What Car Dealers Won't Tell You (2005 Edition) Revised Edition

by Ford, Bob

• ISBN13: 9780452286771
• ISBN10: 0452286778
• Format: Paperback
• Copyright: 2005-05-31
• Publisher: Plume

Summary

Be Smart, Be Prepared—and Be the Winner in the Car-Buying GameBuying a car? Afraid you’ll get ripped off? Bob Elliston, President of Automotive Consumer Information Service, Inc., gives you the insider tips you need to get the best car—and the best dealElliston walks the reader through each stage of buying a car and includes valuable information on: Using the psychology of the car dealer to negotiate a great deal Deciding between buying or leasing, new or used, foreign or American Shopping at auto auctions Figuring out what to pay—before entering the dealership How to use the Internet to your best advantag—from research to online buying servicesWith checklists, tables, and work sheets not found anywhere else, What Car Dealers Won’t Tell Youlevels the playing field and takes the uncertainty out of buying a car.

Author Biography

Bob Elliston has worked inside the automotive industry for more than twenty-two years.

Table of Contents

About Buying New Cars: If You Know Their Rules ... You Can Play Their Games	p. 3
Introduction	p. 3
Buying Is Negotiating
Profile: The Ideal Salesperson	p. 5
"Yes, Virginia, There Are Good Car Salespeople."
Understanding How a Dealership Operates	p. 11
Identifying the Enemy
Floor Planning
Dealer Markup
Front-End Profits
Back-End Profits-Profits after the Sale
Dealer Hold-Backs
Your Trade-in as a Dealer's Profit Source
Dealer Financial Pressures
How "Supply and Demand" Impacts the Deal
Why Dealers Deal
"No-Haggle" Cars or the "No-Dicker Sticker"
The Nearly Impossible Dream
"Their" Selling Strategies-How the Salesperson Works	p. 18
The Steps of the Sale and Controlling the Customer
Meet and Greet
Qualifying
The Presentation and Demo Drive
Overcoming Objections
The Close
Delivering the Car
Follow-up and Asking for Referrals
The Informed Auto Buyer	p. 35
The Six Kinds of Buyers
Control Is the Key
Your Attitude-A Key to Success
Pre-Shopping Preparation	p. 38
Assessing Needs Versus Wants
Evaluating the Vehicle
Options
Depreciation
Evaluating the Service Department
Getting the Retail Numbers
The Costs You Don't See
Other Sources of Savings-Yours!
Appraising Your Trade-in
Financing
Shopping for Your Vehicle	p. 61
The Best Times to Buy a New Car
Targeting the Best Opportunities for Deals
Choosing a Pre-Shopping Attitude Strategy
Starting the Process
Agreeing on a Price for Your Trade-in
Negotiating the Deal
Rejecting Your Offer
The T.O.
Signing the Buyer's Order
F&I and the Back End of the Deal
Taking Delivery
Before You Sign
Warranty Agreements
Alternate Buying Strategies	p. 74
"I May Have Started Too Low"
"Using the Fax"
"I Can Wait"
Advantage: Women
Dealership Ploys and Your Countertactics	p. 80
System Selling-Beware Of	p. 94
Wheeling and Dealing in a "Track Store"
Protecting Yourself in a Track Store
Glossary of Terms	p. 97
About Buying Used Cars: How to Buy a Used Car and Not Get Taken	p. 103
A Word about This Segment
Pre-Shopping Preparation	p. 104
The Upside of a Used-Car Purchase
The Downside of a Used-Car Purchase
What Do I Need to Know Before I Shop?
Deciding Where to Buy a Used Car	p. 105
Private Owners
Buying from Classified Ads
Franchise Automobile Dealers
Independent Used-Car Dealers
"Nearly New" Used Cars
Used-Car Pricing
Used-Car Warranties
More on Price	p. 117
How to Determine the Wholesale Price
Using the Price Information
Determining the True Wholesale Value of a Private Seller's Car
Two Major Mistakes to Avoid
The Exterior Inspection	p. 122
Body Condition
Tires
Suspension
Engine Condition
Engine RPMs
Listening to the Engine
