8 | 1 chapter 4: consumer purchasing section 4.1 consumer purchasing today’s agenda: 1.what...
TRANSCRIPT
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Chapter 4: Consumer Purchasing
Section 4.1 Consumer Purchasing
Today’s Agenda:1. What influences your buying decisions?
2. Examine a research-based approach to buying
3. Strategies for making wise buying decisions
Goal:Learning how to use various techniques to get the best
value for your money!
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Economic Factors
Social Factors
Personal Factors
Factors that Influence Buying Decisions
Figure 4.1
How might each of these factors affect
our purchases?
Why do we buy what we buy?
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Convenience
Cash vs. Credit
Price vs. Quality
Online Purchasing
Forces us to think about priorities, consequences.
Unless money is unlimited,
Buying decisions involve trade-offs!How do
You shop?
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Phase 1: Before You Shop, Ask…
What do I really need?
What information will help me?
Do I know enough to make an informed decision?
What does pre-shopping research involve?
A Research-Based Approach
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1. Identify Your Needs
–WANTS vs. NEEDS Have an open mind; think of ALL your options
2. Gather Information
– Brands? Costs? Options/Features? Consequences
– Where can you find reliable information?
– Do you spend enough time? Too much time?
3. Know the Marketplace
Knowledge = POWER
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Phase 2: Weighing the Alternatives
There are usually lots of options! Consider all of them!
1. Compare Features (what is important to you?)
–Design? Quality? Performance? LOOK?
2. Compare Prices
– Does Price = Quality?
3. Compare Vendors– Go to different stores, look online
– When is this especially useful?
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Phase 3: Making the Purchase
1. Negotiate the Price (if possible!)
2. Decide on Credit or Cash
– Costs?
– Benefits?
3. Know the Real Price– Does the listed price include everything?
Phase 4: After the Purchase
4. Rethink your purchase
5. Did you make the right choice? Why evaluate?
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1.Time Your Purchases
Law of supply and demand
2. Store Selection
Benefits vs. Limitations
3. Compare Brands
Generic vs. National Brands?
Smart Buying Strategies
Can you tell the difference?
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Impulse Buying can ruin a budget!
Try a 2-day cool-down period
Pg. 100
4. Examine Labels
Cool Advertising
5. Compare Prices
Unit Pricing
Is bigger always better?
$45
$9
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Supplement to Chapter 4
Purchasing a Vehicle
Today’s Agenda: Learn what it means to “LEASE” a vehicle
Goals: Understand how a lease works & how it compares to
buying a vehicle
Recognize the factors that affect the cost of a lease
Identify the advantages / disadvantages of leasing
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Review Our Car “Purchase”
• Terminology: – The 3 prices you found– Consumer reviews, fuel economy, depreciation
MSRP TMV
Invoice Price
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What happens to the value of my car over time?
The value of my car at any given point in time is it’s “RESIDUAL VALUE”
MSRP = $18,350
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Let’s BUY it!2011 Mazda3 i Sport
Advertised Price: $16,338
Add tax, license, registration:
= $18,000
Borrow $18,000 over 3 years @ 7%
$555.80
Guess I need a loan!
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What does it mean to“LEASE” this car for 3 years?
I will “rent” this car…
it will depreciate as I drive it.
Value after 3 years?
When my lease is up, I simply return vehicle to dealership.
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In a LEASE, you only pay for what you use:
Car is worth 60% of its original MSRP
at this point: 60% of $18,350 =
$11,010$11,010
$7,340 DEPRECIATION
RESIDUAL
$18,350
You pay for the DEPRECIATION!
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You pay depreciation + sales tax (on this amount)
+ interest (for borrowing)~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
$600
$450
$7,340
$8390
36 payments
What is my monthly cost to lease this vehicle for 3 years?
$233
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Let’s look at the “BUY” option again… After 3 years I
have paid $18,000
and
the car is
MINE.
