How To Find & Buy the Right Used Vehicle
Hey there! If you’re looking to buy a used car, I’ve got some advice to help you make the right choice. I’ve been in the car business for 25 years, and I’ve seen many people walk away with the perfect car (and some who didn’t). Whether it’s a Toyota or another brand, there are some key things to know before you walk into a dealership. So, let’s dive in!
Table of Contents
Distinguishing Between New and Pre-Owned Vehicles
First, when you roll into a dealership, you’ll notice that the new and used cars are usually grouped separately. We, salespeople, need to make it obvious which cars are brand new and which are pre-owned, so no one’s misled.
As a salesperson, I want to be upfront with my prospective buyers to let them know this vehicle is new or used so we don’t waste hours with one another and end up with no deal.
Typically, you’ll see new cars parked together by model—Corollas next to Corollas, Camrys next to Camrys—while the used cars are arranged similarly, by type: sedans with sedans, SUVs with SUVs, and trucks with trucks. So if you’re browsing used vehicles, you’ll know exactly where to go.
Do Your Homework: Research Models and Prices
Before you even think about stepping into a dealership, do a little research. Have a list of cars you’re interested in, and get a feel for what they’re going for based on the year and mileage. This way, you’ll know whether a deal is too good to be true or if the price is about right.
Some dealerships might not have the prices posted on their used cars, giving the sales team flexibility in quoting you a price. But here’s the thing: just because they drop the price during negotiations doesn’t mean you’re getting a killer deal. You might feel like you’re winning, but wouldn’t it be even better if you didn’t have to negotiate and just paid $2,000 less from the get-go?
If you want to know the best ways to research your next vehicle purchase, check out how to outsmart a car salesman like me. I will give you the blueprint of what to expect before you visit your next dealership.
Understanding Dealership Pricing and Discounts
In today’s market, you might notice that used car prices are pretty close across the board. With online advertising and more competition between dealerships, prices have gotten tighter, leaving less room for deep discounts. So, while it’s always worth trying to negotiate, keep in mind that you might not see huge price drops like you used to.
That said, if you come across a vehicle in excellent condition, the dealer’s probably not going to budge much on price. If a car looks great and drives amazingly, it’s considered prime merchandise. Dealers know someone will buy it sooner or later, so they’re in no rush to drop the price.
Identifying High-Quality Used Cars
Now, if you find a car in excellent shape and ticks all your boxes, but it’s priced a bit higher than you expected—don’t write it off just yet. Go home, do some more research, and compare it with similar models. If it’s the best option, don’t be afraid to pay a little more to get the right car. Trust me, you’ll be happier in the long run.
The biggest mistake I’ve seen people make is going for the cheapest option and thinking they’re getting a better deal. You might save a grand or two upfront, but if that car doesn’t hold up, you’ll be right back in the market in no time. It’s better to invest in the right car now than to regret it later.
I’ve seen too many people not truly scratch that itch of getting the “right vehicle” just to be right back in the market for another vehicle a year or two later, sometimes even sooner. But the real problem is the amount of deprecation that the car will have lost in that period, which is a rude awakening for most people.
Buyer Beware: Cheap Isn't Always Better
Like I said, avoid falling into the trap of thinking the lowest price means you’re getting a bargain. I’ve had customers try to save a little cash only to come back a year later because the “better deal” wasn’t such a deal after all. If you’re going to drive this car for the next 5+ years, or if you’re a commuter, getting the right vehicle matters way more than saving a few bucks.
Understanding the Buyer's Guide
One thing you’ll always want to look for is the Buyer’s Guide. This should be attached to the window or inside the car (on the dashboard or seat). It’s a document that gives you key info about the vehicle, like its make, model, year, VIN, and stock number.
More importantly, it tells you whether the car is sold “AS IS” or if there’s a warranty. If the “AS IS” box is checked, that means the vehicle has no warranty. Once you drive it off the lot, it’s your responsibility—end of story.
If there’s a warranty, make sure to read the fine print. The Buyer’s Guide will tell you if it’s a full or limited warranty and what parts of the car are covered. Most of the time, warranties cover the powertrain—engine, transmission, and sometimes wheel axles. Just be sure to check the percentage of parts and labor covered, especially if you don’t plan on buying an extended warranty.
Vehicle Status Types at a Dealership
You might hear a few terms thrown around when it comes to used cars, so let me break them down:
- Unwind: This is a car that was sold but had to be returned (usually due to financing issues).
- Demo: A vehicle driven by dealership management with less than 5,000 miles. It’s still considered new, and the warranty starts when you buy it.
