What a dealer can and cannot charge you in California
Some charges come from California. Others come from the dealership. Here's how to tell them apart.
A California purchase order has three kinds of line on it, and they are not equally negotiable.
The first kind is government money. Sales tax, registration, title and the smog transfer fee are set by the state and collected on its behalf. They are not padding and there is no point arguing about them.
The second kind is the document processing charge — the "doc fee". California is unusual in capping it. As of this writing the cap is $85, which is low by national standards, and legislation has been introduced that would raise it substantially. Check the current figure when you buy. Whatever it is, it is a ceiling, not a price to be discovered at signing.
The third kind is everything else: paint protection, fabric protection, nitrogen in the tyres, VIN etching, appearance packages, alarm systems added by the dealer. These are products. They are optional. They are frequently presented as though they are already on the car and cannot be removed, and often they physically are already on the car — which is a merchandising decision, not your obligation.
Two habits protect you. Ask for the out-the-door figure in writing before you agree to anything, and read the line items rather than the monthly payment. A payment can be made to look like anything by moving the term. The itemised total cannot.