System Selling Beware of
System selling or "track selling" is a concept that some larger dealerships use to control the customer and squeeze as much profit as possible out of every deal.Some systems are designed to generate "spot" deliveries. This means getting you to shop, buy, and take delivery of a car during your first visit.System selling is designed to control you through confusion. In some dealerships you are met by a greeter who turns you over to a salesperson whose job it is to qualify you. The salesman's job is to see if you've got the money and/or a reasonable credit history to enable you to buy today. They then turn you over to another salesperson who will help you find the car you want and take you for a demo drive. This person turns you over to a "closer," who insists that you fill out a credit application before you negotiate a deal. Their job is to sell, sell, sell. Then once you've started negotiating, the salesperson will write up your order and ask for a deposit before he or she takes it in to the manager. "Company policy, you know. "

The offer goes in and, not infrequently, even if it is for the full sticker price the salesperson will come back with instructions to try to sell you more options, move you up to a higher-priced model¬anything to add more profit. Assuming that your initial offer is much lower than the list, the system store process is designed to work this offer-counteroffer process until the first "closer" has gotten all he's going to get. At that point you're turned over (TO'd) to another salesperson or manager who will try to bump you until "there's no money left on the table."There are dealerships that will resort to intimidation and brow beating and treat you as if somehow you've never left grade school. Once you've come to a figure and signed a deposit check, they turn you over to the finance person. His job is to convince you to financeThe  vehicle through the dealership (so they can add to their profit) and buy loan, accident, and health insurance (so that they can add even on`). The finance person will toss figures all over the place and keep ~u as confused as possible.

Wheeling and Dealing ia a "Track S'tore "
The best way to beat the system is to never give it a chance. If the -store is putting you on a selling track, surprise them, jump off, and go to a smaller dealer. If you insist on dealing with a system store, go in with the facts. Do all your research before you shop. Know exactly hat the car you intend to buy costs the dealer. When the "closer" begins his pitch, let him go on for a while and then suggest that it's w_me to cut to the chase and get on with the deal. Interrupt him in midntence with a time-out signal. The more you can control the convertion, the stronger your position.

If he wants you to fill out a credit application, tell him it won't be necessary because you've got the money in your checkbook. Tell him to write up the deal. As he gets out the order form, hand him a list of ,11 the options that you want on the car. Let him write all these on the rder form. When he's done, hand him a second piece of paper that -hows the dealer's actual invoice cost for the car and the actual lcaler cost of the options plus a 3 percent profit. (All this information an be found in your local magazine store in the new-car price guides.) don't be surprised if his whole demeanor changes. Salespeople don't spect this kind of non-compliant behavior from the customers.

Furthermore, tell him that there will be no deposit until the deal approved, and even then you'll give them only $200 and the remainder when you pick up the car. Finally, make it very clear that -%%?s is your one and only o,ffer. You might say something like:

"If you cant make the deal, then I don't want, to waste your time or mine. " And then, most important, say nothing. Remember, /she who speaks first loses.

At this point the salesperson,is going to come at you with every ploy, tactic, and retort that he has ever used. Listen for a moment and -lien calmly point to the paper.

"Maybe you misunderstood what I said. That's my deal. There is no other. If you find it unacceptable, let's not waste each other's time. "

If you really want to add some dramatics, take out your checkbook and write a check for $200, but don't sign it. In the memo space write a deposit on-and write in the VIN number of the car-for a total price of $ Then say:

"If you need to check with management, fine. But infive min¬utes I'm either going to sign this check to seal this deal, or I'm going to say thank you very much and be on my way. I do have another appointment that I should either cancel or keep. "

You don't have to say who the appointment is with. It could be with your aerobics instructor. The salesperson will interpret this as an appointment with another dealer. Again, stop and say nothing. If the salesperson continues to sell, pick up your check, look him in the eye, and say:

"I take it we do not have a deal. "

Pause long enough for him to answer. If he balks or shows signs of wanting to continue the "grind," then tear your check in half and leave. Chances are the salesperson will not let you get that far and will take the deal to the manager. Be aware that, in most stores, salespeople are required to take every deal to the manager, or at least not to let you walk out until you've been TO'd to someone else. If the salesperson returns with the manager, understand that he's not there to be dazzled by such an aggressive negotiator, but rather to tell you that your offer is out of the question.

"Then we have no deal. Thank you for your time. "

The key, of course, is to remain pleasant. Don't get hostile or angry-always be very businesslike. Start to leave. That's the last thing they want to have happen. Let them talk, but don't budge. Well, maybe toss in $50 or one percent more on the deal if that's what it will take to let them save face and write up the order. However, don't let yourself get into a "bump and raise" situation. One raise is all that you should ever make.Now, let's say that they finally relent. And they probably will because they would rather take your deal than see your money go down the street to a competitor. Don't relax! You aren't through. There are still pitfalls ahead in a system store.

Protecting Yourself in a Track S'tore
Because they would still like to "squeeze you" if they can, keep the following in mind:

1. After you've signed the buyer's order, be sure that the car you looked at is the car on the order. Insist on checking the VIN number. Mistakes will happen.
2. Agree on a specific time for the delivery. Ask for a specific list of fees for title, tags, and taxes. If they try to add prep fees, advertising, etc., make it clear that these are not part of your deal. `And by the way, my car will come with free mats. "
3. They will probably want a certified check, so arrange for that before you return.
4. When you come in to take delivery (assuming you don't take it right then), ask to take the car for a test drive before you close. Make it clear that you want to be sure nothing has changed.
5. Check the VIN number again. Yes, cars do look the same and some dealers aren't above slipping in a car that's fallen off the truck and been repaired.
6. Check to be sure that everything you asked for in the way of options is on the car.
7. Park the car near the door and take the keys with you.
8. Go in, sign the papers, and refuse to accept any of the add-ons.
9. Drive out knowing that you've done well and knowing too that the dealer probably made at least six percent on the deal.

Clearly this system-store strategy requires that you possess a fairly aggressive personality and that you cannot be easily intimidated. But if you're the kind of person who likes to deal with confrontation, have at it. Remember, do all your homework first.