New Car Sales
It took two visits before I pulled the trigger, and had I been prepared both in my research and prepared to buy then and there, it could have gone off in a single visit. . . But since I wasn't, that first trip in just to see the vehicle in person (I ended up getting an Escape, it was always my lead contender on a short list of three or four possibles) ended up not being quite so enjoyable. My first trip in I was passed between junior to senior sales consultants, say down with the assistant manager, and finally ended up talking to the manager. The whole time I was clear I wasn't prepared to buy, was just in gathering info, etc. it wasn't exactly pleasant, but it wasn't bad. Still it's the slightly off-taste I was left with from the assistant manager's "technique" that's costing a star overall.
The day I went back with buying in mind, however, I knew what I wanted, knew that they had it on the lot, and most importantly had at least the tacit permission of my wife to pull the trigger.
I went in and grabbed the consultant that was so helpful the first day (Ricky, you rock) and off we went for a final test drive. I then asked to sit down directly with the manager. I explained to Joe that I didn't want to play games, had done my homework, and just wanted to work something out that was mutually beneficial. It didn't hurt that I work for a company with an exclusive Ford fleet, so am eligible for the X-Plan pricing that knocks the price down and, just as important, takes away most of the back-end fees that I'm still not convinced are strictly made up to add some pure profit into the deal. Opting for the Escape, being that they are only mid-price and so popular, there's not so much margin, not incentive for Ford nor for the dealer to discount too heavily.
As for the final negotiation, being so upfront off the start we were both very pleasant and although there was a little back-and-forth at the end it was mostly very good-natured in it's tone and we stayed non-confrontational throughout. . . And I think we both ended up further ahead by it! I don't think I got such a deal that anyone's kids had to go hungry, but think I paid about as low as anyone could expect, plus or minus a few hundred. They probably made $500-750 on the front-end, plus holdback, and threw in two years of scheduled maintenance. Y advice, be nice and friendly, but come prepared to wait a little, either due to a single manager jumping between multiple clients or, just maybe, the age-old tactic of sweating you out. Bring a newspaper and/or ensure your iPhone is fully charged.
I was firm but politely declined the back-end profit centres that are dealer-supplied protection packages and extended maintenance plans. With 0% financing available for 60 months I can see where some of these would make sense for someone wanting to just gas-and-go as well as wanting/needing to amortize the occasional hit to the pocketbook over the loan period. But that doesn't make sense givens financial situation. Again, I came in having done my homework, so I knew the aftermarket prices. So although Sheryl didn't make any sales she was still very helpful in securing the financing and taking care of the paperwork, and we did have a great talk about totally off-topic subjects.
At the end of the day, my advice to anyone buying, be it at Denny Andrews or elsewhere:
1. Come prepared, do your homework so that you know what you want, what you can afford, what things cost (a good source so you'll know what you're being told is the truth: www.unhaggle.com will get you pretty accurate dealer price, average sale price, MSRP price calculations, fully spec'ed out by make, model, equipment group, and options);
2. Come in a good mood, be positive, polite, friendly. . . Be open with your sales consultant and with the sales managers. In a town like Edmonton with an economy like we have, it's all about volume. If the sale is nice and easy and everyone walks away making a little money, that's great, and everyone there will be nice and helpful. But if you come in expecting a fight and having read online a bunch of "negotiations for dummies" techniques, well, you're not going to beat these guys at their own game and on their home turf. . . You'll just piss everyone off, get upset yourself, and probably end up paying way too much; and,
3. Don't come in in a hurry. Be it by design or not, chances are you'll be left waiting. Be prepared for that and be prepared to make yourself comfortable. I brought the paper, got up and helped myself to multiple cups of coffee, wandered around the showroom.
So, to wrap it up, I bought a new vehicle, am happy about it and about the price I paid, and would go back. . . I'll post an update regarding Service once I get my 6-month / 8,000 km oil change. read more