One price is about the dealer
What’s GM talking about?
The market slows
Banks hold back the terms
Indirect financing equals satisfaction
Shopping your vehicle is paramount
True one price is a culture
Why one price?
2+2 is not 5
Negotiating is a happier customer
Usually the higher average
Don’t let your guard down
Due diligence is the key
Lower overhead and better averages
As always, OTD is the answer
The what and how of buying used:
You know where
Is used buying different than buying new?
Pricing techniques
You need wholesale and retail
Less picky
Dealer considerations
Special reports can help
Basic needs
Take your time looking it over
Check for flood signs
More due diligence
List of ten keys
Even more banks
Figures that help you figure
Three offers
Don’t be afraid to walk
OTD and months, rate, amount
It all matters
Resale is always a factor
What’s good about dealer advertising
Never say, never
Trade shopping is huge
Common bait and switch
Radio, paper, TV, social media
Multiple rebates
Ridiculous trade values
No matter what you owe
Employee pricing, what?
Disclosures
Plus everything
FTC will help eventually
Not a single number matters
Ads show a dealer’s ethical character
Nothing else matters but OTD and CPI
The biggest factor, resale value
Winter prep
Resale value is truly the king
Maybe year round
Upside down vs resale value
Is resale part of the deal?
What seems like a good deal, maybe not!
Biggest cost, considered the least
What affects resale?
Predictable resale?
What are all the factors?
How to protect resale
You can control some of it
Part of the due diligence
When matters
Rules and definitions
F&I profits are going up
Don’t get shut out
How much due diligence?
Effort equals results, as everything
The main concepts
OTD is king
CPI every payment
Upside down/minus equity
ACV vs Trade in allowance
Trade value preparation
What cash?
Same exact vehicle
Assertive
Why list vs price
Focus on what matters
A few more
Preparation
GM bumper to bumper option
$2000 up to the dealer
Recently bankrupt?
After you have picked, what’s next
Ads won’t help you
Getting online quotes
What you might write
Where for Beacon
Bank info
Call insurance
After market research
Check the amenities while testing
Have you ever been this ready?
The considerations when you’re picking a dealer
What about the chain stores?
Selection does not equal value
Bureaucracy can get in the way
Online sellers, another mouth to feed
Make a list
No substitute for due diligence
Leasing facts
Flexible lease
Payment packing unclear
Does it make sense?
Peace of mind
So many points
More vehicles in ten years
No repair
Tax advantage
You have rights
Still due diligence
Keep your trade dollars
Odometer problems, you win
Odometer laws apply to everyone
OTD means everything included
If something is wrong in your deal
Due diligence, due process
Salesperson, Manager, Dealer principal
Manufacturer
The bank
Better business (BBB.org)
Attorney general (your state.gov/attorney general)
FTC
UDAP statutes
Attorney
Assertive and persistent, not aggressive
Lease, rent or purchase choices
Everyone will get something out of this book
Don't be this guy
Geoffrey Jerome
After 35 years in the automotive industry I know how to get a great deal!
If you have a question, email me and I will get back to you. Dealtalkpodcast@gmail.com
Geoffrey has written a number of business books and now writes fiction titles for both children and adults
Fott's Journey: Ages 4-9
Fott's Butterfly: Ages 4-9
Marshal Gold: Western action for adults
