When you’re shopping for a used car, the asking price is just the beginning. What if I told you there’s a way to find cars loaded with high-dollar factory options for the same price as a base model? It happens more often than you’d think, and it’s not because dealers are careless…It’s because they follow strict pricing tools and metrics that don’t always account for every factory option.
This is great news for savvy buyers who know what to look for…and how to find it. Here’s how you can use this knowledge to your advantage and find the diamonds in the rough.
- Understand How Dealerships Price Used Cars
- The System: Most dealerships use valuation tools like vAuto to appraise and price vehicles based on market comps. These tools focus heavily on a vehicle’s VIN, mileage and condition, often ignoring specific factory-installed options.
- What This Means for You: A vehicle with expensive upgrades…like a heavy-duty tow package or premium sound system…might be priced the same as a base model because the system doesn’t fully account for these features.
- Pro Tip: When shopping, don’t just compare prices…compare the optional features that come with each car, even if the dealer doesn’t.
- Focus on Trucks and SUVs with Niche Upgrades
- Why Trucks and SUVs?: Vehicles like these often come with optional packages designed for specific use cases, such as towing or off-roading.
- What to Look For:
- Heavy-duty tow packages (larger radiators, integrated brake controllers, reinforced frames).
- Axle ratios optimized for towing (e.g., 4.10 vs. 3.55).
- Off-road packages with skid plates, locking differentials or factory lifts.
- Snowplow prep packages (reinforced front ends, upgraded alternators).
- How It Saves You Money: Dealers may price these vehicles based on standard configurations, meaning you get valuable upgrades without paying a premium.
- Note: If you’re not towing and you buy a truck with a 4.10 rear axle, you won’t like the fuel bills. Again, do your homework even if the dealer doesn’t.
- Seek Out Premium Paint Colors and Rare Configurations
- Why It’s Overlooked: Premium paint colors or unique configurations aren’t always factored into pricing algorithms.
- What to Look For:
- Limited-edition paint colors (e.g. Toyota’s Lunar Rock or Jeep’s Gecko Green).
- Hard-to-find combinations, like a sports car with a manual transmission or a truck with leather and off-road capability.
- Pro Tip: These features not only add value and enhance the ownership experience but can make your car more desirable (and valuable) when it’s time to sell.
- Shop for Utility Features That Are Priceless To Certain Buyers
- Why It’s Valuable: Utility features like bed utility packages (RamBox Cargo Management) or integrated power inverters are highly functional but often undervalued at trade-in.
- What to Look For:
- Fifth-wheel/gooseneck prep packages.
- Factory spray-in bed liners and adjustable tie-down systems.
- Power outlets and tailgate workstations (e.g., Ford F-150’s Pro Power Onboard).
- Pro Tip: These features are a dream for contractors, outdoor enthusiasts and road-trippers but might not increase a vehicle’s price significantly.
- Don’t Overlook Infotainment and Tech Features
- Why It’s Valuable: Technology options, like premium sound systems or advanced driver-assistance systems (ADAS), enhance driving comfort and safety.
- What to Look For:
- Premium sound systems (Bose, Harman Kardon, etc.).
- Larger infotainment screens and digital dashboards.
- Adaptive cruise control, lane-keeping assist, or blind-spot monitoring.
- Pro Tip: Vehicles with these features might be priced similarly to models without them, especially if the dealer didn’t fully recognize their value during appraisal.
- Use Tools to Research Hidden Gems
- How to Do It:
- Ask for the original window sticker or factory build sheet
- Compare the build sheet to what’s listed in the ad to catch overlooked features.
- Use niche forums or enthusiast groups to learn about high-value or coveted options for specific makes and models.
- Pro Tip: Look for vehicles with features that align with your needs, but don’t pay extra for ones you don’t care about.
- Leverage the Power of Regional Demand
- What It Means: Some features are more desirable in specific regions (e.g. snowplow prep in snowy areas or ventilated seats in hot climates).
- How to Use It: Shop in areas where certain features are undervalued. For example, a truck with a snowplow package might be cheaper in Florida than in Michigan.
- Pro Tip: Consider expanding your search radius to find vehicles mispriced for the local market.
- Ask Questions And Test the Dealer’s Knowledge
- Why It Works: Dealers don’t always know every feature on a vehicle, especially if its a brand they don’t sell new. Asking detailed questions can uncover valuable options.
- Example: “Does this truck have the Max Tow Package?” or “Is this paint color a factory premium?”
- Pro Tip: If the salesperson isn’t sure, do your own research to confirm and capitalize on the opportunity.
Conclusion
Finding a car with valuable factory options at a great price isn’t about luck…it’s about knowing where to look and what to ask. Most vehicles are priced based on general market trends, leaving room for savvy buyers to uncover hidden gems. By focusing on overlooked features like heavy-duty packages, premium paint or advanced tech, you can maximize your dollar and drive away with more car for your money.
The next time you’re car shopping, take the time to dig a little deeper. The rewards can be substantial…and who doesn’t love scoring a deal?
Bob Manor is Co-Founder of Auto Auction Review and Founder of Can-Am Dealer Services. His website is BobManor.com.
