Car Price Negotiation Tips & Tricks- Save Money on Buy of a Car
Car Price Negotiation Tips & Tricks- Save Money on Buy of a Carhttps://themoneyvalue.com/car-price-negotiation-tips-tricks/Why i selected topic Car Price Negotiation Tips & Tricks? Recently i was gone through a process of car purchase. Not only for myself but also for my colleague. What are my learnings?
I'll share all my experience with different dealers & sales person. In this article, will talk about Car Price Negotiation Tips & Tricks. We have too much to cover & you may fill the article lengthy, but trust me all are the important points & you should not miss any of the points.
There are a lot of questions in your mind while negotiating a new car price like?
how much off msrp / Ex-showroom price can I negotiate?
- how to negotiate car price when paying cash?
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how much negotiating room is there on a used or new car?
- what not to say to a car salesman?
how to negotiate a used car price with cash?
- how much discount on used car from dealer?
what / how to negotiate a used or new car price with cash?
We will find to answer all above question during our article on Car Price Negotiation Tips & Tricks.
Many times we blindly trust on sales guy and his opinion. When i say do not trust means check the proof of his claim. I'll walk through the step by step process of car price negotiation in India.
To get a discount on car one should not buy the lower running model or model in stockyard of dealers for a longer time (Six to Twelve Months in some cases).
In India, we have a lot of competition Starting from Maruti, TATA, Ford, Honda & Hyundai etc. This gives us a variety of options to select over the wide range of cars.
Let's start with our today's topic on Car Price Negotiation Tips & Tricks in India.
I divided this article in two parts. In the first part on Car Price Negotiation Tips & Tricks we will understand the basic requirements. Homework to be done before going for negotiation.
In the second part, we will understand the negotiation techniques can be used in India while buying the car.
Part I:
Basic requirements Before Starting Car Price Negotiation.
1. Give Sufficient time:
What do i mean? Don't take any decision in a hurry, if possible start your process at the end of the first week. This will give you enough time to visit & take a test drive all the competitors. This will also allow you to keep a gap between the visit of dealers & thinks about each of Pros & Cons.
2. Do Your Research First:
Buying a car is a long-term decision. You have to with that car at least for 5-7 years from purchase. Features of the car, usage, family size some of this things need to consider while doing the research.
There are a lot of forum like team.bhp etc where you can do research & ask questions.
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3. Money Matters:
What is your budget? a lot of websites which gives you on road price of cars. Like cardekho.com, Carwale.com. Based on road price & your budget you can decide the car.4. SUV's, Sedan, CUV or HatchBack:
Depends on your budget & needs you can select the Suv, sedan or hatchback. Each one has own Pros & Cons. The car is your need don't go with what people will say, advertisement to neighbours. Many people have a habit of showing off, trust me NO ONE CARES...) It's your money use wisely.
5. Petrol Vs Diesel Vs. Gas Vs. Electric:
When it comes to a car, mainly we have Petrol & Diesel variants available. Electric car concept is still in the development phase & lot of work needs to be done in India.
There are very few cars which come with the factory fitted Gas option. Each one has it's own Pros & Cons.
Let's Look for the Advantages & Disadvantages of Petrol Vs. Diesel cars
[caption id="attachment_2238" align="aligncenter" width="640"]
Car Price Negotiation Tips & Tricks Petrol Vs Diesel[/caption]Advantages:
- Petrol cars can be purchased with less price in comparison to the diesel version, primarily the reason being that petrol fuel types are manufactured at a lower cost.
- Diesel engine cars deliver better fuel efficiency and command a better price in the resale market
- Petrol cars are responsive, powerful and peppier in comparison to the diesel version
- Diesel engines are capable of producing more torque than the petrol variant. This means that fewer gear changes are required while driving
- Petrol engines are relatively silent in comparison to a diesel variant
- Diesel engines have been reported to emit less C02 emissions, thus availing tax benefits in comparison to a petrol model
Disadvantages:
- Servicing of a diesel variant is relatively expensive as compared to a petrol version. Spares for the diesel version come at a higher price tag
- Petrol engines deliver lower fuel efficiency figures in comparison to the diesel variants. Cost of petrol is also higher which in turn adds up to the overall running cost
- Diesel engines are considered to be slightly underpowered and sloppier than a petrol version
- Petrol version does not command a good resale value in the used car marke
- Diesel engines often run into compliance issues with environmental norms
- Petrol versions haven't been much of a success with bigger vehicles
Price Comparison of petrol vs diesel cars:
I created one comparison report for you. Let's continue with our example of Tata Nexon & See the Petrol Vs. Diesel option.
