Step 8: Pricing the car


Once you know the car you want and select the model, options and color, it's time to get serious about price. Preparation is the key; only begin negotiations when you know exactly what you want, and do not allow yourself to be swayed once you've made up your mind.

Always start with the on-the-road price of the car. Once you have settled that, it's time to move on to discussing the possibility of trading in your old car. Salesmen will always ask about the trade-in first, so that they can factor it into the deal - so try to keep it out of the equation as long as you can. Remember it is often better to sell the car privately - you may get a better price for it - and use the cash towards your purchase.

A cash buyer is usually in a better position. Even if your savings don't cover the purchase price, it may be wiser to seek a bank or building society loan instead of dealer financing. Salesmen who arranges finance for you is likely to be making a commission out of the deal. However, do consider manufacturer-backed low-interest finance options, but check out the conditions.

Sometimes dealers will add 'free' options and extras to make the deal seem more attractive. Is he trying to shift unsold stock that he's keen to get rid of simply by promising you a few mats or mud flaps?

Visit dealers at the end of the month when they may be keener to sell cars in order to meet their sales targets. Keep an eye on market trends and watch out for models that are about to be replaced or are slow sellers, as dealers will be more willing to negotiate.

Shop around before entering final negotiations. Once you've settled on a car and its specification, ring around different dealerships to see if you can get a better price. It's possible some dealers may have a special offer on that model, or already have the car in stock. If you do get a lower quote the dealer you are buying from may be able to match or better it.

The research you've done so far will give you a comfort level on what the right price of your next vehicle should be. A knowledgeable and reputable dealer will be able to negotiate a fair deal with you and try their best to convert you into a loyal return customer.

Step 9: Trying it out – Test Drive


It's lovely, it's shiny and it's got that new car smell. You know it's the car for you, and all you want to do is sign wherever the salesman tells you to and take it home.

Trouble is, on that first drive home you may find that the steering is too heavy, that you can't adjust your seat enough, and your head touches the roof lining. But by then it's too late!

That's why it's vital to thoroughly road test a new car before buying it. Make sure you are comfortable, and that you find it easy to drive and also satisfy yourself that its performance and handling meet your expectations.
In the showroom


Make sure the car is right for you. Check there is enough space — if you are tall legroom may be cramped, your knees may touch the steering wheel, and your head could be touching the roof-lining. If you're short, you may find you're sitting too low to see around you.

Take the family along and make sure they all fit and are comfortable. Check boot and/or luggage space; do the rear seats fold down to make more space? Is there enough storage space in the cabin itself —parcel shelf, cubby holes, cup holders etc?

In the driver's seat
Make sure...

It's easy to get in and out of. On a two-door or three-door model, make sure access to the rear seats isn't too difficult, especially if there are elderly members of your family, or if you intend to use child seats.
The seats are firm and supportive without being hard and uncomfortable. How much adjustment do they offer? (fore/aft, up/down, tilting backrest, lumber support, adjustable headrests etc.) Can you tailor a good driving position for yourself?
All the controls make sense to you and that they are easy to see, reach and use.
All-round visibility is reasonable; are there any blind spots; will lane-changing, parking and reversing be a problem; is rearward vision affected by headrests, thick rear pillars, small rear screen etc?

Sit in the driver's seat with the door shut. Are the pedals and steering column offset? If so, do you find this awkward? Can the steering column be adjusted for reach and rake?

The road test

Try to take in a mixture of driving conditions from city traffic to motorway cruising. Depending on where the dealership is and the amount of time you have, this may not be realistic, but it is important to assess the car in as many different situations as possible.It may be smooth at speed but cumbersome around town, or easy to park in tight spaces, but hopelessly under-powered when you need to overtake.

Get the 'feel' of the car

Take a few minutes at the beginning of your road test to get the feel of it — the gear change or steering weight might not seem 'right' immediately. You should be confident enough to commence the test properly after a mile or two. Make sure you know which stalk operates the indicators and which one works the wipers!

Too light or too heavy?

The first thing you are likely to notice is the weighting of the controls, particularly if they are different to what you are used to. The steering, pedals and gear-lever all vary from car to car. Are they too light or too heavy for your taste?

Power steering
If the car doesn’t have power steering it may feel very heavy at low speeds or when parking. It may be better to go for a model equipped with power assistance (PAS). On the other hand, some power steering systems are over-light — although many tend to firm up at speed — and give you less 'feel' for how the car is behaving.
Changing gears
On a manual car the sensitivity of the clutch is usually another thing that is immediately apparent — which is why drivers often immediately stall a car that's new to them. How much or how little effort does it require; and is the biting point too high or too low?

Does the gear lever slot in and out of ratios easily and smoothly? With an automatic transmission pay attention to how smoothly it changes gear. Are the changes almost undetectable or does it lurch or hesitate between gears? How smooth is it on 'kickdown' (accelerating hard so that it has to change down a gear)? Does it 'hunt' for the gear ratio?
Brakes
Some modern braking systems are over-sensitive and take some getting used to. And while we’re down in the foot well, is there enough space for your feet, and is there room beside the clutch to rest your left foot when cruising?
Other controls
Try out the heater, air conditioning, climate control (if fitted), the radio/stereo/CD player, and the electric windows, mirrors, sunroof etc. Ideally, everything should be within comfortable reach, easy to use, and not distract you while driving.

Step 10: Closing the deal and signing the paper work


Arranging finance