Car Buying: The Experience

William Sundwick

For a life-long car buff like me, shopping for a new car has been an exciting, intensely pleasurable, experience. Cars are fascinating to me: their design, their features, their engineering. I grew up with the industry, and I’ve followed the automotive press intermittently ever since.

My latest experience was no exception. My Excel workbook of all possible competitors compared not only numeric specs, but capsule summaries taken from reviews and road tests. The process lasted two years – my spreadsheet had tabs for 2017 models, 2018 models, and 2019 models. I didn’t pull the trigger in either of the first two model years I tracked. In 2017, I merely collected data on all possible popular-priced SUV/Crossovers. For 2018, I devised elimination thresholds based on certain specs. This, combined with a comprehensive tour of the 2018 Washington Auto Show, allowed a hypothetical emergence of an “elite eight,” then “final four” contenders (roughly on time for the 2018 NCAA basketball tournament).

But I didn’t buy a car. Rinse and repeat for 2019 models. For this model year, I could only reduce to five finalists – I had tightened my elimination standards, but there were simply more cars that met those requirements.

Test drives at dealers finally became a reality this August. Dealers were ramping up their summer clearances, seeking to clear out inventory for the coming model year. They wanted my business. Five contenders quickly became four after a disconcerting phone call to a Nissan dealer where the salesman conceded: “nobody stocks Rogue Hybrids -- they don’t sell!” – the Rogue Hybrid was only model that made Nissan one of the five finalists. “Thank you, I guess I can cross Nissan off my list!” Four different test drives ensued. VW Tiguan was eliminated after a decisive spin – too big, ungainly, slow. A slight delay before following up with the remaining three choices found both my wife and me getting bored with the process. Eager to reach a decision, we arbitrarily crossed Ford Escape off our list: “It is due to be replaced for 2020 with an all-new model,” I reminded my wife. “And Consumer Reports rates its ‘expected reliability’ as low,” granted a statistical assumption. That left a titanic duel between Subaru Forester and Honda CR-V.

We went together to other Subaru and Honda dealers, searching for the one thing that might be key to a final decision. This was somewhat painful until my wife took the wheel of both contenders. Even though she had insisted throughout the test drive process that this would be my car, not hers, the final word belonged to her! The Honda felt more “familiar” – coinciding with my own feeling that it was more “straight-forward” (less “gimmicky”) than the Subaru. And there were no minuses with the Honda, except that it didn’t include a heated steering wheel in the price (a $500 accessory, we later discovered).

The decision was made! Now came the hard part. Where would we buy my Honda? And, how to avoid being taken for a ride by that dealer? Further Internet research followed.

All dealers publish their inventories online. While it is possible for them to trade cars to make a sale, I found that such practices work against the best price – seems reasonable, especially in this annual inventory reduction environment. All dealers may not have equally well-managed stocks of cars. They do compete after all. In our case, a larger inventory worked to our advantage.

With some insight provided by Edmunds.com, I decided the best approach was to email blast all local Honda dealers with my requirements and wait for the best quote for an “Internet price” to come in response. The Edmunds site provided the interface for my blast. The response came same day -- from the dealer which had claimed, when we visited, to be the largest in Northern Virginia (Ourisman Honda of Tysons Corner). The test drive there had been pleasant enough. The salesman said he remembered us from five years previous when we were last car shopping – and, we didn’t even buy from him! It’s possible he could have done advance research on us, since I made the appointment with another sales associate – I didn’t remember him. “What did you buy five years ago, you were looking at a Civic Hybrid?” he offered unprompted. (Winner then, a Chevy Volt!)

One of the best qualities in a car salesman is the ability to put the customer at ease, with personal anecdotes, less-than-perfect knowledge, and general easy-going demeanor. This salesman possessed all these skills. He had some knowledge of features he could demonstrate – hands-free tailgate, remote starting with key fob, personalized settings for almost everything in car. He continued his presentation, even after we announced we were ready to buy his car.

He did, however, gloss over a problem we had with our “Internet price” quote: the fine print said “dealer financing required” – we expected to pay cash! Since Virginia doesn’t allow pre-payment penalties for financing, we all agreed that the “dealer financing” requirement was a mere formality. We could pay it off with only one additional small payment – our salesman insisted. But that was before he went to his sales manager to seal the deal.

