Car Buying Secrets

The DX or Dealer Exchange

By: Roosevelt Gist

Auto dealers have access to a very elaborate computer network that gives them the exact location of cars available for sale. This network covers the dealers immediate selling area as well as several states beyond. The network is usually maintained by the individual manufacturers. Unfortunately these systems only permit a search for that particular manufacturer’s product line.

The search begins with a dealer inputting a password, the product code, color and equipment. The search will tell the dealer what cars are available, the name and location of the dealer that has the car and pricing information.

The dealer initiating the search pays a nominal fee per inquiry. You should not be charged to have the car DX’d.

What does all this mean to you? It means you can buy exactly the new car you want even if it’s not on the dealer’s lot. Dealers prefer to sell out of stock first though.

If your salesperson does not have your car in stock most will suggest they do a locate for a match or a car very close to what you want. The salesperson will call the dealer listed as having the car to verify it’s availability. If you want to buy the car the salesperson will arrange to DX or dealer exchange for the car. Usually the salesperson that’s making the sale will drive to the other dealership and pick up the car.

The DX involves exchanging with the dealer a comparable vehicle or one that they need for a sale or can be sold quickly. Not all dealers have such great relationships with other dealers that they can easily DX. The dealer with the car does not have to give it up. Some dealers will not DX to make a sale. Some dealers do not have a large enough inventory to effectively DX.

Dealers are supposed to show all cars in stock on this network. But, some dealers will list prime inventory as sold or not list the units because they do not want to DX them.

Don’t be pressed into buying what’s in stock. You’re paying your hard earned dollars so have the salesperson make every effort to find exactly the car you want. If you suspect the salesperson is not trying go to another dealership.

Remember this scenario, you find the car you want but you can’t come to terms with the salesperson on the price. So, you leave the dealership and go to another dealer. You tell the new salesperson what car you want and that you know the name of the dealership that has it. The salesperson runs a locate and verifies the car is there, makes a call to the dealer for a DX. And, guess what? The dealer that has the car won’t give it up because they know it’s you. How? They’ve been in the business long enough to just sense it. Some dealers will ask the calling salesperson about the buyer, you. The dealer does this because he/she wants you back.

Overall dealers will DX to make the sale and you will get the exact automobile you want.

Questions to ask the salesperson: Do you have the ability to DX? How far will you travel to get my car? What percentage of your sales are DX’d? Am I going to be charged for the DX?