Internet Prices on the Showroom Floor

Great article! I am a research guru and have been thinking about how the internet process of car buying works. I am shopping around on the internet and have seen sites where the "internet price" is listed...can the "internet price" still be a good negotiator? Also, could it be as simple as knowing what you want, shopping online and communicating online until the deal is done? I just don't feel like dealing with people who are fishing for profit~ let the consumer have a little room!

Just one comment/questoin about the wording of this article... "When you're buying a car, your first plan of attack should always be to handle it online as completely as possible." Plan of attack?? I didnt know it was a war. I dont go into negotiating with a customer thinking I'm going into battle. I dont get out the war paint and scheme on how to sell this new vehicle for a price that is thousands more than I can. With all the information online with the cost of the car (which edmunds followers dont believe is true anyway.....they think we are STILL hiding thousands somewhere....) Why does it have to be battle from the customer??? Let me be a professional, show you the vehicle, probably educate you about an option package or trim level that may be more beneficial and cost-saving. Then let me present you an offer and expect me to ask for some profit. Not alot on one customer, but a little on many. If you choose to counter and we dont accept, no big deal....we can either shake hands and part or work it out. I fail to see how any definition of battle is necessary in a friendly business transaction. If a customer expects to do battle and has a "plan of attack", the experience will be cold, stressfull, and I promise, will not get any professional perks of service from me. -Silver Level Honda Salesperson

Thank You thelastbill. I agree completely. Now I will admit the article has merit. I believe all consumers should research the product and look to reputable 3rd party sources for tips and information, and Edmunds.com has been an invaluable resource for so many of my clients. But my beef with the article lies in the idea that it is necessary to have some secret plan or code words to save money. The fact of the matter is, if you come equipped with all the knowledge available here, you could have still gotten that same discounted deal from a proper salesman who would personally tour your new vehicle with you (An invaluable service that no internet website could ever match) and when you service that vehicle and need a ride to work but can't wait for the shuttle, that very 'thrilled-to-see-you' salesperson will gladly take a CPO vehicle to drop you off! You got the car, the deal, the personal service, AND you helped feed another american family by using the internet to educate yourself as a consumer and conduct business like an adult. Show me a dealership that wouldn't take an offer of 500 above invoice and I'll show you somewhere they never sells any cars! Good luck everyone, be smart and be prepared and the world is your oyster!

thelastbill is 100% correct. Not all salesmen are out to swindle you out of every last dollar. In today's market, a salesman needs to be professional, respectful and, most importantly, FAIR. With all the the information out there it is almost impossible to rip a customer off. I also think that the language used in this article is a bit extreme. "Plan of attack?" I have never treated my customers at though we were battling. Let me demonstrate my product, help you choose the right trim line for you and things will go very smooth. In fact, get an internet price before hand and let me write that deal for you. The ironic part about this article is that will all the incentives out there, the buyer of the car in the article most likely should have paid LESS than the deal they got. But if you don't want to negotiate the best deal with a salesman, that is the risk you take. -Honda Gold Level Council of Sales Leadership (413 Cars Delivered; 99.2% Customer Satisfaction rating)

I am seeing a trend here, all 3 sales professionals that took offense to this article are Honda Trained Sales Consultants. Let that be known among you Edmunds.com subscribers. Please, all the people leaving a 'Thumbs Down' leave a comment as well. I would like know your thought process if for no other reason than to be better able to empathize with what's looking like the majority.

First of all not every customer believes edmunds true market value on any particular vehicle. If this person just walked in the dealership and asked a internet sales associate and got a price on a vehicle, Im sure he could have gotten it for less. in fact. at least $1000 less. Most dealership are wanting to sell cars. Im a sales person my self and 500 over invoice on a Seinna is too much. You can pick one up for about $500-1200 under invoice. If this person bought it for $500 over and there were incentives on the car, which they typically do. The "INTERNET " sales person made out more.

100% True Revoarrival

I find it ironic that thus far the only replies are from those in the business, so guess I'll be the first non sales related person to say that the article does have some merit, though perhaps some of the wording may be a bit over the top. In my experience I've found that buying a car can indeed be a very frustrating experience solely based on the wide variance in price from one market to another and that leaves many wondering just why there is such a huge gap in prices. Granted a vehicle is a commodity like anything else but when the gap is say a thousand or more does make you wonder what is going on. I've gone to dealerships that still display that arrogant attitude where they refuse to tell you their price because they're afraid you'll cross shop prices which makes no sense to me at all, list your price and let me decide if the deal fits my needs, after all every other commodity you can buy is done that way so why not for vehicles. I actually prefer a one price dealership that tells you upfront what the cost is, that way neither of our time is wasted.

Interesting responses from the car sales people. It's nice to know that there are reputable persons out there but let's be honest. Car buying is a war. And you have to be prepared. Their high pressure, time consuming games of " I'll take this to my manager and see what he says," are ridicules. I once made an offer on a truck that I had researched heavily on Edmunds. I knew the numbers and it was a fair offer. The salesman had to take the offer to his manager. The manager came into the room and wrote down a price and slid the paper across the desk to me. The price he wrote down was higher than the price posted on the windshield of the vehicle! I had not been rude or difficult. I just told them what I was willing to pay based on my research. His response was out of line and I got up and walked out. The salesman followed me all the way to my car trying to patch things up. As I got in my car I told him that if my boss had ever treated one of my customers that way I would have quit on the spot and that he needed to find a new employer.