| Amazingly, no matter what car the | | | | log on to It's Australia's largest free |
| customer wants, it is always 'hot | | | | classifieds site. You will find auto |
| property', 'very sought after' and/or | | | | classifieds, motorcycle classifieds, and |
| 'hard to find'. Moreover, it isn't a | | | | Australian cars for sale all over the |
| secret; we have all known it for years. | | | | country. |
| Nevertheless, some of us still continue | | | | You might think that the car dealer |
| to be tricked into buying a motor | | | | trusts you implicitly with the new car |
| vehicle we really don't want to buy, and | | | | and by letting you take the car home |
| at a higher price than we expected. So | | | | overnight or to work for a day, the |
| let's find out what some of the most | | | | sales person is trying to get you to |
| favourite and sneaky tactics they get up | | | | 'fall in love with the car'. Not very |
| to and put them in our diary so that we | | | | underhanded, perhaps, but considering |
| can refer to them when next buying a new | | | | the dealer will initiate this in some |
| car. | | | | cases by asking for a trade-in |
| Almost every new car dealership will | | | | assessment, you need to recognise that |
| drop the initial price they have listed | | | | it's definitely a trick. A trade in |
| on a car for sale. However, what you | | | | assessment should take no more than |
| must be wary of are the scams, pressure | | | | about 10 minutes. A half hour at most. |
| tactics, twists, and turns that motorcar | | | | A dealer may tell you they have reached |
| salespeople have up their sleeves. It is | | | | the 'limit' as to what he can do with |
| in the showroom, when you are ready to | | | | the price, but he can give you a |
| finalise the deal, where you shall be | | | | 'special deal' on cheap finance. He will |
| worn down by these machinations, if you | | | | tell you 'the normal rate is a%' and |
| don't have your wits about you. This is | | | | then say, '...but you can have it for |
| when a great online site like comes in | | | | b%' (slightly less). Unless you are |
| really handy. You can register, log in, | | | | aware of current interest rates, you can |
| search thousands of cars and refine your | | | | easily pay too high a rate. Therefore, |
| search by using the vehicle 'keyword | | | | if you go online and check any of the |
| search'. | | | | large finance companies like au or banks |
| Car dealers will never give you a direct | | | | they will be able to give you all the |
| or exact quote because if they do, they | | | | information, before you are conned by a |
| know you will go to another dealer and | | | | crafty salesperson. Then compare with |
| have them better the price. And to check | | | | the dealers price and your bank. You |
| on prices and search for motor vehicles | | | | will find a good rate of interest if you |
| online is a great way to save a lot of | | | | do some initial research. |
| footwork. I recently found two sites, | | | | A small increase in the repayments |
| which had thousands of Australian cars | | | | quotes will equal a large increase in |
| for sale. At au, you will find new and | | | | the total amount you will pay for your |
| used cars for sale as well as dealer | | | | new car. Dealers use this to great |
| specials. | | | | advantage in order to divert focus from |
| If you do leave the dealership and tell | | | | the total price paid. The only way to |
| the dealer you will 'look around for | | | | find your new car is online, in the |
| other prices', the dealer will most | | | | comfort of your own home. Classified |
| likely ask you to come back once the | | | | ads are the best way to research, and at |
| 'best price' has been obtained. Don't be | | | | OzFreeOnline.com, you will find all the |
| fooled by this because the dealer will | | | | information you need to buy your new |
| then either match the price, or try to | | | | car. There are articles and car reviews |
| increase it slightly by taking advantage | | | | and thousands of car ads to search |
| of the fact that you have had enough of | | | | through situated Australia-wide. |
| shopping and are now really eager to buy | | | | If you are not vigilant, your dealer may |
| the car. Smart and very familiar, this | | | | offer you less than market value for |
| trick works very well for most dealers. | | | | your trade in. The idea here is to |
| It relies mainly on getting you, the | | | | conceal the profit from the customer by |
| customer to feel obliged to buy, because | | | | lowering the allowance for the trade in. |
| you have put the dealer to 'so much | | | | If it succeeds, and it usually does, the |
