Beware sneaky fees at car lot

The best way to approach buying a new vehicle in any market is to be armed with the most knowledge about the car you want, your credit situation and the types of "offers'' the dealership is likely to run past you.

As an automotive columnist for more than 25 years, it's not immodest to say that I'm probably better versed in the buying and selling of cars than the average consumer.

Yet when I went to buy a new car last month, I was nonetheless amazed at how dealers continue to try to bamboozle and confuse a buyer in an effort to pad the deal with extra charges.

Here was my experience:

My wife and I knew which car we wanted to replace for her 7-year-old car. We decided to sell her car privately, taking the variable of the trade-in off the table. We also secured the financing before going shopping and researched the price we should pay for the new vehicle.

Before showing up at the dealership for the sale, I did some additional research and found that the lot was stocked with more than two dozen of the model we wanted. So I knew the dealer was hungry.

We went shopping on a Saturday. The showroom was lightly dotted with other customers. I had met the salesman we would be dealing with on my earlier reconnaissance mission, so he knew what we wanted.

After a test drive, we got down to business. I told the salesman that I wasn't going to go through the usual haggle. I wanted their best price and if it was within the range I knew it should be, we would have a deal.

After he consulted with his sales manager, he came back with a price that was within the range and I said we had a deal.

That's when the games began.

First up was the actual sales contract. Yes, it had the agreed upon price, but it also included a line for $700 in "dealer fees.'' I laughed and said I wasn't going to pay that.

Then the sales manager showed up to say that the dealer fee was required. I said if it was required, I was going to walk.

He relented somewhat, making a plea that the dealership did incur about $100 in costs to prep the car. Would I pay the $100? Because the car was in a rare color my wife wanted, I gave in on the $100.

Next up was the financing pitch. I said I had my own financing and had a check right there. Even so, I was told I would have to fill out a credit application -- presumably so they could try to steer me to their lender who would give them a kickback.

Then came the most outrageous statement I have ever heard: "Since 9/11 we require everyone to fill out a credit application.''