1. What other fees will I be charged? Another way to ask this question is, "What's my out-the-door price?" Up to now, you have probably been negotiating the price of the car only. You will, of course, be required to pay additional fees, some of which are legitimate and some of which might be questionable. Legit costs include sales tax, registry costs, tire recycling fees and a documentation fee. Some dealerships, however, tack on additional fees as a way to build profit back into the deal. The sooner you find out about these fees, the better you can avoid them. Read more in What New Car Fees Should You Pay?
2. How much is your documentation fee? All car dealers charge a documentation ("doc") fee when you buy a car. This means they actually charge you for filling out the contract. It seems strange, but it's universal. What isn't universal is the amount dealers charge for the doc fee. Some states cap the doc fee, usually at a price below $100. Other states don't regulate the doc fee, so it can be as much as $600. While expensive in some states, these fees have become standard fare in the car business. If you're in a state without a capped fee and feel the price is too high, your time will be better spent negotiating the price of the car rather than getting the dealer to waive the doc fee.
3. Are there any dealer-installed options on the car? Most cars come with options installed at the factory when the car is built. But sometimes the dealer adds items as a way to boost profit. Popular add-ons include nitrogen-filled tires, window tinting, wheel locks, all-weather floor mats, paint protection and more. These are called dealer "add-ons" and the markup can be quite steep. A common add-on is LoJack, a vehicle recovery system. Dealers often add the system's cost to all the new cars in its inventory. Seeing it on every vehicle makes it seem as though it comes standard, but it's an item the dealer has added. We're not saying you should never buy a car with dealer add-ons. But you want to know about any add-ons well in advance, ideally when you're soliciting a price quote. Know that there's a markup on them and negotiate accordingly.