The Uni-Signal is aimed at helping those who are red-green colorblind to have an easier time with traffic signals. Instead of using circles for all three lights, the red light gets a triangle, the yellow light remains circular, while the green light goes square. There’s no mention of the colors of the lights being changed, but the shape identification could make for quicker comprehension among those who have a hard time with such things. Have another look at the Uni-Signal in the gallery of photos below.

Great! You’ve been hired to sell cars. Hopefully a lot of them. Where do you start?

Learn As Much As Possible

You’re new to the industry, even if you’ve worked in sales somewhere else, you’ve got a bit of a learning curve to get through. Where do you start? Start by learning what it is you are selling. What makes them different from the manufacturers? Do they focus on safety, performance, style…etc? What is it that makes them different from the competition, in other words, what is their unique selling point? Learn that and you have a decent place to start selling.

Next, if you’re new to selling, period. Pick up a good book about sales. You can find them at any book store or there are a ton of online websites and blogs that do a good amount of teaching. But the first person I read about that was in car sales was Joe Girard the “The World’s Greatest Salesman.” His book How to Close Every Sale is a bit dated, and you’ll tell right away, but there are nuggets here and there of useful information. He also wrote “How to Sell Anything to Anybody” and “How to Sell Yourself” that might be of interest.

Learn From Your New Co-workers
This might be a tricky one, but one that can be useful. In general, as a car salesperson, your income is primarily straight commission. With that, there comes a whole lot of competition with each salesperson throughout the showroom and even between departments. I’ve noticed that the lifers (the ones that have been selling cars for a long time) are the ones less keen on helping new fellows. I’ve been lucky enough that I’ve never had any trouble getting along with people, so I guess I was fortunate enough that I got to learn from a few of those lifers.

If you are one of those lucky ones that get to learn from an experienced salesperson, follow them every chance you get, or even listen to how they talk to their customers. There is a science and an art behind it and there is always a reason to how and why they talk the way they do. Learn what you can from them and use what works for you. Try things out and experiment. Just because something worked for someone else doesn’t mean it’s going to work for you.

Start Your Sales Funnel
A sales funnel (or a sales pipeline) is a term used in regards to the process of selling a car. Every customer you talk to starts as a prospect which is the widest part of the funnel. As you move towards the sale, customers will drop out of the funnel. But at the end, you will end up (usually) with a sale. So, essentially, the more people you talk to, the better chance of getting a sale and selling a lot of cars.

With every opportunity to talk to a customer (or in car lingo, an up) you want to move them further and furhter along the sales funnel. Sometimes people just aren’t ready and they drop off, and that is ok, but you want to get them as far along as possible.

So how does this process work for you? Simple.
talk to every person you see
introduce yourself
build rapport
ask a lot of questions
find them a car that matches their needs
test drive that car
write up the deal
negotiate
signatures
send them in to F & I
deliver the vehicle
This is a very simplified process that I will go through in more detail later but it gives you an idea of how the process works. Not every customer will make it to the delivery, some will not make it to the test drive and some won’t even want to do much talking. But it is your duty to talk to each customer you can. Eventually you’ll learn what to do to get them far along the funnel as you can, but being green to the industry, you got to build it up before you can move them out.

Test Drive the Cars
You’ve read the sales brochures, and the product guides. You have an idea of what the unique selling point is. Now get out in one of the cars and really know what that is. Does the manufacturer focus on performance? Push the car a little bit (within the limits of the law of course). Safety? Find out what makes it safe. But actually what you really want to do is get excited about the vehicle yourself. Find out what it is about the vehicle you like and why you would buy it. If you get excited about the vehicle, your customers will as well.

Talk to Your Superiors
They’re in management for a reason. Pick their brain. Ask for tips. Find out how they like to work deals. It’s their job to manage the department, find out how you can make it easier on them. Each dealership works differently, so find out how it works where you are.

Get Organized
Have an office? Set it up how you like it. Share a desk, ask your partner what will work. Make it comfortable and presentable too.

Make sure you always carrying a pen and have a pad of paper around, not to mention your business card too.

