It is one of the most common lines in car shopping right now: every dealer adds a package, so you might as well accept it. Car buying creator @tomislavmikula decided not to take that at face value. Reacting to the claim that every dealership charges a markup, he picked up the phone and called a dealer to see for himself. His caption asks the question plainly: does every dealership charge a markup?
His call is a perfect example of how a new car price can balloon by thousands of dollars, and it is worth reading before your next visit to a showroom.
@tomislavmikula
The claim he set out to test
The video opens with a voice saying that every dealership is going to have a package, and when asked whether that includes California, the answer is a firm yes. Everyone does it. The creator wanted to know whether that was true, so he called a dealer about a brand new vehicle he had found by stock number.
A friendly start
He reaches a sales representative named Allison, who confirms the vehicle is a new one and that the white car is available. When she asks when he would like to come in to test drive it, he explains he has already driven it and just needs pricing. She transfers him to the internet department, where a representative named Kiko picks up.
The buyer first checks whether the vehicle is actually available, and the answer is yes. He even says he is glad to hear it, because, as he puts it, he had lost faith in the world that day. That polite tone sets the stage for the price talk.
The package
Kiko says the price on that car is about forty one thousand four hundred eighty five dollars, with tax, documentation fees and a package on top. When the buyer asks what the package is, Kiko says it is called the Ohana package and that every dealer is going to have a package like it. It includes window tint, all weather floor mats, a trunk tray and mud guards. The price of the package is three thousand nine hundred ninety five dollars.
The buyer is surprised. He points out that tint and trunk trays sound like a small list of items for nearly four thousand dollars. He says he could order a set of floor mats and similar items for around four hundred dollars. He also notes that the car already came from the factory with all season mats, one of the reasons he was interested in this vehicle in the first place.
The rest of the conversation
Kiko replies that this is how dealerships make their money, and says he does not make the rules, he just sells the cars. When the buyer asks who does make the rules, Kiko says he guesses it is the owners. The buyer mentions that he has been dealing with a lot of owners that day, and that another dealer had a market adjustment of twelve thousand dollars. Compared with that, Kiko says, his dealer’s package is only thirty nine ninety five.
The buyer explains why he is skeptical. When a new model first appears, he says, dealers tell shoppers that supply is limited. Months later, inventory fills the lots and early buyers who paid extra may feel they were taken advantage of. Kiko says the dealership can discount the package, but it needs something to work with. The two end up far apart, and the buyer says he would only move forward at or below the manufacturer price. Kiko says that is not available on these cars, and he adds that four thousand dollars above the sticker is one of the highest markups they have seen in a day. The buyer thanks him and says he will probably buy elsewhere.
So is every dealer adding a package?
This single call does not settle the question for the whole state, and the creator is not claiming it does. Plenty of dealers do add accessories or protection packages to new vehicles, and some are pre installed before the car even arrives on the lot. That is where the phrase dealer added options comes from. But the claim that there is no way around them is exactly what a shopper should test, which is what he did.
How to deal with add on packages
- Ask for an itemized price. Get the vehicle price, fees, taxes and every add on listed separately, in writing.
- Ask if the package is optional. If items are already installed, ask whether the dealer will remove them, drop the charge or find a similar vehicle without them.
- Compare the cost to the real market. A quick search will show what tint, mats and trays cost at an independent shop. In this case, the buyer figured a similar set for about a tenth of the package price.
- Call more than one dealer. Prices on the same vehicle vary, and some dealers charge no markup at all.
- Do not be rushed. A line like everyone does it is a sales tactic more than a rule.
- Be ready to walk. Often the best offer comes after you thank them and leave.
Why this matters to everyday shoppers
A new car is one of the largest purchases most families make, and a few thousand dollars of extras can add up to real money over a loan. If you finance that package, you also pay interest on it. Knowing what is optional, what is negotiable and what is simply a dealer’s profit can save you a great deal.
The buyer in this call stayed calm and polite, asked simple questions and got clear answers. You can do the same. Ask the questions, listen to the answers and then decide whether the deal is truly the one you want.