Dealer Add-Ons Can Complicate NegotiationsAs we ventured onto the dealer lot to purchase a Ford Fusion Hybrid for our long-term fleet, we noticed a small sheet of paper listing additional costs, posted next to the window sticker. It caught us off guard, since we hadn't seen these additional charges when we viewed the car on the dealership's Web site.

This seemingly harmless sheet of paper, containing two additional dealer add-ons, inflated the price of the vehicle by $600. Worse yet, it complicated our negotiations. In the industry, this list of add-ons is called the "supplemental sticker." We call it the rip-off sticker.

Added Dealer Profit

The rip-off sticker adds high-profit items for a dealer that hold little or no value to the consumer. In our case, the sticker added two products: an interior "protection" package, and an "Express Code Marking System."

The interior protection package is a chemical sprayed on the vehicle's upholstery to waterproof it and protect it from stains. The dealer was charging $195 for this service. We performed a quick search online and found a bottle of 3M Scotchgard Auto Interior Fabric Protector for about $9 on 3M's Web site. This product promises the same advantages as the stuff sprayed onto your upholstery at the dealership, but costs $186 less.

The second product was the Express Code Marking System. This marking system consisted of a special label placed on key body parts of the vehicle that if removed, would leave the imprint of an ultraviolet identification number. It wouldn't notify the police, ruin the part or make any sort of noise. The dealer was charging $400 for this product.

Your Items May Vary

Products added to the rip-off sticker vary by dealership. Somewhere else it might be chrome wheels, paint sealant or a "protection package." A dealership near our offices had its own list of add-ons to many of the new vehicles it sold. One vehicle's rip-off sticker added nearly $1,200 to the price of the vehicle. On one car, the sticker listed two add-ons: an applied sealant package and a protection package.

According to the salesman we spoke to, the applied sealant is a special layer that protects the car's paint and is backed by a warranty. Since every new car comes from the factory with a protective "clear coat" layer, it might be difficult to prove if this product is working. If your car's paint looks good after a few years, would you credit the sealant or the factory clear coat?

The $595 protection package consisted of a rubber cargo tray, wheel locks and splash guards. We called the parts and service department and asked for the same items over the counter. Individually, the price totaled $375, installed. If we installed the parts ourselves (not hard to do), we could save an additional $70. We knew that the items were less expensive à la carte, but few buyers know these items are negotiable — or that you could ask to have them removed.