Dealerships Are SCREWING Their Customers!

what's up guys Mitchell Watts with Town and Country TV and today we've got a very different style of content for you we're going to tell you exactly how you can keep from getting screwed the next time you buy a new or a pre-owned vehicle but this video is primarily going to be focused around new and the reason for that is because we are a new Ford dealership located out of Alabama we've got our location in Bessemer Alabama and another location in Pell City Alabama but this video is intended to learn to you something as we say at Alabama we are hoping to teach you some skills even if you're not going to be buying a vehicle from our dealership because I've been in the business for quite some time since 1999 I've been at this dealership so yeah that's a long time if you want to do that math but I want to teach you some of the things that I've learned from some of the sales people that are the best out there in what they use as far as sales tactics but I also want to show you some of the things that and thank goodness we've gotten rid of their butts some of these sales people that have come into the dealership and have left because they are not a good fit for here because the way we believe in doing business is treating every customer like our best customer we don't believe in screwing our customers that's the reason that a long time ago we were one of the very first people on the planet to offer all of the Bronco orders at MSRP same thing goes for pretty much across the board and so I am excited to jump into this video and we're going to use a 2023 Ford F-150 that's actually here on the lot to show you how to keep from getting screwed when you go into buy that particular vehicle so the first things first is make sure you know what you're getting into the first thing I want to talk about is what dealership are you choosing to do business with there's a couple of different things a couple different ways you can do that if you are looking for a Ford dealership you would want to see how many times have they won the President's award president's award is an award that is awarded to the top five or ten percent of all of the dealerships in the nation based on customer satisfaction for sales and service so it's a great indicator of not how perfect they are because nobody's perfect but how much they actually care about you as a customer after the sale to me that means a lot the other thing thing that I like to look at is and maybe this is because this is how we operate family owned and family operated I like the dealerships that you're supporting a small company a small family owned and family operated dealership the reason I'm so big into that is just because I think that small business just in general is the backbone of America and if you can support a small business versus one of these massive massive groups I think that's a big win the other thing that you can do to make sure you're choosing the right dealership is to actually look at the Google reviews look at Bing reviews look at you know Yelp reviews dealerrater.com that's another one there's a lot of different ways and I tell you if you see a lot of the exact same thing out of one particular dealer that is your Telltale sign that you might want to stay away from them now we're not perfect we don't have a 5 out of 5 Star survey on Google because we've made a mistake once or twice what I'm interested in looking at if I'm you is I'm looking for how attentive is that dealership to actually taking care of the issue so if an issue arises if that's not uh you know what makes a dealership good or bad what makes them good or bad is how do they respond to that particular issue that comes up because things are going to happen so without further Ado let's go ahead and jump into one of the ways that you can make sure you're not getting screwed when it comes to the pricing of the vehicle so as you can see for this particular example we have a 2023 F-150 window sticker right here this is an actual vehicle that we have for sale on our lot right now and you can actually take a look at that this is not a sales pitch don't think that this is I'm just using this as this is not like a customer's vehicle this is an actual real vehicle that is for sale right now that I'm making this particular video so a couple of different things I like to make sure that you completely understand what you're getting with the vehicle and on a Ford window sticker all of your options your bones the structure of the vehicle is going to be located up here in this top area now this is printed in black and white I apologize my printer is out of color ink but in a normal window sticker this would either be blue if it's a stock unit or green if it was a ret retail order unit so this area right in here that is going to be the bones of the vehicle talks about what it is it's a 23 F-150 two-wheel drive SuperCrew it's got this engine it's got this wheelbase got this color it's got this interior color pretty simple stuff right now this area right in here from here to here actually is the standard equipment that is included at no extra cost in built into the vehicle itself and so you can itemize every single thing that comes with that and you can kind of see what's going on this is a pretty comprehensive list just keep in mind that not every single thing that is on the vehicle will show up on the window sticker because there's simply not enough space to put it all now the next thing I want to