Final Conclusion on Petrol Vs Diesel:
Buy a diesel model if
- Monthly running is around 1,500-2,000 km or 50-70 km a day.
- The price difference between petrol and diesel models is around INR 50-60,000.
- You are looking to run your vehicle as a taxi.
- You will be keeping the car for at least 8-10 years.
Buy a petrol model if
- Monthly running is less than 1,500 km or 50 km a day.
- The price difference is around INR 1 lakh.
- You live in a small city where distances aren’t great.
6. Second Hand vs New:
Again what's your budget? It may possible in a budget of Hatchback you will end up with getting a second-hand sedan. Please remember in first three-year car loses almost 50% of its value. Therefore asset like cars is also called bleeding assets. The used car may not lose their value as a new car. Therefore one can look for used car option as well when buying the car.
7. Need vs Want of a car:
What is the need of a car or it is just a want? Before buying a car you need to answer this question. Is it need or a want?. Want can wait for a few more years. if it needs to look for alternative options like the used car etc. It is foolishness to buy a car to make feel jealous of others or do show off. This is called want & one may avoid a debt trap by postponing the decision.
8. Cash Vs Loan:
You just need to understand the difference between good asset & bad asset.
Good assets, when owned, put money in your bank account. They are things like stocks, bonds, mutual funds, commodities, investment real estate, futures, options, hedge funds, and so on.
Bad assets take money out of your bank account. They are things your car, house for ourselves, clothes, TV, stereo, mobile phone, furniture, CDs, Xbox, boat, and so on.I suggest one should buy a car on cash if it is not possible, apply the rule called "The 20/4/10 Rule".
If you are ready to buy in cash ask if you can pay some amount on credit card. You can earn handsome reward points. Most of the dealers ask for 1.5% extra charge, request to waive off. Discuss during the negotiation. Read my article on 10 Best MoneyBack Credit Cards in India, Offers & Review 2018 [Infographic].
20/4/10 Rule for buying a car:
Under this rule, i will pay down 20% of car value as down payment. Eg. Value of your car (On road Price) is Rs. 850,000 then one should pay Rs. 170,000/- (20% of 850,000) as down payment & apply for a loan for balance amount ie.Rs. 680,000/-.
General Trend in India:
Generally, most of the bank offers loan up to 90% of Car Value (IDV) with a 5 years.
| Amounts in INR | ||||
| Value of the Car | 850000 | |||
| % of Car loan | ||||
| Sr. No. | Particulars | 80% | 80% | 90% |
| A | B | C | ||
| A | Loan Tenure ( Months) | 48 | 60 | 60 |
| B | Loan Amount | 6,80,000 | 6,80,000 | 7,65,000 |
| C | Int @ Rate % | 9% | 9 | 9% |
| D | EMI | 17,003 | 14,198 | 15,973 |
| E | Interest paid for life on loan | 1,36,128 | 1,71,900 | 1,93,387 |
| F | Savings of interest of A against C | 57,259 | Nil | Nil |
| G | Extra money accumulated (G*12) A against C | 2,04,032 | Nil | Nil |
| H | Total Savings under 20/4/10 Rule (F+G) of A against C | 2,61,291 | Nil | Nil |
| F | Savings of interest of A against B & B against C | 35,772 | 21,487 | - |
| G | Extra money accumulated (G*12) Mr A against B & C As A. don't have EMI for next one year (5th Year) this is his saving & he can used this to down payment for his next car.) | 2,04,032 | - | - |
| H | Total Savings under 20/4/10 Rule (F+G) A & B against C | 2,39,804 | 21,487 | - |
- 4 says your loan tenure should not be greater than 4 years.
