Dealer add-ons to refuse: a line-by-line guide to declining every F&I product
The finance office has a menu. Some items have a legitimate use case, most don't, and almost none are worth the dealer's quoted price. Here's the full menu with a polite, specific script for each — because “no thanks” by itself usually buys you another twenty minutes of pitch.
The big four (worth a careful look)
These are the products with real underlying value — at the right price.
- Extended warranty (VSC) — sometimes worth it for vehicles known for expensive out-of-warranty repairs, but never at the dealer's first quote. Decline and shop independently.
- GAP insurance — sometimes worth it on a new car with a small down payment or long term, but again, your insurer or credit union sells the same thing for a fraction. Decline at the dealer.
- Tire and wheel protection — occasionally useful in pothole-heavy regions, but a $25 used tire shop usually beats $899 financed.
- Maintenance plan / prepaid service — sometimes a real discount on dealer-rate service, sometimes not. Get the cash price of each service in writing and compare.
The pure-margin add-ons (decline by default)
- Paint sealant / fabric protection — wax and Scotchgard at a 1,000% markup.
- VIN etching — laser-engraving glass at hundreds of dollars per window.
- Theft tracker / Lo-Jack — your car already has GPS, your phone has Find My, and your insurer doesn't reduce premiums enough to justify this.
- Nitrogen tire fill — air is already 78% nitrogen.
- Anti-theft pinstriping or “dealer prep” — non-existent service, real charge.
- Key replacement plan — replace a key once for less than the plan costs.
Lines that look like fees but are add-ons
These get listed near taxes and registration to look mandatory. Some are. Some aren't.
- Dealer doc fee — a real charge, but negotiable in most states and capped by law in some.
- “Convenience” or “market adjustment” line — pure dealer add. Negotiable or grounds to walk.
- Etching, tracker, paint plans (when listed as “included” on the buyer's order) — refuse to sign until they're removed.
- Pre-installed accessories you didn't ask for — request the no-accessory version from inventory or have the charge removed.
The polite script
“I appreciate the walkthrough, and I'm declining all back-end products today. I'll consider GAP and a VSC after I've checked with my insurer and my credit union. If we can update the paperwork to reflect that, I'll be ready to sign.”
Say it once, calmly, and don't elaborate. The finance manager will try to add one product back at a “special” price. The answer is the same: not today. The deal is already done. You're there to sign the paperwork.
What happens when you decline everything
Nothing. You sign a clean buyer's order with the negotiated selling price, real taxes, real registration, and (where applicable) a legitimate doc fee. No surprise additions to the amount financed, no surprise additions to the monthly payment. That's it. That's what a clean deal looks like, and most people have never seen one.