look at is there's two areas right here so you've got this area right in here this is the equipment group on the vehicle now this particular vehicle is an XL team and that means it is a 302a equipment group that's what that number is right there for an XLT you might have a 300 301 and a 302 equipment group the higher the number the more options that are built into the vehicle as an equipment group it's a group of options that they group together more on that here in just a second now the other thing that I want to show you just below that these are your Standalone a la carte options that you'll find on this particular vehicle and those are itemized right here with specific pricing right next to them now when you look at all of that together you can see the base price this particular situation has a base price of 47 750 that's the MSRP of the vehicle plus you have additional options and other charges to the vehicle those are the different things that we found in this equipment group savings and also the options down here that's what 8860 in this particular situation so you can see the total vehicle and options that comes in right there Then you have destination delivery on top of that and then this is where most people really get confused it's the discounts and the pricing and all that kind of stuff is coming up with these bottom three lines that we have right here in this situation it's 58 505 dollars but you also will have an XLT High Chrome or sport appearance package discount of two thousand dollars which means it brings the grand total MSRP to that 56 505. the reason that most people get that confused is they may or may not realize that the discounts that are included on your vehicle almost every dealership in the entire United States uses this number up here a lot of dealerships will call that top sticker what that basically means is is that the dealership and Ford Motor Company optioned and ordered this vehicle very strategically but and they said okay if you do this particular package we'll give you an extra two thousand dollars worth of savings right off the top for packaging it the way that you have and so almost every single dealer in the nation when they're comparing the MSRP price to the discounted price is going to use that 58 505 as your top sticker your Emma your total grand total MSRP now that you've kind of seen how all of this is laid out on the window sticker let's take a look at an actual application as far as a buyer's order or a buyer's whatever you want to call it a purchase agreement there's a lot of different names for that and that is showing right here now we've got a fictitious customer loaded up in here Mr Donnie Taylor with a fake number and a fake address so don't don't worry about trying to call that number it's not going to get you anywhere but anyway so what we've got here is we've got the VIN number as you can see right here and that actually matches the actual window sticker that we're looking at and so since we know that matches all right this particular vehicle is 526 miles on it that's because this vehicle was an fctp vehicle now that's probably a video for another day but that is the Ford courtesy Transportation program basically Ford allows us to put in brand new vehicles into the loaner program we use that to take care of customers if they have a service concern or they need an oil change and they need a car for the day that's why that vehicle has 500 miles is because we're letting our best customers utilize those if they were to get into a pinch and so you can see the color of the vehicle and you can see the body type now these are the numbers that you'll find on from our dealership but not everybody presents numbers the exact same way some of these old school car dog dealers they'll use what's called Foursquare I am not a big fan of Foursquare because I feel like it's that shell game you know hide the p and the idea behind the FourSquare is you want as a salesperson if you're trying to make as much money as you can on the deal you want to try and isolate that customer on one of four areas whether it's the price of the vehicle or the trade value or the cash down or the payment or whatever the situation is you want that customer to focus in and at the end of the day you always want them to be focused on the payment because that's a way that you can basically hide the details of the cost of the vehicle and the reason we don't do that is because we want to give our customers a full breakdown of the pricing of the vehicle now we might also have a payment option on the pages as well but we never hide the actual pricing of the vehicle we always itemize it for the customer's Clarity sake so that way there's no well I didn't know I didn't know you were charging me for that so let's kind of dive into these particular numbers and before I dive into the actual printed numbers most dealerships myself included because I've worked as a sales consultant sales manager for a long time I've done pretty much every job inside of a dealership that you can pretty much imagine but what I always do is I always like for the customer to see the total discounts that they are receiving on that particular vehicle and in this situation you can see that the MSRP of the vehicle once again the top sticker that number right here that 58 505 is the MSRP of the vehicle itself now between the equipment group savings and the dealer discounts it's been discounted to fifty two thousand eight eighty four and in this particular