Sudbay Family Automotive Center

When we began the process of developing this guide we spoke to several people, and very frankly they said, "How can you do that?"  "Wouldn't you be giving away all of your secrets?"  "It will hurt your business."

Well, we didn't believe "those people." And we said so. 

We said that customers have the right to know how to buy a product. In fact, much of this information is available on the internet where many customers go to get their information.  What we're doing is providing information in one handy brochure, with some new ways to analyze the data you need to be informed.  We believe this information is in everyone's best interest, yours and ours.

"Besides", we said, "in this economic climate, or in any economic climate, we want to make sure that customers get a fair price when purchasing their new or pre-owned vehicle."  In fact, they deserve it.

It is this belief that has kept us serving the community for 45 years.  After all, we understand that to stay in business, year after year, for 45 years, we have to continue to provide our customers with fair and honest deals and ongoing great service after the sale. So we must be doing something right.

"We have bought 4 cars from Sudbay. Our first mini van was in 2001 and we have bought   3 more since then. We have worked with the same salesman for 10 years. They give us what we want and follow up with great service?at a great price".
Cheryl Kochick, Beverly MA

"I get the car I want, how I want it, without having to go through all the up sells and everything else. Honesty, fairness and a good deal is what I get from Sudbay"
Ralph Smith, Gloucester MA

We have lots more people who will say similar things. If you would like to speak with them, we would be happy to provide those recommendations as well.  And, oh yes, during the 45 years, we're sure we had a few misunderstandings with customers, so we'll be upfront with you about that. We're not perfect, but we do everything we can to work towards that goal:  to provide our customers with the best price for the vehicle they want, and continued quality service during their ownership of the vehicle. 

We have divided this guide into several parts:

Part 1 -   Deciding On What Car to Buy
Part 2 -   Buying or Leasing a Car
Part 3 -   Visiting the Dealership and Taking A Test Drive
Part 4 -   Delivering Your New or Pre-Owned Vehicle
Part 5 -   Summary:  Your Car Buying Experience

We hope you find this guide informative and useful. Please visit us in the near future for your new or pre-owned vehicle, as well as for service, since we now offer service on all domestic and imported vehicles.

Best Regards,

Don Sudbay Jr., Dave Sudbay
The Sudbay Automotive Group


You have two major choices:
 1.  A new vehicle? 
 2.  A pre-owned vehicle?

The real questions are:
1.    How much car do you need and want?
2.    How much can you afford to pay?

If you are planning to pay cash, then you know how much cash you have.  But if you are planning to finance your car, you must find out how much you can afford.  There are many resources including your local bank, credit union or the car dealer, who can assist you with financing.  Like all financing options, you should feel confident that you can meet your monthly obligation painlessly.

Once you buy your car, you will also have costs for sales tax, registration and insurance premiums so consider those costs as well.

When you decide if you want a new or pre owned vehicle, you need to decide if you want a sedan, a coupe, a convertible, a van, a truck.  Now within each of these broad categories, you can choose from small, medium or large sedans.  You can choose a pick up truck, an extended cab truck, an SUV, a Cross Over or a Mini Van. 

You might have already been thinking about these questions, but here is an 11 point checklist of things to consider when embarking upon your next new or pre-owned purchase:

1.    Will this be your primary source of transportation, or do you have other transportation options?
2.    How long do you anticipate keeping your vehicle?
3.    Do you drive mostly around town, or is most of your driving on the highway?
4.    Do you have to haul lots of stuff around with you for your job, or for your business?
5.    Do you mostly travel alone, in a car pool, with the family, or with just one other person?
6.    Do you drive long distances more frequently than not?
7.    Is fuel economy your number one or two criteria when buying a new or pre-owned vehicle?
8.    Is luxury the most important criteria?
9.    Is handling and road hugging performance your number one criteria?
10.  What other criteria are important to you?
11.  In what priority order can you place your top three criteria

By now you should know the price range you can afford, and what kind of vehicle fits your needs best.  Do as much research on line as possible and then start narrowing your choices. 

Then, when you visit the Sudbay Automotive Group, with a large selection of new and pre-owned vehicles, we can help you find a car that "fits" your needs and wants, as well as your pocketbook.

Part 2: Leasing or Buying a Car
When you buy, you pay for the entire cost of a vehicle; regardless of how many miles you drive it. You typically make a down payment, pay sales taxes in cash, or roll them into your loan, and pay an interest rate determined by your loan company, based on your credit history.  You make your first payment a month after you sign your contract. Later, you may decide to sell or trade the vehicle for its resale value.

When you lease, you pay only a portion of a vehicle's cost, which is the part that you "use up" during the time you're driving it. Leasing is not the same as renting. You have the option of not making a down payment, you pay sales tax only on your monthly payments (in most states), and you pay a financial rate, called money factor, that is similar to the interest on a loan. You may also be required to pay fees and possibly a security deposit that you don't pay when you buy. You make your first payment at the time you sign your contract, for the month ahead. At lease-end, you may either return the vehicle, or purchase it for its resale value. If you return the car and have gone over your mileage allotment, you might have to pay a penalty.  Ask.

