Deal Talk

On price and dealing

list of 24 is 25

Don't tell anyone

Golden nuggets

System or philosophy

Most would rather negotiate

Don't let your guard down

Four square and the Three pay

Due diligence is key

Not to do review:

Luxury models rated

Finance has the CFPB

SUV ratings

Autonomous vehicles

Are they legal?

Advanced systems that save

These could decide your model

Due diligence is the key

The list of twenty-four "knots" in making a deal

Deal Talk 040 UDAP

$350.00 terminations are the new standard for leasing

FTC and the UDAP statutes

Federal trumps local

You have a way to make things right

Consumer protection is alive and well

State interpretation

http://www.nclc.org/images/pdf/udap/analysis-state-summaries.pdf

Ad an A for abusive

UDAAP

CR recent issue

Best of the best

Worst of the worst

Brand can make a big difference

Advertising awareness

 Bait and switch
 radio or paper
 Multiple rebates
 Ridiculous trade values
 Employee pricing, what?
 Disclosures
 Plus everything
 Feds are on the hunt
 Identify the good ones
 Nothing else matters

Definitions worth the time:

What is OTD?

It all adds up

OTD the payment, finance or lease

Adding the glop

Accessories at cost

Dealer fees do matter

Effects on minus equity

Insurance loss

Book values do not add for fees

Leases don’t have to worry

Focus on the bottom line, it’s all that matters

When to pull the trigger

Where to buy:

1. Minus equity review
2. Choose first, negotiate later
3. Eight considerations when you’re picking a dealer
4. What about the chain stores?
5. Selection does not equal value
6. Bureaucracy can get in the way
7. Online sellers, another mouth to feed
8. No substitute for due diligence
9. Email: [email protected]

Upside down

Review getting help
Aka, under water and minus equity
Why it happens
What to do
Type 1 and type 2
Due diligence
Minimizing minus equity
Seven tips for the future

Getting Help

Your pay off
Cars dot com
Chain of command
Due diligence, due process
Salesperson, Manager, Dealer principal
Manufacturer (Company.com)
Better business (BBB.org)
Attorney general (your state.gov/attorney general)
Assertive, not aggressive
Great notes, “The Informed Buyer” http://goo.gl/jBvgi1

F&I/Business office due diligence:
• Crazy ads in crazy times
• OTD beats all
• What dot gov could and should do
• Sixty years and nothing changes
• The business office is about money
• Shop the rates
• Shop the products
• Don’t be at the top of the profit average
• Payment packing
• Get the break down every single time
• Be sure you are approved before a spot delivery
• Ninety days to first is on you