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CHAPTER 4:
                                                                     Signing on the
                                                                     dotted line




                                                                        eets your
                                                    a vehicle that m
                                    anaged to find
                   Once you’ve m                alership, it’s tim
                                                                   e to start
                              a trustworthy de                            about
                   needs at                           the salesperson
                                    u should chat to                          financial
                   negotiating. Yo                          to protect your
                                      rvice plans in order                per work
                   warranty and se                     to get all the pa
                                     tshell, you need
                   interest. In a nu
                    in order.




                    We all know that you’re dying to get behind   can save. If you learn how much others are
                    the wheel and head out on the road – but      paying for the car you want, you’ll know
                    it’s very important to focus on all the       immediately if the price you’re being
                    details.                                      quoted is competitive.
                                                                    “Do your research,” recommends Joseph
                    Knowledge is power                            Cueter, operations manager for Ford’s
                    First things first: you need to agree on a    Customer Service Division, Asia Pacific and
                    price. The more you know, the more you        Africa. “By visiting chat rooms and reading




 28  First Gear                                                                                      First Gear  29 
u are
                   s and blogs, yo
online car forum                   paying
going to see wha
and find a pr
   As we’ve alread
                    t people are
               ice range.”
                      y stressed, the
                                       sticker        $5,000
                    ning th e window of
 price that’s ador                                    The amount you
                               be negotiable.
 showro   om vehicles may
                                      s
                    hat sort of sale                  should budget for
 Depending on w                         e
                    m  anufacturers ar
 incentives auto                     t bonuses        car maintenance
                    alers, and wha
  offering their de                  eir sales
  the dealers m   ay be offering th                   over five years of
                     erson may    be willing to
  staff, the salesp
                                cessories.            ownership (if you
  lower the   price or add ac
                      s staff always have
   Remember, sale                                     won’t have a service
                              to achieve… and
   targets that they need
                                         e
                      t to achieve thos
   they will do a lo                                  or maintenance plan).
   targets.




        “Ask what kind of wiggle room is          model, that’s a good indication that the




                                                                                             5
     available,” Cueter advises. “Ask the         salesperson might accept a lower price.
     dealer: ‘What can you do today to make       Likewise, when car companies roll out
     me buy this vehicle?’ “                      new models, dealers will often be
        Keep in mind that car sales operate in    motivated to clear out existing
     cycles: there are high and low seasons.      inventory to make room for the latest
     When sales in your market traditionally      product line-up.
     drop off, such as during the Lunar
     Festival in China and Taiwan, Christmas
                                                    As Jill discovered when she went car
                                                  shopping, there is nothing wrong with
                                                                                                    Fast facts
     in Australia and Tet in Vietnam, dealers     buying what is known as a “previous            Do your research
     may be even more motivated than              generation model”, especially if you can
                                                                                                 For more bargaining power, buy at
     usual to make a sale.                        get it at a great price. When car
                                                                                                 the end of the year or month
        There are other times when sales          companies launch so-called “new”
     staff might be more willing to give          models, they are generally one of two          Read the fine print: don’t pay for
     customers a better deal. For example,        things: a completely new car boasting          accessories or services you don’t
     at the end of the month, when                all sorts of fabulous new features             need
     dealerships are trying to meet sales         – known as a “new generation model”
     quotas and companies are eager to            – or a “face-lifted model”, which has
                                                                                                 Make sure there are no out-of-
     post record monthly sales figures, you       had moderate changes. In the case of           pocket expenses for warranty-
     may have more leverage to negotiate.         the latter, they do not offer huge             covered repairs
        If you see lots of promotions and         benefits over the models they are              Compare the warranties offered
     rebates being offered for a particular       replacing (much like many movie stars,         with different models


30  First Gear                                                                                                                         First Gear  31 
                                                                                                                                       First Gear  31
and tell you the repair is free of charge? Or    purchase but, in most markets, you must
                                                                                                when you go in, do you have to fill out a pile   purchase the extension before the initial
                                                                                                of paperwork, pay for the repair out of your     time period runs out.
                                                                                                own pocket and then submit a claim to be           The terms and prices of the warranty
                                                                                                reimbursed under the warranty? Some              agreements generally cannot be
                                                                                                companies out there make you do that,”           negotiated. But you can shop around and
                                                                                                explains Cueter. “When you bring your            compare the different warranty options
                                                                                                vehicle into a Ford dealership for a             offered for a variety of new vehicles.
                                                                                                warranty-covered repair and provided the            Consider the following example: one
                                                                                                component you’re after is covered, you           vehicle has a sticker price of USD 10,000,
                                                                                                don’t have to pay anything up front and you      and comes with a one-year bumper-to-
                                                                                                don’t have to fill out lots of paperwork to      bumper manufacturer’s warranty. The
                                                                                                get the service you’re entitled to.”             dealership will sell a three-year warranty
                                                                                                  The warranty period can be extended for        extension for USD 3,000. Another vehicle
                                                                                                an additional fee. Warranty extensions do        has a sticker price of USD 12,500. It comes
                                                                                                not have to be bought at the time of             with a five-year warranty. Even though the

