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Wednesday, November 15, 2006

How To (Cars): Tips to Purchase a New Car

It seems like everyone tends to dislike car salesmen. I for one, think to seem they are OK (maybe it's just the Hawaii dealerships...but trust me, some places are just darn rude), because no matter how irritating they may be, and how much you think they are trying to rip you off, they are trying to make money because it's their job. The better our deal, the less they make. But for the most part, it's the way that car salesmen deal with the final cost of the car that irritates people. We all know the drill. They are usually really nice to you in the beginning, then when you finally "sit down" to talk about purchasing the car, they never seem to let you go (the way I deal with this is to simply stand up and walk away, despite what they are saying to you...hey, if they can be rude to you, you can do the same to them). Then when you DO sit down, they walk back and forth to try and get the price to what "you" want...which basically translates to how much profit they can make off of you. So what do you do? BUY FROM COSTCO. More on this later...in the mean time, here are a few things you need to know when purchasing a car (if you have a Costco membership, you can skip straight to step 4...reading the other steps won't hurt though):

1. PAY ATTENTION TO THE FINAL COST ON THE STICKER. This is where they get you. First, look at the MSRP...that stands for the Manufacturer's Suggested Retail Price. This translates to how much the car is worth and what the automaker thinks you should ultimately pay for the vehicle. THIS PRICE IS YOUR BASELINE (minus options). If there are options that you want, check that the cost of the options are added, but NOTHING ADDTIONAL is added. Car dealerships tend to add an additional cost usually called "adjusted market value". That usually means "we want to add this cost to the car because we want to make money off of you". I've seen this add somewhere between $2500-4000 on top of the MSRP. THEY ARE RIPPING YOU OFF if you pay for this extra cost. Under NO circumstances should you pay anything above the MSRP. I don't care WHAT reasons they give you, do not pay anything over the MSRP. Some reasons they use to justify the addtional cost are as follows: this car is in demand, so we have to add an additional cost to it; they don't make many of this particular model, so the additional cost is added; we had to ship the car from Japan, so the additonal cost brings the car over here; every dealership does this.

For example, let's say the car is $30,000, and their "adjusted market value" is $3000, which brings the total sticker to $33,000. If you sit and deal off $1000 to bring the total cost to $32,000, they might tell you that's as low as they go and you may have gotten a good deal. Sounds good right? Well, they trick you by making you believe that the car costs $33,000 when it actually costs $30,000, so you just gave them an addtional $2000 without knowing it. Bottomline, don't pay over the MSRP.

2. Deal between the invoice and MSRP. The invoice price is what the dealer paid for the car. Let's use the 2006 Infiniti G35 as an example. The invoice price is $28,701 and the MSRP is $31,200. That's about a $2500 difference, allowing the dealership to make $2500 if you don't deal, and somewhere between $0 and $2499 if you work out a deal with them. The "adjusted market value" explained in step 1 basically gives the dealership more to work with so they can come out with more profit at the end. You want to deal between the invoice price and the MSRP, and not between THEIR price and the invoice. So let's suppose their adjusted market value is $3000, which brings the car to $34,200. That's basically a profit of $5500 ($3000 adjusted market value with $2500 over invoice) if you buy it at their price. If you knock off $3000, which seems like a lot, and they tell you "look, we can't go any lower, you've already knocked off $3000 from $34,200", don't be fooled. That $3000 shouldn't have been there in the first place. Make sure you pay LESS than MSRP if you want to get a deal.

3. Ask for FREE options. If for some reason the dealership will not let you deal the car under MSRP, and all the other dealerships for that particular car you want also won't let you do the same, bargain with them using options. Tell them you don't get anything for that addtional $3000 they added to you car which you already dealed off (don't make them sucker you into thinking you knocked off $3000 so you can't get anything...remember, that $3000 didn't belong in the first place), so you want something for it because the car isn't supposed to cost that much. Add that sunroof option or an in-dash 6 CD changer to your car. Basically make it worth while to pay for the car at MSRP (remember DON'T pay over MSRP).

4. BUY USING COSTCO. Yes, you can purchase cars using Costco. Don't have a membership? I suggest purchasing a membership JUST to purchase a car (and hey, you can go to Costco for a year now). A basic Costco membership costs $50.00. You will DEFINITELY get more than $50 under the MSRP. And the best thing about buying a car using Costco? NO HASSLING. By showing your Costco membership card to the dealership (only if the dealership has a deal with Costco), you will get the Costco membership price on that vehicle. We bought 2 cars using Costco. Savings vary between states, but our Accord was $900 under MSRP. This year, I heard it was $1200 under MSRP for the 2007 Accord models. To see which dealerships offer the car that you want, go to Costco Auto's website and fill out the necessary fields. Within 24 hours, they will e-mail or call you back letting you know which dealerships offer the Costco deal to the particular vehicle that you want to purchase. Dealerships can still rip you off using the Costco membership deal if you aren't careful, so follow these simple rules once you establish which dealerships allow the Costco deal:

a. Show your Costco card to the participating dealership, and ask for the "Member Only Price Sheet". They are REQURIED to show you this sheet, which displays the Costco savings. If they don't show you the member price sheet, call Costco and report the dealership. The price should knock off their entire "adjusted market price" and be below the MSRP.

b. You are not requried to purchase the car once you submit the information to Costco. The participating dealerships should only tell you how much the car will cost. It's your decision if you still want to buy the car at the member price.

c. Make sure they don't add any other cost on top of the Costco price that you see on the Member Only Price Sheet. Anything they add is bogus.

I have found that Costco is the easiest way to purchase a car. No hassles, one price, and out you go with your new vehicle. Car purchasing can not be any easier. Unless you have direct connections to the owner of the dealership, there is almost no way to get a cheaper price with no hassles. Give it a shot. It will make car shopping a whole lot easier.

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24 Comments:

  • Yeah, I totally agree. When I tried to purchase a car, they tried to tell me that the addtional cost was part of the car. I didn't believe them, and I agree with you 100%. I was able to purchase the car without that addtional cost. I am going to try out the Costco method now that you mention it, since I'm looking for another car. Wish me luck!

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