- 10 Says, Monthly Spent on the car (including insurance, petrol, Servicing) should not be more than 10% of your income. Say your annual income is 12 Lakhs (10% of 100,000). Payment towards EMI, petrol should not be more than 10,000 in your case.
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Now Mr. A saved appx. Rs. 261,291/- against mr.C & Rs. 239,032/- against Mr. B., In other words, Mr. C will pay 261,291/- extra & Mr. B will pay 239,032 extra over n above mr. A.
Mr. A followed 20/4/10 rule & Mr. B followed same rule but instead of 4 years, he opts for 5 years. Mr C who goes with a general trend in India where car loan is offered @90% of value & 5 years. Generally, it is available up to 7 years but most of the banks/institution preferred for 5 years.
In Case of Mr. B He will have savings of Rs. 21,487/- against Mr. C & he will pay extra Rs. 239803.68 against Mr. A.
Mr. C as go with the general trend in India & will have to pay the excess of Rs. Rs. 261,291/- against Mr. A & Rs.21,487/- against Mr. B.
What If It is Need?
The above rule is applicable if a car is you want, but what if it is your Need? E.g your current car is breakdown & not in the condition to get a repair. you already spent a lot on repair & now it to old to repair. In that case, no rule is applicable.
Go buy a second-hand car use for Say Rs. 200000 (appx. 25% of your new car cost) & invest Rs. 17000/- per month to decent Equity Scheme. You can anyway get a return between 12-14% p.a.
Let's assume you earn only 12% on your SIP. At end of the fourth year, you will get Rs. 10,51,192/- (without inflation adj.). If you adjust the same figure with inflation @6% the value your money will be Rs. 924,261/-
[caption id="attachment_2201" align="alignleft" width="431"]
Time Value of Your SIP with Inflation Adjusted[/caption][caption id="attachment_2202" align="alignleft" width="433"]
Time Value of Your SIP with Without Inflation Adjusted[/caption]Pros & Cons in Buying Cash:
There is one more thought of school who believed, one can take loan & Invest amount in Equity. That also works for a tenure of 4 years. But again investing of 6-7 lakh at one shot may be risky in equity, it will definitely fetch a return in long-term around 8-10 years.
Instead, i would suggest a SIP of an equal period for EMI amount. In our case let's say you will start a SIP of Rs. 17,000/- per month in different equity & debt scheme.
In above calculation, i showed, how one should get a 10.51 Lakh with SIP of 4 years.
At the same time if you invested a lump sum can fetch you appx. 10.69 Lakh over four years. But in lump sum, it may be risky to lose big money with fluctuation in the market.
Therefore i preferred one should buy in Cash at first instant & start SIP equal to EMI period. After 4 years you can stop SIP & keep that money invested in equity. assume you want to buy a new car after an end of 8th year. In India general trend is 7-10 years to sell the car & buy a new one.
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Other Maintenance Cost & Insurance:
One should keep in mind the annual cost of servicing & insurance. Nowadays Third party insurance also needs to buy for three year upfront. AMC & Extended Warranty needs to look while deciding the car.
Part: II
Let's Start Car Price Negotiation Tips & Tricks
1. Cover Minimum Three Dealers (Manufacturer) on a Single Day:
When you go for a test drive, visit at least two different car dealers (manufacturer) on the same day. I would prefer three but it may be too much on the first time. You can increase this number on the second time.
For eg., if you interested to buy Suv and visited Maruti showroom & took the test drive of Brezza, go to the Ford Eco sports showroom & take the test drive.
When you visiting another dealer of Maruti, visit TATA for Nexon & ford for Eco Sport. Visit three dealers at the same time.
The reason why I'm saying three dealers on a single day because you will feel the difference between all three. As your memory is fresh it will quickly recall what are the pros & cons in other variants or what are missing in the current variant of the car.
2. Study The Quotation:
Once you visited the respective dealer & selected the car which you want to buy, the next step is to drop out the other car dealers option.
Focus on the on the car which you liked & want to buy. Say you liked Tata Nexon, now see what are the part in the quotation Starting from Ex-showroom to On Road Price.
