Choosing a car is an important decision that merits
careful planning. You are likely to live with this vehicle for quite
some time. These pointers will help you choose effectively.
Decide
how you intend to use the car: for daily commuting, recreation,
weekends and evenings out, carrying things, towing a trailer, carrying
more than one passenger or driving in the city, suburbs or country.
Consider factors that are important to you, such as fuel efficiency,
reliability and safety features.
Check
into the resale value and repair history of past models in this car
line, such as by consulting Consumer Reports magazine or its website
(see Resources).
Come
up with a realistic budget, based on what you can afford (consider the
monthly payment and cost of upkeep). If you're considering a trade-in,
check the Kelley Blue Book value of your current vehicle. The Blue Book
is a catalog of new and used car values, available at libraries, banks
and online (see Resources). Factor your car's trade-in value into your
total budget.
Locate
a town or an area near your home with several car dealerships; check
Sunday newspaper advertisements and the yellow pages. Choose one or
more dealerships to visit and set out early, preferably on a weekday.
Remember to bring your driver's license so you can test drive.
Find
a car that interests you and check the stickers on the window. The
first (and sometimes only) one is the factory sticker, which lists the
MSRP (Manufacturer's Suggested Retail Price), and the second is the
dealer's sticker.
You'll
see that the factory sticker lists the car's features and its
fuel-efficiency rating (or the number of miles per gallon expected for
city and highway driving). The MSRP on this sticker includes the sum of
the vehicle's base price, any additional options and the destination
fee. The MSRP has a built-in profit for the dealer, often around 10
percent.
Understand
that the second sticker, if there is one, reflects a higher price. This
price is set by the retailer for options and services it has supplied
apart from the factory. Examples include an undercoating (to protect
the car's underside exterior), dealer prep (washing, waxing and
interior cleaning), interior and exterior treatment (sealant for the
interior, no-wax finish for the exterior) and extra items (specialty
wheels, for example). The second sticker price may also include
additional dealer profits.
Tell
the sales representative that you'd like to have a look inside the car,
or just hop in if it's unlocked. Adjust the seat and mirrors, and check
leg room in each part of the car.
Ask
to take a test drive. Start out on city streets and then head out to
the highway. Pay attention to steering ease, turning radius, braking
response and acceleration. Adjust the mirrors and radio while you're
driving to test convenience.
Return to the dealership and thank the dealer. If you like the car, ask for a business card and say you will return later.
Head
to the next dealership and investigate other car models as described
above. Ask dealers which car most closely resembles the one you
previously test-drove, providing the make and model and explaining
which features you liked. Test a number of models until you decide on a
car, and compare these prices with those at other dealerships.
Inquire about availability and delivery time, especially if you're interested in a popular model or want special features.
Factor
the dealership and its sales staff into your choice. A dealership you
can trust, especially one with a competent service center on site, is
worth more than money in your long future with the vehicle. You can, of
course, have your car serviced at any dealer authorized by your new
car's warranty.
Start
negotiations on polite and friendly terms. Comment on what you like
about the car and ask questions. The intent is to make the seller
comfortable.
Remember
that the dealer's second sticker lists options, not requirements,
regardless of whether those services have already been provided. Ask
for the factory wheels back, for example, or order a car that has no
undercoating.
Make
your first offer. It should be lower than what you're willing to pay,
but not an insulting figure. Use the MSRP as a reference, remembering
that dealer profit (often around 10 percent) is built into this figure.
Allow
the seller to make a counteroffer. If the price is too high, say you're
not able to afford that and ask him to talk to his manager.
If
the salesperson balks at your first offer, make a slightly higher one.
Continue negotiating until you can agree on a price within your budget.
If you can't agree on a price, seek out another dealer. You may be able
to go back and get the first dealer to underbid the second dealer.