Two different kinds of extra line items
A dealer's purchase agreement typically separates into fees that are essentially unavoidable at that dealership, and add-ons that are optional products or services — even when they're presented as if they're part of the deal.
Fees you'll commonly see
- Documentation ("doc") fee — covers the dealer's paperwork; some states cap this amount, others don't regulate it at all
- Title and registration fees — passed through from state government charges
- Sales tax — set by your state and sometimes your locality, not the dealer
These are generally the same regardless of which dealer you buy from in that state, though the doc fee specifically can vary somewhat between dealerships.
Add-ons — genuinely optional, even when they don't feel like it
- Extended service contracts (see our guide to what a vehicle service contract is)
- GAP insurance (see our GAP insurance guide)
- Paint/fabric protection, etch/VIN etching, nitrogen tire fill, and similar aftermarket add-ons
- Pre-paid maintenance packages
On new vehicles in high demand, you may also see a "market adjustment" or "additional dealer markup" line above the manufacturer's suggested price. That's the dealer's own charge, not a government fee or a manufacturer requirement, and it's negotiable like the price itself.
None of these are required to buy the vehicle, even if they're pre-printed on a worksheet or bundled into a "package" — you're generally entitled to decline any of them individually, and to ask for a purchase agreement without them.
Practical steps
- Ask for an itemized breakdown before signing anything, and ask what each line item specifically is
- For any add-on, ask what it actually costs on its own versus bundled, and whether you can add it later or elsewhere if you decide you want it
- Compare the out-the-door price (everything included) between offers, not just the sticker or advertised price, since fees and add-ons can otherwise obscure an apples-to-apples comparison
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