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Old 09-25-2003, 01:40 PM #1
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Confessions of a Car Salesman

Link:

Edmunds: Confessions of a Car Salesman (interesting read)

It's a bit long...but is extremely well-written and very insightful!

Enjoy.
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Old 09-25-2003, 05:25 PM #2
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Quick points from the article above:

Car-Buying Recommendations

Now we come to the nuts and bolts of getting a good car at a fair price. This isn't a tutorial, since we have this information already posted on the Edmunds.com Web site. Instead, these are guiding principles to help you navigate the choppy waters of car buying. These are rules I saw being broken all the time by the shoppers that turned up on the car lots where I worked.

1. Use the Internet. The Internet is an amazing tool for car shopping. It levels the playing field by giving accurate information to the consumer. It takes the anxiety out of negotiating. It forces dealers to slice profit because they must beg for your business. It allows consumers to comparison shop loans and leases, as well as extended warranties and insurance. It gives the consumer power. Use Edmunds.com to conduct research and our PowerShopper tool to solicit bids. Once you enter the information about the car you are looking for into the PowerShopper interface, the dealers will come to you.

It's likely that you will have to visit a car lot at some point in the car buying process (for the test drive, for example). The following recommendations are general tips that will help you if you insist on face-to-face negotiations with car salespeople when buying a new vehicle.

2. Don't be in a hurry. This is a tough one because many people live busy lives with tight schedules. Their car breaks down and they have to do something about it this weekend, or on their day off, or at night. They might be overwhelmed by the problem and just throw themselves at the mercy of the car salesperson. Big mistake.

First, if your current car is on its last legs, consider sinking a little money into repairs so you don't have to make a panicked move at the car dealership. Yes, it's tempting to think of getting a new car and leaving the old heap behind. But caving in to this kind of impulse will cost you money.

If you can't fix up your old car, rent a car for a week. And make sure you rent the kind of car you are thinking of buying. There is no better way to test drive a car than to live with it for several days, using it for your daily commute or your typical errands. I guarantee you will learn something significant about the car that will help you make your final decision.

3. Walk away from any deal/salesperson you don't like. If you aren't committed to this rule you will lose money. Car salespeople know that if you leave the car lot to "think it over" you might decide not to buy their car. So they pressure you to "buy today." This isn't good for you. It means you might buy the wrong car. It means you might agree to financing that doesn't fit your budget. It means you will probably pay too much.

If you have serious misgivings about the deal you are making, walk away. Similarly, walk away from any salesperson who seems too aggressive, overbearing, bullying, evasive or unreliable. There are plenty of good salespeople out there. Find one. And deal with that person until you have the car you want, at the best price with the right financing for you.

4. Know the numbers. Yes, we already covered this under the heading of general concepts. Now let's look at it in a little more detail.

When you visit a dealership, and go into the sales room, the salesman will reach for a 4-square worksheet. They do this to keep track of the numbers in the deal that will affect their profit. Don't you think that if the pros do this, you should do the same thing to protect your money? If you don't, how else will you know what to pay for the car? What to take for the trade-in? What your monthly payment should be?

Using Edmunds.com, find out what the invoice, sticker and Edmunds.com True Market Value
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Old 10-14-2003, 10:15 AM #3
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very informative thai
I want to add that I recommend a dealership in Tuscaloosa Alabama (my hometown)....the dealers are great.....no BS....and the service department is awesome...very quick.

later!
Rhonda
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Old 10-15-2003, 08:37 AM #4
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Quote:
Originally posted by 4RuNN_stl
very informative thai
I want to add that I recommend a dealership in Tuscaloosa Alabama (my hometown)....the dealers are great.....no BS....and the service department is awesome...very quick.

later!
Rhonda
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Rhonda,

I too like the folks at Tuscaloosa Toyota. I have been in T-town since 1979. I've never bought a vehicle from them, cheaper in B'ham or used, but their service dept is good and I like to aggravate the parts guys all the time asking questions about parts for my 4Runner. I am always greeted by name when I go there, so it makes me feel all "warm and fuzzy!"

I don't think anyone else in T-town has a 4Runner that looks quite like mine! Check out my website for pics!

How'd you end up in T-town? Wave if you see me so sometime!