When making a "lease or buy" decision you must look not only at financial comparisons, but also at your own personal priorities - what's important to you.
1.   Is having a new vehicle every two or three years with no major repair risks more important than
      long-term cost?
2.   Are long term cost savings more important than lower monthly payments?
3.   Is having some ownership in your vehicle more important than low up-front costs and no down
      payment?
4.   Is it important to you to pay off your vehicle and be debt-free for a while, even if it means higher
      monthly payments for the first few years?

So we find out that making a lease-or- buy decision is not quite cut and dry. 
Each customer's decision will be different because the decision is based upon your personal situation. Speak to your Sudbay Automotive Group Sales Associate about the advantages and disadvantages of each option.

Part 3: Visiting the Dealership and Taking a Test Drive
By now, you should have done some internet research and narrowed down what dealers you want to visit.  Be sure to speak to friends and relatives about their experiences at the dealers you are considering.  So, if you're not sure, keep researching until you find the dealership that you believe best fits your needs.

Reputation of the dealer and the after sale service he delivers is very important. Length of time in business is usually a pretty good indicator of how well a car dealer (as it does for any business) treats his customers. 

Please understand that any car dealership, like any business, is in business to show a profit.  Anyone who is selling his product at less than cost just won't be in business very long, and anyone who tells you that they have a fantastic deal for you at a price less than what they paid for it, just isn't being straight with you.  Think about it, as a business person, would you sell a product at less than you paid for it UNLESS your business was in trouble and you had to raise cash fast!!  So be wary of those dealers who claim they can sell you cars at less than cost.

Very simply, we are in the business of selling and servicing new and used vehicles and we attach a fair profit to each vehicle we sell.  That is the way we can hire the best service technicians and buy the most up-to-date diagnostic and service tools, as well as pay our taxes, utilities, and cover our other fixed costs. 

Many people go to several dealers to shop for the best deal and, unfortunately too many dealers will tell you to shop them last "because they will beat anyone's price". 
Sure they will!  But why didn't they offer you their best price in the first place.  It's that kind of salesmanship that we just don't believe in.  Besides, you will most likely be comparing apples and oranges. 

Unless the vehicles ARE EXACTLY the same, certain options and paint choices will change the comparison prices you may be getting. 

Better to choose a dealer you trust and do business with him.  You'll save a lot of hassles and a lot of wear and tear on your old car, driving to and from various dealers.

Please remember this. The automotive dealer is a sales organization designed to sell the manufacturer's vehicles. As such, dealers receive incentives from the manufacturer to sell cars. It may be a free cruise, or cash or a reward for winning a sales contest (that the manufacturer designed to incentivize the sales organizations). 

Almost all of these contests have a specific start and end date. This is no different than other businesses that have sales people. It may be that you know sales people in other industries, who receive incentives and bonuses.  Car dealers have incentives also, and sometimes they can pass along to you certain "timely" incentives. 
If you are trading in your existing car, be sure to follow these steps to get maximum value:
1.   The appearance of your vehicle is important when the Sales Associate or Manager estimates its
      value.  So make sure it looks good!
2.   If your car needs repairs, be sure to have an estimate of what it would cost to fix it.  Remember,
      their business is selling and servicing cars, so they will know if a car has been in an accident or
      needs repairs.
3.   You may want to sell your car privately because you may get a higher price than the dealer will
      give you simply because the dealer has to repair and fix your car to be able to sell it to
      someone else. On line advertising, word of mouth and newspaper classifieds are probably the
      best resources to use to sell your car on your own.
4.   Please understand there are certain risks you undertake when selling your own car:
a.   According to Massachusetts state lemon law, you will still have to guarantee your vehicle for 90
      days or 3,750 miles whichever comes first
b.   People you do not know will call you and want to see your vehicle and visit you at home. 
      Sometimes, not the safest thing to do.
c.   You will have to be sure that your buyer is qualified and has the funds to pay you. This will
      require the buyer to provide you with a certified check or bank check.  Please do not take
      personal checks or credit cards
d.   Should you sell the car on your own, you would lose the 6.25% sales tax credit on your trade-in.
      Many consumer guides will tell you that the trick to negotiating your best deal is to not tell the
      dealer that you are trading in a car until you get the best price.

You can do that if you want, but understand that the dealer will then just give you a lower trade-in price. Why not just be straight up with the Sales Associate? That way both you and he are on the same playing field and negotiating fairly.

