Walking into a big, shiny car dealership showroom for the first time can be really exciting – and often intimidating. But don’t be scared. Remember, at every step of the way, that the sales team is there to serve you. The customer is king – or queen – of the showroom!

Dealing with the dealer

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ChoosinG a dealer that’s riGht For youStart by looking at dealer outlets that are close to your home or workplace. “You can build a lasting relationship and get better follow-up service if you stick to your hometown or where you work,” advises

Joseph Cueter, operations manager for Ford’s Customer Service Division, Asia Pacific and Africa.

“Your local dealer should be what we at Ford like to call a ‘hometown hero’,” he says. “They should be engaged with the local community – supporting local schools, sponsoring sports programmes.”

Dealers that advertise in smaller, local newspapers and support education, sport, health and environmental initiatives in the community are more likely to form a long-term relationship with customers. “Look for anything that indicates they are not just looking for a one-time sale,” adds Cueter.

Of course, you may be able to get the car you want at a cheaper price from a

dealership in a neighbouring province or city. But any discounts you find may not be worth it in the long run. It’s inconvenient and costly to travel a long way to bring your car in for service or repairs.

Since dealers are generally the best source for warranty-covered repairs and maintenance, take a close look at the service centre. Ask around: have your neighbours or colleagues been satisfied with the service provided by the dealership? It’s also a good idea to look for certifications

that prove the repair shop meets international standards. Ask to see the qualifications of the technical staff and service advisors. Certificates from the Society of Automotive Engineers, for example, are good professional credentials. So are factory certifications from Ford-authorised dealerships that show the mechanics have been specifically trained to work on certain components.

CommuniCation is keyDealership sales staff should be friendly and helpful, but not pushy. You should be warmly welcomed when you enter the showroom. The salesperson ought to ask how they can be of service and offer some general information about the dealership

Keep in mind, however, that a car is just like a girlfriend or boyfriend:

Looks are not a guarantee to happiness.

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As you do a 360-degree stroll around it, check the seams between body panels and doors; are they evenly spaced, without gaps or irregularities? Does the colour look good? Is the paint smooth, with mirror like reflections?

before trying to steer you towards any particular vehicle or promotion. To avoid the hard sell, you may want to tell the salesperson that you won’t be making a purchase today, and are only visiting to gather information.

“You want a salesperson who listens to you and asks meaningful questions about your transportation needs,” says Cueter.

You also want a salesperson who treats you with respect; someone who truly has your best interests at heart.

Prepare a list of the top ten features that you require in your new vehicle; this will help the salesperson direct you to the right

model. If you live in a tropical climate, you may need air conditioning. If you drive a vast distance to work every day, you’ll need a car that cruises well and has excellent fuel economy. If you have a big family, a roomy interior will be a requirement.

“Make a checklist of what you need to be a satisfied owner,” advises Cueter. “If the car meets all of these requirements, performs well on the road and appeals to you visually, you’ll be in good shape.”

the test driveEnsure that you test drive and carefully inspect a car before buying it. You wouldn’t buy a USD 15 jacket without trying it on first. So why should you buy a USD 15,000 car that you have never driven?

If you are an inexperienced or unlicensed driver, bring a qualified driver along who can evaluate the vehicle’s driving dynamics: handling, acceleration, braking

The number of new dealerships that Ford plans to establish in China to meet demand.

100performance, etc. If you haven’t driven much, you may not be able to realistically compare the car’s features or performance to competing models.

Check the exterior carefully, with an eye for details. Open the boot to see if there’s enough storage space. Is there a full-sized spare tyre? If you drive on rough roads you may need one.

Consumer Reports, a U.S. magazine and website published by a non-profit consumer advocacy group, recommends walking in a circle around the car to perform an overall quality check:

Keep in mind, however, that a car is just like a girlfriend or boyfriend: looks are not a guarantee to happiness. And while it’s great to have a sexy car, you and your passengers will be travelling inside the vehicle. So

make sure the seats are comfortable and that the controls are easy to reach. The speedometer, fuel gauge, and other instruments should be clearly visible. The driver should be able to glance at the instruments and adjust the controls without taking his/her attention off the road.

Find a dealer near your workplace or home who you can trust and with whom you can build a lasting relationship

Make a checklist of what features you need to be a satisfied owner and bring it to the dealer

Look for a salesperson who listens to you and is focused on your needs. Avoid the hard sell

Do your research – on the Internet and with consumer groups and magazines – before negotiating a purchase price

It’s a good idea to test drive the car before you buy

Fast facts

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