- Brass Hat: A term for cars driven by manufacturer reps that may end up on dealership lots.
- Trade-in: These cars are generally well-maintained and might even have been bought at the same dealership originally.
- Previous Rental: These cars generally have been serviced regularly, but I’m not a fan since they’ve been driven by many different people.
Certified Pre-Owned vs. Used Vehicles
So what’s the difference between Certified Pre-Owned (CPO) and regular used cars? Only the manufacturer can certify its own brand (you won’t find a certified Toyota at a Honda dealership). Certified cars undergo rigorous inspections—usually 140 points or more—to ensure they meet high standards.
Certified cars come with factory-backed warranties, like a 12-month/12,000-mile comprehensive warranty or a powertrain warranty up to 100,000 miles. You might even get extras like roadside assistance or better financing rates. CPO cars usually cost more, but you’re paying for peace of mind.
What qualifies as a Toyota CPO? Visit this page to learn about the Toyota Certified Pre-Owned Vehicle Program.
The Importance of a Vehicle History Report
Always get a vehicle history report—this is key! Double-check that the VIN on the report matches the car. Read through the report carefully and look for red flags like inconsistent maintenance records or multiple previous owners.
If the car’s been sitting on the lot for a while, there might be a reason (bad smell, cosmetic damage, etc.). Or, it could just be waiting for you! Take it for a test drive and see if it fits your needs.
Taking the Final Steps
Before making your decision, don’t skip the test drive. It’s also worth getting your local mechanic to check out the car. Sure, it’ll cost you a little, but it’s better than buying a lemon and regretting it later.
Conclusion
At the end of the day, buying a used car is about finding the right fit for you—not just the cheapest option. Do your homework, take your time, and don’t be afraid to spend a little more for the right car. Trust me, it’s worth it. If you have any questions, reach out to me at contact@cedricthecarguy.com
Happy car hunting!
Frequently Asked Questions
Buying from a dealership gives you more protection, including warranties, certified pre-owned options, and access to vehicle history reports. Private sellers might offer lower prices, but you’ll have less security if something goes wrong with the car.
Certified Pre-Owned (CPO) vehicles go through rigorous inspections set by the manufacturer and come with factory-backed warranties. Used vehicles don’t have the same level of inspection or warranties, but they are usually cheaper.
Research the car’s make, model, year, and mileage on sites like Kelley Blue Book or Edmunds to find its fair market value. Compare prices at different dealerships to get an idea of the current market.
Yes, you can often negotiate the price of a used car. However, keep in mind that prices are tighter today due to online competition, so there may be less room for discounts compared to the past.
Pay attention to how the car handles, brakes, and accelerates and if it makes any unusual sounds. Then, test the car on different types of roads to see how it performs in various driving conditions.
If you want extra peace of mind, a CPO vehicle is a good choice. It comes with warranties, has undergone extensive inspections, and may offer perks like roadside assistance or better financing rates.
The Buyer’s Guide provides detailed information about the used vehicle, including warranty details. It’s required by law to be displayed on the car. Always review it before making a purchase to understand if the vehicle is sold “AS IS” or with a warranty.
Request a vehicle history report from services like Carfax or AutoCheck. These reports show the car’s maintenance history, accident records, previous ownership, etc. Always double-check the VIN number to ensure it matches the vehicle.
Yes, even if the vehicle comes with a history report, having a mechanic inspect it is a good idea. This can help you spot potential problems that may not be listed on the report or visible during a test drive.
Make sure to compare prices, review the vehicle history report, check for warranties, and take the car for a test drive. A good deal is about more than just price—quality, reliability, and condition matter just as much.
Note: Always refer to the vehicle’s Owner’s Manual for more detailed information about your specific vehicle. Safe driving practices should always be followed. For more details, contact your local Toyota Dealer or visit Toyota.com.
Cedric Jackson
Cedric is a Sales Pro with 20+ years of experience. He is currently a Sales Consultant at Toyota of Riverside. He aims to share his passion for product knowledge of the Toyota brand here on his blog. Cedric writes content here and produces short-form videos on YouTube, Instagram & TicTok. Connect with him here or on all social media @ cedricthecarguy 🙏🏾🤙🏾
Cedric Jackson
Cedric is a Sales Pro with 20+ years of experience. He is currently a Sales Consultant at Toyota of Riverside. He aims to share his passion for product knowledge of the Toyota brand here on his blog. Cedric writes content here and produces short-form videos on YouTube, Instagram & TicTok. Connect with him here or on all social media @ cedricthecarguy 🙏🏾🤙🏾
COPYRIGHT © 2024 | 