You are probably ready for the test drive. Here are some points to check when you take your vehicle out for a drive:

We suggest that you ask the Sales Associate to drive the car first.  He can explain all of the features of the car to you and point out certain benefits.  By first getting familiar with car, you'll be in a better position to drive the car and experience the ride, the handling and braking abilities without wondering how the radio works.  Once you take control of the driving, check off these eight (8) items:

1.    Make sure that the driving position is comfortable for you.  Candidly, if your rear anatomy is not
       comfortable in the seat, you will be unhappy for a long time.  So test that first.
2.    Examine the dashboard. Is it easy and ergonomically designed for you?  Can you reach all of
       the controls simply and easily, or do you have to stretch way too far?
3.    Turn the radio OFF! Listen to the car. Is its driving sound pleasing to you or is it just not what
       you expected? 
4.    Is it easy to get in and out of the vehicle?  Both for you and your passengers?
5.    As you drive along, note the blind spots on the car (every car has one, you know).
6.    Sure you will want to test the acceleration and the braking power of the vehicle, but it really is
       more important to drive it on a variety of roads, both city and highway so you can get an idea of
      the car in different conditions.
7.    If you are planning to haul any loads, check the tailgates on SUV's as well as pick up trucks
   .  Do they open far enough?  Do they automatically open from both inside of the vehicle and from
      your key apparatus?  If it's a sedan, check the opening and depth of the trunk.  Does it meet
      your needs?
8.    Most importantly, trust your gut.  If the car rides the way you want it to and handles the way you
       want it to and is comfortable, it probably is the right car for you.
        During the negotiating, be sure to ask your sales professional these questions:
1.    Does my purchase price include titles, taxes, registration, etc?
2.    What specific features does the car come with?
3.    Is there a "break in" period for my new vehicle?
4.    What is the warranty on the vehicle you are purchasing?
5.    What will your trade-in value be?
6.    If zero percent financing is available, or a rebate, what should I do?
7.    What will my monthly payment be?  We sometimes don't know the exact number you will be
       paying until the bank or financing company comes back to us.
8.    When will I need my first service?
9.    Can I make service appointments on-line?
10.  When can I pick up my vehicle and what will I need to bring to the dealership at that time (proof
      of insurance, check, etc)?
11.  Are there any document fees that must be paid prior to delivery of the vehicle?  Unfortunately,
       some dealers may charge up to $600 for this.
       Sometimes manufacturer's offer O% financing OR a rebate, and customers are left to make
       their own decisions. Before making that decision, ask these questions:
1.    How many months will the O% be in force?
2.    How much is the rebate?
3.    What would the finance rate be if you took the rebate?
4.    For how long do you anticipate keeping the vehicle?

By answering these questions, you should be able to shed a little more light on which direction to go. Be sure to ask your sales professional to work out these scenarios for you

Please remember though, if your vehicle is ever in an accident and declared a total loss, an early payoff will be calculated. This number will usually negate the value of O% financing. In cases where the money factor for the O% and the rebate are close, the rebate should always be taken.

The price that you ultimately decide on should be crystal clear. It should include all of the elements you have discussed, trade in value, financing, interest rates, monthly payments, insurance, sales tax, registration fees, etc.   

Should you be interested in an extended warranty program, be sure to ask your Sales Associate and he or she will direct you to their warranty specialist on site or schedule an appointment for you.  Of course, an extended warranty purchase is contingent upon how long you plan to keep the car. If you plan on keeping it long after the factory warranty expires, then getting an extended warranty may make sense for you.

At Sudbay Automotive Group we have 45 years of questions and answers.  We can help you navigate the road map of information that you have gathered and answer any question you might have about the decision making and purchase process.

Part 4:  Delivery of Your New or Pre-owned Vehicle
Picking up your new vehicle should be a great experience. It is the time that customers look forward to and your sales associate should make this a wonderful experience.  In addition to signing the necessary paperwork, you should be prepared to spend at least an hour going over the cars basic features of climate control, audio controls, navigation controls (if applicable) as well as basic starting and turning off the engine. Many cars today have remote starts, push button starts and all kinds of gadgetry that you may not be familiar with, so be sure that you completely understand the basic features before you leave the dealership.

Familiarize yourself with the owner's manual. It holds 99% of the answers to your questions.  Understand the basics like tire pressure, service timing, type of gasoline to use, and basic maintenance.  Should you have any questions, you should be able to contact your Sales Associate or the Service Manager at any time to get the answers you need.

Now go and enjoy your new or pre-owned vehicle!


Summary:  Your Car Buying Experience
We have provided this guide to you as our way of demonstrating that Sudbay Automotive Group wants you to have the best automotive buying experience possible.  We want to be your dealer of choice when it's time for you to buy a new or pre-owned vehicle.
A well informed consumer really is our best customer.  Because if you know what you want, we can help to fit you with the right car.   We believe that selling and servicing automobiles is an honorable way to make a living and we are proud of what we do.  Every day we endeavor to uphold that belief.

"I was happy with the Sudbay buying experience. We visited other dealers and they just didn't give us a good feeling.  When we came to Sudbay, we were welcomed and had all of our questions answered. No high pressure sales tactics. No trying to up sell us. It was very satisfying."  
Lodewijk Dewidt, Gloucester, MA

Yes, we want to sell cars and we want to service cars. It is how we make our living.  But in order to do that we have to satisfy you.  We have to FIT you with the car that you want.    If we don't do that, then we haven't done our job. 

At Sudbay Automotive Group, we have sold and serviced new and pre-owned vehicles to thousands of customers who come back time after time after time to buy vehicles from us.  We must be doing something right.
 
Thank you for reading this guide.
We hope that you found it helpful and that you will let us assist you with your next vehicle purchase.

Sudbay Automotive Group
88 Causeway Street
Gloucester, MA 01930
www.sudbay.com
877 478 3229