The Internet: King in Auto Sales

February 2, 2016

As a car sales consultant, I am still very new to the business with only nine months under my belt, but during that time, I have had many different sales.  Some customers seem to think that because they are paying cash, they are entitled to deep discounts.

On several occasions, I have had customers sitting across my desk gleaming and beaming like they are holding a trump card.  I have done my due diligence and assisted them in finding the perfect vehicle that will meet all of their needs and now we have come to the negotiations.  They know the vehicle’s price, but they insist that I take an offer to my manager that is hundreds or thousands of dollars off of the listed price. 

At this point, I cringe and bring up the fact that the internet has changed car buying.  The internet has leveled the playing field and if a dealer wishes to stay in business, they can’t over-price their vehicles.  Car buyers can search every dealership within 100 miles of their home and are willing to travel to get the best deal.  Gone are the days of hundreds or thousands of dollars of wiggle room in negotiations.  We have moved closer to no haggle pricing instead of arguing over the last nickel.  

At this point, my customers tend to look a bit confused and burst out “but we are paying cash”.  Paying cash or financing makes no difference.  We come to an agreement and the customer beams, feeling like they have made the best deal possible.  Yes, they have made the best deal possible, but it is not because they are writing a check.  They made the best deal possible because the internet has made another dealership 75 miles away our direct competition. 

I wrote the above article earlier this year.  Contains a lot of valuable information.  

Car Shopping: What Should I Bring With Me?

Often, I hear people say that they hate car shopping.  It’s a process and it takes some time.  You don’t buy a house in a couple of hours.  Buying a car takes time, but you can help the process along by going to your dealership prepared.  By bringing the following documents along, you can help us get you on the road in your new vehicle even quicker.

Your driver’s license:  Sounds like a no brainer, but you must have a valid driver’s license to take a test drive.  Also, your driver’s license is your valid form of identification. 

Trade title:  If you have a trade vehicle, you should bring in its title.  If the vehicle has no lien, then you should have this important paper.  It often gets misplaced, so if you are thinking about car shopping, you should be locating this paper or getting a replacement if you can’t find it.  If there is a still a loan for the vehicle, the bank may have the title in their possession.  In Wisconsin, the titles are now held by the bank until the loan is satisfied.

Starting July 30, 2012, Wisconsin Division of Motor Vehicles (DMV) began delivering titles to lien holders consistent with recent statute changes. Any title with a lien (loan) listed on or after July 30, 2012 is sent to the lien holder. Lien holders may receive titles in a paper or electronic format. Owners of vehicles receive a Confirmation of Ownership​ and will receive the actual title when all liens are paid off.

Note that if you already have your title (even if it lists a lien holder), nothing changes. You can keep it. Titles will only be issued to lien holders on or after July 30, 2012.  (reprinted from Wisconsin DMV Website; for more info http://wisconsindot.gov/Pages/dmv/vehicles/title-plates/lienholder-default.asp )

Proof of insurance:  If you are financing your new vehicle, you must provide a copy of your insurance card with full coverage.  If you are pondering leasing a vehicle, you may be required to have a little higher level of insurance.  Before you begin car shopping, it might be a good idea to contact your insurance agent and increase your levels of coverage if they will not meet your needs.

Proof of income:  If you know your credit isn’t the best or you just started a new job within the last year, the financing department may require you to show proof of employment by bringing them your latest pay stubs.   You may be asked to provide proof of income for other forms of income, like child support, if it is being used as consideration for a loan.

Proof of residency:  If you have recently moved and your current address does not match your driver’s license, you may be asked to provide proof of residency.  Usually some sort of utility bill or a recurring bill to your new address will suffice.

All deciding people present:  This may seem like a no brainer, but quite often, people come shopping and not all parties are present.  A co-signer may be absent, husband or wife, mother or father.  Not having all people available slows down the process considerably. 

If our customers come prepared, the process moves along at a much smoother pace.  Everyone’s situation is different, but doing a little preparation ahead of time will save you some valuable time.

Why I love the 2016 Buick Encore

Why I love the 2016 Buick Encore

The 2016 Buick Encore isn’t for everyone, but if you are in the market for a small compact SUV, make sure you give this model a drive before you buy or lease.

Sporty Design

The Buick Encore has a fun sporty design.  Its appearance is elegant, but sporty.  As a driver, you slide comfortably into the driver’s seat without having to climb up into a larger SUV or sit down into a sedan.  Higher trim levels give you more bling with the chrome, but even at the Convience trim level, you still get a nice bang for your buck.

Elegant Interior

Sitting in the Encore, you are wrapped in comfort that only Buick can provide.  Little details are not lost on this wonder.  The blue light dash board display is elegant and easy to understand.  The technology in the center stack provides loads of options for today’s drivers.  Navigation is available on higher trim levels.  The driver keeps their hands on the wheel when changing radio stations, answering blue-toothed cell phone calls, and even changing the volume. 

Compact but versatile with Cargo and Seating

The Buick Encore gives you great cargo options.  The pass-thru back seats coupled with the front folding passenger seat gives you the option for hauling longer items that you wouldn’t be able to in traditional sedans or other SUV’s.  The second row passenger seats have a split 60-40 bench that will fold down to expand the cargo space from the back.  

I really like the new Buick Encore for their sporty look, easily maneuvering, quiet ride as well as the overall feel of the vehicle.   The versatility of the Encore makes it a great choice for many people. 

With a combined 28 mpg, the nimble Buick Encore is not your grandparent’s Buick.  Come check it out for yourself!