Buyer Navigator Step 2: The Decision / What to Buy.

The next step in the car-buying process is determining what to buy. Which car is right for you? There is no easy answer to that question, though advertising agencies try their best to make your decision simple: "Choose us! You need this car because it's fun! It's reliable! It makes you unique!" The truth is, neither car companies nor ad agencies have any idea what you need. Only you can determine that. While automotive journalists usually favor cars that are fun to drive and good looking, those cars do not necessarily represent the best value for you, the consumer. Value is a subjective term that varies with each person's tastes and needs. You need to make a serious determination of your needs. The impulse buy is usually followed by disappointment Someone who's shopping for an image car has different needs than someone who wants to get decent gas mileage for his or her two-hour commute to work.

The first thing to do is to decide on a class of vehicle that best fits your lifestyle. For instance, if you need to tote children, a two-seat roadster is obviously not a wise decision. With the plethora of new cars and trucks on dealership lots, choosing a car can be a confusing and time-consuming process. Below are some questions that may help you make some important decisions early in the game.

1.Do you prefer a manual or automatic transmission? (Since some cars today come with only one or the other, making this decision early can cut down your options)
2.Do you require two-, four- or all-wheel drive? Location and use are prime factors in this decision. A Southern California resident probably won't see enough inclement weather to justify the extra money and reduction in gas mileage that comes with four- and all-wheel drive vehicles.
3.Do you plan to take your vehicle off-roading? (Note: Not every four-wheel drive vehicle is appropriate for off road travel. Off-road vehicles require more than an automatic four-wheel drive mode-other things to look into are ground clearance, suspension enhancements and tire specifications.)
4.How many passengers do you accommodate on a regular basis?
5.Do you require a lot of cargo room?
6.Will you be taking many road trips?
7.How long is your daily commute?
8.Is your garage or parking area large or small? What about height clearance, is this an issue?
9.Are there certain features that you must have? (For example, if you have a bad back, lumbar support may be a non-negotiable item for you. Or perhaps you are very short and need a seat adjuster that will allow you to raise the driver's seat. If there are features you know you simply must have, make a list of them so that you can immediately throw out any vehicles that donÕt meet your requirements.)

It is important to purchase a car that fits your immediate and future needs. A vehicle reflects an image an owner wants to project. But while a sports car may be the ideal of a person who happens to work in the sales field, it might not be the best vehicle to drive clients or lug samples around in. Similarly, a stay-at-home mother of three may see the practicality of buying a minivan. A compromise is usually possible. For the businessperson: a sedan with a manual transmission and a monster engine. And for the mother of three: a full-size sport-utility vehicle or sporty wagon. But be sure to plan ahead, as we encourage this thought for you at AutoNetDirect. You may end up keeping the same vehicle for the next six or seven years, so try to anticipate future needs and lifestyle changes.

There are several different classes of automobiles on the market. By class, we mean sport-utility vehicle, van, roadster, sedan, coupe, pickup, station wagon, etc. Deciding on a class of vehicle also revolves around money. So think about how much you want to spend, how much you want to put down, and how much you can afford per month ahead of time. Don't wait until youÕre in the dealership to come up with these estimates. Be prepared always. "You'll be glad you did".

Once you've decided on a class, look at individual models. Midsize sedan shoppers, for example, should read up on several different sedans before narrowing down the list (there is a smorgasbord of midsize sedans on the market). Sport-utility vehicle shoppers should gather as much information on the different trucks available from web sites, magazines and dealerships.

A note on gathering information from dealerships: As most people know, it is extremely difficult to sneak into a dealership and snag a brochure without being approached by at least one salesperson. To avoid getting sucked into a conversation you are not ready for, carry a clipboard, briefcase or notebook into the dealership with you, walk briskly to the counter or brochure stand and take what you need. Salespeople will notice if you're taking notes and label you as a "shopper" rather than a "buyer," so keep your notes in plain sight. Also keep the brochure out so that you can compare colors with the actual cars on display. Take your time looking at the models. If a salesperson asks to help you, be up front and tell him that you're merely doing some research on the vehicles that interest you. If he presses you, counter with a question, such as, "What time do you open tomorrow?" or "Could I have one of your cards?" Take it, thank him and walk away. They now feel sure that another salesman won't get your business.

Something else to remember about the "meet and greet" process is that you can and should choose your salesperson. Don't let them choose you. Customers tend to gravitate toward someone who is like them (women to women, young to young, old to old, etc. If you do find someone that you have a rapport with on this fact-finding mission, but are not ready to buy, take his or her card and make an appointment for a later date. Don't come into the dealership two weeks later and expect that person to be available; always make an appointment so that you don't get shoved off onto someone else.

After you've compiled the information on the vehicles you're interested in, compare them to one another in detail. If it helps, you can even make a chart comparing standard equipment, invoice price and MSRP, cost per option, and colors. Another thing to look at is the performance of a vehicle. Specifications, or "specs" include engine size, horsepower, number of cylinders, curb weight, gas mileage, etc. All of this information (with the exception of colors) can be found on our new car/truck vehicle file pages. After you've done your homework, cut your list down to three possibilities. This will help later when it comes to negotiating with a dealer.

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