You are about to go to your first car auction. You can feel the excitement in the air. There are so many cars to choose from. But do you really know what to expect at a car auction? Do you know the legalities that occur at a car auction? Most people get in way over there heads at a car auction. If this is your first car auction, you better come prepared.

There are a lot of things you need to do and a lot of things you need to pay attention to at a car auction. First off, before you go to a car auction make sure you have enough money in your bank account. All cars purchased at a car auction must be paid in full. You also need to bring your drivers license and any other form of ID to the car auction. This is needed to buy the vehicle and to do the title work and registration.

When you first get to the car auction you should make notes of the cars you are interested in. Then, if you can, go to kellybluebook.com and check the retail value of the vehicles you would like to purchase. This way you know what to go with when you make your bid. At a car auction, many vehicles have a reserve price. This means that the vehicle has a minimum price t be sold at. If it is too high, do not bid on it. Be sure when you do bid that you do not get into a bidding war. Never bid more than you can afford. If the bidding war begins, just walk away. At a car auction, it is every man for himself.

Before you begin to bid on cars, you need to see if the vehicle is a good buy or not. Many vehicles at a car auction could have been previously damaged. An example of this is in Texas and Louisiana many cars were severely damaged by flooding during a hurricane. These vehicles were sent to a car auction and the buyers more than likely had no idea the vehicles had flood damage. You may also wish to take a mechanic to the car auction. A mechanic is a good idea at a car auction because they can see where someone may have tried to hide repairs and damage that the vehicle might have incurred. Lastly, you can get a free Carfax vehicle history report on the vehicle if you get the vehicles identification number (VIN).

Remember, at a car auction vehicles are sold “as is” and they do not come with a warranty. Keep all of these tips in mind to protect yourself from a bad purchase. You are supposed to go to a car auction to get a great deal on a car and to save money. With the proper frame of mind, this is easily accomplished.

Many of us have been at the car dealership and have been drained by a salesperson during price negotiations for the purchase of a new car. Most people give in too easily or do not negotiate at all to avoid the dreadful act. This only means more money in the car dealers’ pocket, while you are out of several thousand dollars! Yes, they make that much in profit per car.

This article unveils the dealer’s selling tactics and how you can get around them. But before we dive into the new car buying tips, we need to understand what makes up the dealer’s profits.

In addition to the MSRP (manufacturer suggested retail price), which is the dealer’s cost for the car plus an additional 20-25% profit, a dealer also gets financial incentives from the manufacturer when a new car is sold. This is called Holdback.

Depending on the car, dealers can make hundreds on each car through holdbacks. Dealers also get additional incentives and bonuses on selling a car before the end of the month and/or quarter.

A shrewd dealer can make several thousand on a new car even by selling it at invoice price. This is how new car buying can become tricky for the consumer.

Ready to learn how not to put a dent in your wallet on your next car purchase? Here are four tips to get you started. Each one is a dealer tactic to watch out for.

1. The Guilt Trip

As you may have noticed, every desk in a dealership has photos of the salesperson’s family, instead of photos of cars. Midway in the negotiation, the sales person will bring them up and make it look like his little commission check can hardly pay for his daughters college and little Bradley’s braces.

A seasoned salesperson will soon have you feeling guilty for driving the price down and hurting his commission. Watch out not to fall for this tactic, since you already know about holdbacks and incentive programs from manufacturers.

2. Wearing You Down

Come prepared to spend half a day at the dealership or pay whatever the dealer asks for. Car Dealers are trained to delay and tire you out to the point where you give in and accept their price just to get out of there.

After you make your offer, sales people typically claim they would have to run it by their manager. You may then have to re-start negotiating with the manager, who is also a seasoned salesperson. This dance goes on for a while until you give in.

Remember, there are multiple dealerships in a city, so they need you more than you need them. Demand to speak to the manager after a certain time period or threaten to leave.
Because you are devoting a lot of time to bargain with the dealer, they know you are a serious buyer, so they will not let you leave. The earlier you can speak with the manager, the faster you can leave.

3. The Test Drive

We all enjoy a good test drive and look forward to it. Although it is essential to test drive a car before you buy it, remember to not show your absolute love for the car to the salesperson. Their goal is to get you emotionally attached to the car, so it becomes a must have for you. I have learned it the hard way.

To hide your emotional tears from the salesperson, mention the features of a competing car in the same class, like the new shape, light, leg room, resale value etc. This will make the salesperson a little vulnerable.

4. Monthly Payments

This one is to confuse you. Dealers will start talking about monthly payments rather than the total price of the car. They will start by asking how much you are willing to pay per month and how much of a down payment you are willing to pay. Since people don’t want to look like they cannot afford a certain car, they will usually give a higher number. Big Mistake!

You have left little room for negotiation when this happens. Always steer the conversation to the total price of the car and do NOT mention any trade-ins at this point. Only after the total price of the vehicle is completely negotiated then talk about interest, monthly payment and trade-ins.

As a general rule, remember to only focus and negotiate on the Total Price of the vehicle. Everything else is pretty much the car dealer’s trough.