Used Cars: How To Buy One

Willingly or un-, most of us use a car or truck; might as well buy smart. judging by my mailbag, a number of WER, readers have saved a bundle by using this outhor's previous book.

The Car Buyer's Art, to advantage. It has served me well, too. That book applied to new cars; this one is specifically for buying used cars. It's a whole different game, one you had better know before play commences. As was its predecessor, this book is actually a script for a play in which you and your sidekick are actors who assault a dealership and win. It works.

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Mr. Parrish also has a similar book on how to lease a car. Untill recently, leasing was not a sensible option for most of us everyday folk; now that dealers are hungrier, it may be. His explanation of tricky leasing jargon and procedures makes it easy to undertand the suggested sawy tactics. I'll bet they work, too. - J. BaldwinThe Director cleared his throat and looked up from his notes. "What you say makes sense. But how can you expect to buy a cream puff from a new car dealer at below wholesale price? They'd never go for that."

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"Sure they would," Andy answered, "because they stole the equity from the previous owner.""Stole?" the Writer asked."Sure. Say a car is worth $7,000 wholesale. Its owner wants to trade it in on a new car, and they give him only $5,000. They have, in effect, stolen 2,000 from him."Joan continued the thought. "Then what we do is buy that car from the dealer at about $6,000. We got it below the wholesale price of $7,000 and the dealer makes $1,000 profit.

"Naturally, the Writer had seen the tragedy in all this: "The only loser was the guy who traded it in."Andy nodded gravely, then continued. "Car salesmen literally steal the remaining equity dollars in your trade-in. They do this by convincing you it is worth a fraction of its real value. This is a dirty trick that costs you thousands of your hard-earned dollars."

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Listen, I think we could actualy let this one go fmm about $12,000. Interested?Joan has noticed Bob checking the "bumper code." She strolls over and reads it herself. The bumper code is a small sticker on the bumper or lower corner of the windshield which gives the dealer's price for the car in a code that only the salesman can read.

Often, this code is the price, backwards, inserted between the two numbers of the car's year. For example, say the code on a '89 Ford Escort was 3338759333. All the 3's are meaningless.


The 89 is separated by 75 - read backwards this is the car's price in hundreds: $5,700. - Used CarsWhen Leasing Makes Sense D.A.: So when does leasing make sense?WRITER: Well, take the Director here, he needs to look "upscale," right? To fit in with his Hollywood image.

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DIRECTOR:
Can't we use someone else for an example?WRITER: Okay, take a real estate agent. They need to drive people around in comfort. So they always need a new car. Car payments are a necessary evil for them. At the end of their lease, they trade in and begin the cycle again. Leasing cuts their cost three ways:The Wrker sketches the reasons out on his note pad.
1. No down payment - saving $2,000-$4,000.
2. Reduced monthly payments - usually $100 to $200 a month less.
3. Increased tax deduction.Let the salesman switch you to leasing.

When you act concerned about monthly payments, the salesman will probably offer to lease the car to you. By letting the salesman switch you to leasing, it makes him think he is making progress in the deal and increasing his profit - without costing you a penny more!

This deception will also make the salesman believe you know nothing about leasing, and won't challenge his figures.Always be ready to walk" This is a golden rule for negotiating any deal - and the highest card you can hold.

Don't become so attached to any car that you can't walk away from it. You can always start over again at the next source in your stack of cue cards. - Lease Cars