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Old 12-10-2003, 01:32 AM #5
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Take control!
by Jim Kerr

Follow these steps when buying a vehicle and put yourself in control.

Next to buying a house, buying a car or truck is the second largest purchase most people will make. While you may have researched the make, model, and options you want on your next vehicle, few buyers ever research the buying process. The more you know about the process, the more control you will have when purchasing your next vehicle.

There is little difference between buying a new vehicle, a used vehicle, or leasing a vehicle. Be aware that you will be outnumbered during most buying experiences, but you have the money. You are in control; don't give that control away. Let's look at buying a new vehicle.

When you walk into a new car showroom, you will find several salespeople scattered around the room. As you look around the vehicles on display, one of the salespeople will approach you and ask if you need assistance. After a brief conversation, they will usually show you some vehicles and ask you some questions about what you are looking for and your name. This seemingly innocent event has two significant outcomes: the salesperson has determined if you are serious about buying and your financial resources, and secondly, they have claimed you as a prospective buyer. If you leave without buying and come back later, that salesperson has laid claim to your business, and other salespersons at that dealership will usually not deal with you for a period of time!

Now this might be fine if your salesperson is personable, knowledgeable, and helpful, but what if they don't know the product, or worse yet, are trying to lead you into buying something you don't want. A good salesperson will help you find the right vehicle, but there are often special financial incentives for salespeople to move certain models, or higher profits to be made on other models. Some salespeople may try to lead you into buying only what they want to sell. Remember, you have the money, so you are in control.

The first step in the buying process is to find a good salesperson. Don't be afraid to walk into a dealership and interview them. Ask a salesperson why you should deal with them rather than the other salesperson across the room. You will probably surprise them, and learn a lot about the salesperson very quickly.

With a helpful salesperson in tow, start looking at vehicles. Have an open mind, but specify what you need and do with a vehicle. If the salesperson shows you a vehicle that doesn't suit your needs, let them know immediately. Be firm about your needs. Don't settle for something that isn't right for you. You have the money and the control.

Don't be afraid to test drive several vehicles. Any new vehicle will handle better than your old vehicle, so compare one new one to another. A trip around the block isn't a test drive. Find a few bumps, corners, a highway, and a tight parking spot. Be sure to try the back seat too. Most new car buyers drive only one or two vehicles, and then it is just a short drive on the highway. The more you drive, the better you can compare the vehicles.

Now comes the issue of price. Saturn dealers have a set selling price, just like the grocery store, but the norm for most dealerships is that the price is negotiable. Even at a Saturn dealer, the value of your trade-in has to be negotiated, so get ready to bargain. Profit made by the dealership varies from a few hundred dollars on a small car to sometimes several thousand on an expensive luxury vehicle. The dealership has to make a profit to stay in business; just don't let it all be made on you. What you may not know, is that the dealership often makes more profit on your used car trade-in than on the new car sale.

As you bargain with the salesperson, they "take your offer" to the sales manager. The sales manager approves all sales, so in reality, this is the person you are really dealing with! It is the salesperson and sales manager against you, but you have the money. Money is control. If at any time you don't like what is happening, don't sign anything; just walk out. You can always come back tomorrow after thinking things through, or there are lots of other dealerships willing to sell you a vehicle. If you know what you want, they will get it for you. I know a person who bought a new Ford from a Chevy dealer!

Once the sales manager approves the deal and the price is agreed, all is not over. Now you are handed off to the "business manager". This person looks after financing, extended warranties, protective paint coatings, undercoating, and other accessories. Maybe you need the financing. Special factory interest rates can make the dealership financing an attractive proposition, but beware the upsale. The business manager will offer to outfit you with warranties, and accessories that you probably don't need. Don't be rushed into signing anything.

Most dealership personnel are knowledgeable and helpful. However, the buying process is designed to pit several of them against you, the buyer. They want a sale; you want a vehicle. It sounds like a good combination, but the priority is to get a vehicle that fits your needs, not necessarily the one the dealership wants to sell. Even though you are outnumbered and in the unfamiliar environment of a dealership, remember, you have total control of what happens. After all, no sales are made without your money.
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Old 12-10-2003, 01:36 AM #6
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New or used? Common-sense car-buying tips
by Jim Kerr

Cold weather takes a toll on vehicles. Maybe yours is on its last legs and with the approach of summer, you are considering buying another vehicle. Caution! Don't be in a hurry to get that next one. A vehicle is a major purchase and it is well worth your time to make a wise and educated choice.

