Here's a question I get asked constantly: "Why is the price $3,200 higher than we agreed on?"
Because dealers add fees.
Some fees are legitimate costs you have to pay (sales tax, registration). Others are pure profit dressed up as "required charges."
I'm going to show you exactly which fees are legit, which ones are garbage, and how to spot the difference in 30 seconds.
LEGIT fees (you have to pay these):
- Sales tax: 6.625% in New Jersey (state mandated, non-negotiable)
- Registration fee: Varies by vehicle model year and weight—use NJ MVC's fee calculator
- Title fee: $60 (or $85 with a lien if financing)
- Doc fee: $200-$900 (dealer's paperwork charge—technically negotiable, but most won't budge much)
JUNK fees (refuse these):
- Market adjustment / ADM (dealer markup)
- Dealer prep / reconditioning (cleaning a new car you're buying)
- VIN etching ($200-$400 for a $15 service)
- Nitrogen tire fill ($100+ for free air)
- Paint sealant / fabric protection ($500-$1,500 for $50 worth of wax)
- "Accessories" you didn't ask for (door guards, wheel locks, trunk mats pre-installed)
The test: If the fee doesn't go to the DMV, it's negotiable or removable. If it's not sales tax / title / registration, it's either negotiable or removable.
How Dealers Use Fees to Hide Profit
Here's the game:
You negotiate the car price down from $35,000 to $33,500. You feel good. You "won."
Then they hand you paperwork showing $38,200 "out-the-door."
Where did the extra $4,700 come from?
Expected fees (legit):
- $33,500 car price
- $2,219 sales tax (6.625%)
- $65.50 registration (typical for >3,800 lbs vehicle)
- $75 title fee
- $450 doc fee= $36,309 legitimate out-the-door price
What they actually charged:
- $33,500 car price
- $2,219 sales tax
- $65.50 registration
- $75 title fee
- $750 doc fee (inflated)
- $395 "dealer prep" (junk)
- $299 VIN etching (junk)
- $795 "paint and fabric protection" (junk)
- $149 "nitrogen tire fill" (junk)= $38,247 actual out-the-door price
You just paid $1,938 in junk fees you didn't need to pay.
This is how dealers make $2,000-$4,000 extra profit after you've "negotiated" the car price.
The Breakdown: Fee by Fee
Let me walk you through every fee you'll see and whether it's legit.
LEGIT FEES
Sales Tax (NJ: 6.625%)
- What it is: State-mandated tax on vehicle purchase price
- Who gets it: New Jersey Division of Taxation
- Can you negotiate it: No. It's the law.
- NJ-specific note: If you trade in a car, you only pay sales tax on the difference (new car price - trade value). This saves you money.
Example:$35,000 new car - $15,000 trade-in = $20,000 taxable amount$20,000 × 6.625% = $1,325 sales tax (vs $2,319 if no trade)
Registration Fee (NJ)
- What it is: Annual fee to register vehicle with NJ MVC
- Cost: Varies by vehicle weight and model year
- Typical passenger vehicles: $35.50-$65.50/year
- Use NJ MVC's fee calculator for your specific vehicle
- Who gets it: NJ Motor Vehicle Commission
- Can you negotiate it: No.
- Note: EVs pay an additional annual ZEV fee ($270 in 2026, increasing $10/year through 2028) on top of regular registration
Title Fee
- What it is: Fee to transfer legal ownership / create new title
- Cost: $60 (or $85 with a lien if you're financing)
- Who gets it: NJ MVC
- Can you negotiate it: No.
Doc Fee (Documentation Fee)
- What it is: Dealer's charge for processing paperwork
- Cost in NJ: $200-$900 (no legal cap in NJ)
- Typical range: $395-$595 at volume dealers, $695-$895 at luxury dealers
- Can you negotiate it: Technically yes, practically no. Most dealers treat it as non-negotiable, but you can shop around. A $400 doc fee dealer vs a $800 doc fee dealer = $400 savings by choosing the right dealer.
