Having spent the best part of 20 years in the car industry as both a salesman and a buyer, I think its fair to say that I know how this business works and feel confident that I can offer you some good advice when it comes to getting the best possible deal on your next car.

Let me start by saying that contrary to popular belief, not all motor vehicle dealers are rip-off merchants. The majority work hard and honestly. I have met with most of the car dealers on the Sunshine Coast and I feel comfortable that the dealers I have listed with Suncoast Motor Group are the most reputable and genuine of the lot.

Below are a few inside tips you may find very useful when buying a pre-owned car. I guarantee if you read all the points you will learn a lot of useful information that will help you avoid the pitfalls and save you time and money on your next car purchase.

Happy shopping!

Jason Jupp
CEO
Suncoast Motor Group



    Before you start looking around at used cars you need to really think about what you need the vehicle for. You also need to think about how many passengers you will be carrying as a general rule. For instance, if you only go up the beach once or twice a year you really don’t need a 4WD. Alternatively, if you are going to be regularly towing something heavy then you will need a car that can accommodate it and/or something that is rear wheel drive.

Sounds basic, but this is one point you need to get very clear in your mind before you walk into a dealership in order to avoid confusion and/or being tempted to buy something that is just not feasible for your needs. Believe me, I have seen more than one buyer live to regret an impractical decision made in the heat of the moment!






    Take the time to research the types/models of car you are interested in. The Internet is an excellent research tool and can equip you with everything from prices and specifications to independent reviews of the different vehicles you're looking at. If you enter a dealership well prepared you are in a much better position to start wheeling and dealing.

As a general rule, buy the newest car with the lowest number of kilometers you can afford.






    Shopping online can save you a lot of time and expense. It also enables you to access and compare various cars and prices anywhere at any time with the mere click of a button. That said, it is still in your best interests to buy locally. Competition from large franchises, metropolitan dealers and dependence on a smaller local market place pushes local dealers to perform well in their own target-market area. Because reputation is everything in a smaller community, local dealers are also more inclined to be genuine and will try that bit harder to secure a local sale.

The conditions of your warranty are also something else to bear in mind before you buy a car away from your local area; driving 100km to have a $20 item repaired under warranty just isn’t feasible for most people.






    For some people, the thought of walking into a car yard can seem quite daunting. Hence the importance of being prepared. Here are a few solutions for the easily intimidated!

Take advantage of the Internet for your research, sourcing and comparing of various cars/deals on offer. Thanks to modern technology it is now very easy to shop around online and get all the information you need to make an educated choice long before you even enter a car yard.

Send an e-mail enquiry or telephone first to ask any questions relating to the car such as service history, accessories etc.

You can also visit the yard after hours or on weekends and peruse at your leisure.

If a sales person does approach you, simply tell him/her that you wish just to look around and make it clear you will let them know if you need any assistance.






    The golden rule is to be friendly and polite in order to secure a good deal. I’m not suggesting that you can’t be firm when negotiating, just keep in mind that if the salesperson likes you then he will want you as a customer and will negotiate harder with his superiors to get you the very best deal possible.

It is also very important that you have confidence in the sales person you are dealing with. If a salesman approaches you and you just don’t seem to gel, ask to see someone else. This should be done in the early stages well before the negotiating begins. Your car shopping experience should be enjoyable plus you are also more likely to get a better deal from someone you have built up a rapport with.

If a dealer tries to close the deal with the “available today only” line, chances are that you may still get the same deal tomorrow or the next day as he wants to sell you the car. However, if a dealer suggests that he has another buyer interested in buying the vehicle you are looking at, he could be trying to encourage you to make a decision or he may just have one, so be prepared! If you walk away you may just miss your dream car and have to start all over again!

Again, take your time, have a good knowledge of what you're buying, don't be pressured to buy on the day and get at least three competitive prices- then be prepared to make a decision! Procrastination can mean missing out!






    The end of the month is usually the best time to secure a bargain. Dealers work their figures on a monthly basis therefore they will attempt to close any deals pending before the close of the month.

Try and avoid rainy days as imperfections are hard to spot in wet conditions






Listen for any unusual noises that the car may be making when you take it for a test drive.

Don’t be scared to put the car through its paces.

Make sure everything works. Check brakes, accessories, lights, steering alignment, tyres, etc.

Most cars built in the past 10 or 15 years will be reliable. It is rare to strike a chronic problem in one that's done less than 200,000 km if it has been serviced regularly. So check the service book first. Services need to be consistent so make sure the car has been serviced at least every nine months or 10,000 to 12,000 km. Read the stamps too; if they include dealers from Townsville to Tamworth, forget it!

You don’t have to take the dealers word for it that the car your interested in is a good one. If you want total peace of mind then you should have the car inspected. Keep in mind that it is a used car and like most used cars it may have a problem or two. In most cases dealers will be happy to rectify any problems with the vehicle in order to make a sale.






    There is no such thing as a fixed price for a car. The recommended retail price is a merely a starting point for negotiations.

Focus on the “change over” cost i.e.: the difference you pay after your trade-in is deducted from the asking price of the vehicle. Change over is all that matters, not your trade in or how much the new car is.

Other items that can be negotiated on are accessories, car care protection packs and vehicle finance. All these items have margin in them and are very negotiable in most cases.

Do your homework on finance and insurance. Dealers will obviously steer you in the direction of their in-house services, because they get a commission. Rather than making a hasty decision on the spot, spend some time beforehand comparing finance rates and insurance quotes. It may save you a lot of money.






    Get your car detailed before having it valued. If your car is presented clean, dealers will “punt” your car that little bit more, in most cases this will reap you an extra $500 or more on your trade in value.






Make sure you organise insurance before you drive the car away.

Notify the appropriate authorities that you are the new owner of the vehicle.

All used cars sold through registered dealers should come with a statutory warranty. If you purchase an after market warranty in addition to this, make sure you adhere to the stipulated servicing schedule. A warranty will be deemed null and void if the car is not maintained in accordance to the warranty requirements.

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