Free preview · from the dealership side of the desk
Somewhere between the test drive and the signature, many buyers find a line for “protection package,” “appearance protection” or “etch” they never asked for. Sometimes it’s a $299 VIN etch. Sometimes it’s a $1,995 bundle of paint sealant, fabric guard and a stain warranty. It’s often already on the car, already printed on the buyer’s order, and described as non-negotiable.
From the desk, appearance products are nearly pure gross profit: the materials cost a small fraction of the price, and the application is often a short job in the detail bay. Some have real value. Most are worth far less than the sticker, and a few are close to worthless. Below: how sealants, ceramic coatings, fabric guard and VIN etching actually work, a worked example of a $1,995 package, how to handle a pre-installed one without a fight, and the exact words to use.
Members read the rest · 9 more sections
In the full guide
- Why dealers love appearance products
- Paint sealant and ‘paint protection’
- Ceramic coatings
- Fabric and leather guard
- VIN etching
- Worked example: a $1,995 protection package
- How to handle a pre-installed package
- What to say
- Your game plan
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