| trouble'. | | | | dealer can offer you an unrealistically |
| A smart salesperson will urge you to | | | | low price for the new car. |
| commit to buying the car you really | | | | An extremely common trick is 'limited |
| want, even before you get the final | | | | time'. If the dealer does give a price, |
| price. This is irksome and exasperating | | | | (a most unusual and dicey thing for the |
| for customers, but reasonable from a | | | | dealer to do) he will try to make you |
| dealer's point of view. Now your car | | | | believe that it is only valid right now, |
| dealer has two choices: To give you a | | | | while you are standing in the showroom. |
| quote and watch you walk out the door, | | | | This is an obvious ploy to force you to |
| or entice you to negotiate. Perhaps you | | | | make up your mind on the spot. The |
| may be lucky when negotiating with the | | | | amazing thing about this con is the |
| dealer; however, you may never know | | | | number of people that fall for it. What |
| whether you have paid too much. If you | | | | you need to think about when buying a |
| feel uncomfortable about a car dealer, | | | | new or used car is that going online to |
| then go online at consumer.vic.gov.au | | | | find the make, model and all the |
| where you can check that this trader of | | | | information about the vehicle first is |
| motor cars in Victoria is licensed and | | | | the smart way to buy a car. If you go |
| has Licensed Motor Car Traders (LMCT) | | | | online to au you can check out what is |
| number. | | | | for sale and also do some research on |
| Most auto classifieds online give a | | | | the particular vehicle you want to buy. |
| price, which you can work with, but a | | | | There are various methods of stalling a |
| regular trick, which is frustrating and | | | | client. You may ask why? The purpose of |
| time consuming for customers is this. A | | | | the stalling trick is to exhaust you. |
| dealership will identify one or two cars | | | | While you are sitting in the office with |
| of a particular model. These will be the | | | | the 'free cup of coffee in a styrene |
| 'undesirable' cars. The problems are | | | | mug' trying to decide whether or not |
| common and may be simple. For instance, | | | | the salesperson has offered you a good |
| 'the manufacture date is very old', 'the | | | | deal, it reduces the time available for |
| car has been in the showroom for a very | | | | to you to shop around for a better |
| long time', perhaps they are 'the least | | | | price. Remember these salespeople don't |
| popular colour' and of course 'with no | | | | have anything else to do but convince |
| options'. | | | | you to buy this car here and now. |
| Next, the dealer will run a large | | | | Moreover, they know exactly how to do |
| advertising campaign based on these two | | | | this with the help of the other |
| cars, with the price ridiculously below | | | | salespeople and mechanics. |
| cost. When the advertisement runs, the | | | | Some common stalling tricks are: They |
| dealer waits for customers to flood | | | | might misplace the keys to the trade in |
| through the doors. Of course, when they | | | | or perhaps another client's car has |
| do arrive to get the best deal, they are | | | | blocked yours ('you'll have to wait for |
| usually told that the cars have been | | | | the return of the client'). Perhaps |
| sold and are now waiting to be | | | | they will take excessive time to assess |
| 'delivered' to the clients. | | | | the trade-in. There is always a valuer |
| Consequently, you will be invited to | | | | on site at a dealership, and a valuation |
| browse the showroom or customers are | | | | takes no more than 10 to 15 minutes. |
| 'switched' to another car. | | | | Don't put up with silly scams like this. |
| If you still insist on looking at the | | | | is a site that will assist you in |
| vehicle, if it is still on the floor, | | | | finding the motor car you want. This is |
| the salesperson just points out why this | | | | a fascinating site, because they have |
| particular car is undesirable, and then | | | | interesting articles, car reviews and |
| persuades the customer to look at a | | | | even a forum where you can join in to |
| better car, of course you will expect to | | | | talk about cars with likeminded people. |
| pay more. To make sure you do not pay | | | | Now let us look at a classic trick |
| too much, log in to a site where you | | | | designed to make the customer think the |
| just register, log in, and search the | | | | car is really exceptional. I am sure you |
| thousands of vehicles available | | | | have heard this. 'My wife/husband drives |
