When looking for a car it is important to stay informed, do your research and know what you want before you step foot in the dealership. Here are some things to consider when “dealing” with a dealership.

Remain Cool – (Show No Fear)
Don’t let a dealer know you are desperate for a new car. If a salesperson catches wind that your old car has died, your ability to haggle will be lost. Also don’t let on if you “fall in love” with a car you must have. Salespeople love customers who are smitten and unable to haggle.

Get it in Writing
Ask the salesperson to provide a written quote outlining how much the car will cost overall including the trade-in value, interest, taxes and fees. It is important to know the monthly payments, but also to know how long you will pay and how much you will have paid when the loan ends. Make sure you are comparing apples to apples. A dealer may offer lower monthly payments but amortize the loan over 40 months rather than 36 to lower the payment.

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Look Beyond the Sticker Price
The manufacturer’s suggested retail price (MSRP) found on a vehicle’s window is not important. What you need to know is how much the dealer paid for the car. To find out, research what cars are selling for after rebates and dealer incentives. Several websites provide this information.

Run the Numbers
Check the figures yourself. Pull out a calculator and run the numbers before you sign anything.

Don’t Get Conned at Trade-in Time
Be suspicious if a dealer offers to pay more for your used car than you think it is worth. Some dealers will try to “woo” you with a generous trade-in allowance and then hide the difference in the price of the car – inflated to make up the difference.

Review Dealer Financing C-A-R-E-F-U-L-L-Y
Some dealers make money “selling” financing to customers. Dealers sell a loan product to customers (called a Retail Installment Sales Contract) then sell the contract to a bank or other lender for a profit. The higher the interest rate they can get customers to pay, the more they make.

Compare Auto Insurance Prices
Dealers often have insurance agents on call, or on staff, to help you get on the road as quickly as possible. Look beyond this convenience to ensure you are getting a good deal. Remember, insurance agents work on commission, so the more insurance they sell you, the more money they make.