Car Shopping - Weekend #4

Knowing me, I'd buy the above car again if it were available.  No, it's not practical by today's standards.  But it was fun to drive and a great first car.  Those days are long gone, and I have to think about what I need in a car, as I'll be using it for a long time.

Right now, my choices are a toss-up between the Honda HR-V and the Subaru Crosstrek.  Although I could see myself in the Mazda CX-30, I've ruled out that car due to the sparse dealer network in Westchester county.  (One of those dealerships ignored me when I visited, and I don't want to schlep to lower county for service.)  Surprisingly, I am leaning towards the Subaru, only because it was the one car in which I didn't bump my head getting into the car.

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Car shopping is a pain in the ass. Dealers want to haggle, as they know that customers do not know the true value of cars, nor do they have the tools/skills to strike good bargains with the dealerships.  As a result, most people would rather have a root canal than shop for a car.  I have found that when one is able to use emails to prod dealers' internet sales people to supply prices, they will do so - especially when one stands firm and refuses to come into the dealership and haggle with a professional haggler.

A couple of years ago, we were in the middle of the pandemic, and dealers could name the prices they wanted to make a deal.  It was easy for them to lie, adding fake line items such as "****** Complete" (thieving dealer name left out to avoid libel) to add $1000 profit to an MSRP deal.  Today, there is a surplus of cars on dealer lots (such as in the Yonkers lot of the dealer that ignored us).  So they are much more willing to make deals if (and only if) the potential customer controls how much information is given to the sales person at the dealership.

So, what information MUST you keep away from the salesman, and what information should you supply?  I've been going by these rules this time around:

• Do your research before going to any dealer for a test drive, so that you can specifically state which car model/trim level/options you want to test drive.  (Trim levels do not mean much in most test drives.)
• Do identify similar models/trim levels/options from other car brands, so that you can test drive those cars as well.
• Do ask for an "Out the Door" price for the desired vehicle with all costs itemized.  This should cover the car, all charges, documentation fees and registration fees for the car.
• Do NOT tell the salesman your budget for the car.  
• Do NOT tell the salesman how much you plan to pay for a car on a monthly basis.
  
• Do NOT tell the salesman whether you will finance the car or not.
• Do NOT tell the salesman whether you want to trade in a car or not.
• Do NOT tell the salesman what it would take for you to buy a car right away if asked.

Giving the salesman any information from the "Do NOT's" above will give him tools he needs to work a deal to extract as much profit for the dealership as possible, leaving less money in your pocket at the end of the day.  Ideally, one avoids salesmen altogether, as they are experts in reading body language. Thus, my preference for using emails as negotiating tools.

Will I get the car I want at the best possible price?  Who knows?  But I'm doing better this time around in getting a price I want....