| Australia wide. Not only can you search | | | | one'. Yes, the car salesperson has |
| for a motor vehicle with a simple | | | | bought the same model for his own |
| keyword search, but also when you are | | | | spouse. If it happens that he or she |
| ready to sell a car you can use the free | | | | really does drive this particular model, |
| classifieds to do so. | | | | then it is most probably because the |
| The most widespread trick currently | | | | salesperson gets it as part of his/her |
| being used is to make the customer | | | | salary package because they work for the |
| believe that the salesperson can get the | | | | car dealership. |
| lowest price for the car, so that you | | | | A good sales person will search hard to |
| (the customer) will start negotiations | | | | find common interests with the customer |
| with the dealer almost immediately. The | | | | so he or she can 'make friends'. The |
| specific methods vary, but here are some | | | | purpose of this is to make you identify |
| common ways of doing it: | | | | with the sales person. This, in turn, |
| The salesperson will tell you. 'You | | | | should make you feel sympathetic to the |
| could probably get the car for less than | | | | salesperson and leads to the customer |
| $36,250…', but will avoid giving a | | | | feeling bad if he/she lets down the |
| specific price. Instead, the salesperson | | | | dealer by not buying from them. What you |
| will say, 'When you are ready to buy, we | | | | have to remember is that you may never |
| can strike a deal, are you ready to buy | | | | set eyes on this person again. All you |
| now?' | | | | are doing is buying a car. Just as you, |
| The salesperson tells the customer: 'If | | | | buy a pair of shoes. You don't need a |
| you're going to spend more than $36,250 | | | | 'new' friend. |
| on the car, you should come back and see | | | | Offering 'extras' such as carpet mats, |
| me'. When the customer returns and asks | | | | window tinting, car seat covers and |
| to buy the car for $36,250, the | | | | other items serves two purposes: It |
| salesperson will point out that he/she | | | | draws a line that makes the customer |
| never promised to sell you the car for | | | | believe that the dollar amount is not |
| $36,250, but is ready to give you the | | | | further negotiable. If, for example, the |
| best price when you are ready to buy. | | | | bottom line on the car is $32,000, the |
| 'Do you want me to get a good price for | | | | dealer may stop at $36,000 and start |
| you? …so are you ready to buy now?'. | | | | adding 'extras'. The extras may only add |
| We all know that buying a new or used | | | | up to $500 by the time the dealer has |
| car can be a daunting process however; | | | | managed to convince you that |
| at au, you will find the latest car | | | | negotiations are finished. It slows down |
| specials from reliable dealers. | | | | negotiations, and diverts focus from the |
| Your salesperson may give the price for | | | | dollar amount. Go online to au and |
| an older model car. Either the 'old' car | | | | search through their online listings. |
| is a previous model, or perhaps it has | | | | Find the price of car you want without |
| been gathering dust because no one has | | | | the hassles. |
| wanted to buy it (usually for good | | | | Caution. If you have been referred by a |
| reason) and the dealer wants to get rid | | | | friend, and you tell the sales person |
| of it quickly to make room for newer | | | | the 'good news', this instantly means |
| models. This is likely to happen if you | | | | that the customer is more likely to |
| don't think carefully and specifically | | | | trust the sales person. Trust is money. |
| ask for the price for a current model | | | | The more trust given, the more the |
| car that is not older than 3 months. Be | | | | customer will pay for the car. Keep the |
| wise and search OzFreeOnline.com, where | | | | information to yourself, or you will end |
| they have thousands of cars in their | | | | up being scammed. is a site that will |
| cars classifieds pages. By simply | | | | assist you in finding the motor car you |
| registering and submitting a keyword | | | | want. I am fascinated by this site |
| search, you will find the car you want | | | | because they have interesting articles, |
| in no time. | | | | car reviews and even a forum where you |
| The other ploy is when the salesperson | | | | can join in to talk about cars with |
| takes your credit card along with an | | | | likeminded people. |
| insufficiently low offer to 'the boss' | | | | You have probably heard the expression, |
| for approval, but then returns to say it | | | | 'the Woody', akas Wood Duck; you may |
