Don't You Hate The Car Sales Game?

[Fishindude77]

Have been bouncing around the idea of replacing my truck for several months. Had it in getting serviced and they have a new one on the lot pretty much exactly like what I traditionally buy.

Told the service guy to have sales take a look at mine while it was in there so they could see what it was worth and work me up a number to trade. A week goes by with no communication. Was talking to the service guy again on another matter and told him that I hadn't heard anything back from sales. It made him kind of mad, and he said somebody would be in touch right away.

So a young salesman calls and I tell him what I'm interested in, etc. and need him to work me up a trade number. He says, you need to bring your truck by so we can see what it's worth, to which I responded it was just there and you were supposed to be looking at it. Well, we didn't get a chance to.

Out running around around earlier today, called and told them I would swing by real quick so they could get a quick look at my trade in. They look it over, then start in with the old "what are you looking to pay BS" which kind of made me mad. Told him I don't enjoy the dance, this is a cash deal and I'd like to see how much $$ to trade. More of the "what are you looking to pay" BS. I then explained that this same vehicle can be bought on line and I have my choice of twenty all for about the same price, and I can look on line and see exactly what my truck is worth, and his number better be pretty close to those figures if he wants to sell a truck.

Man, I hate dealing with these guys. Why in the heck is it so darned difficult to get a stinkin price? I always try to keep business in my home town, but this is getting a little ridiculous. I guess we'll see what he comes up with.

[disneysteve]

Why did you ask the trade value? Go online and find out what the car is worth first. Then negotiate a deal on the new car purchase. Then and only then do you talk about a trade in. Based on what they offer, you can decide if you want to trade it or sell it on your own.

And yes, I hate the whole process. That's why I kept my last car for 14 years. The less often I need to do it the better.

[Jluke]

is we buy any car dot com in your area?

[corn18]

My last purchase was easy peasy. I looked online to see what my truck was worth. I wasn't overly optimistic or pessimistic. Then I looked online and figured out what I would like to pay for the car I wanted. Not a low ball price, just a fair price. I then did the math on final, out the door price (tax, tags, title). I walked into the local dealer, said I would like this car (they had the one I wanted) and I would pay $xx,xxx out the door with my truck as trade. Took the car home for an overnight test drive, came back the next day and they said "ok". Then I asked for the veteran discount on top of that (I didn't tell them that I was veteran before I got the OK). Deal done in about an hour, including paperwork.

If they had said anything but ok, I would have walked.

Tom

[Fishindude77]

Oh, I've researched this and know exactly what I can buy the new truck for and exactly what mine is worth, just waiting for them to spit out their offer.

Would much prefer to trade so I don't have to screw around selling mine. Their service guy is great, and I don't mind the local store making a few bucks either, heck we've probably bought 25 vehicles there between my family and the business.

I don't need a test drive, don't want to hang around there for a lengthy closing, etc. Just want to make a deal, write a check, drop off mine, sign a few papers and pick up the new one. They've got a new sales staff and the dude wants to play the car sales dance which is rubbing me wrong.

[corn18]

Then just tell them what you want to write a check for and that's that. The approach you are taking will require another round of negotiation unless they beat your expectations. You could even have the check written for the amount you would settle for.

[bjl584]

It is a game that I don't like playing. My truck is 5 years old, and I'm hoping I won't have to be back at a dealership for at least 10 more years.

The first question is always "what do you want your monthly payment to be?" My response to that question was $0.

Definitely do your homework before going to a dealership. Research your trade in value. KBB.com is a great resource for that.

Shop around and see what deals and incentives are going on. Be prepared to threaten to go to a different dealership. Finally, be ready to walk if the numbers aren't favorable.

[rennigade]

Also remember...just because the kbb value of your used car is worth X doesnt mean they will not offer you more. Had an uncle trade in a toyota camry with really low miles...kbb said it was worth around $10k and they gave him $11.5k.

Also...theres not much of a need to negotiate in person anymore. Do it by email/internet. Research all dealerships within 100 miles and start sending emails. When you get an offer reach out to the others and tell them they need to beat this, rinse/repeat. Just ask for an out the door price.

People like to the make the argument that if they purchase a car from a dealership 100 miles away (in the same state) how difficult it will be to take the car back to get work done. If you take your vehicle to a dealership for work you are going to get screwed...plain and simple. Dealerships charge the highest hourly rate. If there is a recall absolutely any dealership of whatever vehicle you bought can perform the recall.

I think most of us would drive 200 miles round trip to save $1k.

[Permanent Temp]

Oh, I've researched this and know exactly what I can buy the new truck for and exactly what mine is worth, just waiting for them to spit out their offer.

Would much prefer to trade so I don't have to screw around selling mine. Their service guy is great, and I don't mind the local store making a few bucks either, heck we've probably bought 25 vehicles there between my family and the business.

