Monday, March 29, 2021

4712 The Future of Car Sales

Vending machines used to be for candy and snacks. Now you can buy a car from one.

 

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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