Dealer Tactics

[ewlbz]

Found a 2023 Performance on cars.com, 18K miles, 6MT, black, for $39K. Took a test drive. Couldn't stop thinking about it. 2 days later, I get a check from the credit union and head back to the dealer.

First thing, the sales person says there are $5,500 worth of "required" add-ons. Window tint, door edge guards, ceramic coating, security system, etc. My response, "no". None of it. "Well sir, we have to charge this to make the car ready for sale, blah blah blah". I said this should be baked into the top line number. "Let me check with my manager"... comes back, "can we get it down to an additional $2,000 for this, this and this?" "no". "I have a check, I want to spend it today but it's good until the end of October so I can just go get dinner and go home." Back and forth for the next 15 minutes until, all those "required" charges are taken off the deal. We are back at the original number. Add taxes (10.1%) and DMV and we end up at $45K. I sign the check over to the dealer. I feel victorious. Now comes the stack of papers where I have to sign for every living thing about the car, the deal, etc. One paper says $1,100 for the security system. I stop and mention that I specifically declined this. "Well, the Finance guy moved some numbers around and was able to work it into the agreed amount." I'm like, "So, I could have had the car for $1,100 less?" She's young, I'm older, the amount is the amount I agreed to, F it, keep going.

What did I learn?

1. Going in with my own financing and not in any particular hurry was huge. The interest on my financing was higher than what they could have gotten me but I'm paying it off before the first payment anyway. Also, once in the tentacles of the Finance Dept, things can get rather blurry. I definitely wanted this car. Low miles, reasonable price, clean carfax, etc... but I kep the option of letting it go in mind.

2. Saying "no" from the beginning and hanging tough on these bs additional charges is possible, at least on a used car. The window tint and the ceramic coating were already on the car. I believe this dealer probably does it to everything they take in. The vige of honestly prepared to walk away comes through. No outrage, no stammering, no uncertainty. Camly and respectfully stating that I want this car at this price.

3. I got distracted by the $5500 of add-ons. Had I been more focused, I could have said "OK, now that we are back at the original number, let's work down from that" and make an offer of $35K, or whatever.... Having felt like I'd won by clearing away the add-ons, I felt it was over. I let up. Mistake, but one I can live with.

4. Ask to see all the documents I will have to sign / initial BEFORE signing over the check. This is where they slipped in the $1100 for the security system. I could have played hard and threatened to have the check cancelled, but again, I agreed to a number and I was signing on that basis. Plus the security system subscription is good for 5 years. F it. I don't know if a dealer would provide those documents before getting the check. Had I known, I would have asked and made it enough of an issue to walk. The dealer could say, well our Finance guy doesn't have time for all this". OK, fine, I want to see any and all $ amounts that will be on these pages, just write them down on a separate piece of paper."

After all was said and done, I drove off with the car, still a bit miffed about the slight of hand but that has passed. I googled the name of the automotive group with "deceptive sales practices" and sure enough, they have a reputation for high pressure sales tactics, un-kept promises, unnecessary charges, Better Business Bureau complaints, etc.

I know this is like a long readl but I'm hoping what I learned can help someone else.

 

[KrackaC8]

I bet the security system is an Apex Protect GPS tracker, which gets plugged into the OBDII wiring harness behind the plug. Many times dealers install and pay for these things as soon as they roll off the truck as a theft prevention tool, and then makes it easier to repo vehicles if people skip out on payments. My Grand Cherokee has one installed; similar story to you and the dealership finally just washed the cost of it into the deal. They're simple to remove if you don't want them having the data/capability. The Nissan Connect app already does it all plus more, for your use.

 

[ZillaZ]

Dealers make money. Looking back at the handful of cars I have got at dealers there have been some meh deals and some good deals. I wouldn't fret to much about it. I have left a dealer happy then like you go through the paperwork and think "I might have been able to save an extra $1-2k if I had just said / done this or that." Just gotta let it go and enjoy your new ride!

 

[jliuod]

Similar experience about a week ago at Capitol Nissan in San Jose. I went in with an advertised price from that dealer. It was a 2026 Performance White w/ black/red interior 6 speed manual. Waited in the waiting room for them to pull the car up. The salesman came back and told me that car was sold. He said there is Boulder Grey manual that is available. I told him I was only interested the white one. I left and about 5 miles down the road that salesman called and the white one is available as the buyer backed out. I turned around and went back to the dealer.