Hard-nosed negotiation commenced. Finally, a concession from the sales manager: “I’ll give you two free oil changes if you agree to make at least three payments.” And only the oil changes were in writing! He seemed so pathetic in his desperation to make a small amount in interest for his bank! Margins must be very tight in this business. The law was on our side. He can’t force us to pay interest!

And, he wanted to sell us a car.

Driving away from the dealership in my new Honda gave me a sense of accomplishment. I’m not sure I’ll bother with the two free oil changes, anyway. I still needed to arrange for the towing of our old car, to be donated to Vehicles for Change, as we have for the last two cars we’ve replaced. The satellite radio needed to be registered (first 90 days free), presets set, old car’s radio deactivated. I needed to read the manual cover-to-cover. Fortunately, Honda also provides a website with a collection of videos on how the car’s controls work (the manual is not especially comprehensive or well-written). 

Driving is the best way to learn about the car. And that is what I’ve been doing for the last few weeks. Its HondaLink navigation system now knows where I live!

Next Step in Car Shopping

Advance to the Test Drive?

William Sundwick

This year’s Washington Auto Show was in April. Held later than last year, it began to push into 2020 model year marketing territory. Nevertheless, it provided a useful opportunity to further explore the 15 vehicles that had found a place in my Crossover Shopping spreadsheet for 2019. They were all there, under one big roof at the Walter Washington Convention Center.

Indeed, planning our Friday evening outing to the show forced a decision: which stands to visit among the 15 contestants? My boredom with the process, after three years, made it easy to cancel two manufacturers from our schedule, and my wife readily agreed; we wouldn’t bother with Hyundai or Mitsubishi.

That still left a heavy burden of covering seven other stands on two floors in less than four hours before the show closed at 10:00 P.M. (We literally forgot one important display, Nissan, despite our intentions).

What we learned from this year’s show allowed us to reduce our 15 original entrants to five finalists. Each of the five comes from a different manufacturer, so advancing to the test drive, step four of my systematic process of shopping for a new car, would require some time – visiting five different dealerships.

First, the eliminations from the original list of 15 – Hyundai primarily because the Santa Fe, although new for 2019, struggles to match competitors’ fuel economy ratings, and has nothing else to set it apart from them. Mitsubishi, I feel, is still a questionable investment for the future, with reviews panning its quality and reliability. Beyond those two makes, which didn’t even warrant our attention at the show, those we saw also allowed us to eliminate more.

Scratch everything from GM – Buick, Chevrolet, and GMC – mostly due to brand image for Buick and GMC (my wife is sensitive to what sits in our driveway, no trucks, no stodgy Buick), and size/style for the Chevy Equinox (it squeaks in on the low end of my threshold for cargo volume).

Going for style is probably shallow in a new car purchase, but two eliminations were primarily due to styling. Both the Equinox and new Toyota RAV4 were, in comparison to competitors, well … ugly! The Equinox’s bustled rear quarter combined with squarish roof line just rubbed me the wrong way, reminding me of a pop-up camper. And, the RAV4, while entirely new from last year, looks like (wait for it!) a Toyota. The previous generation RAV4 had a

pleasant appearance much like its hot-selling competitors, not so this new version. Often, over the years, Toyota styling has been disturbing, very angular, depending more than others on frivolous details and faux-aggressiveness – the new RAV4 fits that unfortunate mold perfectly. It also seemed to have a cheaper interior, practical perhaps, but lacking the upscale feel of many competitors.

I also had no problem eliminating some of the larger contenders. After seeing them at the show, both my wife and I decided we could do without the Ford Edge or Subaru Outback. Yes, they’re bigger than the Escape and Forester, respectively, but the Edge is significantly more expensive than the Escape for that extra room, and Outback comes in a bigger package than Forester, but with virtually the same cargo volume!

VW’s models went in the other direction. The eliminated entrant was the smaller Golf AllTrack wagon -- like Equinox, possibly too small. And, it’s certain to be discontinued (along with all Golf wagons) for 2020. Besides, the larger Tiguan seems to sell for about the same price.

