Get the Best Price on Your Next Car

  • By Charles Passy, MarketWatch
  • October 08, 2014

car buying tips

So, you’re getting ready to buy a new car and you’re wondering where to begin. The good news: You’ll find no shortage of information on the web as to pricing, negotiating strategies and even which dealership to choose. The bad: There is such a thing as too much information. Who has time to do all the research?

With that in mind, here are six basic tips to guide you through the car-buying process. (This is presuming, by the way, you’ve already settled on a make and model and just need to purchase the actual vehicle.)

1. Know the Price (or Prices)
There are three key prices to keep in mind: the dealer invoice (the “cost,” which is typically at the low end of the price spectrum); the MSRP (the high end) and the price that people are really paying (typically, somewhere in the middle, though it can be lower than invoice). If you’re going to get a fair deal, it helps to have all three on hand, so you know where you fit in the spectrum. (As for why cars are sometimes sold below invoice, it’s because “invoice” is hard to define, since dealers get all sorts of incentives and price breaks from manufacturers.) You can find all three prices on a variety of sites, including TrueCar, and Kelley Blue Book.

2. Consider a Middleman
Sure, you can do the haggling yourself at the dealership. But you can also have someone do it on your behalf. That’s the idea behind TrueCar, which gathers quotes from dealers and then gives you a certificate to present when you’re ready to buy. (Warning: Be prepared to be contacted by dealers almost the second after you fill out the online info.) If you’re a Costco member, you can let Costco be your middleman — the warehouse club has arranged for special pricing at select dealers.

3. Or Go Straight to the Dealer (via the Web)
In some cases, you can score a better bargain going directly to the dealership’s Internet sales department: These are sales folks trained to work with customers who understand the pricing game. In turn, they can often negotiate the purchase with much less back-and-forth compared with the path of visiting the dealership and speaking to a showroom salesman.

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