Skip 5 Dealership Upsells Experts Deem a Waste of Money
Written by
Laura Beck
Edited by
Cory Dudak
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Car dealerships make serious money on add-ons, which are often pushed during the sale process. Of course, this doesn’t mean they are always necessary and can often amount to little more than a waste of your money.
Chris Pyle, an auto expert with JustAnswer, broke down which upsells to reject immediately, and why (and how) prospective car owners should avoid taking the bait.
1. Sticker Bumps
Dealers add extras to the manufacturer’s suggested retail price and charge premium rates for them. Pyle said you should never pay for these sticker bumps.
“There is an MSRP on the window, and some dealers add extras at a premium cost to bump the sticker price up,” he explained. “Do not pay for those in your car purchasing deal.”
These additions show up as separate line items marked as dealer-installed options or market adjustments. They inflate the final price without adding real value to the vehicle.
2. Interior Protection
Dealerships charge $200 to $300 for interior protection that amounts to spraying Scotchgard on seats and carpet. Pyle said they usually miss most of the surfaces anyway.
Instead, you can buy a can of fabric protector for $10 and do a better job yourself in your driveway. The dealership version takes minutes to apply and doesn’t justify the markup.
3. Paint Protection
Paint protection packages run $300 to $500 at dealerships. Pyle explained what you actually get: “They sprayed some liquid wax on it and wiped off the excess in minutes. It may last 30 days.”
Regular car wax from an auto parts store costs $15 and provides the same protection. Professional ceramic coating exists if you want real paint protection, but the dealership spray isn’t it.
4. Theft Protection Systems
Dealers install additional anti-theft systems and charge around $400 for them. Pyle said these are completely unnecessary. “It already has anti-theft,” he explained. “Often it fails and strands you, because it is cheap junk.”
Modern cars come with factory anti-theft systems built into the key fobs and ignition systems. Adding a cheap aftermarket device creates more problems than it solves. When these systems malfunction, they prevent your car from starting even when you have the correct key.
5. Extended Warranties That Start Immediately
Buying a used car often comes with pressure to purchase an extended warranty that begins the day of sale. Pyle pointed out the obvious problem: “You are paying extra for a warranty when the car currently already has one that covers everything for free.”
Most used cars still have remaining factory warranty coverage or certified pre-owned warranties. The extended warranty you’re buying overlaps with existing coverage, meaning you pay for protection you already have.
How To Handle the Pressure
Dealerships train salespeople to present these add-ons as necessary or standard, even when they’re not. Every single one is optional and negotiable.
When the finance manager starts adding these items, say no clearly. Don’t let them bundle everything together in monthly payment calculations that hide the true cost. Ask for the out-the-door price without any add-ons.
If they insist the items are non-negotiable or already installed, walk away. Other dealerships will sell you the same car without the junk fees.
What Actually Matters
Focus on negotiating the actual vehicle price, interest rate and trade-in value. Those numbers determine whether you’re getting a fair deal. The add-ons are pure profit for the dealership and worthless for you.
Pyle’s advice is simple: Skip all of it. The car works fine without dealer-installed extras that do nothing but pad their margins.
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