Opinion: Test-Driving Is Broken
Avid MotoringFile readers and White Roof Radio listeners know that we are due for a new car by the end of this year. Being on the market for a new vehicle is always exciting. You first come up with a few choices, then you refine said choices through research and test-drives. We’ve taken quite a few cars for test-drives over the past few months and it has been surprisingly frustrating.
Auto news outlets will never talk about this because their journalists don’t test-drive cars like the rest of us do. And there’s nothing wrong that. If car journalists didn’t have privileged access to new vehicles, we wouldn’t have Top Gear or Chris Harris. But regardless of how many time we watch Clarkson throw the F80 M3 around the Top Gear track, a slight feeling of dissatisfaction remains. Not only do we envy car journalists because they have the best job on the planet, but until we take the car in question for a spin, we won’t know for sure if it’s the one we want to drive for the foreseeable future.
Since March, we had the chance to take the F56 John Cooper Works, the MkVII Golf R, and the F22 M235 for 15-minute test-drives. Except for the Bimmer, the JCW and the R are quite expensive and rare models compare to their standard siblings. Because of that, dealers appear to be on the defensive when a potential customer wishes to get behind the wheel of these types of car.
Having a quick spin in a Cooper or a Golf through the streets of Boston is probably fine to help anyone decide if either of these cars is for them. It’s a different story when it comes to a JCW or a Golf R. You’re obviously not going to drive like a mad-man across a city, but can’t either make a decision based on a few miles driven at low speeds. At least that’s how we feel as enthusiasts.
Are there alternatives to this? Yes, but none of them are available to anyone or even doable. Maybe your best friend just bought the car of your dreams and is kind enough to let you have a proper go at it. Maybe your blog gets picked-up by the marketing manager of the brand you like, and they invite you to a press event. Or maybe your local network of dealers decide to build a test track for potential buyers of high performance vehicles.
None of these “solutions” are a good remedy for the frustrations we feel as enthusiasts. If any of you has a suggestion, don’t hesitate to share it in the comment section. In the meantime, we’ll continue to have fun, but nevertheless unfulfilling, test-drives in the streets of Beantown.
<p>I know MINI Canada ran an event last year called “Drive it Like John” (Cooper) where potential buyers were able to get on the MOSPORT track in Bowmanville and literally try every single JCW model both in Manual and Auto configuration. It was amazing to jump from a Roadster, to a Clubman, to a Countryman and really sense the difference between each body type. To attend the event you had to register through the dealership and own what MINI considered rival cars, basically hatchbacks and low end sports cars. I thought this was an amazing, albeit expensive, way to really get a chance to try the different models that are available. Plus there was free food and swag!</p>
<p>Why only rival cars? Wouldn’t it be easier to sell a new MINI to an existing MINI owner?</p>
<p>They considered this a “conquest” event, meaning they are trying to bring new blood into the brand. MINI Canada does a ton of great events for current owners, ie the “MINI Test Drive” of the new F56 both S and Justa in both Auto and Manual in a large parking lot amongst other non-driving events. This Drive it Like John just happened to be for new customers only.</p>
<p>I didn’t get to go to this event because I had just purchased a JCW so the likelihood of me buying another one was basically zero…</p>
<p>Here in the Chicagoland area, we have five MINI dealers. Bill Jacobs would once a year, would rent a test track from another dealer and host a driving event. Back in 2011, I came in to get a key made for my 2009 R56 and my motoring advisor saw me staring at the 2011 R56 JCW. She asked me if I wanted to take the car for a spin. I initially said no because I did not want to have to make them move all of those cars out of the way to get the car in the street. But she insisted. She told me to take the care out by myself, go get some lunch. I had access to the car for over an hour. I wrote a check that same day.</p>
<p>Great move on their part. Unfortunately this happens too rarely.</p>
