8 -
G f •th o rn O u tloo k
W « d ., Jun» 16. 1982 Sandy Post. T h u rt.. June 17
1982
Ex-salesman has some advice for car buyers
by MARK STEWART
of The Outlook staff
Balance needs against wants Know the market He
main rational Have patience.
These are a few of the tips that Emery Albertson, a
former car salesman, says can be used to help save you
money on your next car purchase
Albertson has taught classes on car buying at several
Portland area community colleges
“ ft’s a negotiating business." he savs
In his two years at one of Portland s largest new car
dealers, Albertson saw all types of buyers “ I saw one guy
pay 13,000 too much for his car and saw one hot selling
model sell for $200 over dealer cost on a slow Sunday,’’ he
says
With a little work, a buyer can end up saving hundreds
of dollars on a new car purchase
As a first step, Albertson recommends the potential
buyer read three books — “How to Negotiate Anything,"
by Herb Cohen, “Drive Until It Drops’’ and “Cherries and
Lemons," both by Joe Troist
Next, strike a balance between the type of car that is
needed and that which is wanted "You have to buy a car
that fits your needs." he savs
Once several models have been selected as candidates
for purchase, get information about their repair records
from books, magazines or mechanics
If a trade in is involved, determine its market value, he
says This can be done by checking classified adver
tisements in newspapers and talking with private parties
and dealers Also, consult a Blue Book, but beware —
Albertson says the book often is incorrect during unsettled
market periods
When it is time to begin shopping, determine the dif
ference between the what the dealer paid for the car and
the manufacturer's suggested retail price Albertson says
dealers often pay 10 to 12 percent below the sticker price
for small cars and 20 percent below the sticker price for
large cars
Determining the car’s market is important. .More
money can be saved buying a slow selling model than one
which is a strong seller, he says
Try to line up financing before purchasing, he says
t’hoose the proper time to strike a deal The best time is
a rainy weekend night near the end of the month, prefer
rably near or after the end of the model year, Albertson
says Often dealers near the end of the month will make a
good deal in order to meet a sales quota or help with a
team sales contest
Negotiating a deal for a new car is not for the faint of
heart Many dealers pull out all the stops and resort to a
variety of tactics to close a purchase If one doubts his
ability to negotiate, Albertson advocates taking a
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TH E P A IN ...
wheeling-dealing relative along or perhaps hiring another
salesman to do the dirty work.
Use homework on the market price in determining the
initial offer, Albertson says Cars with a weak market can
be purchased for as little as $100 to $200 over dealer cost.
However, some additional dealer profit may have to be
paid for some of the best selling models. Do not make a
low offer on a hot seller and expect much respect from
sales personnel
Before making a deal, consider whether the car will be
taken back to the dealer for service. It’s best to pay a bit
more for a car if it will be serviced at the same dealer, he
says.
Once an offer is made, the psychological battle begins
Be patient, Albertson warns “ I’ve seen people get stuck
in an emotional tissy because they have to have a car to
day."
Buyers can either offer one price and stick to it or revise
the initial offer up “ It's not best to bluff unless you’re
good at poker," he warns Once the salesman begins slow
ing price movements to the $25 range, the lowest price
soon will approach
For the most part, use common sense and patience,
Albertson says "Most people get trapped on their own
greed.”
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