The average price for a new car is close to $50,000 these days, which is a lot of money, and not always a good financial decision (not to mention the fact that the purchase price is only part of the cost). Even worse than the price, in many ways, is the process—anyone who has ever purchased a new car knows how long and excruciating it can be, involving several hours (or days) of your life as you engage in Jedi Mind Trick battles with a salesperson and then sign dozens of documents when you’re mentally and emotionally exhausted.
One reason the process sucks so much: Car dealerships are notorious for using tricky, sneaky tactics to get you to pay more than you need to. But you can turn the tables on them a little, because once you’ve struck a deal, in principle you have more leverage—the salesperson can smell that sale, and if you walk away, their time is as wasted as yours. This is the moment to ask for all the little things that won’t cost the dealer much, but can add up to a nice package of savings and perks for you, making this purchase a little less painful.
A full tank of gas
You might assume that the least you can expect from a car dealership is that your new car will arrive with a full tank of gas. And that is usually the case, but sometimes things go wrong—a salesperson forgets to gas up after a few test drives, or it’s simply overlooked. Considering that a full tank of gas can run as much as $100 depending on the vehicle you’re purchasing, it’s worth insisting that the contract stipulate the car will be delivered with a full tank, or that you’ll get a fuel voucher to fill it up. And while you’re at it, specify premium fuel, too.
Warranties and service plans
Dealers often toss extended warranties (that cover some repairs after the manufacturer’s warranty expires) and regular maintenance like tune-ups and oil changes into your contract and assume you’ll pay for them even though it increases your costs. But they’re not always worth it; an extended warranty only makes sense if you intend to own that car for well past the included warranty’s expiration, and even then you need to look closely at what’s covered. And most dealers will offer some kind of service and maintenance plan included with the purchase.
If you’re going to skip the extended warranty, you should ask to have it added to the contract as a freebie—all they can do is say no. Similarly, if there’s a charge for a service plan, try to have that added as well—even limited service options can save you some money down the road.
Coatings
When buying a new car, salespeople will often push various coatings—paint protection, anti-rust, anti-stain fabric applications—that they insist are necessary to keep your car from literally dissolving under the elements within days, if not hours. For the most part these coatings aren’t worth the money—cars are pretty durable right out of the factory, and while these coatings do offer some protection from normal wear and tear, the markups on them are usually breathtaking.
So, don’t buy these add-ons—but do ask that they be included in the contract as an included part of the purchase. Dealerships don’t pay much for these services (which is why they love selling them to you—that profit margin is sweet), so they can be persuaded to just throw them in if you ask nicely—and firmly—enough.
Extra keys or fobs
While most new cars these days use keyless (or even fully digital) entry and ignition, some basic models still come with mechanical keys—and if you need a fob to access the car it’s really just a key with extra steps. In either case, having a spare you can keep someplace safe is a great idea. Yet many dealers act like giving you a second key or fob requires immense effort and expense on their part. Before you sign that contract, ask them to write in a second key or fob so you don’t have to worry about losing yours.
VIN etching
VIN etching is a chemical process that burns your car’s vehicle identification number (VIN) onto the glass. It’s useful because it makes it much more difficult to sell a stolen car, which is why some insurers offer discounts on policies if your car has it. You can do VIN etching yourself cheaply, so it might not be worth the several hundred bucks your dealer will charge for the service—unless you convince them to write it into your contract for free.
Floor mats
If your new car doesn’t come with floor mats as a standard feature—and some don’t—you should definitely not buy them from the dealer. You can get them for a lot less money just about anywhere else, or spring for some laser-measured custom mats that will fit like gloves. But your dealer has floor mats they could give you—so write it into the contract and see if they’ll go for it, because free floor mats are always going to be better than floor mats you have to pay for.
