A new car is second only to a home as the most expensive purchase many consumers make.
According to the National Automobile Dealers Association, the average price of a new car
sold in the United States as of June 1998 was $23,480. That’s why it’s important
to know how to make a smart deal.
Think about what car model and options you want and how
much you’re willing to spend. Do some research. You’ll be less likely to feel
pressured into making a hasty or expensive decision at the showroom and more likely to get
a better deal.
Consider these suggestions:
Check publications at a library or bookstore, or on the
Internet, that discuss new car features and prices. These may provide information on the
dealer’s costs for specific models and options. Shop around to get the best possible price by comparing
models and prices in ads and at dealer showrooms. You also may want to contact car-buying
services and broker-buying services to make comparisons. Plan to negotiate on price. Dealers may be willing to
bargain on their profit margin, often between 10 and 20 percent. Usually, this is the
difference between the manufacturer’s suggested retail price (MSRP) and the invoice
price.
Because the price is a factor in the dealer’s
calculations regardless of whether you pay cash or finance your car — and also
affects your monthly payments — negotiating the price can save you money.
Consider ordering your new car if you don’t see what
you want on the dealer’s lot. This may involve a delay, but cars on the lot may have
options you don’t want — and that can raise the price. However, dealers often
want to sell their current inventory quickly, so you may be able to negotiate a good deal
if an in-stock car meets your needs.
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