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How To Avoid Dealer Pricing Games

You know why most car dealers won't give you a straight answer about price? Because they can't. If they lower the price of the car, they'll just inflate your financing or fool around with your trade-in.

At Thelen, we don't play games. But because most dealers do, here are 6 things to look for when buying a car, plus a convenient worksheet that will help you avoid traditional dealer games!

1. On-line Buying Games
 
Beware of online car-buying services. There could be extra charges, hidden fees and what you see isn't necessarily what you get...

Beware of Online Car-Buying Services That...
Show one price online and another, higher price when you get to the lot The low price you see online is the same low price you see clearly marked on the car when you get to the store
Act as "middlemen" to area car dealers, charging them a brokerage fee and you pay the "middleman" mark ups Lets you skip the middleman so you pay less and avoid mark ups
Make you play the traditional dealer pricing games on your trade-in and financing There are no games at Thelen. Our low prices also apply to our warranty plans
Quote features and options that aren't on the car when you arrive at the Dealership Allows you to browse actual cars that are at Thelen locations

2. Pricing Games
Beware of a price that's too good to be true! When you're comparing pricing, make sure you compare everything...

Beware of Traditional Dealers Who...
Avoid being up front about price to confuse you (i.e., "I have to check with my manager.") Fair, honest pricing that clearly demonstrates that Thelen offers discounts that make us the best decission.
Inflate your financing rate and terms if they offer you a low price on the car View several financing options directly from our financing companies on screen, while you and your sales associate find the rate and term that's right for you
Hit you with hidden charges, like dealer-prep charges, under coating, pin striping, destination fees, GAP Insurance, A.D.P. (Additional Dealer Profit!) and other sticker "padding" No costs are added to our cars' prices, other than the state-tax, title and tags and a small processing fee noted on every car (where applicable)
Sell you a poor-quality vehicle (like one that's been flood damaged or frame damaged) Won't sell flood damaged or frame damaged cars without disclosure.

Used vehicles are thoroughly inspected by certified technicians and most come with a 90-Day Warranty

3. Trade-In Games
Beware of inflated trade-in values!
It can mean you're paying more for the car you're buying than you should...
Beware of Traditional Dealers Who...
Won't buy your car without selling you one Will buy your car, even if you don't buy ours
Change the price you pay on their car depending on what you'll accept for your car Appraisal process is totally separate from our sales process, so you get the same offer whether you're buying a Thelen vehicle or not, good for 7 days or 300 miles (valid title required)

Just when you think the negotiations are over, you may find out the financing person is a commissioned sales person too! Beware of changing rates and terms!
Beware of Traditional Dealers Who...
Play with your rate and term to fit the monthly payment you expect Lets you view your financing options on screen directly from our finance companies, while you and your sales associate find the rate and term that's right for you
Make you wait while they play around with your financing Offers fast, online financing with most approvals in 15 minutes or less

 

Beware of pushy salesmen! They're pushing you to those higher priced vehicles for a reason.
Beware of Traditional Dealers Who...
Try to sell you a car that's too much for your budget Sales Consultants are trained to give you friendly, courteous service and help you find a car that's right for you
Maximize profit and commission by basing your finance terms and trade-in offer on how much you are willing to pay for the car Prices, appraisals and several payment options are all given so you can make the choice that's right for you.
Use tag-team sales tactics and "back room managers" to help them get the highest total price from you You work with one sales person from start to finish, even your financing

Beware of fine print! Make sure you read and understand everything associated with the buying and selling of your vehicle.
Beware of Traditional Dealers Who...
"Nickel and Dime" you with hidden charges at the end Prices are up-front and there are no costs added to our cars' prices, other than the state-tax, title and tags and a processing fee noted on every car (where applicable)
Tack on additional charges like dealer-prep charges, undercoating, pin striping, destination fees, GAP Insurance, A.D.P. (Additional Dealer Profit!) and other sticker "padding"


7. How To Avoid Dealer Pricing Games Worksheet
 Finally, check your paper work to make sure all the factors add up to the monthly payment you were quoted. Ask yourself:

  • Are you getting EVERYTHING you want and NOTHING that you don't want?
  • Is the price, including financing, what you were expecting it to be?
  • Did you get a fair value for your trade-in? Would they write a check for that amount even if you don't buy from them?
We also offer specials, and incentives just for on-line customers. When you're ready, we invite you to drop by for a test drive. If you don't know where we are located, please view our business hours and directions to get specific driving instructions.
Thelen Volkswagen
 1112 N Euclid Ave
Bay City, MI 48706
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Fax: (989) 684-9045
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