1. Chapter 8: Automobiles and Other Major Purchases

2. Objectives Understand several guidelines to save money on major purchases. Employ the three steps in wise buying that occur prior to interacting with sellers. Comparison shop when buying or leasing vehicles and other major purchases.

3. Objectives Negotiate effectively and make intelligent decisions when undertaking major expenditures. Evaluate your purchase decisions as a guide for future behavior.

4. Guidelines for Wise Buying Control buying on impulse Pay cash Buy at the right time Don’t pay extra for a “name” Recognize the high price of convenience shopping Use life-cycle planning for major purchases Calculate unit pricing or price per hours worked.

5. Steps Before Interacting with Seller Prioritize wants Do pre-shopping research Price Trade-in Cost of financing Fit expenditure into budget

6. Purchasing a Car: A Research-Based Approach - Phase 1: Preshopping Activities Problem identification. Information gathering. Personal contacts. Media information-television, websites Independent testing organizations- Consumer Reports Government agencies. Online Sources – www.edmunds.com, www.caranddriver.com, www.autoweb.comwww.edmunds.com www.caranddriver.comwww.autoweb.com

7. Phase 2: Evaluation of Alternatives Comparison shopping. Selecting vehicle options-convenience, appeal, etc. Comparing used vehicles- www.carmax.com, www.carfax.comwww.carmax.com www.carfax.com Leasing an automobile 1) lower payments, small initial cash outlay 2) no ownership in vehicle 3) maximum # of miles/year; charged for extra miles. 4) know the capitalized cost of the lease, the money factor, the monthly payment, number of payments, and the residual value. 8-8

8. BUYING VS LEASING AN AUTOMOBILE Purchase CostExampleYour FiguresLeasing CostsExampleYour Figures Total vehicle cost, includingSecurity deposit ($300) sales tax ($20,000) Down payment (or full amount if paying cash) $ 2,000.00 Monthly loan payment: $385 x 48 monthsMonthly lease payments: (this item is zero is vehicle is not financed). 18,480.00$385 x 36 months $ 13,860.00 Opportunity cost of down paymentOpportunity cost of (or total cost of vehicle if purchased with cash):security deposit: $300 $2,000 x 4 years of financing/ownership x 3%240security deposit x 3 yrs x 3%27 Less: Estimated value of vehicle at end of loanEnd of lease charges (if term/ownership period (6,000.00)applicable).800 Total cost to buy $ 14,720.00 $ 14,687.00

9. Phase 3: Determining Purchase Price Negotiation Know necessary information about the product. Deal with a person of authority to give you a lower price or additional features. Used-cars: Check newspaper ads, Kelly Blue Book (www.kbb.com), www.edmunds.comwww.kbb.comwww.edmunds.com New cars: Set-price dealers, car-buying services Compare financing alternatives. Variety of lenders-some lenders may pre-approve you. Avoid being upside-down in your car. Look for rebates or low-interest financing. Consider the APR, total finance charge. Check out www.bankrate.com www.bankrate.com 8-9

10. Phase 4: Postpurchase Activities Lemon Laws. Maintenance and ownership costs Use the item correctly to have improved performance and fewer repairs. Investigate, evaluate and negotiate a variety of servicing options. Operation costs; fixed and variable expenses. Automobile servicing sources; dealers, service stations, garages, Wal-Mart, etc. 8-10

11. Utah Lemon Law Consumers who buy or lease a new automobile or motor home with significant defects that can't be repaired, or in other words is simply a "lemon," can obtain relief under the Utah New Motor Vehicle Warranties Act or "Lemon Law." The Utah Lemon Law applies to new cars under warranty and was extended in 1990 to also cover new leased vehicles and motor homes. The Lemon Law does NOT apply to used vehicles. For your vehicle to qualify as a "lemon" under the Utah Lemon Law: The vehicle must have been purchased in the state of Utah; The vehicle must be new and under warranty; The vehicle must weigh less than 12,000 pounds; The defect must "substantially impair the use, market value or safety of the vehicle"; The vehicle must have been to the manufacturer to have the same defect resolved at least four times OR out of service to the consumer a total of 30 days DURING the first year or the warranty period, whichever is less (if your problems occur AFTER this time period, you do NOT qualify for the Utah Lemon Law); The defect cannot be the result of abuse, neglect or unauthorized modifications of the vehicle; AND The consumer must go through any informal dispute settlement or arbitration procedure the manufacturer may have established. If your vehicle meets ALL of the criteria, your next step is to file a complaint with the Division of Consumer Protection. Include with your complaint COPIES of any relevant documents, including service records, and arbitration or dispute settlement records. After your vehicle is determined to be a "lemon", you may qualify for either a replacement or a cash refund. The manufacturer may charge you a "reasonable" amount for use of the vehicle as prescribed by the Utah Lemon Law, usually 10 to 23 cents per mile. You can have the Division try to obtain restitution for you or you can take private action with your own attorney.

12. Comparison Shopping Warranties Implied Express Service contracts Leasing vs. buying Balloon financing

13. Successful negotiations require information Make the decision Evaluate the decision Negotiate and Decide On Best Deal

14. Financial Aspects of Leasing Capitalized cost - the price of the vehicle. Average buyer pays 92% of list, average person who leases pays 96% of list. Money factor - interest rate. Monthly payment amount and number of payments. Residual value - expected value of the vehicle at the end of the lease. You may decide to return, keep, or sell the vehicle. If the residual value is less than market value, return it. 8-20

15. Decision Making Grid Price30%92.772.151.5 Durability25%61.582.0102.5 Features20%61.281.6102.0 Warranty15%60.9101.581.2 Styling10%101.060.680.8 TOTAL100%7.37.88.0 Criteria Decision Weight (W) Appliance A Score (S)* W x S Appliance B Score (S) W x S Appliance C Score (S) W x S *Using a 10-point scale.

16. Buying services www.comsumerreports.org Internet sites www.buyingadvice.com www.carmax.com www.carsbelowinvoice.com www.edmunds.com www.autosite.com http://auto.consumerguide.com Help When Buying a New Vehicle 8 - 14

17. Rental Car Basics Type Price and gas payment Additional fees Reservations Mileage restrictions Insurance and inspection

18. Get Things Fixed Get estimate in advance Ask how long repairs will take Get claim check Ask to be given all replaced parts Be available when at-home repairs are made Get written receipt

19. Choose Between Low Interest and Rebate Compare actual costs Consider opportunity cost of rebate Add opportunity cost of foregone rebate to finance charge of dealer financing

20. Buy a Used Vehicle Decide on features and options Decide how much to spend Select makes/models in price range Start search Check selection carefully Negotiate and decide

21. Get the Most for Your Car-Buying Dollar Buy used vehicles Buy used vehicles from private owners Visit dealerships at least three times Negotiate price first Consider leasing Use up your vehicles

22. Resolving Company Complaints 1.Return to Place of Purchase 2.Contact Company Headquarters 3.Obtain Consumer Agency Assistance Mediation Arbitration 4.Take Legal Action Small Claims Court Class-Action Suits