Recently a customer came to us at Freeman Grapevine and asked, “Why is car buying so difficult?” I understand why she asked that, it can be very challenging, and can be as equally frustrating for both a customer and the dealer, but it doesn’t have to be. As an insider, let me explain why,
There are three main components to buying a car: price, trade in and financing. Let’s review each.
This should be the easiest part of the car buying process. When a customer researches a car, and inevitably gets quotes from multiple dealerships, they should compare apples to apples. In other words, you want to make sure you’re comparing the same vehicle with the same equipment and options. A simple way to do this is to make sure the MSRP’s are the same.
As a salesperson, the hardest question to answer for a customer is “what’s your best price?” I’ve told my sales people to show customers the invoice when asked that question. This shows what the dealer paid on that car. Most good dealerships will gladly show you the invoice so you know where their numbers are coming from. You should calculate in any rebates, as well as a small profit, which all dealers are entitled to make. It’s that easy.
If you’re trading in a vehicle, you’ll want top dollar for it. Determining the trade-in value isn’t an exact science. The year, make, model, condition and mileage all factor in to the equation. Most customers research their vehicle’s worth on Kelly Blue Book (kbb.com) or NADA Guides (www.nadaguides.com) to give them a ballpark estimate before bringing it to the dealership.
The last piece of the puzzle is financing. A customer’s credit score is the biggest component of this. Whether you have a good financial history including paying off creditors on time & every month, your monthly income and how many outstanding balances you have, all affect your credit score. A dealer’s relationship with its lenders is also important. If they work with several lending institutions that offer a variety of financial programs depending on a person’s credit, can make the difference between going to one dealership or another.
A tip if you’re credit isn’t as great as you’d like: the higher down payment, the better.
Of course this is the process in a nutshell, however, it really is this easy. There is no reason buying a car should be stressful, or uncomfortable. In fact, buying a new Buick, or GMC from Freeman Grapevine will be one of your most pleasant car buying experiences ever. Trust me. We know how to take car of our new Buick and new GMC customers.