After7 years,Residual value is
$3000
If I sell for $3000 after 7 years, what was my overall cost?
$18,000 paid - $3,000 received = $15,000(or $178 per month)
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LEASING…The good and the bad:
Advantages:
Lower monthly payment
Save on sales tax
Always under warranty
Afford nicer car
Disadvantages:
Restrictions on mileage
No equity (ownership)
Charges for excess “wear”
Always a payment!
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CONCLUSIONS…
• Leasing can be confusing!• Cost to lease depends on a car’s depreciation• Leasing is wise in certain situations…
– Decide if it is right for YOU!
Long-Term: Buying is Cheaper
Middle (4-5 yrs): Even
Short-Term: Leasing Wins
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• Information = Power
• Smart shoppers do their homework!
• Why gather information before interacting with sellers????
• Remember: sellers are highly skilled; not objective
• The key to successful negotiating: enough knowledge and accurate information
Shopping for a Vehicle
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1. Pre-Shopping Thoughts:• Determine your affordability (look at budget)
• Think about your choices: buy used; buy new; lease; bus! (what works with your budget?)
2. Start Research• Investigate makes, models (talk to friends, read
reviews)
• Narrow down choices based on what is important to YOU:
=> Safety, features, fuel efficiency, warranty?
Where to Begin…
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• Examine your financing options
Remember: If you are taking out a car loan, what 2 factors will affect your monthly payments?
1. Interest rate:– Check with local bank/credit union
– Know your credit score!
– Is manufacturer or dealer offering any special financing deals?
2. Term: how many months to pay off loan– Trend: longer-term financing--what does this do?
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• Other things to research:
– Available rebates / incentives?
– Reviews?
– Comparable vehicles / feature comparisons?
– Depreciation?
– Warranty?
• Do you have a vehicle to trade-in?
(Find out its value BEFORE talking to salesperson)
Tips on Negotiating your trade-in:
•Treat the purchase and trade-in as separate transactions
•Come to agreement on purchase price of new car
•Then, negotiate a price for your trade-in
•Sell the vehicle yourself if they come in too low
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• Get Organized? 3 Basic Options to Consider:
Sheet One: New Car Buy• Negotiate one thing at a time.
• With many other variables (new car price, trade-in, rebates, options, interest rate) the dealer can APPEAR to be cooperative on one aspect and make up the difference elsewhere!
– MSRP vs. Invoice Price vs. TMV
– What do each of these mean?
Know exactly how themonthly figure was
calculated!
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Sheet Two: Used Car Buy• Remember: Late model used car with
low mileage = practically “new” !
• Research pricing: www.edmunds.com
- Trade-In vs. Dealer Retail vs. Private Party
- What do each of these mean?
• Most research, including inventory searches, can be done online / in newspapers
Sheet Three: Leasing a Vehicle• What is an automobile lease? Read handout
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Leasing Terminology1. Capitalized Cost [Cap Cost]
Negotiated price of vehicle
2. Cap Cost Reduction Down payment, trade-in, or rebate that
will reduce the amount being financed
3. Adjusted Cap Cost Cap cost – cap cost reductions:
the actual amount being financed
4. Residual Value The projected value of the vehicle at the end of the lease
5. Money Factor Similar to APR to finance vehicle (multiply by 2400 to compare)
6. Price of Vehicle – Residual Value = Depreciation
DEPRECIATED VALUE = $7,000
RESIDUALVALUE = $13,000
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Leasing Advantages:
• More car for the money because lower monthly payments
• Best when depreciation is low (residual value is high)
• Cheaper in the short-run
Leasing Disadvantages:
• At the end of lease you don’t own the car
• Usually more expensive in the long-run
• Mileage allowance
7. Open-end lease vs. Closed-end leases
8. Excess mileage charges
9. Acquisition fee
10. Disposition fee
11. Early termination fee
In general, be cautious about leasing:
It is complicated.
Remember: Knowledge = Power