Dealer Leasing Tricks

Too often when it comes to auto-leasing, people get so dazzled by the
myriad terms and the jargon thrown their way that they end-up paying
through the nose, relying on a dealer’s “help” than their own informed
decision.

Here is a look at some of the tricks dealers use to pad their profits and
leave the customers shelling hundreds of dollars more than the deal should
be worth.

Trick 1: Leasing always a better deal than buying

Dealers use the lure of lower-monthly payments to entice customers to sign
for long-term loans, with terms stretching for five years or more, making
the payments even lower. There are two catches with such lengthy contracts:
higher mileage, exceeding the prescribed limit, and hefty repair costs.
With
 leases charging on average 10 to 20 cents a mile for any extra mile over
the agreed amount in the contract, and warranties only covering three
years,   you leave yourself wide open for hefty charges for excessive
mileage and wear and tear. 

Trick 2: Cheap 2-3% APR rate on your lease

The dealer is not quoting the interest rate you would be paying on your
lease; he’s rather giving you the lease money factor. Whilst similar to an
interest rate and important in determining your monthly payment, a more
accurate rate is calculated by multiplying the money factor by 24. For
example a “cheap” 3% money factor is 24 X 0.003 = 7.2%. This gives you a
better sense of what your annual interest rate on your lease contract is.

Trick 3: Stress-free early lease termination

Dealers know consumer driving needs change and they would like to have the
option of getting out of a lease commitment sometime down the road, before
their lease ends. Truth of the matter is, when you sign for a lease, you
are effectively saddled with monthly payments for the remainder of the
lease term and there is little-choice of getting out early. Lease contracts
 carry hefty financial penalties for either defaulting on monthly payments
or terminating the lease earlier than the scheduled term.

To avoid being on the receiving end of such tried-and-true tricks, educate
 yourself about leasing. Get down to the nitty-gritty and understand what
the leasing terms used by dealers mean. Crunch the numbers along with him
and understand how they arrived at the monthly payment figure. Don’t sign
anything until you’ve understood all the terms and your numbers much those
of the dealer. Do not let the dealer pressure you into signing; you are the
one to determine whether the agreement is right for you.

Buy a car at the end of your lease

You’ve come to the end of your lease and you like you car enough you want to keep it in the driveway. Just like buying a used car, there is some research to be done to nail a good deal. First, you need to know the cost of buying out your lease. Read the fine print of your contract and look for the “purchase option price”. This price is set by the leasing company and usually comprises the residual value of the car at the end of the lease plus a purchase-option fee ranging from $300 to $500. When you signed on the dotted line, your monthly payments were calculated as the difference between the vehicle’s sticker price and its estimated value at the end of the lease, plus a monthly financing fee. This estimated price of the car value at the end of the lease is what is termed in leasing jargon “residual value”. It is the expected depreciation – or loss in value – of the vehicle over the scheduled-lease period. For example, a car with a sticker price of $40,000 and a 50% residual percentage will have an estimated $20,000 value at lease end. Now that you know the cost of buying out your lease, you need to determine the actual value, also termed “market value”, of your vehicle. So, how much does your car retail for in the market? To pin down a good, solid estimate you need to do some pricing research. Check the price of the vehicle, with similar mileage and condition, with different dealers. Use online pricing websites, such as Cars.com, Edmunds.com and Kelly Blue Book for detailed pricing information. Gleaning pricing information from various sources should give you a fair estimate of your vehicle’s retail value. All you have to do now is compare the two amounts. If the residual value is lower than the actual retail value, than you’re into a winner. Unfortunately, there is a good chance a car coming off a lease is a little on the high side. Don’t despair though. Leasing companies know as much that residual values on their vehicles are greater than their market value and as such are always on the look out for offers. You can knock down on the price of your leased vehicle with some smooth negotiating tactics. Put forward a price that is below your actual target and negotiate hard until you wind up near that figure.

Benefits of leasing

Despite aggressive low-interest financing, cash-back offers and other purchasing incentives offered by leading auto-makers to buyers, leasing numbers keep increasing steadily over the years. Leasing is not only an attractive financial proposition to most auto-consumers, but also a lifestyle and preference choice. Benefit Number 1: Keeping up with the latest trends Leasing is sometimes more of a personal and lifestyle choice than a financial one. Many people are not comfortable with the idea of owning a vehicle over a long period of time. They’d rather keep up with the latest trends of the industry and drive the latest models every two to three years. Leasing a car gives you the convenience of having the latest technology and safety innovation, such as an electronic stability system, DVD entertainment systems and advanced stereo equipment. If you are willing to forego ownership for the latest set of wheels, than leasing is your best option. Benefit Number 2: Purchasing Flexibility Leasing also offers purchasing flexibility: it allows you to defer the purchasing decision while using the car. You don’t have to haggle with your mechanic over repair expenses, deal with hefty maintenance bills or worry about a depreciating asset. Provided you can keep the vehicle in good condition and stay within the contracted mileage allowance, you’re effectively getting a test drive for the length of your lease. At the end of your lease, you can purchase the vehicle or simply turn in the keys and walk away. No questions asked. Benefit Number 3: Cash Flow Leasing offers many short-term benefits. It reduces your initial cash outlay as you do not have to pay the large down payment required for car ownership. You only pay for the depreciation on the car - only the part you will use during your lease, not the entire vehicle. This results in lower monthly payments and frees even more cash. This cash can be put to use more intelligently elsewhere than the questionable investment of owning a depreciating asset. If you are self-employed or use your car for your job, then you can write off your leasing payment as a business expense. Benefit Number 4: Negotiating Leverage Although it may seem a little unorthodox in this industry, almost everything about leasing is negotiable. If you know all the fees involved, you can lower your monthly payments, negotiate the purchase price of the vehicle at the end of the lease and contract additional miles on top of your mileage limit. You can also do some shopping around and compare deals from different auto-insurers to get the cheapest GAP insurance for your lease.