| was not accepted. This is intended to | | | | have even used it. Don't become one. |
| drag the customer into more | | | | This is a person who walks in to the |
| negotiations. i.e. '…we only need to | | | | showroom, puts total trust in the sales |
| increase it slightly and she's yours..." | | | | person, and sincerely believes the sales |
| Don't get caught by being given the | | | | person is actually helping to get the |
| price for the car excluding the on-road | | | | best deal for them. It is a |
| costs. If you don't specifically ask for | | | | salespersons' dream because he or she |
| on-road costs to be included, the sales | | | | knows the full retail price will be |
| person will most likely give you the | | | | paid. |
| excluding on-road costs price. Of | | | | We have all heard it at some time or |
| course, you have to be guarded because | | | | another when we have been searching for |
| your contract may be drawn up on this | | | | a new car, 'Subject to loan approval'. |
| proviso. Trouble is that when you are | | | | Many car loans will have this phrase in |
| ready to sign, the 'quoted' price of the | | | | it, and believe me; some dealerships |
| car, will then be understated by many | | | | will try to exploit you out of more |
| thousands of dollars. | | | | money by using this phrase as the reason |
| If you are a bit slow and think your car | | | | why. This fraud is usually pulled on |
| is worth more than it really is, you | | | | consumers that may have bad credit, so |
| just might get a clever salesperson that | | | | if your credit rating is good, you |
| will give in, and agree to an excessive | | | | shouldn't have to worry about being |
| price for your trade in. Now you might | | | | taken advantage of by the dealership. |
| be pleased by this, because you may be | | | | The bad news is that for those people |
| thinking that you are 'putting one over' | | | | who are taken advantage of, it usually |
| the dealer. No so, generally the sales | | | | means upwards of $1,000 more in finance |
| person will look up on the computer or | | | | fees and an additional $50 a month added |
| in the Car Dealers Price Guide to find | | | | to your car payment. To avoid this scam, |
| out the going price for your trade in | | | | finance your new or used car through |
| and will start from there. In addition, | | | | your own bank or credit union. |
| believe me; you will pay for it in the | | | | The most abused fraud is the 'credit |
| end. How you ask? Well when the dealer | | | | rating' scam. The car dealership tells |
| charges TOO much for your new car. You | | | | you that your credit score is lower than |
| can check on the internet for a price as | | | | what it actually is. This is in order to |
| well, so go to au, so you are armed with | | | | charge you a higher finance rate on your |
| the real price, when you go to trade | | | | car loan. It is pure greed and the best |
| your motor vehicle. | | | | way to deal with this is to bring a copy |
| From time to time, a ruthless sales | | | | of your credit rating from au with you |
| person will have a go at this. He/she | | | | when you go looking to buy a new car. |
| will contact you before your new car is | | | | That way there is no confusion about |
| delivered. When the niceties are over | | | | your credit rating. Unfortunately, no |
| you will be told that there is an issue | | | | one is protected from this scam, because |
| with the trade in. You will be asked to | | | | the dealership doesn't care if you have |
| bring the car into the workshop for | | | | good or bad credit when they try to con |
| further inspection. When your vehicle | | | | you. |
| has been in the garage, for 60 minutes, | | | | Another favourite trick is the forced |
| (having nothing done to it), the | | | | 'warranty' scam where the auto |
| salesperson will tell you that the | | | | dealership will insist that in order to |
| mechanic claims to have found it is | | | | qualify for the car loan you will need |
| really only worth $500 less than what | | | | to purchase a two or three year |
| they have offered for it. Watch for this | | | | warranty. Don't fall for this; you do |
| old ruse, because if you fall for it, | | | | not need the warranty. While you are |
| the sales person gets another $500 in | | | | tearing your hair out looking for your |
| his pocket. To make sure this does not | | | | dream car I suggest that you register |
| happen to you go to and check out the | | | | with and browse through the thousands of |
| great car deals in their Car | | | | ads they have online in their free car |
| classifieds. You will find thousands of | | | | classifieds. You will find private |