3. Components of Quotation & Discount Strategy:
Now we will discuss what are the part included in Car price. starting from the Ex-Showroom to the On Road Price. Here is a quick picture of what included in On-Road Car Price
[caption id="attachment_2210" align="alignnone" width="403"]
Picture & Quote Courtesy Carwale.com[/caption]a] Ex-Showroom Price:
This is the price at what dealer are agreed to sell. It includes the dealer's margin in this price. This price will be the same in the whole city, for example in Pune all dealers will give us the Ex- showroom price @ 7.58 Lakh across the Pune.
Generally, Dealers have margin ranging from 4 to 8 % per car. They also get the bonus if they sold car certain threshold. Say 200 cars per months, they will be rewarded as Rs.5K to 15K /- per car from the manufacturer.
Here you can ask for your share in his margin. We will go all at once, so note down how much you can get from his margin. Generally, around 3-5% will from his margin be well-cracked dill.
Now don't go & ask for this wait & read on next cost. Note down minimum discount you are expecting from his margin.
b] RTO & Road Taxes:
Next Thing is Taxes, in Pune, we have 11 % Road Tax fees & addition 2% as Road Tax (2% on 11% in Maharashtra). If you are taking a loan there are appx. Rs. 2000 extra as hypothecation charges. These are included in the quotation.
Now you want to make sure you should not pay a single penny over & above of the taxes. Lookout your state & decide what is RTO taxes & note down that amount.
Reduce the same amount from the quotation amount & this is another way to save money.
c] Insurance:
This is one service where a has a good margin. They almost keep 30-40% Margin on insurance. Go online & check the insurance quote for your vehicle.
Note down that price & ask the dealer to market match the insurance quote. You can easily save Rs.15,000 to 20,000 here.
You can read my article on Top affordable Car Insurance Companies in India in 2018-19
d] Handling / Logistic Charges:
Handling or logistic charges are illegal & do not pay it to the dealer. When we say Ex-Showroom price it includes the cost of a vehicle to bring at a showroom.
So do not pay these charges & simply ask him to strike off.
4. Cost Not form part of Quotation but needs to pay / Hidden Charges :
Above we saw the items which are part of the quotation. Now there are some hidden charges which you must aware. I won't say it's a hidden charge, those are actually over & above the On-road Price. The dealer will definitely tell you during a discussion. Make sure you will note down those charges.
5. Let's look one by one, what are those charges & how you can negotiate.
Annual Manitencen Cost (AMC):
Thes are the cost of servicing your vehicle. one should not ignore AMC while selecting the car. What is the hack & how you can save money here?
Ask the dealer to give one year free AMC. There are three variants for AMC, Base, Middle & higher. Ask the dealer to add this free of cost in your price. This is range between Rs. 7000 to Rs. 12, 000 for all Hatchback or Compact Sedan or SUV's Indian car manufacturers.
Many time dealer will suggest you not to buy the AMC, if you ask him for free of cost. He will give you reason like it's a new car & not required to have AMC for the first year etc. But please note, the Extended warranty applies only when you have AMC.
It doesn't matter it's Silver, gold or platinum. I would go for gold, which coverser the consumables as well. The middle in any group.
Extended Warranty (EW):
The Warranty is where the manufacturer agreed to replace the part in case of default. Generally, manufacturers give a one-year warranty.it is applicable to new vehicles & allowed up to 3 years.
One should not be confused with the manufacturers' warranty. Manufacturers warranty applicable for the first year & Second & & Third year generally dealer provides. It is up to 100,000 KM or Two years whichever earlier.
What is catch here? Manufactures warranty comes with free of cost for the 1st year. One can negotiate the 2nd & 3rd warranty price with the dealer.
I would suggest you to ask him to include as free of cost.
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Accessories :
The Next important area, where dealer have huge margin is accessories. It is not mandatory for you to buy accessories from the dealer. Yes, you read correctly.
But, there are certain free accessories which every dealer give. One should ask during the negotiation. Generally, it is advisable to take the Matting & Mudflaps from the dealer. This is free of Cost.
There are some basic needed accessories. Many time dealer will give you all accessories at free. Don't get in this trap.
For e.g if is telling you that he will give you Rs. 40,000/- Free accessories, instead ask him for a Cash discount. This is an over & above of what i talked about Matting & Mudflaps. Matting & Mudflaps are free & one should not pay for them.