Temperature Gauge
Ammeter or Voltage Gauge
The Exhaust System
Checking under the Hood
Fluid Checks
Battery
Looking for Accident Damage	p. 128
Has the Car Been in an Accident?
Check the Car with "CARFAX"
The Interior Inspection	p. 130
Odometer Mileage
Previous Maintenance and Care
Checking the Interior
Electrical System
Instrument Panel Lights and Gauges
Trunk
The Test Drive	p. 134
Drive the Car
The Brakes-Straight-Line Stopping
Parking Brake
Check Acceleration
Engine Overheating
Checking the Alignment and Suspension
Detecting Transmission Problems
Standard Transmission
Driving Evaluation
Steering
Retest the Accessories
Check the Cruise Control
Engine Restart Test
Recheck the Fluids
Test-Drive Evaluation Checklist
The Professional Mechanic's Inspection	p. 139
Brake Check
Engine Test
Charging System
Cooling System
Emission-Level Test
Other Checks
The Benefit to You
Negotiating Techniques	p. 142
The Keys to Getting a Good Deal
How Much Should You Negotiate?
Prenegotiation Tips
During the Negotiation-Tips
Other Negotiation Strategies
Buying from a Private Owner
Before Closing the Deal	p. 150
Taking Delivery-What to Check
When to Walk Away from a Used Car	p. 151
It's Time to Take a Walk ...
About Leasing: To Lease or Not to Lease	p. 155
Introduction	p. 155
Question: Does Leasing Make Sense for You?
Some Leasing History
Leasing Terminology	p. 156
The Basics of Leasing	p. 160
The Case For and Against
Typically, the Leasing Advantages Are ...
The Disadvantages of a Lease Are ...
Leasing Unraveled
What to Take from This Chapter
Reading the Lease Ad	p. 171
Making Your Own Analysis
Leasing When "They're Giving Them Away"
Deceptive Ads
How Long Should Your Lease Term Be?
Finding the Bottom	p. 183
"Give Me Your Best Lease"
Getting the Lowest Payment
How to Calculate the Bottom
A Hypothetical Case
Leasing vs. Financing
Leasing Strategy	p. 191
How Salespeople Sell Leases
Developing Your Strategy
Pre-Shopping Preparation
Evaluating the Vehicle
Getting the Retail Numbers
Determining the Invoice Cost
Appraising Your Trade-in
Shopping for Your Lease
Shopping for Your Vehicle
Negotiating the Deal
Taking Delivery
End of Lease	p. 206
Selling Your Leased Car
The Upside and Downside
About Buying on the Internet
What's on the Internet	p. 211
Manufacturer Sites
Pricing Guides and Information
Online Car-Buying Services
Used-Vehicle Listings
Auction Services
About Buying at Auction: So You Want to Try Your Luck at the Auction?	p. 219
Introduction	p. 219
About Auctions
How You Can Gain Access to Dealer-Only Auctions
About "All Other" Auctions
How to Survive Car Auctions	p. 220
A Strategy
Some Stuff to Know or Find Out
About Car-Buying Services: An Alternative Buying Strategy	p. 227
Introduction	p. 227
What Are Car-Buying Services?
Brokers, Car-Buying Services, and Information Providers
How They Buy for Less
Six Different Buying Services	p. 232
Ask Questions First!
Are They Really a Good Deal?
About Selling Your Car: How to Get More for Your Car by Selling It Yourself	p. 247
Introduction	p. 247
The Disadvantages
The Advantages
The Used Market
Getting Your Car Ready to Sell	p. 249
Assessing Your Car
Assessing Your Evaluation
Putting a Price on Your Car	p. 259
Determining the Wholesale Price
Pricing Psychology
Setting the Price
Advertising	p. 264
Sell the Assets
Advertising Options
Writing Ads That Sell
When to Run Your Ad
Let the Selling Begin!	p. 267
When They Call
What Should You Ask?
When the Prospect Arrives
You as the Seller
The Test Drive
The Negotiation
Closing the Deal
Closing Checklist
The Checklists
About Buying New Cars	p. 283
About Buying Used Cars	p. 289
About Leasing	p. 299
About Selling Your Car	p. 304
Index	p. 313
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