 they have just had a nip and a tuck here        afraid to query any items on the invoice.
 and there). Jill opted for an older model       Remember: you are the one with
 when she decided to invest in a nippy           the power!
 hatchback because it had all the safety
 and technology benefits of the face-lifted      Protect your investment
 model, but the exterior and interior styling    Now that you’ve successfully negotiated a
 was slightly different. However, this did not   purchase price, it’s time to think about how
 bother Jill one iota when she discovered        best to protect your investment. All
 that she could knock 10 percent off the         reputable manufacturers offer a warranty
 sticker price.                                  with new car purchases.
   If you want to be the first one in your          A good warranty offers complete
 town to drive a new model, you will pay for     coverage and easy repairs at any dealership
 the privilege, and Jill decided that this       with no out-of-pocket expenses for
 simply was not worthwhile. So, do as Jill       warranty-covered repairs. Read the fine
 did, and buy a previous generation car.         print carefully, as you would with any
   After you’ve agreed on a price with the       warranty, to understand the terms and
 salesperson, check the invoice carefully for    conditions exactly.
 hidden fees. Make sure you’re not paying          “When you take your vehicle in for a
 for accessories or additional services that     warranty repair, will the dealer just hand
 you don’t want, need or order. Don’t be         you an invoice explaining what was fixed




32  First Gear                                                                                                                                                                   First Gear  33 
The sticker price that’s adorning
the window of showroom
vehicles may be negotiable.




  first car boasts a cheaper purchase price,    schedule. You don’t need to fret about this;       This really is a great way of ensuring that      “If you buy a new car and intend to keep
  the second vehicle may be a better value      just take your car to a franchised dealer        your car is constantly in tip-top condition     it for five years, you can buy a scheduled
  for money proposition when you factor in      when its service is due – the professionals      while never having to stress about breaking     maintenance plan and lock in service at
  the warranty coverage. So weigh up all        in the workshop will know precisely what         the bank or cutting back on your                today’s prices for parts and labour. This
  these factors before deciding which vehicle   to do.                                           entertainment budget. “It’s just like buying    protects you from fluctuations in the cost
  to buy.                                          The only snag, of course, is that it can be   insurance,” Cueter says. “Pay a little today    of oil and raw materials that could drive up
     Remember, for your warranty to remain      expensive to service a car. One way to           to avoid a big hurt later on.”                  the price of components,” explains Cueter.
  valid, you must maintain your vehicle and     negate this expense is to sign up for a            In addition to meeting warranty
  adhere to the servicing recommendations       maintenance or service plan that will            requirements, there are other benefits to
  of the manufacturer. For instance, the oil    ensure that all the necessary work is            buying a service plan up front. For instance,
  must be changed regularly, and all hoses,     performed at a manufacturer-authorised           you can avoid future price increases in
  belts and filters must be replaced on         dealership free of charge.                       parts and lubricants.




  34  First Gear                                                                                                                                                                 First Gear  35 

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First Gear English edition, Signing on the dotted line (Chapter 04)