- Red flag: If doc fee is over $900 in NJ, they're testing what you'll tolerate.
NJ comparison: California caps doc fees at $85. New York caps at $175. New Jersey has no cap, so dealers charge whatever they want.
JUNK FEES (Refuse These)
Market Adjustment / ADM (Additional Dealer Markup)
- What it is: Dealer markup on high-demand vehicles
- Cost: $2,000-$10,000+ (yes, really)
- Who gets it: Dealer (pure profit)
- Can you refuse it: Yes. Walk out. These only exist on hard-to-get cars (new model launches, limited supply). If you're buying a CR-V or Accord, there's no supply shortage—ADM is greed.
When ADM is semi-legit: Brand-new model launch (2026 Toyota 4Runner in month 1) where demand genuinely exceeds supply. Even then, you can wait 3 months and ADM disappears.
Dealer Prep / Reconditioning
- What it is: "Cleaning" or "prepping" a brand new car
- Cost: $300-$800
- Who gets it: Dealer (profit)
- Why it's junk: New cars arrive from the factory ready to drive. Dealer prep is washing it and removing plastic wrap. That's included in the car's price already—manufacturer pays dealer a "dealer prep" allowance. Charging you again is double-dipping.
Your response: "I see a dealer prep fee. That's included in the MSRP. Remove it."
VIN Etching
- What it is: Engraving VIN on windows "for theft prevention"
- Cost: $200-$400
- Actual cost: $15 DIY kit from Amazon
- Why it's junk: Insurance companies don't care. It doesn't reduce theft. It's a 5-minute task they charge $300+ for.
- Particularly sleazy: They do this before you arrive so they can say "it's already done, you have to pay for it."
Your response: "I didn't request VIN etching. Remove the charge or reverse the service."
Nitrogen Tire Fill
- What it is: Filling tires with nitrogen instead of regular air
- Cost: $100-$300
- Why it's junk: Nitrogen provides zero real benefit for passenger cars (maybe 1 PSI less pressure loss over 6 months). Regular air is 78% nitrogen already. You can fill tires for free at gas stations.
Your response: "I'll use free air. Remove the charge."
Paint Sealant / Fabric Protection
- What it is: Wax and Scotchgard-style spray
- Cost: $500-$1,500
- Actual cost: $50 worth of product at wholesale
- Why it's junk: You can buy the exact same products at AutoZone for $30 and apply them yourself in 20 minutes. These "protections" wear off in 6-12 months anyway.
Your response:
"I'll handle paint and fabric protection myself. Remove the charge."
Dealer-Installed Accessories (that you didn't ask for)
- What it is: Floor mats, door guards, wheel locks, trunk liner, roof racks—pre-installed before you arrive
- Cost: $200-$800
- Why it's junk: They install $40 worth of accessories and charge you $400. And they do it before you see the car so you "have to pay for it."
Your response: "I didn't request these accessories. Remove them and credit my account, or remove the charge."
Step-By-Step: How to Protect Yourself
Step 1: Ask for "out-the-door price" in writing BEFORE discussing payments
This is the magic question that exposes junk fees instantly.
"What's the out-the-door price, including all fees and taxes?"
Write it down. If they won't give it to you in writing, leave.
Step 2: Do the math yourself
Take the car price they quoted and calculate what out-the-door should be:
Formula: Car price + tax + title + registration + doc fee = expected OTD
- Car price
- Sales tax (car price × 6.625%)
- Registration (check NJ MVC calculator)
- Title fee ($60-$85)
- Doc fee ($300-$800 depending on dealer)
- = Expected out-the-door price
Example:$35,000 car
- $2,319 sales tax
- $65.50 registration
- $75 title
- $450 doc fee= $37,909.50
If their "out-the-door" is $40,200, the difference ($2,290.50) is junk fees.
Step 3: Circle every fee over $100 that's NOT sales tax, registration, title, or doc fee
Point to each one and ask: "What is this fee, and why am I paying it?"
Make them explain every single one.
