subject: What to Expect When Buying a New Car from a Dealership [print this page] What to Expect When Buying a New Car from a Dealership
The bright and shiny new cars lure you in like a kid marveling at Christmas tree ornaments. The automobiles splayed before you not only represent movement and freedom, but the opportunity for improvement. There is an unspoken excitement when you think that soon you will be driving one of these beauties home. But before you can drive out of the parking lot, you have to make it through choosing, negotiating, financing and buying.
CHOOSING: Today, most people have done some sort of research on the internet about the car they want to purchase. It's in your best interest to compare several makes and models and brands of similar vehicles online before heading to the dealership. Go to several companies' main websites to get a general sense of features, mileage, and technology for the cars you like. Then check out websites with independent reviews and personal experiences of people who have driven those cars.
Once you have done a little research and narrowed down your options you're ready to hit the lots. The salesperson is usually the first person you will meet at any particular dealership. Consider this person your dealer representative. It is his/her job to be the intermediary between you and the owner or general manager. Up front, ask to see all the vehicles you have previously researched and take them for a test drive. If the salesperson knows what you want early on, he/she can make your choosing experience go smoothly.
NEGOTIATING: Now that you have chosen the car you want, the nerve-racking task of agreeing on a price awaits. For new cars, there's not much wiggle room in the price for negotiations. The brand headquarters sells the car to the dealership at a pretty steep price and suggests an MSRP that's only a few percentage points above cost. The General manager of the dealership can sell the car anywhere in between those two price points. Keep in mind, he also has to pay the salesperson, the finance specialist, the support staff and still try to make a profit for the dealership from the money made off each car. During negotiations you should consider a decrease in price of 2% - 5% off MSRP acceptable for a new car. But this should not be expected. Some dealerships have already reduced the sticker price below MSRP for a special sale or to increase customer traffic.
FINANCING: Negotiating and financing tend to occur at the same time. While you are working with the salesperson to determine a price, he/she is working with the finance specialist to get you a loan that will supplement the down payment and monthly installments you can afford. This is the part of the car buying process that tends to take the longest. Depending on your credit report and down payment, the finance specialist may have several options for you or just one. At any given time, don't hesitate to put the financing on hold and get a quote from an outside institution like a credit union or bank. In the end, it is up to you to decide what the car is worth to you and how much you can afford.
BUYING: Once you have decided on the financing terms, you still have to go over all the details of your purchase. Most likely you will be sent to a customer service office where the representative will have you sign papers regarding terms and conditions of your loan, different insurance and warranty options, suggested upgrades and many other important issues. You will also be required to procure insurance for your new car before you are allowed to drive it off the premises. Finally the salesperson will hand you the keys to your new car.
Congratulations on your purchase of a new car! The following are some important tips that will help you make the car buying process go smoothly.
It can take up to 6 hours to buy a car. Expect to spend at least 2-4 hours at the dealership. Bring a book or other similar entertainment if necessary.
If you have a trade-in, find out what it's worth ahead of time. Try to sell it yourself to get more money, then use that as your down payment.
Bring at least $500 - $1000 for a down payment. Most lenders won't loan you money without a down payment.
Don't bring children. They just don't have the patience or coping skills to sit through 4 + hours of negotiations and financing.
Remember, you are going to be driving and paying for this car for the next 3 - 10 years and you should always feel comfortable when choosing and negotiating. If you ever feel pressured or bullied ask for a different sales representative or leave if necessary.