The first thing you should do is determine what you need. A sports car may be exciting but not very useful if you have to carry large loads often. A truck may seem useful, but extended cab versions may not carry adults well in the back seat for long distances. Once you have decided what type of vehicle you need, then you need to determine what you can afford.

Buying a used vehicle is easier on the pocket book initially, but be sure you are not buying someone else's problems. A cheap purchase price can quickly be spoiled if the vehicle needs any major mechanical work. The repairs can be thousands of dollars. Don't buy a used vehicle unless you have had a chance to have it mechanically inspected before the sale. Any reputable seller, whether it be from a sales lot or private individual, will allow you to have it inspected by an independent repair shop. Think of the cost of the inspection as an insurance policy against buying a vehicle with major faults. Use information discovered in the inspection to barter on price if you still want the vehicle.

Two year old vehicles are perhaps the best buy. Depreciation takes a large bite out of the value for the first two years, but then slows down, so a two year old vehicle will keep its value better. There are exceptions to this rule, as anyone who has gone shopping for a used extended cab full size truck or SUV can tell you. These vehicles are in demand, so a low mileage used unit is commanding almost the same price it sold for when new! Warranty is often available for a vehicle only a couple years old, and usually the vehicle has low kilometres so it can provide many more years of service.

Buying a new vehicle has some advantages. Financing for new vehicles is provided by some manufacturers at rates much lower than the banks. This could save hundreds of dollars over the term of a loan!

Other new vehicle advantages include a longer warranty period, little maintenance needed on the vehicle, and the latest improvements that the manufacturers have built into the vehicle. Improvements can include driver and passenger air bags, antilock brakes, and side door guard beams to protect passengers in a sideways collision. Of course, one of the pleasures of owning a new car is the look of the new body style!

If you are looking at purchasing a new vehicle, buying a one year old "new" vehicle can save you a bundle. Most manufacturers will discount last years model to sell them quickly before the latest model arrives at the dealership. You have most of the advantages of a new vehicle, but at less cost. Remember though, this vehicle is already one year old so its value will depreciate very quickly when the next model arrives.

No matter what you purchase, used or new, drive as many vehicles as you can before making a decision. I tell many friends to drive at least five different vehicles before buying; then you are able to compare vehicles. If you are like most drivers, you seldom drive a different vehicle. Driving another one will be so different, you feel as if it is better! Driving many vehicles gives you an opportunity to compare them against each other, not just against your old vehicle.

Even with new vehicles, there are differences between two seemingly identical ones. I have driven many new vehicles, and if I had the opportunity to drive several of the same model, I would often find most were good, one was excellent, and one wasn't quite up to par. Quality has generally improved over the last few years, but drive more than one to find a good or excellent one.

Educated buying means spending the time to learn all about the vehicle before you buying. If you are a parent, don't be shy to try your child seat in the new car. It fits much easier in some vehicles than others! Finally, never be pressured into making a decision. If you miss one deal because of your careful shopping, remember there are lots of vehicles out there and another good deal will come along again.
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Old 12-21-2003, 11:16 PM #7
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I didn't know there were so many T-towners around here. ROLL TIDE!

I had the Edmunds page with me when I decided to buy there. Then, my credit union pal called and got them lower then the TMV price by a few dollars AND they beat my desried trade-in price by $1,000.00. I also live in the same nighborhood as my salesman - which can't hurt, right?

Btw Waskill, I've seen you in town. If some guy in a white crown vic (unmarked) bumps the siren at you, wave - it's me.
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Old 06-29-2006, 04:26 AM #8
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A word about price haggling. Destination costs, financing and a profit margin are not free and never will be. My dad has had people who want a car for what it costs rolling off the assembly line. It`s not possible. My dad sells Hondas at Bell Honda in Scottsdale, AZ. If you ever need a new Honda in that area e-mail me. My dad`s living his dream of being able to work in a car related job and is a fair salesman.