Have a binder or an organizer to keep track of your stuff. What I had in mine when I was selling cars was:

articles or printouts of reviews about the manufacturers cars
a log of all the customers that I had talked to, their phone numbers
a tracking sheet that would track my closing ratio’s and how well I could convert customers along the sales funnel (I’ll show you later what I mean)
I’ve seen some other guy’s and they had other useful stuff like:

suppliers contact information (body shops, tire stores…etc.)
their goals for the month
past customer’s information for referrals
calendar to keep appointments organized
But the one thing I think that is the most important thing to have is the tracking sheet. As my boss says, you can’t manage what you track. Get tracking. I’ll show you how soon.

Talk to Your First Customer
It’s got to happen eventually. Don’t be nervous, it isn’t going to help. Get out there and talk to them. When I first started, I was a wreck. I didn’t know what to say to them! It was my first day! What the heck do I know? It wasn’t much that’s for sure. But I eventually told them they were dealing with a rookie. At least it made talking to them a bit easier.

Talk to them not expecting to make the sale, but to just go through the process. That’s it, until things start to roll for you. You’ll be surprised how most people treat rookies. It’s almost like most people are very empathetic to newbies and lighten up quite a bit. There were those that were very ignorant and demanded to talk to the most experienced salesperson. I call them cowboys, cause they come in shooting and screaming. Give it a shot and see what happens.

Ask For Help
Starting out is tough. Why make it any tougher by not asking for the assistance of those around you, especially your managers. Your job is to sell cars. They want you to sell cars, otherwise what are you doing there? It’s their job to make sure you succeed. It should be one of their main priorities. When I was new, I was told that every person that I talked to got turned over to a manager. No exceptions. Reason was, obviously, they know what customers are like. Maybe your manager can think of a way to help you close the deal for you. Regardless, at least introduce your customer to a higher up. Your managers get paid on commission too.

Close Your Own Deal
Now, don’t flip all of your customers to your manmager just so someone else can close the deal for you and you keep all the commission. You’ll be seen as lazy and unable to do your job. I did it. Sure the deals got closed a lot quicker, but eventually your bosses will catch on and there will be a whole lot of crap to hear from them. Learn how to close your own deals, but use those around you to help…when necessary.

There’s no bigger rush than closing your first deal. My hands were trembling from excitement. The fact that someone trusted you enough to fork over $25,000 was a huge feeling. Nothing will give you more pride in the beginning than closing a deal yourself. You won’t get them all, but certianly every single one I did close myself was a rush.

Talk to Your Next Customer
Do it all over again. Once the deal is done, move on the next customer. Don’t rest and keep grinding them out. One thing all newbies need to learn (and I’ll admit, some days it hard for me too) is to stay motivated and keep going after your next sale. It’s a cycle that you do over and over. And if you do it well enough, you will be successful.

GM will pay each customer $100 when the heated fluid module is removed at dealerships, Boyer said.
Tuesday, June 8, 2010
(Reuters) - General Motors Co GM.UL on Tuesday announced a recall of about 1.5 million trucks, crossovers and cars from model years 2006-2009 because the unit that heats the windshield washer fluid could catch fire.
Jeff Boyer, GM director for safety, said the supplier who made the module that heats the washer fluid has stopped manufacturing, leaving no chance to design an improved unit.

GM will pay each customer $100 when the heated fluid module is removed at dealerships, Boyer said.

The models involved include the 2007-2009 model year Chevrolet Silverado 3500 pickup truck, Avalanche, Suburban and Tahoe; Cadillac Escalade, Escalade ESV and Escalade EXT; GMC Acadia, Sierra, Yukon and Yukon XL; and the Saturn Outlook.

The model year 2009 Chevrolet Traverse is also included.

Models from the 2008-2009 years include the Buick Enclave and Cadillac CTS.

Also recalled are the model year 2006-2009 Buick Lucerne, Cadillac DTS and Hummer H2.

GM in 2009 dropped the Hummer and Saturn brands as part of its post-bankruptcy restructuring.

In addition to the 1.365 million vehicles recalled in the United States, about 98,800 vehicles will be recalled in Canada, about 26,250 in Mexico and 38,100 elsewhere, GM said.

