Car Dealership Pressure Tactics…

Most new vehicles manufactured for sale or lease to California consumers turn out to be “good” vehicles to their buyers or leasers, fulfilling their requirements of providing reliable transportation. However, be aware of the “Car Dealership Pressure Tactics”.

Some vehicles will turn out to be “lemons” under our California Lemon Law. These vehicles will turn out to have operational/mechanical problems, and/or safety/use impairment issues.

Can a consumer spot a brand new vehicle that may be a potential “lemon”? The answer is YES. Can consumers avoid these potential “lemons?” Yes. Do automobile dealerships often pressure the customer to “speed up” the sale/lease process and side-step important pre-sale decision steps? Yes.

Some examples of potential “lemon law” candidate vehicles are:

1. Vehicles that have a severe steering “pulling” problem noted by the consumer during the test drive.
2. Vehicles that have paint flaws such as “peeling” or “flaking” new paint, or vehicles having panels that do not color match one another (e.g., a fender that does not match the door).
3. Vehicles that have doors or hatches that improperly close, latch, or fit.
4. Vehicles that are represented as “company demonstrators” or “executive cars” that are registered as “new”, but the consumer fails to have inspected for abuse or damage prior to signing the contract.

How does the consumer avoid the “Car Dealership Pressure Tactics” of car dealerships and car salespeople, yet at the same time ensure that they properly inspect and “test drive” their vehicle choice? It’s basically a “buyer takes control” step-by-step plan.

To “take control” of the vehicle purchasing/leasing experience and minimize stress, “Car Dealership Pressure Tactics” and reduce the possibility of a “lemon” vehicle, consider following these steps:

1. Speak with your banker or credit union to determine what price vehicle you can afford before visiting a dealership. Discuss your available down payment, monthly payments, and financing options with your loan officer so you have a clear understanding of the maximum price you can afford. Any negotiated purchase price below your “target price” will result in lower monthly payments.
2. Before visiting the dealership, do your research online. The internet provides a wealth of information including factory rebates, incentives, special financing, and more. Most manufacturers allow you to “build” your vehicle on their website and view the MSRP before stepping onto a dealer lot. Websites like www.kbb.com and www.edmunds.com let you build a vehicle with the options you want, giving you both retail and dealer invoice pricing.
3. Once you’ve completed your research, it’s time to visit the dealership.
4. After selecting your potential vehicle, remember this important tip: price negotiations can benefit either the consumer or the dealer. Time = Fatigue = Pressure. The longer you stay at the dealership, the more tired and emotionally overwhelmed you may become, giving the dealer more control. If you feel tired, pressured, or fatigued, stop. Take a break or return another day. A simple refundable deposit can hold the vehicle without committing to the full contract.
5. If the vehicle has a rebate or special financing that ends the same day, you will need to make a choice based on your comfort level. The decision is up to you.
6. If a dealer pressures you with statements like “this price is only for today,” remember: if they can offer that price today, they can offer it tomorrow. Rebates or incentives do not affect the negotiated selling price—they are applied after the vehicle price, tax, and license fees. Do not fall for this common pressure tactic.

Remember, no one is handcuffing you to a chair at the dealership. You can get up and leave at any time. The buyer is in control until or unless the buyer chooses to allow the emotions (or the dealer) to control the sale. Keep in mind this is a business/monetary transaction. You are exchanging money and/or a financial obligation in return for motoring transportation. If you treat it as such, and not a “spur of the moment” or “pressured” same day decision, you will likely end up being happier with your purchase/lease decision.

Once you have decided upon and have completed your vehicle acquisition, and if it for some reason the vehicle turns out to be a “lemon”, you should contact a qualified lemon law attorney.