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Learning the Terms

Negotiations often have a vocabulary of their own. Here are some terms you may hear when you’re talking price.
  • Invoice Price is the manufacturer’s initial charge to the dealer. This usually is higher than the dealer’s final cost because dealers receive rebates, allowances, discounts, and incentive awards. Generally, the invoice price should include freight (also known as destination and delivery). If you’re buying a car based on the invoice price (for example, "at invoice," "$100 below invoice," "two percent above invoice"), and if freight is already included, make sure freight isn’t added again to the sales contract.
  • Base Price is the cost of the car without options, but includes standard equipment and factory warranty. This price is printed on the Monroney sticker.
  • Monroney Sticker Price (MSRP) shows the base price, the manufacturer’s installed options with the manufacturer’s suggested retail price, the manufacturer’s transportation charge, and the fuel economy (mileage). Affixed to the car window, this label is required by federal law, and may be removed only by the purchaser.
  • Dealer Sticker Price, usually on a supplemental sticker, is the Monroney sticker price plus the suggested retail price of dealer-installed options, such as additional dealer markup (ADM) or additional dealer profit (ADP), dealer preparation, and undercoating.

Buying a Used Car

Sound familiar? Before you start shopping for a used car with a teenager you know, do some homework. It may save you serious money. Consider driving habits, what the car will be used for, and your budget. Research models, options, costs, repair records, safety tests, and mileage through libraries, book stores, and web sites. Whether you buy a used car from a dealer or an individual:

  • examine the car using an inspection checklist. You can find checklists in magazines and books and on Internet sites that deal with used cars.
  • test drive the car under varied road conditions — on hills, highways, and in stop-and-go-traffic.
  • Ask for the car’s maintenance record from the owner, dealer, or repair shop.
  • Hire a mechanic to inspect the car.
  • Purchase an auto history report

The Federal Trade Commission’s Used Car Rule requires dealers to post a Buyers Guide in every used car they offer for sale. The Buyers Guide gives a great deal of information, including:

  • Whether the vehicle is being sold "as is" or with a warranty.
  • What percentage of the repair costs a dealer will pay under the warranty.
  • The major mechanical and electrical systems on the car, including some of the major problems you should look out for
  • The fact that spoken promises are difficult to enforce; and

The Buyers Guide also tells you to: get all promises in writing; keep the Buyers Guide for reference after the sale; and ask to have the car inspected by an independent mechanic before the purchase.

Source: Federal Trade Commission

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