'Buyer BeAware' techniques can make new-car buying more efficient.
By DOC WATSON
Special to the Chronicle
Houston Chronicle
Ad Supplement
Thursday, May 30, 1991
"I've always wanted one."
"It's so cute."
"I must have it."
"I can't live without it."
Yes we've all said this about a vehicle. After all, a vehicle is an expression and expansion of our personality, our lifestyle and our success. We are judged by others by our clothes, our home and our car.
So, if it's time for you to buy a vehicle, what should you do? I suggest you remove or tone down the emotions involved. Become informed and educated about products, manufactures, warranties, reliability, resale value, insurance cost and past repair history. Sounds like work? Could this program of becoming an informed consumer save you time, money, heartache, agony and your sanity? You bet.
I recommend the following healthy steps in new and used vehicle purchasing. Ask yourself the following questions:
Will you be making payments? What can you afford? How's your credit? What will insurance cost? How much cash will you put down? What's the real value of your trade-in? How long will you keep it? What's the anticipated repair cost? Remember…it's only money…yours.
Which model will serve your current and immediate future needs? Four-door, two-door, van, pick-up, utility vehicle, four-wheel drive, convertible, sports car, lift-back, station wagon?
Which brands will you consider? All manufacturers make a model that you could consider. Give each an opportunity to show their product, explain their warranty and list their benefits.
We are in a world market now, with foreign and domestic manufacturers working together. Be open-minded.
What equipment should your next vehicle have…and not have on it? Look at your current vehicle for clues. Establish a list of "musts," "maybes" and "absolutely nots." After all, how important are fancy wheels when you can't see them while driving? Explore the financing arena: Where are the best terms? Who makes loans? What special deals can you get now and do they really save you money? Understand that money is a commodity, so lenders will make a profit. They're supposed to.
Call first to set an appointment. Try to visit those closest to your home or job -- after all, future servicing and maintenance should be convenient. Establish you needs and desires with the salesperson. The will appreciate and accept an up-front, informed, business-like attitude. They can best serve someone who knows what they want. "Tire-kickers" waste time and effort for everyone.
This is the time to test drive the models, brands, and equipment packages on your list. Take a recorder, talk to yourself. Describe how you feel while driving. You may drive several models with different equipment groups available from a number of manufacturers. Don't trust this important step to memory alone.
Now you can negotiate (You thought this was first, right?) "What's your best price?"
Lets understand that car dealers are business people. They need to make a profit. Enough said. Your research has included all the literature books, magazines, newspapers, and tapes on prices, cost, how to buy, how to negotiate, right?
You offer, they negotiate, you negotiate until you agree or leave. Here's the emotionless step. Be cool.
At last, the delivery. You get to finish your papers, pay your money and drive it home. Stop before signing up, give it one last test drive. If it needs, say, adjustments or repairs, now's the time to find out. Get all agreements in writing. Make sure to have copies of all papers for your records. OK, ready to go?
I'll see you on the highway.
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