Add-Ons and Extras:

Don’t forget about all those add-ons and extras that I am going to sell you for your new car. I am sure you will want to protect your investment with Rustproofing, Undercoating, Paint & Fabric Protection. Right? You have heard about Acid Rain haven’t you? That can fade you paint over time. How about birds, you know they can ruin a paint finish. Do you want me to keep going?

The average dealer with sell a Overall Protection Package that includes Rustproofing, Undercoating, Paint Protection and Fabric protection for anywhere between $ 799.00 to $1299.00. Depending on the area, the dealer and the company that may be doing the work, cost is about $ 190.00. I told you that my sales commission on that product is about $200.00. Not a bad deal is it? (for the dealer) The convenience is probably a big factor in buying these extras at the dealer, because you can roll the cost of these items into your payment. (many people do)

How We Sell You

Actually that is how we sell it to you. We will say for only $XX dollars a month you can relax and feel comfortable knowing your vehicle will keep looking like new. Mr Customer did you know that this protection package will greatly enhance the trade-in or resale of your car. (I have plenty more of these add-on lines, they work pretty good)

When you are doing your homework searching for your vehicle and getting quotes, check your local area for Full Service Car Detail Shops. I have found some that will Rustproof a car for $89.95. Many of these also offer the paint and fabric protection at a reasonable price. Should the Protection Packages interest you, get some quotes locally and then you could probably get the dealer to get very close or match your quotes.

Do Your Add-on Homework

There are still some other items you might like, such as Remote Start, Alarm System, Tow Hitch, Roof Rack, Special Wheels, Navigation, Satellite Radio……the list can go on.

When you are buying a new car some of the Add-Ons are better purchased from the dealer. Items that need to match colors, mounting holes etc…..for those items you don’t have too much control over. Special Add-Ons that come from the Manufacturer have to be ordered in through the Parts Department and installed by the Service Department. Sometimes it will be easier to include these items in your amount financed.

F.Y.I. Parts and Service Departments at Dealerships operate as separate profits centers, meaning they operate as a separate business from the other departments. So anything that the Sales Department sells you that has to be ordered and installed the Sales Department is treated as any other customer, only they get a 10-20% discount. See Rustproofing

Joe Slick

Inside The Mind of Your Sales Person
Chapter 1