On this page I will share SOME of the
games SOME of the dealers play. Keep in mind, not ALL dealers play these,
but most are standard practices at SOME dealerships. I also offer some
practical tips on how to play the game to your advantage.
- Bait & Switch: Probably the most
well known game, bait & switch is the practice of advertising a low priced
vehicle that they may or may not have and then switching you to a more
expensive model when you get to the dealership. Many dealerships have
what they call "ad-leader" units, normally base model units that come with
additional discounts to the dealer to be able to advertise at what seems to be
a greatly discounted price. To beat this game, or to detect when it is
being played, call the dealership before going out. Have a pen and paper
handy to take notes. Ask the salesperson what the stock number is
on this particular sale unit advertised, if not listed in the ad (by law, it
should be). After getting the stock number, ask exactly what features
this unit comes with (automatic transmission, AC, power windows, etc...) Then,
if this is a vehicle you would be interested in, ask if
that unit is still available. If you would not be interested in a
vehicle equipped as this one is and would be willing to pay more than the
advertised price for a vehicle with more options, tell the salesperson what
features you are looking for and ask what the price would be on a vehicle
equipped with these features. Finally, ask if there are any additional
charges - or, dealer ads. These are things like window
tint, upgraded tires and wheels, fabric protection, bed-liners or anything
added to the price of the ad unit. If you read the fine print on most
ads, they will tell you "plus dealer ads". I'll touch on these again
later. Keep in mind, not ALL salespersons will tell you the truth
on all of these questions. Some will. When talking
to potential customers on the phone, the salesperson's objective is to get you
to come in to the dealership. Some will do it by any means, even
lying to you. If a salesperson tells you, "Yes, there are dealer ads" or
"No, we do not have that unit any longer" chances are you might be able to
trust them if they are honest with you up front. You can still be taken
by this game even if you ask all the right questions. If you get to the
dealership and find you were lied to, leave immediately and take your business
to a reputable store. Don't be afraid to report dishonest business
practices to the Better
Business Bureau. If you run across
a Dealership with INTEGRITY, please report them to this web-site.