I don't need a test drive, don't want to hang around there for a lengthy closing, etc. Just want to make a deal, write a check, drop off mine, sign a few papers and pick up the new one. They've got a new sales staff and the dude wants to play the car sales dance which is rubbing me wrong.

Do they have an e-sales department or a call in center? You can set up the whole deal with them (aside from the valuation of the trade) and then walk in and sign. The e-sales people don't have power over the guys on the floor or the finance office though so look over the papers carefully.

As long as the salesman on the floor and the finance guy don't screw with you you would be in and out in and hour or two tops (unless that trade in thing gets dragged out.)

[parafly]

I agree with others that you need to do your own research and make your demands clear. It's usually not effective to let the salesperson drive the negotiations.

Figure out exactly how much your current car is worth. KBB is a good resource. Let's say they have it valued at $10K for a trade in.

Figure out exactly how much people are paying for the new car in your area. Truecar is a good resource. Let's say it's $30K.

Walk into the dealership with these numbers in mind, tell them if they sell you the car for $29K and give you $11K in trade in value, you'll buy today.

[sv2007]

...
Man, I hate dealing with these guys. Why in the heck is it so darned difficult to get a stinkin price? I always try to keep business in my home town, but this is getting a little ridiculous. I guess we'll see what he comes up with.

I always keep this in mind when dealing with something like that:
The other guy's got to eat too.
Then everything works out better.

I sell my old cars myself; you get a lot more for it. (I only traded in 1 car and that's because it was giving me trouble and I doubt anyone would want a troublesome car.) In fact, just a few weeks ago, I sold a motorcycle myself. I mostly use craigslist.org but for motorcycles, I use a motorcycle forum.

Personally, I think just walking into a dealership and buying a car is the most expensive way of doing it I did that once and learned my lesson. Research and ask the dealerships around you to give quotes; even costco and internet can be used to get quotes these days.

good luck

[greenskeeper]

I've never bought from a dealer. Every vehicle I've purchased (and I hold them forever) have been from a private party.

[TexasHusker]

A few nuggets from someone who once owned part of a dealership:

1. The reason that your sales person is asking what sort or payment you are wanting is because that is the overriding issue for 80 percent of the buyers. It's not his fault that most people are idiots - he's just trying to do his job.

2. Never ask a dealer what he is willing to do. Like anyone in any business, he'd like to make a profit on the deal - which he should or he will soon be out of business. Go in with YOUR offer and see if they will take it. Just remember, they are going to build in plenty of profit - that's what keeps them in business.

3. You won't get anywhere being smart to the dealership folks. For some reason, 50 percent of car buyers - mostly men - feel an insatiable urge to become a complete a-hole at the dealership. When you do this, the dealership becomes annoyed with you and hopes you will just leave - and who can blame them? Not the best way to get a fair deal.

4. The consumer books such as Kelly and Edmunds often have $$$ figures that are nowhere close to reality. When a dealership looks at your car for trade in, they must ascertain 1) how much money must be spent to bring the car to retail ready (most are trashed), and 2) can they reasonably sell it for a few $$ thousand profit.

Just because your little book says the trade in value of your car is $X, that doesn't mean that the dealer can give you $X. If he has no confidence in making a profit by giving you $X (remember, he has to then re-sell it), then he's not paying you $X, simple as that. Those little books are merely rough guides. They may or may not represent what a certain dealer is willing to do.

5. If they don't feel they can re-sell it, then they have to take it to auction - which involves expenses - and hope like heck it brings at least what they gave you for it.

6. If you think dealerships lie and cheat, they are honest Abes compared to a lot of customers. "Oh this car has NEVER been wrecked". We find out later it has major frame damage. "Mechanically this thing is perfect". We find out an hour later the transfer case is being held together by liquid nails. The blatant dishonesty of customers was so discouraging to me that it was a primary reason I sold out my interest.


Car dealerships are very capital intensive businesses and the profit margin is razor thin, yet everyone thinks they should run as a charitable organization when it comes to their car.

Hope this helps.

[TexasHusker]

One more thing: Dealerships DO lose money on deals - it happens every day. Usually it is because they were too generous with the customer on their trade in and they find themselves stuck with a vehicle that won't sell, and 2) the customer pulled a fast one on the dealer and sold them a car that has problems. Car dealers try hard to avoid this by careful inspection, but customers can be pretty creative.

If you want to buy a car from a dealer and your first criteria is that you take them to the cleaners (that's number 1 on many peoples' lists), simply find cars that have been on the lot for 90 days. These cars are not selling for whatever reason - often there is no reason - but the dealership needs to sell it because it is taking up lot space from a car that they COULD make a profit on.

Any car that has been on the lot for 90 days, the dealership is almost assured of losing money on - it's just a matter of how much.

[disneysteve]

If you want to buy a car from a dealer and your first criteria is that you take them to the cleaners (that's number 1 on many peoples' lists), simply find cars that have been on the lot for 90 days.

Is there any way to know how long cars have been there?