When we talk about buying a new car, the conversations usually revolve around what model or what brand to get.
However, there is much more to buying a car than actually picking it. You have to think about financing (unless you’re going for cash), downpayments, insurance, registration and even unit allocations before you can actually get your hands on your new ride.
I know because I sold my fair share of autos from a dealership after college, and learned a few tricks on how to get your money’s worth and what to avoid when it comes to car shopping.
So over the next few paragraphs, I’ll talk about how you can play your cards as you shop for that brand new car. It’s not going to be easy, but if you’ve got the patience for it, not to mention the willingness to put it a bit of effort, you just might get a better deal for that new ride.
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KEEP AN OPEN MIND
The most important thing for a new car buyer is to not have your mind already made up about the car you are getting, especially if it’s that new car that you want to have in your garage because all your buddies, neighbors or relatives all seem to have one. It’s very important to keep an open mind about what car you will get because chances are the dealer’s salesmen can smell it.
Case in point. Back in 2005, there was this hot new SUV in town. There’s no need to mention the brand and model because unless you’ve been living under a rock, you already know which one I’m talking about. This was a model was a clear home run in terms of sales, and it really felt like it was running through our dealer like a batter running through the bases.
More importantly, we knew that every guy that walked into our dealership, those that were typically 35-50 years of age, wanted one. We can smell their desire to have one, and believe me when I say, we milked them for all they were worth. Zero discounts. Zero freebies; not even floormats or tint. Ridiculously overpriced “must-get” accessories packages. If we could charge them for the air in their tires, we would have. Demand was that ridiculous.
But wait, there’s more. We had to charge the maximum price for our in-house insurance. We didn’t want cold hard cash transactions (people were walking into our dealership with bags of cash, more on that later) as we were told to sell that model with maximum interest rates for in-house financing. You name it, we did it. If they tried to negotiate anything, all we had to say was that there were hundreds of other customers in line (there really were) waiting to get one, some having placed reservations as long as 5 months before. We were sharks… and the prey were serving themselves up like a buffet.
The moral of that story? Unless you are absolutely sure that a particular model is for you, especially if it is a hot new car that you just can’t live without, by all means do so… after all, it is ultimately your decision. However, if you can keep an open mind about the brand and model that you are going to get, then there are plenty of good deals waiting out there for you.
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DO YOUR RESEARCH
Before you actually go to the dealership, spend some time browsing through our website’s buyer’s guide and rummaging through car magazines to get low down on the latest models in showrooms.
Entering a dealership without the right amount of info on a certain car isn’t a very good idea, particularly because there’s a good probability that you’ll be taken for a ride. Sure, you may think that you’ll just let the salesman provide you with all the info you need, but that’s like putting your mom as a character reference on your resume… we already know you won’t get that job.
By coming to a dealer prepared, you won’t be fooled into buying a wrong car for what you need, nor will you get swayed into a bad deal. There are plenty of models out there that are sorely overpriced or overrated, so be sure to go though various car buyer’s guides before you buy.
Our own AutoIndustriya.com buyer’s guide has over 400 cars and variants in it, so it’s a good place to start. It’s a shameless plug, I know, but try updating and editing a buyer’s guide spreadsheet on your computer and you’ll know how hard it actually is. Besides, it’s a good way of using that brand new iPad 2 of yours other than for shooting red birds at some green pigs.
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SHOP FOR A DEALER FIRST
Buying a car isn’t just about the actual car, you should also take the time to take a closer look at the dealership because when you actually get you get your car, you will need to have it serviced, and thus evaluating the dealer’s amenities and service comes into play.
Dealer evaluation could be simple. Is it nice and comfortable inside? Do they have WiFi? Are the staff truly friendly and attentive? Do they pay attention to you if you arrive in an old T-shirt and shorts? All these little things speak plenty about a dealer’s customer service. It can even boil down to whether they serve you 3-in-1 coffee or whether they spring for a fresh brewed cup. All these little points do add up to make for a better dealer experience.
Also, a good thing thing to keep a mental note of is their servicing department. Our cars deserve only the best of care, we should make sure the dealer is up to scratch when it comes to taking care of your car. Do the mechanics seem competent? Does the service advisor take care of your car’s needs or does he try to get you to pay for more than you need to actually get fixed? Do their service bays seem well equipped? Do they cover the fenders and the driver’s seat to prevent things like scratches on the paintwork and grime on the upholstery? Most of all, keep in mind how long customers actually have to wait to get their car serviced… that could be you later on.
Oddly enough, shopping for the best dealership for the brand you want could end up being a bigger challenge than shopping for the actual car, but if you end up picking the right dealer, it’ll pay off down the line. Always remember that you’re not just buying the actual car, but you’re also buying into the brand and subsequently the dealer and service network.
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Visit our website next week as we bring you part two of our How to REALLY buy a car series as we talk about doing test drives, what a car shopper should really avoid and how to apply poker skills when you’re on the negotiating table.
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Vince Pornelos
Associate Editor
www.autoindustriya.com
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