When a used-car price looks too good to be true, it often is—until you read the fine print.

A couple reached out to TrustDALE after they encountered a common, but frustrating issue while shopping for a used car. If you immediately thought “lied about the price“, then you know exactly what we’re talking about. After traveling to the dealership, the couple discovered the final price of the Subaru they intended to purchase was significantly higher than what was listed online. This, of course, was due to the addition of thousands of dollars in ridiculous extra fees.

 

This experience sheds light on a widespread problem in auto sales, in which dealers advertise one price and charge another. Car salesmen get a bad rap for this very reason: they use misleading sales tactics that are intended to manipulate and confuse buyers into agreements that aren’t fully understood until the buyers are sitting at the finance desk.

What the Law Says About Advertised Pricing

Across the U.S., laws regulating how vehicle prices are advertised vary from state to state. In general, advertised prices are expected to reflect the actual cost a consumer will pay, except required government fees like taxes, title, and registration.

 

However, many dealerships attempt to add extra charges at the point of sale, including “documentation,” “processing,” or “electronic filing” fees. In some states, this practice may be considered deceptive if those fees weren’t already included in the advertised price.

 

Consumers who encounter unexpected add-ons should carefully review their state's laws and consumer protection policies. In many cases, these fees can be challenged—especially if they were not clearly disclosed upfront. In this instance, the dealership initially tried to apply additional dealer fees to the final price, but the buyers pushed back and ultimately succeeded in purchasing the vehicle at the originally advertised amount.

 

Shoppers who encounter questionable pricing practices should always ask for a detailed breakdown of the final cost before signing any paperwork. If something seems off, it’s worth taking a step back and verifying the information.

How to Protect Yourself When Buying a Car

If you're in the market for a used car, here are steps you can take to avoid unwanted surprises:

  • Compare the final price to the advertised price. Any non-government fees should already be included.
  • Request an itemized breakdown. Don’t rely solely on verbal pricing—get the full list of charges in writing.
  • Understand which fees are mandatory. Taxes, tag, and title are required by law. Others, like dealer prep or document fees, are not regulated the same way and must be part of the listed price.
  • Report deceptive practices. If you believe a dealership has misrepresented pricing or added undisclosed fees, you can file a complaint with your state’s consumer protection agency or the Federal Trade Commission (FTC) at reportfraud.ftc.gov.

Final Thoughts

Consumers are protected by laws that demand transparent vehicle pricing. While hidden dealer fees remain a common practice elsewhere, dealerships must clearly reflect all non-government charges in the price they promote.

 

Being an informed buyer can make the difference between overpaying and getting a fair deal. Before you head to the lot, know what should, and shouldn’t, show up on your final bill.