Due to my inadvertent snub of Nissan, and difficulty in eliminating something I didn’t see, the five finalists have now become:

•        Ford Escape (carry over for 2019, all new next year)
•          Honda CR-V (solid contender, as always) 
  
  
•          Nissan Rogue (can’t eliminate, although nothing exceptional save Hybrid fuel economy)
•          Subaru Forester (very impressive new body, almost indistinguishable from last year – “don’t mess with success”)
  
•          Volkswagen Tiguan (cars were locked in display! But, peering
  
  through windows and looking at stickers resulted in a thumbs-up)

Stickers on all five finalists are in the same ball park for comparably equipped models. But the Auto Show cannot convey any sense of drivability. Performance, handling, visibility can only be judged after a test drive at a dealership. These days, the usability of electronics, infotainment systems, safety features also can only be explored in a test drive.

Therefore, the test drive is the next step. It won’t happen until after the June visit of in-laws from California, however. My wife must be fully involved, and she is now concerned primarily with her sister and brother-in-law’s visit. Maybe we’ll take them along?

If it waits too late into the summer, we may be pushing up against the 2020 model year – resetting the cycle back to spreadsheet updates and research. There are multiple dealerships in Northern Virginia we might visit. For close-in Arlington, Falls Church, and Alexandria there is Koons, Jerry’s, and Ourisman Ford; Bill Page, Brown, and Landmark Honda; Passport Nissan; Beyer Subaru; and Alexandria VW. Tysons contributes Priority Nissan, Stohlman Subaru and VW. If we choose Fairfax or Springfield, we can hit Sheehy or Ted Britt Ford, Brown or Priority Nissan, Farrish or Sheehy Subaru, and Fairfax or Sheehy VW.

It’s not likely that we’ll need to drive more than one version of each of the five finalists – we’re not looking for any unusual combination of equipment, except possibly a Hybrid Rogue. So, choosing a map direction and hitting all the dealers in that vicinity might work. But it likely would require more than one afternoon, we could go twice or three times.

Is there an easier way to make our decision? The drive is the thing, it seems. Choices of color and equipment are reasonably uniform among all. Both my wife and I will be drivers, and both of us will be passengers. There will be one or two car seats in the rear. The driver will evaluate instrumentation, performance and handling, while the passenger evaluates electronics, general comfort, climate controls, and interior detailing. Only a test drive can afford this opportunity.

Since we intend to keep this car for more than ten years – as has been our habit for the last thirty years -- the answer to the question, “is there an easier way?” is emphatically no!

Quest for the Perfect Car

Five Step Process for Car Shopping

William Sundwick

We buy a car approximately every five-to-seven years. In a two-car family, that means cars generally sit in our driveway for a minimum of 11 years. Maybe as many as 15 years.

So, car shopping is a big deal. It happens rarely and amounts to a major life event. Typically, it is attenuated over two or three years.

In my family, I play the role of car buff and market analyst. My wife takes the role of sensible consumer making a sizable investment in our future. Thus, we are now involved in year two of our quest for the perfect replacement for our 2007 Toyota Highlander Hybrid.

The old car still has some miles left in it (~86,000 now), so this quest could continue longer. But we both feel it is time to start thinking of a successor. We have visions of ever higher repair costs, and many small, unsightly dings and scrapes are now marring a body we no longer think deserves body shop treatment. The fabric interior is stained with accumulated grime and wear. We replaced a windshield at Safelite a few years ago with an inferior-spec non-polarized version.

Any new car we buy will have an updated audio system, with infotainment, more active safety measures, and heated leather seating. All constituting a significant upgrade – not to mention that it WILL BE NEW!

But, will we lose anything? To ensure that we don’t, I have created a spreadsheet (2019 is its third model year tab) detailing specs and review notes from the automotive press on all possible replacement candidates in the hottest segment of the auto market – compact two-row crossover/SUVs. This is the segment inhabited back in 2007 by our Highlander, and it is even more popular now, with more competitors.

