TYPES OF "UPS " AS YOU ARE CALLED

FRESH UP: You have never been on the lot or called or made an appointment to see a sales associate, this represents about 10 -15 % of all sales in traditional dealerships.

BE BACK: this is you if you were on the lot before and came back for any reason you are a be back and your closing ration is much better than a fresh up about 40% as are appointments no just shoppers driving on the lot.

Now you can be a FRESH UP or a BE BACK or an APPOINTMENT and you can be a LAY DOWN if you lay down and purchase at full price or more! Yea I said more than sticker it does happen, more on that later. How do you "lay down" you don't do your home work, you buy on impulse, or your just lazy or uneducated in ways to purchase a motor vehicle which is why I am blogging!

Car dealers count on you not doing your research, being impulsive and susceptible to high pressure sales tactics. Dealers spend billions per year on advertising to get you into the dealership with tricks and half truths on pricing and model availability. Do you think they will be more honorable once they get you into their showroom?  Not hardly! The underbelly of the car business is learning how to manipulate the buyer and get as much of your money for as little car as they can. They have many ways to take your money, for example;

1. MSRP – This is the most possible money they can sell a car for
2. Addendum Price – This usual includes charges for items that came standard from the manufacturer but think you will pay extra for
3. Extended Warranties –These are usually worth the money but always negotiate this down to “dealer cost” or close to it. These are insurance policies and regulated by the State of Florida and safe, so buy one if you can afford it, always add it in with your financing.
4. Finance and Insurance – They add % “points” to their financing that is rebated to them.
5. Free Maintenance agreements – You should know by now that nothing is for free and somewhere in the deal you will pay for all the free stuff.
6. Treatments for interior and exterior – This one is also worth the money but always negotiate this down to “dealer cost” as part of your deal.
7. Dealer Hold backs -Not paying you what your trade is worth adds to the gross profit on a deal

You did not go to the many websites .KellyBlueBook. or  http://www.edmunds.com/  (which I like) and research true market value TMV is what people are paying in your area for the same vehicle....this is readily available for you in the Internet. If you are one of the 5% of households that does not have one and are Internet connected its available at your local library.

When you do this you are not subject to buying at full sticker or more...also you can research the value of your trade vehicle of you are replacing a vehicle not adding one. by the way when you lay down and do this it is also called a "FULL POP"in the industry and if you ever hear "HAPPY BIRTHDAY"OVER THE LOUDSPEAKER OR DIRECTED AT YOUR SALESPERSON OR FINANCE MANGER you should know that's a way of announcing you or someone else just paid all the money or bought all the products in finance!

Well that's all for this weeks entry next time we will talk about what "BUMPING YOU" is and what SWITCHING YOU "is as well as what a "POUNDER ' is ......lots more to come, all designed to help you stay in control of the sales process and not the salesperson what they train us to do to get and keep control of the sales process.

Please let me know you "horror stories" and I will post and respond to each one ....Until next week!

Jay