When you head to the dealership to buy a new car, finding the make and model you want and negotiating the purchase price is just the beginning. Car dealers have much more to offer you before they’re done, and the price can add up.

What some people don’t realize is that these extra features, accessories, and services are also negotiable. Take a look at some tips on getting the best price on dealer add-ons.

What Are Add-Ons?

Add-ons can be anything from dealer-installed accessories such as anti-theft systems, wheel locks, and window tinting to services such as tire warranties, protective coatings, and interior stain resistance spray.

When you look at the sticker on a new car, it will also likely have a supplemental sticker that lists all of the add-ons for the vehicle. It could include mud flaps, nitrogen for the tires, pinstriping along the side of the vehicle to personalize it, and door edge guards, just to name a few.

Negotiating Add-Ons

It’s important to know that many of the add-ons are not necessary. If you’re looking to keep the price of your vehicle as low as possible, look at all the extras and decide what you need and what you don’t. If you don’t need it, don’t buy it. If an item is not factory-installed as part of an optional package, car dealers can usually remove it from the deal.

Once you’ve found a car you’re interested in, ask the salesperson if it’s equipped with any add-ons. Find out exactly what items it has and their cost. You can then ask to see the same model without add-ons. If they don’t have any vehicles available without add-ons, it might be time to head to another dealership.

You can tell the salesperson that you’ll buy the car, but only without the add-ons. Since they probably won’t remove them, but they want to sell you the car, they will start negotiating the price.

Negotiate the Wholesale Price

The best way to get a good price on a car that’s loaded with dealer add-ons is to do your research before you start your conversation with the salesperson. Find out how much you would pay for the items and services outside of the dealership.

For example, an interior protection package may increase the price of the vehicle by close to $200, but you could buy Scotchguard fabric protector for just a few dollars and do it yourself.

Once you have an idea of what you would pay for the items without the dealership’s profit factored in, start your negotiations there. Some items, such as pinstriping and nitrogen in the tires, are just not necessary, and you can negotiate as if they are not even part of the price.

It’s important to note that some add-ons offered at car dealers may be worth paying for. You may want the roof rack or remote start system, so make sure to look at the add-ons carefully before rejecting all of them.