this is approximately $800.
Dealer Cash
UNVERIFIEDSubaru dealer cash for November 2026 varies by model and region. Dealer cash is not advertised to consumers but is typically $500–$3,000 on slower-selling models. Ask your dealer directly about available dealer cash on your target vehicle.
November 2026 National Offers
| Model | Offer | Terms | |
|---|---|---|---|
| Impreza | 0.9% APR for 63 months | Well-qualified buyers. Through Nov 30, 2026. | UNVERIFIED |
| Forester | $1,000–$2,500 cash back | Select trims. Through Nov 30, 2026. | UNVERIFIED |
| Ascent | 0.9%–2.9% APR for 60 months | Well-qualified buyers. Through Nov 30, 2026. | UNVERIFIED |
Customer cash and APR offers are typically mutually exclusive — choose one or the other. Dealer cash is separate and can sometimes stack with customer offers.
Lease Programs: Money Factor and Residual
| Model | Money Factor | Residual | Term | |
|---|---|---|---|---|
| Impreza | 0.00035 | 54% | 36 mo | UNVERIFIED |
| Crosstrek | 0.00045 | 48% | 36 mo | UNVERIFIED |
| Forester | 0.00035 | 54% | 36 mo | UNVERIFIED |
| Outback | 0.00045 | 48% | 36 mo | UNVERIFIED |
| Ascent | 0.00035 | 54% | 36 mo | UNVERIFIED |
| Solterra | 0.00045 | 48% | 36 mo | UNVERIFIED |
Money Factor (MF): The lease equivalent of an interest rate. To convert to APR, multiply by 2,400. Lower is better.
Residual: The estimated value of the vehicle at lease end, as a percentage of MSRP. Higher is better for lessees.
Fair Target Price
Formula
Invoice Price − Holdback (2% of MSRP) − Dealer Cash − Customer Incentives = Fair Target Price
| Benchmark | Target Price |
|---|---|
| Good deal | Invoice − 50% of holdback |
| Great deal | Invoice − full holdback − dealer cash |
| Aggressive | Invoice − all holdback − all incentives |
The fair target price is a benchmark, not a guarantee. Dealer willingness depends on inventory, time of month, and demand for the specific model.
Add-ons and Markups
| Item | Typical Markup | Recommendation |
|---|---|---|
| Destination/Delivery | Included in MSRP | Non-negotiable. Already in MSRP — don't pay it twice. |
| Dealer documentation fee | $300–$1,000 | Negotiate down or ask to waive. Some states cap this. |
| Protection / appearance package | $600–$2,500 | Decline. Pre-installed packages with high markup and low value. |
| VIN etching / theft protection | $200–$400 | Decline. Can be done for ~$20 yourself. |
| Tire & wheel protection | $400–$1,200 | Decline unless you frequently drive on rough roads. |
| Extended warranty | $500–$2,500 markup | Negotiate price if you want it. Don't finance it into the loan. |
Negotiation Steps
- 1
Research the invoice price
Get the true dealer invoice (not MSRP) for the exact Subaru trim and options you want. Invoice is typically 5–8% below MSRP.
- 2
Calculate the holdback
Multiply the Base MSRP by 2% — this is the dealer's hidden profit after the sale.
- 3
Check for dealer cash
Ask directly: "Are there any dealer cash incentives on this model this month?" Dealer cash is common on slower-selling models.
- 4
Request out-the-door (OTD) pricing
Ask 3–5 dealers for OTD price on the same vehicle. Compare side by side. Never negotiate on monthly payment.
- 5
Make your offer
Offer: Invoice − 50% of holdback − any customer incentives. This leaves the dealer a fair profit while saving you money.
- 6
Decline unnecessary add-ons
Decline VIN etching, paint protection, fabric guard, and wheel/tire packages. These are high-margin dealer profit centers.
- 7
Secure your own financing
Get pre-approved from a credit union or bank before visiting the dealer. Compare with manufacturer APR offers.
- 8
Walk if the deal isn't right
Be prepared to leave. Dealers know month-end quotas matter. A real "no" often produces a better offer within 24 hours.
Sources
- Subaru — November 2026 Offers (on this page)
- Edmunds True Market Value / Invoice Pricing
- CarEdge — Holdback & Dealer Cost Data
- Leasehackr — Lease Money Factor / Residual Forums