How do you get the best deal buying a new car?

SSG Carlos Madden — Tue, 27 Dec 2016 20:08:40 -0500

I'm in the market for a new car and wanted to know your best tips and tricks to make sure you get the best deal.

What strategies do you use when you get to dealership? What do you do when talking to the salesperson? What should I be on the look out for?

Response by SSG William Jones made Dec 27 at 2016 8:56 PM

SSG William Jones — Tue, 27 Dec 2016 20:56:43 -0500

I would tell them that I WILL be purchasing a vehicle very soon. Give me your best price, and don't blow smoke or I'll look further!

Response by SP5 Private RallyPoint Member made Dec 27 at 2016 9:19 PM

SP5 Private RallyPoint Member — Tue, 27 Dec 2016 21:19:02 -0500

SSG Carlos Madden - Know exactly how much you are willing to spend! Cash is king and dealers hate cash buyers - they make much of their profit on the finance and insurance end of the transaction, so bring in your own insurance as well as cash or credit union financing (USAA?).
Do your homework on line - model, accessories, options, etc. Check dealer inventories on line to see which dealer has what you need (sales folks will key on "want" which drives up the price). Be prepared to walk if you don't get the price you are willing to pay - it's your money. Keep all conversations professional because the sales person will want to be your new best friend and there is a whole set of training classes that deal with creating a bonding environment with the intention of putting the sales person in control of the transaction - did I mention it's your money?

One other approach is to take your shopping list to a buyer service such as USAA or AAA. That saves the emotional hassle (which dealers exploit) in the transaction. Finally, look at models that are a couple of years old. The savings over the brand new is significant.
Good hunting!

Response by LTC John Wilson made Dec 27 at 2016 9:31 PM

LTC John Wilson — Tue, 27 Dec 2016 21:31:14 -0500

The best deal I ever got was to purchase a rental fleet vehicle retired from National Car Rentals through their car sales unit. It was a well maintained vehicle with low mileage and little more than a couple of years old.

Response by SGT Private RallyPoint Member made Dec 27 at 2016 9:32 PM

SGT Private RallyPoint Member — Tue, 27 Dec 2016 21:32:21 -0500

Check if your bank has any discount deals for specific dealers.

Response by CSM Charles Hayden made Dec 27 at 2016 11:40 PM

CSM Charles Hayden — Tue, 27 Dec 2016 23:40:08 -0500

With some research you can determine the dealer's 'invoice cost'. See how far below invoice you can go.

Check the car you are interested in before purchase day. I never drive a car on the day I will deal. Stay cool and steadfast. Sell your car separately. A trade-in confuses the situation. Do not take any extras excepting for a full tank of gas! Be firm and prepared to walk out, if you remain 'cool' and professional, you can walk out, until you have actually signed the sales form.

Stay COOL and remember most car sales people do not have enough scruples to be a politician! Have your researched $ #s on paper, not in your brain that will be confused at the prospect of such a large purchase!

Response by CAPT Kevin B. made Dec 27 at 2016 11:40 PM

CAPT Kevin B. — Tue, 27 Dec 2016 23:40:13 -0500

We compared USAA with the Costco service and found Costco the best deal for our Ram Ecodiesel. Turned out the dealership was a Costco distributer. We subsequently got caught up in VW Dieselgate on our Sportwagen. We wanted an AWD and found a 16 Forester with 10,000 miles on it for $9 Grand less than the best Costco deal for a new one, so my wife drove away happy. Bottom line, do your homework and keep an eye out. Same advice you'd get since the '50s.

Response by SPC(P) Private RallyPoint Member made Dec 28 at 2016 11:54 AM

SPC(P) Private RallyPoint Member — Wed, 28 Dec 2016 11:54:43 -0500

My father taught me this. Call 5 different dealers and have them 1 up each other.... He usually gets $5k off sticker price doing that (depending on the car).

And cash is king.

Plus, when I bought my car, the dealer promised me 1 price, but they had to do a "maintenance" inspection and "clean"... Came back and he tacked on $2k... I said "Well you said $11k a week ago, what makes it $13k now?"... He told me, and I started pointing out spots they missed cleaning.... Remember, you don't owe the dealer SHIT. They want your money, so therefore, you take control of the situation... If they don't meet your requirements, leave... and watch them chase you

Response by SFC Dennis A. made Dec 28 at 2016 3:41 PM

SFC Dennis A. — Wed, 28 Dec 2016 15:41:02 -0500

Buy it the day after I buy one, I promise the price will be much lower.

Response by SSG Private RallyPoint Member made Dec 28 at 2016 4:10 PM

SSG Private RallyPoint Member — Wed, 28 Dec 2016 16:10:20 -0500

I research vehicles on Edmunds and KBB, then once I've decided I've found a vehicle I want, I print out the True Value market Value Worksheet and insist on that price. I may not get the best price on a vehicle, however I do get a good price without a lot of hassle.