There are 15 possible choices for the 2019 model year (down from 2018 and 2017 because of more stringent filtering). The threshold filters this year are measures of fuel economy, cargo volume, and price for the lowest acceptable level of equipment, based on manufacturers’ online “build-and-price” sites. Fuel economy must reach a minimum of 27 mpg highway by EPA estimate. Cargo volume with rear seat folded must exceed 63 cu. ft. And, pricing for what I’ve defined as “level 1” trim must be less than $40,000. Level 1 (as opposed to “level 2,” which is fully-equipped top-end trim) includes power driver’s seat, touch screen infotainment system, some active safety features (e.g., front collision warning, lane-change warning, active cruise control), and a rear cargo cover and storage net. These things make the car equivalent or superior to my 2007 Highlander.

The filtering has been refined over the last two years. We’re older now, more spoiled by amenities (preferring something closer to “level 2” trim), and our cargo carrying requirements may have diminished somewhat. Now we look at things like easy-to-find LATCH anchors for child car seats (grandchildren!), competitive price, and the newest active safety features unknown in the days of our ’07 Highlander.

Step One of our five step shopping process was to assess our current needs. It’s looking like we’ll go for a fancier, smaller, more economical vehicle with comfortable accommodation for growing families. But a big tax bill this year and Trump’s threatened tariffs on imported cars make us wary of purchase price, too. We have completed Step One.

Step Two was the follow-up. We looked at the market. What were the choices? This is where my “crossover shopping” spreadsheet became the tool. The 15 vehicles this year from Ford, GM, Honda, Hyundai, Mitsubishi, Nissan, Subaru, Toyota, and Volkswagen all meet my threshold requirements (which have changed each year). Each contender has certain strengths and weaknesses; the best in class fuel economy goes to the Mitsubishi Outlander PHEV, next best is the Toyota RAV4 Hybrid. Roomiest is also the Outlander (PHEV version), next roomiest is the new Subaru Forester. Lowest price for comparably equipped models, Ford Escape (unfortunately, made in Mexico, may be subject to those tariffs); next lowest, Honda CR-V (more domestic content than Ford!). Active safety features like blind spot monitoring, active cruise control, and automatic emergency braking are options on many entrants in this segment, but standard across the line on Honda CR-V, Nissan Rogue, and both Subarus, Forester and Outback. We are now poised to begin Step Three.

This step will determine which trade-offs are worthwhile. We may sacrifice less important things, like power passenger seat, or faster 0-60 mph acceleration (measured in tenths of a second). But things like accessibility of LATCH anchors may be more important – or the angle of opening for rear doors (there is variability here). Much of this detail information can be found in reviews, such as Car & Driver blog, or Edmunds, and are reflected in my spreadsheet. We will then visit dealerships (and the annual Washington Auto Show). Look and feel of the contenders will become the most important factor, things like dash layout, interior materials quality and finish, styling. 

Step Four will narrow the field to test-drive candidates. We will not test drive all 15 entries in the spreadsheet. We may not even visit dealerships representing all the manufacturers. Hyundai has relatively poor EPA ratings, whereas Mitsubishi and Toyota are at the top there, but lack other features -- reliability for Mitsubishi, rear seat passenger accessibility for Toyota RAV4.

The final decision constitutes Step Five. It will be made from a combination of impressions garnered in the first four steps. And, it may well be that the clincher is the personal touch from the salesperson at a specific dealership. Our last car purchase – a Chevy Volt – was ultimately decided based on the incredible knowledge of PHEV Voltec engineering, combined with personal charm, of the salesman we dealt with at Koons GM Corner Tysons (one Mark Gomez).

Other decisive factors include a business assessment of the manufacturer -- how long will Mitsubishi survive in U.S. market? How about ethics at VW or GM? (Scandals have affected both companies recently). The design of the manufacturer’s cars also conveys how badly they want me as a customer. In GM’s favor, they have three vehicles that meet all the requirements to be included in my spreadsheet, no other manufacturer has more than two. My wife has a much stronger aesthetic/social appreciation for what she wants in our driveway. That, more than strategic financial concerns, is why we have eliminated all the “luxury” brands from our potential candidates. Similarly, brand images might narrow the GM entrants to one – Chevy Equinox (eliminating both Buick and GMC). But that would mean two Chevrolets in our driveway. (What is this? Flint, Michigan, ca. 1965?)

Not a trivial matter, this final decision. It’s a car we may keep until we cease driving. The last car we own? What a weighty thought!