If you’re any kind of sales professional, closing is a huge step in the sales process. There have been moments where I could have closed many clients and got the deal, but I was unable to because I didn’t say the right thing at the right time. And it’s frustrating because you know you almost had them and they almost signed, but there was something you said (or could have said) that made them say “we’ll think about it,” or “I have to think about it.” Blah. Damn. You can see their apprehension. A car is expensive and you can see that fear when faced with the decision of signing. All they needed was a little nudge to your side of the fence.

Close the deal

But they left you with a filled out sheet with no signature, and your manager is looking at you thinking “What the hell happened? Why did they leave?”

Here are 25 kinds of closes you can use today to sell more cars and make more money. I got a lot of these from changingminds.org where you can find their entire list of closes.

1-2-3 Close
Give them three reasons why your vehicle is better. When you list out the benefits in threes, customers are more compelled to agree to those reasons. You can use this at any time when you’re selling the car.

Example
This car is faster, better handling and more fun to drive.

This price includes a full tank of gas, documentation and taxes.

Affordable Close
If your customer has an objection when you’re selling a car, more often than not, it’s price. The affordable close takes a bit of info digging, like finding out what their budget is, and finding a vehicle that they can afford, thereby increasing the chances of a deal. You can also use this to reframe lifetime costs of ownership if the vehicle is a little higher than they had anticipated.

Example
This payment is $20 lower than what you said your budget is and $50 less than the competition.

Yes, this hybrid is more expensive than a regular gas car, but if take into consideration how much money you will be saving in fuel, this hybrid is less expensive in the long run.

Ask-the-Manager Close
A favorite in the car sales business, the ask-the-manager close is one that I used a lot of when I first started. (I was new!) It starts by you telling your customer that you only have the authority to discount a certain amount. Any more than that you have to ask the manager.

Leave the table and say you are going to see if you are able to get the discount they are asking for. Go to your manager and make sure that in fact it is ok. Don’t come back right away. Some salespeople that use this close stay in the manager’s office for up to 20 minutes. Play it up a bit and make it look like you’re actually trying to persuade your manager.

Example
“I’m only authorized to discount up to $500 and you’re looking for a $1000 discount. I can try to convince my manager and get that $1000 off for you, would that be ok?”

(Go to manager’s office and start playing it up…waving hands, big gestures…etc.)

Come back.

“Phew! It took a bit of convincing, but my manager agreed to this price. We have a deal!”

Assumptive Close
I like this close and this one has worked for me quite a bit. Assume that this is the vehicle, assume the price is perfect and assume that’s what your customer wants. And do it confidently. It puts pressure on them to say no. And after agreeing with your assumptions, saying no is more difficult.

Example
“You wanted to take delivery tomorrow right?”

“Was the red one or the black one the car you wanted?”

“You wanted the red car with the upgraded audio for $300 per month. Perfect. When would you like to take delivery of your car?”

Balance-sheet Close
This one is the pro-con close. Write down on a sheet all the pro’s and all the cons with their purchase. Obviously, make sure the pro’s list is longer. This one is pretty much straight forward. Doing this in front of them makes it better than your customers doing it for themselves at home. It creates trust and you are able to answer any objections on the spot.

Example
Do you really need an example of how to draw a line down the middle of a piece of paper and write down the positives and negatives? Hope not.

Best-time Close
There’s no better time to buy than right now! As a sales person selling cars, do you really want them to leave the dealership to think about things? Especially with all the other dealerships out there? Of course not! Emphasize how there is no better time to buy than right now. Use whatever you can to create urgency.

Example
“Programs are changing tomorrow, and leaving a deposit holds you to the interest today.”

“It’s our Super-Duper-Sizzling-Summer-We’re-Going-Crazy Sale! And this sale ends at the end of the day. There’s no better time to take this vehicle at this price than right now!”

Bonus Close
This is where you give them something they want. You’ve shown them the car, and shown them the price. But they’re humming and hawing about something. This is where you can include something that you know they would like in the hopes that they’ll sign the deal. If they like the bonus enough, it may entice them enough to proceed with the purchase. Use this with your manager’s approval.

