The Fee Minefield
You've negotiated a great price, then the finance manager shows $1,500 in fees you've never heard of.
Legitimate (Usually Must Pay)
- Documentation fee: covers paperwork processing, varies by region
- Sales tax: non-negotiable, government set
- Title and registration: government fees
- Destination charge: on new cars, on the window sticker
Questionable (Often Negotiable)
- Dealer prep fee: cost of doing business, should be in vehicle price
- Advertising fee: you didn't agree to fund their ad budget
- Market adjustment: charging more because they can
- VIN etching: dealers charge $200-400, DIY kits are $25
How to Handle
Negotiate the out-the-door price, not line items. "I don't care how you structure it - my budget is X total including taxes and fees."