Auto adjust | Millenials approach car-buying through the web, devices

“What the hell? Not again!”

This thought immediately comes to mind as your “trusty” rust bucket rattles and wheezes to the side of U.S. 501. For the second time. This month.

Sitting on a highway shoulder in 100-degree heat as cars from Ohio whiz by is not an ideal place to begin your car search, but at least it may serve as the motivation you need to get from telling yourself you need a new car to actually buying one.

The process of buying a new car has dramatically changed in the last two decades. Whereas car shopping used to take place either on the dealer lot or through scanning the newspaper classified section, the Internet continues to transform the way car buyers and sellers connect.

Ecommerce platforms such as AutoTrader.com, eBay Motors and Craigslist have thrown open the doors to private seller and dealer vehicles, making millions of vehicles across the nation instantly searchable, down to miles-per-gallon, or specific interior features.

Additionally, many of these sites also feature customer reviews of their dealership experience, allowing potential buyers to know what to expect before even stepping on the lot.

The dominance of technology in the way millenials shop for cars is not just impacting buyers; dealers also are taking note of the new ways younger customers are doing business.

“We now see more Internet traffic from mobile devices than we see from lap[tops] or desktops,” said Patrick Sparks, general manager of Sparks Toyota Scion. “Today’s sale professional has to got to be able to understand the opportunity if he or she plans on being successful.”

Given that Gen Y-ers accounted for 27 percent of new automobile sales in 2014, according to a report from J.D. Power and Associates — a 9 percent increase from just four years ago — this “opportunity” seems to be only expanding for dealers.

However, before you go see Patrick and his team at Sparks, you should take advantage of the online car shopping tools at your disposal to get a better idea of not only what you can afford, but what car fits your needs.

On AutoTrader.com alone, there are more than 3,400 used cars available within an easy drive of the Grand Strand. Factor in the new and used inventory from dealerships in the area, and the options become even more overwhelming.

If you do not know the first thing about what you want, and you want to be able to look for a car at your own pace without a sales representative over your shoulder, the search tools available on sites such as AutoTrader.com and Cars.com are incredibly helpful.

The easiest place to start narrowing your options is with your budget. From here, you can eliminate cars that are well outside your price range — both high and low.

For example, if you budget to spend $10,000 on your next car, then the $1,300 beater across down is just cluttering up your search results.

If you plan to finance your vehicle, play around with car cost calculators, like that available at Edmunds.com, to find what you can afford in monthly payments. After deciding your budget, you can get a better idea about what cars are available within your price range.

Next, it is time to decide what it is you really want out of your car.

To do this, use the “Pick Two Rule.” The Pick Two Rule divides cars into three primary categories used by car buyers in evaluating cars: cost, reliability and the “x-factor” (this is something that separates the car from the pack, such as towing capacity or speed).

The Pick Two Rule then forces you to choose what aspects of a new car are most important to you. If your biggest priorities are cost and reliability, chances are you will have a harder time finding something with the “x-factor.”

Or, for example, if you find a car that is fun to drive and within the price range, such as a high-mileage European car, you may be looking at some mechanical bills in the not-so-distant future. This is not a rule written in stone, but it will help you determine what elements of a car are absolutely necessary for you and in what areas you willing to sacrifice.

If you are not a “car person,” don’t worry. You no longer have to subscribe to Car and Driver in order to know your way around a car lot.

Google can help answer any question you have about car brands or the qualities you want. If you are looking for reliability, try Googling “Most reliable cars brands” (hint: Lexus, Mazda and Toyota rounded out the top for Consumer Reports in 2015 for reliability and road-test scores, followed by Audi and Subaru).

If you are looking for speed, try Googling “Quickest cars under 20k.” By identifying brands that fit your criteria, you will better be able to filter cars in which you have little interest, and begin locating cars you want to check out in person.

Browsing at dealerships can also be helpful, especially if you are the type of person who needs a little more in-person guidance from sales professional.

“The best advice that I can give any customer regardless of how many cars they have purchased is to openly communicate what it is they are trying to accomplish,” suggests Sparks for those visiting a dealership. “It is almost impossible to help someone if you don’t know what it is they are trying to do.”

After you have determined your budget and made a list about the cars you want to test drive, the last step before you can drive away in your new ride is the most difficult for many: negotiations. But, if you do your homework before sitting down at the sales desk, negotiations do not have to be a painful experience.

While many car dealerships offer dealer financing, having other financing options available can help leverage a better rate.

“Get pre-approved through your local bank, credit card company or credit union,” says Automatch Consulting owner Tom McParland, who specializes in finding vehicles for his clients that meet budgetary and utility needs. “Then tell the dealer to beat that rate.”

Secondly, McParland recommends securing dealer offers in writing by having the dealer send you the VIN number along with a breakdown of the offer including sale price, rebates, taxes and fees. This allows you to check to see if you actually qualify for all of the rebate and discounts built into the offer, which is not always the case for military or student discounts.

“Pay attention to the out-the-door number, [which] is your total cost with all taxes and fees,” says McParland. “I’ve seen dealers give a nice discount on the price of the car only to make up for it later with something like a bogus $900 preparation fee.”

Finally, never be afraid to walk away. Remember, this is a big purchase, and you are under no obligation to buy the car until you sign the dotted line. If you do not like the price you are getting or want to take some time to explore other options, get up from the table. This is about what is best for you, not who is selling the car. You want years of enjoyment in driving your new vehicle, not regret.

Buying a car doesn’t have to suck. It should be an enjoyable experience; not feel like a root canal. By following these recommendations, doing your homework and using the online tools available to you, you can walk into a dealership with the confidence to drive away in something you truly love.

This story was originally published September 10, 2015 at 1:23 AM with the headline "Auto adjust | Millenials approach car-buying through the web, devices."