1. Use a trusted third buyer buying service. The top three are , True Car (www.TrueCar.com ), Consumer Reports (https://www.consumerreports.org/cro/car-prices-build-buy-service/index.htm), and Costco (https://CostcoAuto.com ) The one caveat is to be sure to deal directly with the TrueCar, Costco, and Consumer Reports designated individuals in the their “certified dealerships” and NEVER vary from the specific car you selected or price quoted by TrueCar, Costco, or Consumer Reports. NEVER pay any additional fees unless they are GOVERNMENT fees for sales tax and the license plate.
2. Ignore all car dealer and car manufacturer advertisements. Almost without exception, it’s impossible to buy or lease a new car for the advertised price. Either it’s simply untrue or there’s something hidden (usually in the fine print) that makes the car much more expensive than advertised. Do your own research online. TrueCar.com, Edmunds.com, and Kbb.com (Kelly Blue Book) are accurate sources of information for fair selling prices.
3. Always get three “bids” for your trade-in. Car dealers love to buy cars directly from owners for their used car lots. Their vernacular is “over-the-curb”. Shop the value of your trade-in with three car dealers of the same make as your trade-in. Make an appointment with the used car manager and tell him you don’t want to buy another car. Explain that you’re “down-sizing and just want to sell your car. Be sure that he knows that you’re getting two more bids from two other dealers. If you’re near a CarMax, that’s a good place to get a bid.
4. Check with your bank and/or credit union. You’ll get a better interest rate and terms than the dealer will likely give you. The exception is with manufacturer offered interest rates, but you often must forego a cash rebate for this. Your best bet may be to take the manufacturer’s cash rebate with a slightly higher interest rate from your bank or credit union.
5. Always compare out-the-door prices. You’ll NEVER get an out-the-door price from a car dealer unless you demand it and then you still might not get it. An out-the-door price is the amount you can hand the dealer a check for and drive the car “out-the-door” to your home with. Every other price you see advertised or quoted is plus a lot more money. Usually you never see the true out-the-door price until you’re in the “business office” aka F&I and “the box” signing stacks of papers spit out by the computer. Typical hidden additions to the price you think you can buy the car for are dealer fees by many different names like tag agency fee, electronic filing fee, dealer services fee, doc fee, notary and closing fee, administrative fee…and “the beat goes on”. Names for aliases for dealer fees are limited only by the dealer’s imagination. I recently mystery shopped a car dealer who claimed he had no dealer fee, but he had an “electronic filing fee and tag agency” fees…both phony fees that are pure profit to the dealer. But wait, there’s more…DEALER INSTALLED ACCESSORIES. Most car dealers add these to the price you pay. Some examples are nitrogen in the tires, plastic pin stripes, “protection packages” including paint sealant, roadside assistance, etc, window tint, and anything else the dealer can buy cheap and overcharge you for.
6. Consult Consumer’s Report before you choose the new car you will buy. Consumer Reports in the most reliable source of information you can access in choosing your next car. Their annual auto issue is priceless…always have in in your library. You don’t have to buy the safest, most fuel efficient, lowest maintenance and repair car with the highest resale value, but at least you will know which cars they are. Then you can choose the one you want.
7. Deal strictly online with car dealers, anonymously. There’s no good reason to visit a dealership and talk to a car salesman other than to test-drive the car you’ve selected and to pick it up after you’ve bought it. Dealing online you won’t be hounded by phone calls from a hoard of car salesmen (don’t give them your number or give them a phony one). Create a new, free address from Google or Microsoft. All dealers have “Internet departments” now. Those sales people are authorized to quote lower prices than the regular “floor salesmen”. Dealer will always give you a lower written price online than they will quote you face-to-face because they know, if it’s too high, they may never hear from you again.
8. Never drive the new car home until you know your credit has been approved. You will be cajoled to drive the car home as soon as you sign the papers. The salesman has two reasons. (1) You will “fall in love with the car”, brag to all you neighbor about the good deal you got, and your family will fall in love with it too. Even in you find some “surprises” in the reams of paperwork you brought home, you’re unlikely to “return the puppy to the pet store”. That’s why they call this practice “puppy-dogging”. (2) Often dealers send credit applications to multiple banks for approval (called shot-gunning). If you have marginal credit, you’re likely to get an approval with “exceptions”. These usually entail higher interest, more down payment, and shorter terms. Customers are far more inclined to agree to this after they’ve taken their puppy home and shown it to all their friends and neighbors.
9. Have a friend accompany you in the Finance Office. Dealer have a large menu of “products” they will try to sell you after you’ve bought the car. The best rule of thumb is to buy none of these until you you’ve had time to study and understand their value. Some examples are extended warranties, maintenance plans, GAP insurance, road hazard insurance, lost key insurance, paintless dent repair, emergency road service, etc. Sometimes one or more of these products is added to your payment without your knowledge or you may be told that “the lender requires that you buy an extended warranty”. This is never true. Having a witness with you is some protection against this.
10. You do not have to bring your car back to the dealer you bought from for service. Buy the car from the dealer that gives you the best price and bring your car for service to the dealer that gives you the best service. You can even bring your car to an independent service company for maintenance or repairs if they aren’t warranty items. Be sure to keep a good record of all repairs and maintenance and use the manufacturer’s owner’s manual a your guide for what maintenance must be done.
*Copies of Confessions of a Recovering Car Dealer are available online at https://www.amazon.com/Confessions-Recovering-Dealer-Earl-Stewart/dp/0985729511. 100% of the proceeds are donated to Big Dog Ranch Rescue, www.BDRR.org.