<p>I typically will take multiple test drives of a vehicle before placing an order.</p>
<p>Tip #1: Return for a 2nd or 3rd drive, the salesperson typically doesn’t accompany you after the first one.</p>
<p>Tip #2: Try to drive the vehicle on roads which you are familiar if possible. It gives you a point of reference on how the car takes a certain corner or handles over certain road surfaces.</p>
<p>Tip #3: Ask for an extended test drive if you need it. Can’t hurt to ask, and sometimes they can accommodate on a slow day.</p>
<p>Tip #4: Try to test drive multiple vehicles back-to-back on the same day. It helps when making direct comparisons.</p>
<p>Tip #5: Trust your instincts. When it’s “the one”, you’ll know it.</p>
<p>Happy hunting Alex!</p>
<p>That’s a good breakdown John! I wonder how many people go through these steps, because the “underlying pressure” to make a deal with said dealer increases with each subsequent visit.</p>
<p>It may depend on the culture of the dealership/brand. I avoid going to places which use high pressure sales tactics. No thanks. To me, the actual product either sells itself or it doesn’t. Toss over the keys and I’ll come back with any questions.</p>
<p>I always ask to take a car overnight, almost every dealer has let me. An Audi salesperson lent me his personal A4 overnight. Every Mini I’ve purchased has also been an overnight. This year, my wife bought a new Acura MDX, we were on the fence but took it for the night and were sold. The few times that a dealership couldn’t accommodate, I’ve gone to a competitive dealer and they were able to. To me, its the only way to really know if the car is the right fit.</p>
<p>If a dealer can swing an overnight test drive they will… They know that the longer a customer has a car (or even the keys to said car) the more likely the customer will buy the car…</p>
<p>Ever notice that when you test drive a car the salesperson isn’t usually very quick about taking the keys back from you? During the “negotiation” the new car’s keys are almost always out and visible – but if you’ve got a trade you won’t get those keys back until you’re trying to walk away from the deal…</p>
<p>That is an interesting observation! “Where did my keys go!” As opposed to the others sitting there in plain sight – that can’t be by accident!</p>
<p>MINI Canada holds a few ultimate test drives each year where they let you tear it up on an auto cross course with MINIs and thier competitors. Getting to throw a JCW Countryman and a NISMO Juke around a course back-to-back was awesome and one of the reasons we later bought a Countryman as our 2nd vehicle.</p>
<p>We are all subject to the constraints of our locations. That said, it’s rare that a half hour drive won’t get you to a dealership that is in a less congested area, and make sure to go at a time when traffic on your test drive loop is at a minimum.</p>
<p>We got an overnight loner of a Mazda CX-9 (it was actually over a weekend.) It’s not as rare as you think.</p>
<p>Anyway, there are ways to get good test drives. If they are too much of a pain, just start to leave the dealership, and if they don’t change their tune, take your dollars elsewhere. Intimidation is a two way street. As soon as the buyer lets the dealer know that they are willing to walk, the balance of power has shifted.</p>
<p>This may be part of the solution: <a href="http://www.autoblog.com/2006/10/07/countrys-first-public-test-drive-track-opens-in-illinois/" rel="nofollow ugc">http://www.autoblog.com/2006/10/07/countrys-first-public-test-drive-track-opens-in-illinois/</a> granted this was done to get test drivers off the local streets, but still there’s a greater potential for a customer to get a well rounded experience in this setting than at most neighborhood dealerships. Maybe the folks in MF’s Chicagoland offices can head down there for a first hand report? ;)</p>
<p>Honestly, whether the salesperson comes along or not – I drive it how I want to drive it. If the salesperson doesn’t like that I’m deliberately hitting every pothole to see if the suspension shakes my fillings out or that I’m flooring it at every green light to see if the car can get out of it’s own way – tough…</p>
<p>The last MINI test drive I did (this past fall) the MA handed us the keys and directed us to several locations where we could “open it up” (her words – not mine). I was surprised by their willingness for us to push what we were driving…</p>