| |
|
 |
| |
Yes or No to Extras? It's Strictly Your Call - March 17, 2007
You've just purchased a brand new car that satisfies all your style and budget requirements.
Congratulations.
Before you visited the dealership, you read all the literature on the car and did your homework with regard to lease/finance rates, cost of borrowing, warranty information, etc.
Once you committed to buying that dream car, the sales process didn't end there.
After choosing a model and agreeing on a price, your salesperson ushered you into the business office to complete the transaction.
Some car buyers are surprised at this part of the sales process. They ask, "Why can't I just deal with the salesperson from start to finish? Why do I have to discuss arrangements with a complete stranger?"
The business manager may be a stranger to you, but he/she provides an important role at the dealership.
I refer to business managers as unsung heroes because of all the "behind the scenes" work that they do in facilitating vehicle transactions.
The business office is responsible for completing the sales transaction, which means confirming the financial arrangements, reviewing credit applications, conducting due diligence on trade-ins and offering customers additional products and services.
If you, as a car buyer, have never visited the business manager's office, there's nothing to worry about ? this is a standard (and necessary) part of the buying process.
When the time comes, do your homework beforehand so you're not confused or overwhelmed with any items that need to be discussed.
At some point in the process, the business manager will likely offer you products and services that you should know about. These include, in no particular order:
- Rustproofing
- Alarm systems
- Window etching/window tinting
- Fabric protection
- Extended warranty protection
- Vehicle tracking system
Whether you need or can afford any of these items is entirely up to you.
I've heard stories of shoppers feeling pressured into purchasing one or more of these extras.
As far as I'm concerned, that's unethical and runs counter to how a dealership should conduct its business.
Your buying experience should be pleasant from the moment you enter a dealership to the moment you drive away. If you ever feel pressured into buying something that isn't right for you, walk away.
How do you research the items that a business manager has to offer? Well, a good place to start is with financing.
You have the option of arranging financing before you start looking for a vehicle. You can then shop with greater confidence, knowing what price range you can afford.
Of course, a new-car dealership offers financing as well. Sometimes, these deals are as good, or better, than a bank or financial institution can provide.
As an educated consumer, it's best to consider all of your financial options before making a decision.
Extended warranties are worth exploring as well.
Most new-car warranties today are quite comprehensive; manufacturers compete with one another by offering better and better protections. For the type of driving you do, and the length of time you plan on doing it, an extended warranty may not be practical.
Then again, if you intend to put a lot of kilometres on a car before trading it in or selling it, extended coverage, may be a wise investment.
As for rust protection and those other items, do you really need them to enhance your ownership experience?
Again, that depends on you.
I know of a customer who was offered an alarm system for his brand new sport utility vehicle. He hadn't even considered such an accessory until the business manager suggested it.
The customer jumped at the opportunity to buy the alarm system. It provides him with peace of mind while driving in the city, and his insurance company gave him a price break on his policy because of this theft deterrent.
The system's net cost, after factoring in his insurance savings, was less than $5 a month. The customer considered that outlay affordable and justifiable.
I've also heard stories of drivers buying alarm systems and other extras that they didn't really need.
It's the business manager's job to present these items. That's what they're paid to do.
But if you've done your homework, the offer should be no cause for concern. If you choose not to purchase any, that's perfectly okay.
If you decide that one or more extras makes sense for you and your lifestyle and budget, that's fine, too.
The bottom line when you're sitting in the business office: you're the customer and the decision what to buy is yours alone.
|
|
|
 |
|
|
| |
 |
|
Home Page