situation there's actually five hundred dollars of rebates in this particular vehicle now keep in mind that sometimes you'll have rebates that are tied to different things in this situation you have to finance it through Ford Motor Credit Company that's what the fmcc stands for that's the way that we kind of disclose that is you have to finance it through forward using their rates now the good news is there is no prepayment penalty you can always re you know pay it off early if you want to or refinance it there's no there it's simple interest there's no prepayment penalty but basically what it boils down to is 58 505 is your MSRP the discounts brings you to this and then your total sale price of the vehicle is 52 384 plus your tax title fees and accessories okay that's why why do we write plus tax title fees and accessories we want you to know what you're getting the vehicle for before any accessories were added before any lift kits were added before anything that might be included there that's the way that I always like to do it and so you might be thinking well what is the taxes and the fees and the title well that's the reason we print everything else out on the side so you can see a full disclosure of what the pricing is and what you're looking at over here 58 505 your selling price to 52 884 which matches the price over here so that's the Redundant price you've got your 500 rebate that as we've already talked about is required to finance it through forward and then all right so now we're going to get into some of the fees and I'm going to cover the fees that are bogus and I'm going to cover some of the fees that are in my opinion legitimate so first things first is 16.50 that is the state of Alabama Title application fee if you live in the state of Alabama and you buy the vehicle from us I have to charge that to you legally I have to do it because that's the title application fee now the next thing is you have a proc or a doc fee some dealerships call it our dealership in full disclosure has a 498 dollar dock fee it's not the highest out there it's not the lowest out there now you have some dealerships that say well our dealership is better than yours because we don't charge a doc fee well it doesn't matter if the bottom line is the same if you're buying a vehicle that lists for fifty eight thousand five oh five and you're out the door which by the way in this situation is 57 586 there's more to that we need to cover but if you have another dealership that's selling you the same options the same everything for the same bottom line who cares if it's a little bits in a doc fee and who cares if there is no doc fee what you want to compare are the bottom line numbers the out the door in the business is what we call it and so in this situation 498 dollar dock fee we've had some situations where customers say well I'm not paying that 498 dock fee well I mean we might be able to Discount that vehicle another 498 dollars but we always leave that that doc fee on the paperwork and the reason we do that is for consistency I don't ever want somebody saying well you charge me a doc fee but you didn't charge him you must like him more than you like me we don't have to worry about that so instead you just might reduce the sale price a little bit more anyways moving right along we've got accessories right here of 25.89 what is that make sure that you get this stuff itemized if there's any other in unscrupulous you know options or accessories something you don't want you need to know about it on the front end we fully disclose everything with window sticker addendums and all that kind of stuff because in this situation we've got nitrogen in the tires which is 100 bucks we've got window tint for 299 dollars and then we also have luxury leather for 14.95 and this one also has a spray in bed liner that's fully warrantied as well and that's 695 dollars if you add up every single one of those that comes up to that total accessory amount of 25.89 now please keep in mind that there are dealers that will add in scrupulous or unscrupulous I don't know if there's a I'm not that fancy with my words but I'm from Alabama leave me alone but sometimes they'll add in a low Jack they'll do Vin etching or I call it mop and slop basically where they they will throw in extra undercoatings that don't really do anything those are the accessories that I'm not a big fan of I like being able to tangibly put my hands on a spray and bed liner I like to be able to tangibly put my hands on leather that's been upgraded it went from cloth to leather from the factory so I I'm okay with those types of accessories obviously I'm okay with you know full blown lift kits TC Customs Shameless plug but just know that know what kind of accessories you're paying for don't just sign up and they say oh we can't take that accessory off well you have two options at that point if you don't want that option you need to walk away from the vehicle you need to negotiate it or you just need to pay for it that's three I can't count but you kind of get the idea don't just assume that that's all you can do I mean you have the choice to say no you also have the choice to go find a different vehicle so just kind of keep that in mind now you'll notice this particular vehicle has a trade-in allowance of zero meaning I'm not trading a vehicle in on this which would be a shame because if you look at what Ford calls their smart Vincent you actually have that 500 rebate that I was talking about just a second