Both my mom and I have developed strategies to shake off sales people. Today when we went to pick up my brothers car my mom had told the salesperson up "I`m steve`s wife" without pausing before he even had time to open his mouth and went in directly to the fleet department. I switched sides to drive my moms truck home and was already turned around to look behind me before he could say anything. I almost felt sorry for him (not really) but it`s worth it to not have to deal with the guy. Some of the people my dad works with are jerks!

And please people, if you start a deal with one salesmen end the deal with that salesman.
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Old 07-21-2006, 04:23 AM #9
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My advice. Always work with the dealership Internet Sales Department.

I now work for a toyota dealership in beaverton, or in the internet sales department. we unlike traditional sales professionals can manage the whole entire process from our own desk...haggle/hassle free.

No need to have the sales person bring in the managers...and go back and forth with price...yada yada yada.

With the internet...we will give you our rock bottom internet pricing..usually a couple hundred over invoice. The price is what it is..simple as that...take it or leave it.

In addition, no need to go back and forth with the sales manager in locating a vehicle...we can pull up on the screen and show you where the vehicle is if we have to dealer trade....we can also show you what is at the port or what is in transit.

We can do everything at our desk (show you inventory, locate vehicle if not in stock, price/payment amounts, etc)...and then get you into F&I faster. When you work with a traditional sales person the long wait is the result of the sales professional having to bring in a sales manager and go back and forth. We work with you and only you. When you work with a traditional sales person you are one of many they are working at one given time, especially on the weekends. Bottom Line...we speed up the process.
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Old 11-12-2006, 12:23 AM #10
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Hey fellow T-Towners, Roll Tide, just lost to LSU again... I hope the 07 season will be better. Went to school there for 4 long years. (worked at the Home Depot behind the mall and that was just to support my partying habit, I mean the cost of my books) I will have to try out Tuscaloosa Toyota, I plan to settle down in Birmingham here in the next 6 to 9 months. I love T-town, the campus looks great with the new stadium addition and the strip looks good too. Hey is it just me or is Woods and Water really expensive now that it moved up on the hill? I love the store, just hate spending money in it.

Roll Tide!!!!!!!!
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Old 11-12-2006, 01:27 AM #11
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Re: Confessions of a Car Salesman

Quote:
Originally posted by Thai
Link:

Edmunds: Confessions of a Car Salesman (interesting read)

It's a bit long...but is extremely well-written and very insightful!

Enjoy.
I took the better part of Halloween day at work reading this article. It was rather interesting and insightful...and much better than actually working!
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Old 11-12-2006, 10:09 PM #12
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Quote:
Originally posted by HiVel-JR
Hey fellow T-Towners, Roll Tide, just lost to LSU again... I hope the 07 season will be better. Went to school there for 4 long years. (worked at the Home Depot behind the mall and that was just to support my partying habit, I mean the cost of my books) I will have to try out Tuscaloosa Toyota, I plan to settle down in Birmingham here in the next 6 to 9 months. I love T-town, the campus looks great with the new stadium addition and the strip looks good too. Hey is it just me or is Woods and Water really expensive now that it moved up on the hill? I love the store, just hate spending money in it.

Roll Tide!!!!!!!!
Hey man! Git on over to Alexandria, Baton Rouge, or Lake Charles Toyota and be satisfied. The reason you dislike Leesville is because you have a Crimson Tide attitude in a Bayou Tiger area of the country. T - I - G - E - R - S ....... baaaaaaaaaaaaaaaaa Tigers!

Geaux Tigers geaux!
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Old 11-13-2006, 10:20 PM #13
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I know, but Leesville just has so much to offer! I would like to drive to Alex to check out the dealer. And I really like LSU football as well, I am a big fan of SEC football. Just I am partial to Bama, three generations of my family have gone there. So you are right I am in the wrong part of the counrty with the wrong attitude. If you ask me the french had the last laugh when they sold this place to the U.S.
LOL
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Old 10-13-2009, 09:40 AM #14
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RK Toyota Hampton,Va

Notified them multiple times that they were overfilling the engine oil when doing the oil change. They were putting 7 qts. in my V-6, not the 5.5 qts., as required. I can see on the dipstick the stain mark from the overfilling.
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Old 10-13-2009, 07:22 PM #15
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I do my own buying a new car thing. Basically, I do my legwork and homework. First, i go online to find out invoice prices. Then i go to the dealerships if they have what i want. If they do have what i want, i play "Deal or No Deal" with them.
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