Is this a passing fad or has there been a revolution in car
sales?
First, move over insurance companies and pharmaceutical
makers. A new and growing dominant force in automotives is starting to crowd
you out of prime time TV ads. Commercials for websites like “Carvana,” “CarMax,”
“Vroom” and “Autotrader” are almost as numerous as Shaq’s 400 different
endorsements and the Geico Gecko.
Decide what you want. A few clicks later you get an
offer for your trade-in and a choice of 800 makes and models ranging from new
or near-new anythings to old beaters to vintage restored Second Childhood or
Middle-Age-Crazies specials.
Some offer long test drives, drives measured in days not
minutes. Others offer buybacks at price paid if you’re unhappy. All offer
delivery.
It’s not the same as when you go for a candy bar or a Pepsi,
the machine jams and you shake it until your purchase rattles loose. But these
are little more than giant vending machines.
Is there a reason to buy this way? Sure. The
retail car industry has spent enormous efforts to make buying a vehicle as
confusing and difficult as possible. No one has a price. Everyone makes a
potential buyer jump through hoops.
There may be a secret handbook of ways to make the buying
experience as unpleasant as possible. It wouldn’t be surprising if there
were training schools where ordinary and often decent human beings can learn
magic phrases like “Let me talk to the sales manager. Maybe we can shave a few
dollars off.” Or “Forget the price. Just tell me what you can pay per month.”
Maybe there are contract writing classes that tell
dealers how to slip unnecessary “extras” into payment agreements.
Maybe NuCar University, teachers of the “let me ask my
manager” school of car selling should have continuing education courses for
customers.
When the sales person asks you to buy a “special”
undercoating you can learn to say either “the bottom’s already sealed why do I
need a second coat?” An alternative answer: “No thank you. I like it when the
floorboards rust out because that gives me extra ventilation.”
When asked if you want the windshield engraved with a number
you can say “I don’t need the extra number, but can you engrave “Betty’s My
Girl” in the lower right corner? Or a copy of the NRA logo?”
And when they ask you if you want Scotchguard on the seats
you can say “No thank you, I can spill my own scotch.”
Still, it’s nice to see those car vending machines.
Even if it’s hard to insert enough quarters, dimes and nickels to buy the Kia
or Chevy you want. The problem comes only when you have to shake the
vending machine if your choice gets stuck in the down-chute.
I’m Wes Richards. My opinions are my own but you’re welcome
to them. ®
Any Questions? wesrichards@gmail.com
© WR 2021
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