Step 4: Refuse junk fees
Use these exact words:
"I'm not paying for VIN etching / nitrogen / paint protection. Remove it from the price, or I'm walking."
Don't negotiate junk fees down to $200 instead of $400. Remove them entirely.
Step 5: If they won't remove junk fees, leave
I mean it. Walk out.
There are 350+ dealers within 50 miles of you selling the same car. One of them will sell it to you without junk fees.
Common Dealer Tricks
Trick #1: "These fees are required by law / the manufacturer"
False.
Sales tax, registration, and title are required by law.
VIN etching, nitrogen tires, paint sealant, dealer prep = not required by anyone. Pure dealer profit.
Trick #2: "We already installed it, so you have to pay for it"
Also false.
Just because they etched your VIN or filled tires with nitrogen before you saw the car doesn't mean you're legally obligated to pay for it. You didn't authorize it.
Your response: "I didn't request this service. Remove the charge, or remove the item and refund me."
Trick #3: "The doc fee is non-negotiable"
Technically true at most dealers (they set one doc fee and charge everyone the same).
But you CAN shop around. Dealer A charges $395 doc fee. Dealer B charges $795. Buy from Dealer A.
Trick #4: "This fee goes to the manufacturer / finance company"
Nope.
Sales tax goes to the state. Registration/title goes to the DMV. Everything else goes to the dealer.
Ask them: "Show me the invoice proving this fee goes to someone other than you."
They can't.
Trick #5: "Everyone pays these fees"
False.
Savvy buyers refuse junk fees every single day. You're not "everyone." You're someone who knows the difference between legit and junk.
Real Example: Fee Breakdown on a $35K SUV
Let's walk through a real deal sheet so you can see exactly where the junk hides.
Vehicle: 2026 Honda CR-V EXMSRP: $35,200Negotiated price: $34,000 (you got $1,200 off—nice work)
Dealer's "out-the-door" quote: $38,847
Fee breakdown they hand you:
- Vehicle price: $34,000
- Sales tax: $2,253 (6.625%)
- Registration: $65.50
- Title fee: $75
- Doc fee: $695
- Dealer prep: $395
- VIN etching: $299
- Nitrogen tire fill: $149
- Paint and fabric protection: $795
- Wheel locks & floor mats (pre-installed): $249
- "Market adjustment": $500
- Total: $39,475.50
What you should actually pay:
- Vehicle price: $34,000
- Sales tax: $2,253
- Registration: $65.50
- Title: $75
- Doc fee: $450 (negotiated down from $695, or shop a dealer with lower doc fee)
- Total: $36,843.50
Junk fees to refuse:
- Dealer prep: $395
- VIN etching: $299
- Nitrogen tires: $149
- Paint/fabric protection: $795
- Wheel locks/mats: $249
- Market adjustment: $500Total junk: $2,387
Savings by refusing junk fees: $2,387
That's $2,387 you keep in your pocket by spending 10 minutes circling fees and saying "remove this."
Where Vantage Fits
Here's the thing about junk fees: they only exist because showroom buyers don't know to refuse them.
When we buy cars for clients, we see the dealer cost breakdown—invoice, holdback, manufacturer incentives, everything. We know what they paid and what they're trying to charge you.
We get you out-the-door pricing with zero junk fees because we don't walk into a showroom and let them "add value" with nitrogen tires and VIN etching.
If you want someone to handle this negotiation for you (and refuse the junk on your behalf), that's exactly what we do. You get transparent pricing—car price, sales tax, registration, title, doc fee. That's it.
The Bottom Line
Junk fees exist because dealers hope you won't notice or won't push back.
The average buyer pays $2,000-$4,000 in junk fees they didn't need to pay.
You're not average.
Get the out-the-door price in writing. Do the math. Circle every fee that's not sales tax, registration, title, or doc fee. Make them explain it. Refuse to pay it.
If they won't remove junk fees, leave. There are 349 other dealers who will sell you the same car without the garbage.
Next step: Get an out-the-door price quote with zero junk fees so you know what you should actually pay.
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