  • 1. CHAPTER 4: Signing on the dotted line eets your a vehicle that m anaged to find Once you’ve m alership, it’s tim e to start a trustworthy de about needs at the salesperson u should chat to financial negotiating. Yo to protect your rvice plans in order per work warranty and se to get all the pa tshell, you need interest. In a nu in order. We all know that you’re dying to get behind can save. If you learn how much others are the wheel and head out on the road – but paying for the car you want, you’ll know it’s very important to focus on all the immediately if the price you’re being details. quoted is competitive. “Do your research,” recommends Joseph Knowledge is power Cueter, operations manager for Ford’s First things first: you need to agree on a Customer Service Division, Asia Pacific and price. The more you know, the more you Africa. “By visiting chat rooms and reading  28  First Gear   First Gear  29 
  • 2. u are s and blogs, yo online car forum paying going to see wha and find a pr As we’ve alread t people are ice range.” y stressed, the sticker $5,000 ning th e window of price that’s ador The amount you be negotiable. showro om vehicles may s hat sort of sale should budget for Depending on w e m anufacturers ar incentives auto t bonuses car maintenance alers, and wha offering their de eir sales the dealers m ay be offering th over five years of erson may be willing to staff, the salesp cessories. ownership (if you lower the price or add ac s staff always have Remember, sale won’t have a service to achieve… and targets that they need e t to achieve thos they will do a lo or maintenance plan). targets. “Ask what kind of wiggle room is model, that’s a good indication that the 5 available,” Cueter advises. “Ask the salesperson might accept a lower price. dealer: ‘What can you do today to make Likewise, when car companies roll out me buy this vehicle?’ “ new models, dealers will often be Keep in mind that car sales operate in motivated to clear out existing cycles: there are high and low seasons. inventory to make room for the latest When sales in your market traditionally product line-up. drop off, such as during the Lunar Festival in China and Taiwan, Christmas As Jill discovered when she went car shopping, there is nothing wrong with Fast facts in Australia and Tet in Vietnam, dealers buying what is known as a “previous Do your research may be even more motivated than generation model”, especially if you can For more bargaining power, buy at usual to make a sale. get it at a great price. When car the end of the year or month There are other times when sales companies launch so-called “new” staff might be more willing to give models, they are generally one of two Read the fine print: don’t pay for customers a better deal. For example, things: a completely new car boasting accessories or services you don’t at the end of the month, when all sorts of fabulous new features need dealerships are trying to meet sales – known as a “new generation model” quotas and companies are eager to – or a “face-lifted model”, which has Make sure there are no out-of- post record monthly sales figures, you had moderate changes. In the case of pocket expenses for warranty- may have more leverage to negotiate. the latter, they do not offer huge covered repairs If you see lots of promotions and benefits over the models they are Compare the warranties offered rebates being offered for a particular replacing (much like many movie stars, with different models 30  First Gear  First Gear  31  First Gear  31
  • 3. and tell you the repair is free of charge? Or purchase but, in most markets, you must when you go in, do you have to fill out a pile purchase the extension before the initial of paperwork, pay for the repair out of your time period runs out. own pocket and then submit a claim to be The terms and prices of the warranty reimbursed under the warranty? Some agreements generally cannot be companies out there make you do that,” negotiated. But you can shop around and explains Cueter. “When you bring your compare the different warranty options vehicle into a Ford dealership for a offered for a variety of new vehicles. warranty-covered repair and provided the Consider the following example: one component you’re after is covered, you vehicle has a sticker price of USD 10,000, don’t have to pay anything up front and you and comes with a one-year bumper-to- don’t have to fill out lots of paperwork to bumper manufacturer’s warranty. The get the service you’re entitled to.” dealership will sell a three-year warranty The warranty period can be extended for extension for USD 3,000. Another vehicle an additional fee. Warranty extensions do has a sticker price of USD 12,500. It comes not have to be bought at the time of with a five-year warranty. Even though the they have just had a nip and a tuck here afraid to query any items on the invoice. and there). Jill opted for an older model Remember: you are the one with when she decided to invest in a nippy the power! hatchback because it had all the safety and technology benefits of the face-lifted Protect your investment model, but the exterior and interior styling Now that you’ve successfully negotiated a was slightly different. However, this did not purchase price, it’s time to think about how bother Jill one iota when she discovered best to protect your investment. All that she could knock 10 percent off the reputable manufacturers offer a warranty sticker price. with new car purchases. If you want to be the first one in your A good warranty offers complete town to drive a new model, you will pay for coverage and easy repairs at any dealership the privilege, and Jill decided that this with no out-of-pocket expenses for simply was not worthwhile. So, do as Jill warranty-covered repairs. Read the fine did, and buy a previous generation car. print carefully, as you would with any After you’ve agreed on a price with the warranty, to understand the terms and salesperson, check the invoice carefully for conditions exactly. hidden fees. Make sure you’re not paying “When you take your vehicle in for a for accessories or additional services that warranty repair, will the dealer just hand you don’t want, need or order. Don’t be you an invoice explaining what was fixed 32  First Gear  First Gear  33 
  • 4. The sticker price that’s adorning the window of showroom vehicles may be negotiable. first car boasts a cheaper purchase price, schedule. You don’t need to fret about this; This really is a great way of ensuring that “If you buy a new car and intend to keep the second vehicle may be a better value just take your car to a franchised dealer your car is constantly in tip-top condition it for five years, you can buy a scheduled for money proposition when you factor in when its service is due – the professionals while never having to stress about breaking maintenance plan and lock in service at the warranty coverage. So weigh up all in the workshop will know precisely what the bank or cutting back on your today’s prices for parts and labour. This these factors before deciding which vehicle to do. entertainment budget. “It’s just like buying protects you from fluctuations in the cost to buy. The only snag, of course, is that it can be insurance,” Cueter says. “Pay a little today of oil and raw materials that could drive up Remember, for your warranty to remain expensive to service a car. One way to to avoid a big hurt later on.” the price of components,” explains Cueter. valid, you must maintain your vehicle and negate this expense is to sign up for a In addition to meeting warranty adhere to the servicing recommendations maintenance or service plan that will requirements, there are other benefits to of the manufacturer. For instance, the oil ensure that all the necessary work is buying a service plan up front. For instance, must be changed regularly, and all hoses, performed at a manufacturer-authorised you can avoid future price increases in belts and filters must be replaced on dealership free of charge. parts and lubricants.  34  First Gear   First Gear  35