Loan for Car:
I would not suggest anyone to take a car on loan. But if you don't have any option then taking loan, do it yourself. Get in touch with the nationalise banks & get the pre-approved sanction letter.
This is one of the areas where, dealers have cut's in Interest, loan closure, processing fees etc. You may end up with paying higher interest rate & processing fee if you go with the dealer.
So visit a bank & do it yourself.
Dealers stock / Ask for a stock list:
This is the list where you will notice how much cars are there now in a stockyard with dealers. See attached example for your reference. One can check this list before buying of the car, to make sure the dealer is not selling you any
standing in the yard for a long time.
You can use this list for your negotiation as well. How? let me explain you. Most of the dealers have a current account with Bank & Bank Guarantee (BG) with manufacturers.
Overdraft account carries an interest rate of 13-14% in India. more the time car in the yard, more the cost of interest. Many times dealers want to clear this stock & may give you a good discount if you use this sheet as negotiation tactics.
See the image, where you can see the Model, Chassis No. Model & last column is No. of days this car in the stockyard.
Point to note, i don't advice to buy any model which is older than 2-3 months. Also if you don't have any specific colour requirement, the dealer may give you a good deal on some colours which not so popular.
Also if you buying a car in the month of January-March, you also get a good discount on car which manufactured in the prior year. I mean if you buying a car in Feb 2019, you may ask dealer a discount on car manufactured in 2018. Don't go to old stock for more than three months.
Start the negotiations with dealers:
Now, this is the last step in Car Price Negotiation Tips & Tricks. At this point, you must be ready with your list of opportunities. Which means you must know where you can ask for a discount to dealers.
If you have not read the On Road Price components, go and read above section & then come back here. Note down the points where can ask for a discount. Do your research on car, model, colour & Mfg. year, month etc.
Start Negotiation after 20th of the day:
Start negotiation after 20th -22nd of the month, because most of the manufactures come with the offer after 15th of the month. The sales team also in pressure to complete target after 15th.
Call all three dealers one by one & ask him what is the best price he can offer? At this stage, he might give you some reason & deny any discount.
Give him the price you expect, if he declines any counter-offers, give them your phone number, and leave. If the price you've proposed is within the realm of possibility, they'll call you at some point.
Followup on last day of the Month:
Again, salespeople and managers are often under pressure to find one more deal before the month ends. A deal that didn't make sense on the 25th might make sense on the 31st if the month hasn't met expectations. So start your negotiation
Involve more than two dealers:
The idea is to involve other two dealers in price negotiation, so you will get the best offer due to competition.
You need to show real interest & make him fill you are the real buyer. Many times manufacturers sent dummy customer to make sure the dealer is not following any wrong practice to sell the car. So make sure you own the confidence of sales executive.
Better deal buying two cars:
If it is possible, handshake with your friend or colleague who also looking for a car. More the buyer better the offering by the dealer. You can use this advantage over to the dealer.
Wait to get dust settle down:
If the car is recently launched, you may need to wait at least for one year to get the genuine review from owners & to assess the performance of the engine.
Also if it is an upgraded version of the current car model, wait for three months to get hype to settle down. Many times companies do cosmetic changes & sell the same version with higher cost. One should give enough time to get dust settle down.
When it launched neither company nor dealer will give you a discount, due to various reason.
Show the fear:
While doing the negotiation, show the executive you have pressure from parents, girlfriend not spend more than a certain amount on a specific car.
Where to ask Discount:
First & foremost the Ex-showroom price, Insurance & RTO these are the things where you can expect the dealer to cut the price. Like, get the Insurance at the market match. If you buying a car on cash no hypothecation charges required. generally, it is around Rs. 2500/- per car.
3-4 % discount on Ex-showroom price can be waived off by a dealer on one of the car. Insurance is where you can save around 40% on the quotation price.
The above savings are huge & i saw many people who don't know about this ended up with paying full price here.
What to ask free?:
Now the quotation components are over things which above on road price, like AMC, Extended warranty both can be added in free if you asked for it. See these are the things which you need to ask the sales executive.
