If You Know Their Rules ...
You Can Play Their Games

The F&I person will try to sell you extended warrantees, rust protection, fabric protection, health and accident insurance, and anything else they can tack on the deal. We know of one situation where a woman came into a dealership, paid full price for a $14,000 car, and then let the F&I talk her into an additional $10,000 of options, insurance, financing, and other back-end items. While this is an extreme example, the lesson here is to understand that tire F&I person is not there just to fill out the contracts but to sell. In more than a few cases, the dealership makes more money on the back end of the deal than they do on the car itself. This is one more reason for you to have done your homework ahead of time. Keep in mind that most of what the F&I person would like you to buy is really of marginal value. Specifically we refer to rustproofing, fabric sealer, and most extended warranties. Some items like loan insurance, etc., can be purchased outside the dealership for less money.

Taking Delivery
When you return to take delivery of your new car and to give the dealership your used car, be true to your word: inspect Your new car. Make sure that it is the same car that you looked at.

Backing up for a moment: After you've agreed on a price with the dealership and before you leave the lot, copy down the VIN number of the car. That way you'll know if they've tried to switch cars. Now, why would they do that? Well, one possible reason is because they have two identical cars on the lot. One they may have acquired several months ago before the manufacturer decided to raise the dealer cost by $500. If they can push off the older car-maybe only three or four months older-they will be able to pocket the $500 as profit. Or worse, there have been dealers who try to substitute the car you've chosen for the exact same model with the same options. The only difference is the second car fell off the delivery truck and had to be repaired. Hey, it happens.