Illustration by mckibillo
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The (Used) Car of Your Dreams
By Mary Makarushka, May & June 2008
Get the auto you want, for the price you want to pay, by letting a dealer be your personal shopper
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Matt Natoli is the first to admit he’s a meticulous guy. So when he decided to buy a car last year, he knew exactly what he wanted: a used Volvo S60 R, a high-performance, all-wheel-drive sedan—a car automotive journalists had praised as not only safe but actually exciting to drive. Natoli’s specifications didn’t stop there.
He wanted a car with less than 36,000 miles on it, made in the second half of 2004. And he wanted it fully loaded with all the options except 18-inch wheels, which he felt would give too rough a ride with snow tires. If purchased brand-new, such a car would have been about $40,000. Based on his research, Natoli was willing to pay up to $24,000—which was less than the price he would expect to pay at a Volvo dealer, but more than the lease turn-in value.
Natoli, 39, knew it could take a lot of legwork to find his dream-mobile. So he turned to Decker Motor Car Company, a dealership in Syracuse, New York, where he had bought his previous car, and asked the owners to find the Volvo for him. The father-son team of J.R. and Darin Decker was delighted by the challenge; special orders such as Natoli’s account for most of their business.
A month later Natoli was sliding behind the wheel of a lease turn-in that met all his criteria—and came with all its maintenance records. “This is the way a lot of people buy airplanes,” says Natoli, a pilot with JetBlue. “You’re very specific, and then an aircraft broker will go out and find an airplane you’re looking for.”
Happily, anyone can buy a car this way, in any price range. Indeed, a motivated salesperson can make your used-car purchase feel almost as customized as ordering straight from the factory, at a deep discount over new. And you don’t have to be as selective as Natoli for special ordering to be right for you. You may simply want the calm and convenience of using a dealer as your personal shopper. Here’s how.
Dealer's Advantage
With so many used-car sites on the Web, why work with a dealer? Because the expansion of websites has also meant more places for unscrupulous sellers to unload a lemon. A good dealer recognizes the scams and spots hidden damage the average customer may miss. Most also have sources of used cars not found by consumers trolling the Web. J.R. and Darin Decker, for instance, drive almost weekly to Pennsylvania for the vast Manheim auto auctions open only to dealers. There they review thousands of rentals, lease turn-ins, and dealership overstocks. Similar auctions are held all over the country and are a growing source of used inventory at new-car dealerships, up from less than 10 percent in the early 1980s to 31 percent in 2006, according to the National Automobile Dealers Association.
1. Choose a car Read issues of Consumer Reports (or join its website, www.consumerreports.org) for reliability ratings on models that interest you. Then test-drive cars that are similar to your desired models. List the features you want in order of priority, and indicate where you’re willing to be flexible. For instance, rank your color choices.
2. Set your price Use a source such as Kelley Blue Book (www.kbb.com) or Edmunds.com to find suggested retail values for your ideal vehicle. For an accurate quote, specify mileage, body condition, and options. Go to websites such as www.CarSoup.com and AutoTrader.com to see what the car is selling for. These searches will give you the top of your range. For the bottom, don’t expect to pay less than the “private party” price—or for lease turn-ins, the “residual value.”
3. Find a dealer Try established dealerships, but keep in mind that a younger, hungrier salesperson who’s willing to put in extra time may be best for the task. Choose someone who can cite previous successes (ask for references) and can give you an idea of how long a search may take. Agree on how often you should get updates. Discuss your price range as clearly as your list of preferences; the dealer needs to say the car you want can be found in that range.
4. Pay no deposit, sign no contract By asking a dealership to search for a car, you’re not guaranteeing you’ll take whatever is found. You don’t have to pay a fee or a premium for the search, and you don’t have to put any money down. You may continue to search for cars on your own, but do negotiate in good faith; ask a dealer to search for a car only if you’re truly considering buying it there.
5. Vet the dealer's pick As you would with any used car, read the Carfax report of the vehicle’s history, which a dealer should gladly show you for free. Request—and read—all available maintenance records. Spend the $100 or so to have the car checked by an independent mechanic. Walk away from any salesperson who scoffs at your plan to do so.
The results can be well worth it. For instance, a custom order bought Helen Kolodziejczyk, 73, more than her dream car; it bought her peace of mind. In 1999 she was almost killed when her car was broadsided by a driver running a red light. Even today, her injuries keep her from doing lots of things she used to enjoy, such as running and cross-country skiing. But she’s happy about her new ride, a 2006 Toyota Avalon—a luxurious tank in eggshell blue, complete with sunroof. Avalons get snapped up as fast as they come on the market, J.R. Decker says, and it took him six months to find one that met all of Kolodziejczyk’s needs—including wraparound air bags. “After an accident like mine, you take every precaution you can,” she says. “I feel safe in that car.”
Health and finance writer Mary Makarushka lives in Madison, Wisconsin.
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