ago but you'll also notice that there is a one thousand dollar rebate located right here and that is a retail trade-in assistance and the idea behind that is Ford Motor Company is actually giving the dealerships an extra thousand dollars worth of rebates to use on your deal if you have a trade-in Ford Motor Company is trying to help the dealers out with turning inventory not just selling a new one but also having a pre-owned one to sell at a later date and time and so it's kind of neat that they have that now there is another level of trade-in assistance that some dealerships use we don't do it here at our dealership but some dealers do and I believe that it is absolutely asinine that for some dealers do this but what happens is they say well instead of a thousand dollar trade-in assistance we'll give you a two thousand dollar trade-in assistant so we'll give you three thousand and it's not extra rebates what they're doing is they're going to hold on your trade value the idea there is is they've maybe priced the vehicle so aggressively on the front end that they can't make any money and and so what they do to try and make their money back is they'll say okay all right so if this guy's going to trade in his 2009 F-150 and it's worth 30 grand instead of giving him 30. we're going to give him 28. that's an extra two grand in profit that I'm going to give back to him on that trade value all it is is manipulation of the numbers and that is the reason that I believe you really need to do this next piece which is actually compare the different buyers orders from three different sources some customers go ham on this and they get 18 different buyers orders from 18 different dealerships and then they confuse themselves into not buying a vehicle at all what I believe in my personal life whether it's I'm trying to get some paint work done on the outside of my house or I'm trying to get someone to do anything for me I think it's always smart to get three independent quotes and I think there's nothing wrong with doing that here as well is just say hey Town and Country Ford can you give me your out the door best price and and also include a payment on there while you're at it the answer that we'll give you is yeah absolutely not a problem and then do that with two other dealerships and then you want to go with a combination of the dealership that has got a great reputation a dealership that has got a lot to lose meaning they need you to be their customer in our situation I've got a lot to lose because my reputations out there on the line so hard with online with YouTube and things like that so you know that I'm going to do what I say I'm going to do because if I don't that would make me the biggest hypocrite on the planet because I've been up here preaching this thing on YouTube for so many years and so compare the quotes compare the dealers compare everything all in and just get three quotes now if you get some vast differences between some of them you might want to maybe sprinkle in one or two more I just don't want you to spend a hundred hours talking to multiple dealerships and getting frustrated through the process and then also wasting the salesperson's time you know I know some sales people you know probably are happy to have that opportunity and some customers are like oh I don't really care if I waste the salesperson's time but at the end of the day you need to realize that your time is of value so you might spend an extra 100 hours to shave off another 500 bucks off of the deal well how much is your time worth I mean you if you're going to spend 100 hours to you know say 500 bucks is it really worth it I would say no it's not so just don't go crazy with the number of quotes but it is a very very good tool to make sure you're making a right decision the other thing that I've always believed in is that he with the most information in a negotiation always wins and what do I mean by that don't walk into that dealership completely clueless we won't screw you but there's a lot of people that will out there and that is the dealership that is giving all of us in the industry a Bad Name a bad reputation and I don't want that for you so if you want a reputable dealership that has a lot to lose give us a call the phone number right there on the screen we're happy to help you with just about anything that you want even if you just have some generic questions we're honored to help you because I learned a long time ago if we can just help enough people you'll never have to worry about money so uh if you want to give us a call and if you don't want to that's fine I do ask for one huge favor if you made it this far in the video is hit that like button because it helps make this content make it to other people that really need to see it guys thank you so much for watching this video if you haven't already done so subscribe to the Channel with the Bell notification turned on so you don't miss a single video peace foreign

Channel: TCcustoms

Views: 56,006

Keywords: town and country, auto, review, walk around, car, comparison, specs, doug demuro, vehicle virgins, autovlog, Salomondrin, Vehicle Virgins, ThatDudeinBlue, the fast lane truck, car dealership, car dealer, buying guide, dealership, car review, car dealership scams, car buying, what to look for when purchasing a car, ford, ford motor company, car dealership scam, buyers guide, purchase agreement, car dealerships

Id: czadVO3Dphg

Length: 19min 41sec (1181 seconds)

Published: Wed Aug 02 2023