| cars to choose from and be equipped with | | | | listings, dealers' listings and used |
| all the information you need when you | | | | their keyword or quick search to find |
| arrive to look at the car you want to | | | | exactly what you are looking for. |
| buy. | | | | Can you remember that extra $fee that |
| Now if you don't want to be pursued by a | | | | seems to appear on your contract to |
| dealer just don't give a phone number. | | | | compensate the dealer for basically |
| Say 'it's a silent number', '...don't | | | | doing nothing? It is a good swindle that |
| have a mobile', 'can't leave a work | | | | I am sure you have seen or heard of |
| number', or at the test drive | | | | often. It's called the 'dealer prep' |
| 'accidentally' give the wrong phone | | | | scam. Yes, it is the extra $500 or more |
| number. If you don't, dealers will | | | | that is added to the contract when the |
| sometimes pursue a potential customer | | | | car arrives in the dealership ready to |
| until they wear them down to buy. | | | | be driven off the car lot to, or by a |
| Even after continual phoning, and when | | | | prospective buyer. |
| you end up buying from a different | | | | Try to avoid paying this unreasonable |
| dealer, the sales person (who has missed | | | | fee if you can. Try to find out whether |
| out on the deal) will then give you the | | | | the car dealership you are buying from |
| bad news. When you tell them you bought | | | | has this fee. If they do, tell them you |
| elsewhere (at a very good price of | | | | will not be buying the car if you are |
| $34,550) they will say, 'Oh no, you | | | | forced to pay it. If they will not knock |
| shouldn't have paid any more than | | | | off the fee off then find a dealer that |
| $32,000 for it!' This is designed to | | | | will strike this ridiculous charge off |
| make you feel as bad as the salesperson, | | | | the contract. While I write these |
| who lost out too. It also highlights | | | | articles, I am always searching the web |
| just how spiteful some people can be. | | | | to find the best sites to visit to do |
| No matter when, where or which | | | | extra research. I found au and found it |
| dealership you may stroll into, there is | | | | interesting to browse. is a great site |
| always a reason to feel 'lucky', | | | | to search because of the news, reviews, |
| according to the keen sales person. | | | | thousands of new and used car listings, |
| Early in the month, they might say they | | | | the ease by which you can browse the |
| missed their target last month and are | | | | site and free registration. |
| desperate to make it up. During the | | | | The dealer 'mark-up' fee is another |
| middle of the month, 'the boss has told | | | | phoney fee that is made up just to pad |
| me to push out more cars or I'll never | | | | the car dealership's profit margin. Once |
| reach my target this month either'. The | | | | again, the dealer charges this |
| most common, is probably the most used | | | | unnecessary fee for no reason other than |
| because most people fall for it. This is | | | | greed. On your new motor vehicle, this |
| the end of the month trick. | | | | fee can be seen on the sticker marked on |
| The time of month may matter to some | | | | the manufacturer's suggested retail |
| dealers sometimes, though; it never | | | | price (MSRP). These are just a few of |
| matters to a car broker. Beware of this | | | | the many scams and tricks that surface |
| because you may end up paying more than | | | | from time to time particularly when you |
| you expected. Go online to | | | | are trying to buy a new car. |
| consumer.vic.gov.au and find out the | | | | We know that these practices go on, just |
| information you need before rushing | | | | as we also know that there are many |
| headlong into the 'big end of financial | | | | trustworthy car dealerships. What you |
| year deal'. This trick deserves serious | | | | must be aware of is that you must find |
| consideration. It is the most elaborate | | | | the right dealer who can and will sell |
| trick of this type. Manufacturers know | | | | you a car, without trying to rip you off |
| that companies often buy around this | | | | in the process. A good and trustworthy |
| time of year for accounting purposes. | | | | dealership can make the compensation |
| They therefore rarely offer any factory | | | | they deserve for their efforts. All you |
| discounts, and they sometimes increase | | | | have to do is find that dealership. When |
| their retail prices to take advantage. | | | | you do write in, we would all like to |
| To find a great deal on a car why not | | | | know. |