The advertised price was $50,965. That was the number I had in mind. So when the salesman came back with the "offer" I noticed there were two items added. One was glass etching and door edge protector. One was $1,990, and the other was $199. I told the salesman I have absolutely no interest on those items and I want those two items removed. He came back with only the $199 item removed. I just sat up and started walking towards the door. He stopped me and ask me to wait. He then came back with the $1,990 removed. I looked at him and asked why do you guys play this stupid game. I know he has absolutely no power in making any decision. He nodded and saying he agreed without saying he agreed.

With tax, registration, and doc. fee the out the door price was $57, 029. I can live with that as the MSRP was $56,876.

 

[FSUZ33]

Regardless of price, availability, financing/cash; before you speak to anyone at a dealership you have to be prepared to walk away. There's a reason car salesmen have been viewed/portrayed as scum for 75+ years.
At the end of the day they're trying to make money. What irks me is that the majority of that industry is not functioning like a normal retail operation. They're like hucksters at a traveling fair. Heckling you as you pass so you'll spend $35 on a chance at that $0.75 inflatable snake.

Walk away. Just like you would walk away from the Iranian dude trying to sling lotion at you when you pass that stretch of weird kiosks in the middle of the mall.

 

[Zplz]

I'm having traumatic flashbacks to the "People suck…" thread.

 

[Meg_Z]

I was in the market for a new vehicle for my spouse. She liked the new Tiguan so I called a few dealers and they all advertised one price, but all had markups and add ons once I got to the real numbers. Of course I didn’t purchase from any of them. I will never agree to that type of BS.

 

[Zplz]

I was in the market for a new vehicle for my spouse. She liked the new Tiguan so I called a few dealers and they all advertised one price, but all had markups and add ons once I got to the real numbers. Of course I didn’t purchase from any of them. I will never agree to that type of BS.

Yes, most of the time you can find a dealer that isn't expecting you to do the Dr. Ben Dover routine, if you're patient and willing to do some traveling. For me, it was a fairly cheap one way Southwest trip to DFW to get the exact new Z I was looking for, without any stealer add-ons and with a nice discount, too. Even then, though, I was willing to walk out if they tried any last minute shenanigans. I'll have to admit, though, Nissan doesn't appear to make it be making any easier to get the Z of your dreams.

 

[CPerdomo]

They're like hucksters at a traveling fair. Heckling you as you pass so you'll spend $35 on a chance at that $0.75 inflatable snake.

Walk away. Just like you would walk away from the Iranian dude trying to sling lotion at you when you pass that stretch of weird kiosks in the middle of the mall.

Perfectly put.

 

[CPerdomo]

I'll have to admit, though, Nissan doesn't appear to make it be making any easier to get the Z of your dreams.

I could not agree more with you. Considering all of their troubles and that we, the enthusiasts, are the ones keeping the Z alive... they sure don't seem to be in our side. Although it could be more the dealer mentality here in America than the manufacturer itself... dunno.

 

[Zplz]

I could not agree more with you. Considering all of their troubles and that we, the enthusiasts, are the ones keeping the Z alive... they sure don't seem to be in our side. Although it could be more the dealer mentality here in America than the manufacturer itself... dunno.

For me, the entire dealership concept seems outdated. I can see having local Nissan outlets, for servicing and ordering, but I’d much prefer something similar to Tesla and with strict price controls from Nissan. Come on, Nissan, how about a little out of the box type thinking to try and get ahead of the competition.

 

[Meg_Z]

Yes, most of the time you can find a dealer that isn't expecting you to do the Dr. Ben Dover routine, if you're patient and willing to do some traveling. For me, it was a fairly cheap one way Southwest trip to DFW to get the exact new Z I was looking for, without any stealer add-ons and with a nice discount, too. Even then, though, I was willing to walk out if they tried any last minute shenanigans. I'll have to admit, though, Nissan doesn't appear to make it be making any easier to get the Z of your dreams.

I live in Oklahoma and I found my car also in the DFW area well worth the trip!

 

[CPerdomo]

I live in Oklahoma and I found my car also in the DFW area well worth the trip!

Question, how did you manage the tax situation? did you pay taxes to TX or only in Oklahoma?

 

[Madkatt1]

Be firm, hold your ground and come financed.

 

[2Cool]

Dealerships sell debt. Going in with cash or financing elsewhere is actually bad for negotiation (for them). They want to sell you debt which they get a piece of, not profit on a car. Pretty much what our entire economy is based on now, debt leverage.