Response by SGT William Howell made Dec 28 at 2016 4:11 PM

SGT William Howell — Wed, 28 Dec 2016 16:11:33 -0500

A couple things. Research. Know what you want and how much it cost. If you don't know exactly what you want then test drive till you find the one you want. Then go home and do your research. Don't bring kids with you and if your spouse can't stand spending hours looking at cars leave her at home too. Shop around and give the dealers your phone number let them know you are shopping around. You may have to block the number after you buy, but let them fight it out. If you have time take a couple days for them to see if they are really ready to sell. Some may disagree, but I always have a pre-approved loan from my bank. It is like cash. I use USAA. They want to have you use one of their banks because they get a kickback from the bank so they are going to try to beat your rate. If they offer you a lower rate call the pre-approved place back and tell them you gotr a lower rate and ask them if they can do any better on their rate. I knocked 2 points off my loan doing just that. Don't run your credit at a bunch of different places. It tanked my credit rating. They say it won't, but it happened to me. Have your price set. I mean your out the door price. Have them quote everything included. If they can't do the price you set be prepared to walk out. Remember, it is not a hostage negotiation. Explain to them that you WANT an new car, but you do not NEED a new car. If they start jacking you around leave. Dealers will hold you there as long as they can so you will give up and take what they are offering you. Last, never buy the same day you decide. I go home and sleep on it. It will save you a ton of buyers remorse. Think of this as a very expensive game of chess. Be thinking the whole time you are negotiating.

Response by MCPO Roger Collins made Dec 28 at 2016 5:30 PM

MCPO Roger Collins — Wed, 28 Dec 2016 17:30:59 -0500

I bought my last car (2014 Cadillac CTS) totally on line. The vehicle was 20% discounted, and I used the research noted by others to determine the value of my trade in. They asked for Email photos of the car and odometer. Their discounted price minus the value of my car. They agreed and my only trip to the showroom was to do the paperwork.

Response by 1LT Private RallyPoint Member made Dec 28 at 2016 8:59 PM

1LT Private RallyPoint Member — Wed, 28 Dec 2016 20:59:52 -0500

SSG Carlos Madden - For the best deal don't buy a new car. Consider buying a used car, a just off lease car, or a "new in stock" prior year model - with extended power train and major repairs warranty. This will get you a far better deal than buying a new car that loses half its value when first driven off the lot by a new car buyer. Consider what the trade in value will be after one, two, or more years. Consider driving the car into the ground - not just buying another new one because you feel or believe you must need one. Get some counseling to discuss why you need a new car. I have always bought used weapons, used cars, used aircraft, and used homes well below market. I can be a tough negotiator when it comes to my money.

All that said - I am a fool for new shoes, new clothes, new accessories, and new jewelry - to the point many of my colleagues suspect that I may be just a bit secretly addicted to shopping - particularly for "vintage" fashions - classic hats and pencil skirts. Warmest Regards, Sandy :)

Response by SGT Jerrold Pesz made Dec 28 at 2016 9:16 PM

SGT Jerrold Pesz — Wed, 28 Dec 2016 21:16:50 -0500

There are lots of different opinions on this but I have gotten the best deals by buying after the next year models have been on the lot a couple of months. By that time dealers are really wanting to get rid of them. I also always pay cash which saves a lot in the long run although I never mention this until we have agreed on a price. Dealers do hate cash buyers and people who use their own bank.

Response by CPT Jack Durish made Dec 28 at 2016 10:24 PM

CPT Jack Durish — Wed, 28 Dec 2016 22:24:16 -0500

I let my daughter or USAA do the negotiating for me. I'm not very good at it.

Response by LTC Private RallyPoint Member made Dec 29 at 2016 10:13 AM

LTC Private RallyPoint Member — Thu, 29 Dec 2016 10:13:22 -0500

First, I separated what I wanted in a car from what I really needed. I narrowed it down to a few models and excluded any my wife hated. Online research and reviews focused it to one. I put the AMEX car buying price next to USAA's and then researched the Truecar price to locate the dealer. I negotiate any trade-in completely separately. I imagine my time to be worth about 100.00 an hour and so I will spend 5 hours wearing them down if it will save me 500.01. I have always enjoyed the game.

Response by SGT Greg Holt made Jan 5 at 2017 7:22 PM

SGT Greg Holt — Thu, 05 Jan 2017 19:22:14 -0500

I work at a dealership and the way they price their vehicles is based on the market, not nada or blue book, If you find something with similar condition, options and mileage for less they should match that or at least give you their bottom line number quickly if you stick to a single number and don't waiver, If they can beat it they Will, If they can't they will tell You, it all matters how much they took it In for in trade

Response by SGT Greg Holt made May 5 at 2019 11:45 AM

SGT Greg Holt — Sun, 05 May 2019 11:45:03 -0400

My last dealing with this topic was last week when I bought a new car for work. Talked the dealership down to their lowest price, called a second dealership and told them the details of the deal. They counter offered 400 bucks less with more options, I told the dealership I was at (close to my house) they matched the deal and offered me a higher optioned model for the price we agreed upon for the lower optioned vehicle. Also go the last few days of the month so they can hit their quotas