Also as I said some of the accessories which are the essentials also get for free if you asked for. I know many people who actually paid for these free essentials like mudflap & matting.
Hack for getting the price down:
So when you are involving the other dealers, during the price negotiation give the reference of other. Irrespective of the truth whether the other dealer is agreed or not.
Now the hack here is out of three dealers, one will definitely accommodate you. Because he wants the business. The car dealers may not have good margins in sales. The most of the margin came from Accessories, insurance, loan processing fees, AMC & Extended Warranty etc.
The first year he might let it go but the later year he is getting recurring money.
6. Lumsum Car Price Negotiation Tips & Tricks:
If you feel asking discount on each part is cumbersome & discussion is not moving ahead. Use the lump sum approach. Under this, you need to come up with your own total price.
Let's take an Example here: will continue with our Nexon example, where online & dealer gave us the quote around 8.99 Lakh (This not include AMC, Extended Warranty & Essential accessories)
| Particulars | Amt. in INR | |
| On road Price As per Quote & Online Portal (please see on road price Quotation as generated online above) | 8,95,000 | |
| AMC (Tata's Gold Package) | 5000 | |
| Extended warranty 2 years or 75000 KM | 12000 | |
| Essential Accessories must from Manufacturer/dealer | 5000 | |
| Total Price to buy a Car | 9,17,000 | |
So you asking for a discount of Rs. 77,000/- At the first instant you might thinking its insane & no car dealer will cut up to this mark.
But if you used above techniques and involved multiple dealers. Out of three at least one will give you the offer around the price.
7. Stick with your choice:
If dealer ready to sell the car at your offer, make sure there is no catch anywhere. Stick with your colour scheme & do not accept an old manufacturing model. There is a way to find out the manufacturing date of each manufacturer. Attached TATA VIN Sheet for reference
You can see the Chassis Number to find out manufacturing year & Month. Also, make sure the dealer is not selling you the Demo Car.
8. Final Check List Car Price Negotiation Tips & Tricks
So whatever we saw above let's summarise in a nutshell where we can ask for discount & Bonuses etc.
- Dealer/OEM Discount: This applicable on Ex-Showroom price
- Corporate Discount: Show your i'card & you will get discount up to Rs. 5000-10,000 discount in cash.
- Loyalty Bonus: A few manufacturers offer loyalty bonus to keep their existing customers with them.
- Exchange Bonus: If you are trading-in your existing car for a new one at the dealership, ask the dealer for an exchange bonus.
- Discount on Finance/Loan: one can ask & get 0.5-2% payout to their dealers/DSAs for selling loans.
- Discount on Insurance Premium: Don't forget to market match your insurance policy. DO NOT go for Zero value insurance first year.
- Discount on Handling / Logistic Other Charges: As we saw above theses are illegal & do not pay this charges at all.
9. Yellow Form & Signatures:
Don't trust on sales executives verbal promise get it in writing. Many times they promised you something & say we will send your case to the manufacturer & Will get the discount. At a later stage, he will tell you company rejected your proposal & now pay the amount. At this stage, you paid full amount & don't have the option to go back.
Therefore note down all this on a Yellow form. This is the form used while you book the car & it includes all the promises made by the sales executive. Also, make the condition to see the car at Stock Yard once it arrives if it is not with a dealer.
don't forget to write the about free accessories, AMC & EW, Insurance at market price etc. on a Yellow form. Add any other condition you want to add. Like delivery time after payment etc.
10. Rinse, wash, and repeat:
Do the same process concurrently with a couple of other dealers in your area. Make sure they have the car you want, and then give them their mission.
to get the best price you need to repeat all above in Car Price Negotiation Tips & Tricks.
Over to You:
The reason i wrote this article because i saw people blindly trust the sales executive & ended up with paying a higher price. The car is an asset which depreciates very fastly. So more the discount you get better for you.
I often see people talking about resale value etc. while buying the car. I mean seriously? Don't worry about the resale value this is the asset which you will use for the next 7-10 years. It is not your area to look, you must be focused on the current price instead of future value.
If you liked the article, please share with your friends. Also what techniques you used to get a discount from the dealer?
What are your Car Price Negotiation Tips & Tricks Please suggest in the comment box?
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