How Car Dealers Make Money
by Stephen M. Hague
Profits Matter Most
Most auto dealerships, like the cars and trucks they sell are finely tuned machines of commerce. Like most
other businesses, the main focus is not to sell vehicles, although that's obviously important. The main focus is
to earn a profit.
Six Ways to Earn a Profit
Besides the actual sale to you the consumer, the other ways that car dealers make money is: service or repair,
extras and fees, extended warranties, financing, and trade-in's. Let's take a look at each individually.
Service
This is the most profitable department of most auto dealers. If you've had your car repaired lately it should be
no surprise! With labor rates in the range of $79 to $89 per hour in some places, it's easy to see how a simple
repair can cost $300 to $400.
On top of the actual labor costs, all of the materials that the service center uses are sold to you at a profit also.
Extras and Fees
When you finish negotiating to buy that new car and are satisfied that you've gotten a great deal, do you enter
the Finance Manager's office with a feeling of satisfaction and relief? Great, but don't let your guard down yet!
The Finance Manager is also a salesperson and in many cases is trying his or her best to talk you into paint or
fabric protection, an alarm or stereo, detailing and more. Resist the urge to buy these extras at this point. If
you decide that you want any of these at a later date, shop around after you've driven out of the dealers’ lot so
that you don't feel pressured.
Extended Warranties
Extended warranties are another source of profit for the dealership. Most cars today are built so well especially
under the hood that extended warranties should only be purchased if you drive well above 15,000 miles per
year. Even then one should think twice weighing the potential for problems versus the costs involved. Also,
make sure that the policy mirrors the one that the manufacturers’ policy would cover.
Financing
If you're not paying in full (does anybody do that?) and you're not financing through your own bank, credit union
or other financial institution, that means that you've decided to finance through the dealer. That also means
that the dealer thanks you very much for adding more profit to his bottom line. Yes, they have arrangements
with the same financial institutions and when they pass their best rate along to you, they've most likely added
1/4 percentage point to the rate for themselves.
Do the work yourself by finding the best rate you can and then asking the dealer if they can beat that rate.
Trade-In
Did you beat the car salesperson senseless, (figuratively speaking of course) in negotiating the price of the new
car? Take a bow! Just know that if you're trading a car in, he most likely didn’t give you fair value for it. In fact,
the better you did negotiating the price of the new car, the worse you'll do on the price of the trade-in.
So now you know that a car dealership is a multi-profit center business.
Use this knowledge the next time you're in the market for a car and you'll keep more money in your own pocket!
---------------------------------------------------------------------------------------------------------------------------------------------
Want to insure that you don't get ripped off when buying your next car? Contact me at Professional Auto Buying
Services - proautobuying.com 401.965.3822
by Stephen M. Hague
Profits Matter Most
Most auto dealerships, like the cars and trucks they sell are finely tuned machines of commerce. Like most
other businesses, the main focus is not to sell vehicles, although that's obviously important. The main focus is
to earn a profit.
Six Ways to Earn a Profit
Besides the actual sale to you the consumer, the other ways that car dealers make money is: service or repair,
extras and fees, extended warranties, financing, and trade-in's. Let's take a look at each individually.
Service
This is the most profitable department of most auto dealers. If you've had your car repaired lately it should be
no surprise! With labor rates in the range of $79 to $89 per hour in some places, it's easy to see how a simple
repair can cost $300 to $400.
On top of the actual labor costs, all of the materials that the service center uses are sold to you at a profit also.
Extras and Fees
When you finish negotiating to buy that new car and are satisfied that you've gotten a great deal, do you enter
the Finance Manager's office with a feeling of satisfaction and relief? Great, but don't let your guard down yet!
The Finance Manager is also a salesperson and in many cases is trying his or her best to talk you into paint or
fabric protection, an alarm or stereo, detailing and more. Resist the urge to buy these extras at this point. If
you decide that you want any of these at a later date, shop around after you've driven out of the dealers’ lot so
that you don't feel pressured.
Extended Warranties
Extended warranties are another source of profit for the dealership. Most cars today are built so well especially
under the hood that extended warranties should only be purchased if you drive well above 15,000 miles per
year. Even then one should think twice weighing the potential for problems versus the costs involved. Also,
make sure that the policy mirrors the one that the manufacturers’ policy would cover.
Financing
If you're not paying in full (does anybody do that?) and you're not financing through your own bank, credit union
or other financial institution, that means that you've decided to finance through the dealer. That also means
that the dealer thanks you very much for adding more profit to his bottom line. Yes, they have arrangements
with the same financial institutions and when they pass their best rate along to you, they've most likely added
1/4 percentage point to the rate for themselves.
Do the work yourself by finding the best rate you can and then asking the dealer if they can beat that rate.
Trade-In
Did you beat the car salesperson senseless, (figuratively speaking of course) in negotiating the price of the new
car? Take a bow! Just know that if you're trading a car in, he most likely didn’t give you fair value for it. In fact,
the better you did negotiating the price of the new car, the worse you'll do on the price of the trade-in.
So now you know that a car dealership is a multi-profit center business.
Use this knowledge the next time you're in the market for a car and you'll keep more money in your own pocket!
---------------------------------------------------------------------------------------------------------------------------------------------
Want to insure that you don't get ripped off when buying your next car? Contact me at Professional Auto Buying
Services - proautobuying.com 401.965.3822
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