What he said.The things the finance office sells you are huge profit makers for the dealership.
We purchased our Insight Touring through the Costco program, and it was all relatively painless until we got into the finance office. We got the hard sell on all sorts of different service plans, extended warranties, etc... that ended up with me telling the finance guy politely "I already said no twice" on one of them while my wife rolled her eyes.
Our out-the-door price was $26k going in to his office, but his initial pitch would have driven up the price of our car by $3500 bucks. I know the dealer did not make much $$ off of us via the sale, and I figure the finance guy was trying to make it up with add-ons. Some of those things might make sense (pre-paid oil changes and maintenance plans, for instance, for someone who doesn't do that themselves and lives close to the dealer). Some make no sense at all (insurance packages that would end up costing $2500 over 5 years).
Why would I buy an extended warranty on a wear item like tires, for instance?
The bottom line is the sales person is selling you a Honda product, backed with Honda warranties. The finance guy is selling you aftermarket, non-Honda things that increase the dealer's profit margins on the sale of the vehicle. The dealer has a huge incentive to get you to buy those things, but as a consumer there is no reason at all for you to buy any of them.