El Paso herald. (El Paso, Tex.) 1901-1931, 1917-03-10

business with price cutter never Is
quite sure that he has plumbed the
bottom
He always has the uncomfortable
feeling that If he hung out q little
longer he could do better. But ne can
be sure OF one thing-when he does
business on this basis It is he and not
the selier VINO PAYS
No one need feel suspicious OF tho
dealer who goes q bit high on trading
IN cars OF the marque lie himself han
interest OF his own business. He can
always dispose OF such cars rather
more easily than an outsider
Bat Il is the man who goes the limit
to him who is deservedly to be
avoided Something for nothing isn't
being done in the automobile business
And Il isn't to be expected any more
than in any other line
OverestimafIng Values.
It has TO be admitted. though. that
the automobile buyer has a strong
stomach for the taking-in OF big offers
He IS naturally inclined to overesti-
mate the secondhand value OF his ma
chine This is chiefly because he does
not understand the nature and scale OF
depreciation, a subject which motor
car statesmen avoid as FAR as possible
when selling cars.
From this. no doubt, arises the IN
fortunate tendency on the part of the
automobile buyer 10 regard big allow
ances as fair and small ones as at
teInpts to cneat him. II the man y no
is buying a car would only remember
that most dealers take cars in trade
only because they can't help them
selves this attitude might be changed
No dealer likes to sell two cars every
time he sells one. That is what is done
in almost every trade-in deal.
Most new car dealers hope and ex-
pect TO break even on their trades
They are not in business usually to
do more than that. II they run this
end OF their business at only a small
loss they are satisfied too.
Some dealers viii have none Of this
trade-in business. They accept the
used car for the customer on cOnsign-
ment and agree to attempt TO sell II
for him. If possible. at the price the
RENTED TO the customer. In the mean
time. he pays full price for his new
car.
Others adopt the plan Of turning all
used car deals over to an outside com
pany. The customer takes that con-
Germs valuation or attempts TO dis
pose Of the car himself But the new
car dealer doesn't want 20 handle the
transaction
Most dealers, however. make ap-
praisals on cars brought to them and
allow the appraised price on the new
car wanted 1t is in the prices al
lowed that the dealers differ And
those differences. as We have shown.
are extremely important and signifi-
cant TO the motor car owner.
Who LOsess
The automobile buyer wants dis
tinCtly 10 remember that any margins
allowances on used cars do not dis
appear into thin air They have TO be
taken care Of in some way. Either
the dealer pays for them or the Gus
A dealer who consistently loses
money on trade-ins OF cuts prices
down to the point where his profits
give him a meager return or none at
business very long. He simply cannot
do IL That leaves Il I'D 10 the Gus
toner 20 figure out really Just who
pays the bills.
The good general rule Is that when
you find q dealer who offers you for
your used car more than q reasonable
value look into the offer carefully.
Don't jump at IL as II he were max
ing you q present OF something The
chances are all against mis- handing
you something-that you really want
Secondhand value is a fixed figure.
based on the actual worth OF the ma
chine, determined by those shrewdest
brains in the automobile business. the
regular used car dealers. The best cars
TO buy new are those makes which
sell readily at good prices IN the open
secondhand market. This Is the tip
for the novice buyer
Allowance price - FarlaOle guam
tity, determined usually and only by
the anxiety Of the dealer to put out
another machine II IS based upon the
degree OF his willingness TO cut prices
BY giving up some of the sales profit
on his new car. To the really think
ing buyer the allowance price is the
best indication Of the worth. not Of the
car taken in trade, but of the car be-
ing bought
Just as long as there are automobile
buyers who spend more energy trying
10 dispose Of an old car than to an