Negotiating

Saleswoman’s Point of View

A Little ‘Snooping’ Before Shopping Pays Off
by Shelly Catanzano

A bit of upfront detective work can make buying an automobile much easier. To ensure that you are making a wise purchasing decision, here are a few tips that will help prepare you to find the car that’s just right for you and your budget:

Begin your research by gathering as much information on the models you would be interested in purchasing, including the features you want and pricing that you can afford.

• Use the Internet, including the manufacturers’ web sites, independent web sites (such as Women-Drivers.com, Kelly Blue Book and Edmunds), consumer publications and auto magazines.
• Network among friends currently driving the model and ask for their reviews of the vehicle.
• Check with your employer or organizations you belong to (AAA, Sam’s Club, etc.) to determine if they get preferred pricing at a particular dealership in your area.

Narrow your choices to a manageable number and test drive each vehicle thoroughly.

• Before you drive, make sure that the car is comfortable for you, that the displays are easy to read and that all of the controls are within easy reach.
• Take notes of what you like and dislike about the models you are considering.
• Take brochures so that you can sit down and compare your selections side by side, or use an auto comparison web site.

Work the numbers.

• Find out what incentives are available on the intended vehicle. Research the manufacturer to see if they offer other incentives that are customer-specific, such as for recent college grads, military personnel or loyalty programs. Find out if there are any special financing or low interest options. Shop other finance sources so that you have guidelines. If you are considering leasing, educate yourself on the pros and cons and inquire about specials.
• Set a target price based on your research. Remember that a dealership is entitled to a profit. Set your sights within reason.
• Be upfront with your sales consultant about what you are trying to accomplish and be realistic.
• Most people have a payment budget. Be prepared ahead of time to know how much you can finance to hit your monthly target payment.
• If you have a car you are thinking of trading in, let it be known before the negotiation process begins. However, negotiate your price and then have your vehicle appraised. That way you can decide if you want to try to dispose of your current vehicle in another way.

Close the deal.

• Ask about the service department and their hours, and if the dealership offers any extras at no charge, like state inspections, service loaners, shuttle service or oil changes. Weigh these benefits as part of the pricing, because they are added value items.
• Think about the time you and your consultant have invested in this transaction. Is it worth the trouble to run all over town to save a few dollars? Most often, it isn’t.
• If you are satisfied with the final numbers, you should agree to make the purchase. At this time you can make arrangements to accept delivery of your new vehicle and finalize your finances.

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