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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 CarMax, 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. Online Buying Games
2. Pricing Games
3. Trade-In Games
4. Financing Games
5. Sales Commission Games
6. How To Avoid Dealer Pricing Games Worksheet
I have learned my lesson. I will never again work with
CarOrder.com or any other internet new car middleman. I will go directly to
www.carmax.com and get the car I want at a lower price. I plan to advise all my
friends to do the same.
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Rick Kulczynski
Orlando, Florida
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Beware of online car-buying services. There could be extra
charges, hidden fees and what you see isn't necessarily what you get...
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Beware of Online Car-Buying Services That...
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carmax.com
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Show one price online and another, higher price when you get to the lot
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The low price you see online is the same low price you see clearly marked on the car when you get to the store
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Act as "middlemen" to area car dealers, charging them a
brokerage fee and you pay the "middleman" mark ups
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Lets you skip the middleman so you pay less and avoid mark ups
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Only offer no-haggle prices until you get to the Dealership
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Our low, no-haggle prices are clearly marked online and on every car
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Make you play the traditional dealer pricing games on your trade-in and financing
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There are no games at CarMax. Our low, no-haggle prices also apply to our financing and warranty plans
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Quote features and options that aren't on the car when you arrive at the Dealership
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Allows you to browse actual cars that are at CarMax locations
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"I planned to buy a new car from a new-car dealer, but
couldn't get them to stop their 'games'. So, I came back to CarMax and was
totally satisfied with the transaction."
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Joseph McCormick
Tampa, Florida
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Beware of a price that's too good to be true! When you're
comparing pricing, make sure you compare everything...
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Beware of Traditional Dealers Who...
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CarMax
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Avoid being up front about price to confuse you (i.e., "I have to check with my manager.")
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Low prices are clearly marked on every car, no hassles, no haggling
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Inflate your financing rate and terms if they offer you a low price on the car
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View your 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
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Sell you a poor-quality vehicle (like one that's been flood damaged or frame damaged)
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Won't sell flood damaged or frame damaged cars.
Used vehicles are thoroughly inspected by our technicians and come
with a 5-Day Money-Back Guarantee and a Limited 30-Day Warranty (60-Days in CT) (see any CarMax
store for details)
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"Excellent! I did my research on the Internet and was
prepared with the model and year. The [CarMax] salesman was very good - treated
me well and took the time I needed. I even pulled off the lot with my new car
about one hour later. I got the trade-in amount I wanted and needed, and all
the paperwork was very quick and efficient."
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Cynthia Georgia
Roswell, Georgia
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Beware of inflated trade-in values! It can mean you're paying
more for the car you're buying than you should...
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Beware of Traditional Dealers Who...
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CarMax
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Won't buy your car without selling you one
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Will buy your car, even if you don't buy ours
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Change the price you pay on their car depending on what you'll accept for your car
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Will appraise your car separately from our sales process, so you get the same offer whether you're buying a CarMax vehicle or not, good for 7 days
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"This was my first time to finance a vehicle, and I
felt completely comfortable with every step of the process. I have told my
friends and family members about my experience with CarMax. You can expect our
business when the time comes to purchase our next car."
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Brandy Muhlnickel
Dallas, Texas
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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!
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Beware of Traditional Dealers Who...
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CarMax
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Play with your rate and term to fit the monthly payment you expect
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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
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Give you a high-rate loan and charge you a fee if you switch to another finance company
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Gives you 3 days to change your financing, penalty free
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Send you to a finance manager who earns commission based on how much you're willing to pay
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Lets your Sales Consultant help you choose the best finance plan for your budget
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Make you wait while they play around with your financing
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Offers fast, online financing with most approvals in 15 minutes or less
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"I used to work for (another dealership) and I used to
witness the cruel and pushy service they provided. It made me scared about
purchasing my own vehicle. When I went to CarMax, it was relaxing and it was
how I expected to be treated. I hope to purchase more vehicles there in the
future and I would recommend CarMax to all."
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Nancy Gonzalez
Tamarac, Florida
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Beware of pushy salesmen! They're pushing you to those higher priced vehicles for a reason.
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Beware of Traditional Dealers Who...
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CarMax
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Pay their Salespeople commission based on the profit on each car they sell
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Sales Consultants Are Paid The Same No Matter Which Car You Buy! (excludes CA employees)
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Try to sell you a car that's too much for your budget
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Sales Consultants are trained to give you friendly, courteous service and help you find a car that's right for you
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Maximize profit and commission by basing your finance terms and trade-in offer on how much you are willing to pay for the car
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Prices are clearly marked on every car and there's never any price haggling or games
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Use tag-team sales tactics and "back room managers" to help them get the highest total price from you
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You work with one sales person from start to finish, even your financing
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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?
To make sure all the numbers add up, use this helpful worksheet.
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To help you spot typical dealer pricing games, we've created
this worksheet to take with you while car shopping. It's a step-by-step comparison
that will show you just how much a particular car actually costs. Click below and
protect yourself from dealer pricing games.
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