Example
“Mr. Customer, I know how much you like the car. To sweeten the deal for you, if you buy it today, I’ll include the (whatever it is they wanted) for you at no additional cost.”

Bracket Close
The bracket close is a close where you give you customer options, with one of them being your target option, and building the other two either just out of their budget or stripped down that they won’t consider it. What you want to do is have them choose the middle option, your option. What you are doing is framing the other two options to make the target one seem like it’s the best option. At least you want to make the target option the one they would most likely opt for. It may not be exactly what they want, but considering their options, it’s something they will take.

Example
Option 1 – Fully loaded vehicle, leather, sunroof, all wheel drive, with the V8 engine 300hp.

$700/month for 60 months, $5000 down

Option 2 – Sport package, cloth seats, sunroof, all wheel drive, standard V6 engine 225 hp.

$565/month for 60 months, $5000 down.

Option 3 – Base package, no power options, front wheel drive, four cylinder engine 160 hp.

$425/month for 60 months, $5000 down.

Companion Close
Ahh, the dreaded lot lawyer. He’s the one that tags along with your customer and makes sure she doesn’t get ripped off. The person that watches out for her friends best interests but isn’t buying the car. Often opinionated, and chosen because of their experience in dealing with salespeople, this guy can be a pain in your ass. Unless, of course, you get them on your side. Selling to them, and then having them agree with you, makes the sale go a whole lot smoother. There’s some reason your customer trusts the lot lawyer, but if you are able to get the companion to your side, getting the customer to agree is much easier.

Example
“This blue is our most popular color.
(To the lot lawyer) This is such a great color, don’t you agree?”

Concession Close
I think this is the most used closing technique sales people in the auto industry use. The concession close is giving something to your customer only if they sign today. Getting something by giving something.

Example
“If I drop the price by $500, will you buy today?”

“If I include the DVD player, will you take it tomorrow?”

Conditional Close
I think this is the second most used close in the industry. I know I used this one a lot too. If your customer raises an objection, you can still try to close the deal by adding a “subject to…” I like this one because it still gets you a deal; you just have to do one or two things to get rid of the stipulations.

Examples
“I think we can do this deal, subject to you getting approved.”

“So, you agree to take the vehicle, subject to your wife’s approval?” (This one pisses me off a lot, but what can you do? It’s a family decision.)

Daily Cost Close
This one is simple enough. Just reduce the cost to a daily amount. It works especially well if your customer is financing and the payment is over their budget by a few bucks.

Example
“I know you wanted your payment to be around $350 per month and we’re at $370 per month. Think of it this way, it’s only 67 cents more than what you had wanted.”

Emotion Close
If there’s one thing that is true, buying a car is an emotional thing. For some, they treat it as an extension of their egos. It definitely would be an emotional purchase for them. Nothing made me happier than seeing someone excited to be buying the car I was showing.

Examples
“How would you feel driving this car on a sunny day with the top down? Wouldn’t that be fun?”

“Imagine the look on your friends faces when they see you drive up in this car. Wouldn’t you feel great?”

Give-Take Close
The give-take close takes a bit of guts. You give a little, then when you take it away, watch them work harder to get it back. I’ve seen more seasoned salesmen do this. One customer takes a car for a test drive, and when they come back, another salesman approaches them and asks them for the keys to the car because another couple wants to drive that exact car. What do you think your customers are thinking now? If it’s the car they want, they’ll work harder to get that car.

Example
“I know that other couple wants your car, but this car can be yours if you leave a deposit now.”

Handover Close
Many dealerships do this one a lot. They have a dedicated “closer” that finishes the deal. I didn’t work where there was a closer. If I needed help, I asked my sales manager. But sometimes, for some reason, there were people that either I didn’t get along with or didn’t know how to close. So I turned them over to another sales person. I’d likely have to split the deal, but sometimes it was better that I did or I’d have no deal.

Example
None is really necessary. Just introduce them to the closer, the manager or another salesperson.

Handshake Close
Sort of like the assumptive close. With the handshake close, you give your customer the offer and then automatically extend your hand. It doesn’t give them much time to think and hopefully you get a deal. It didn’t really work well for me, but I’ve seen people use it successfully.

Example
“We’ll sell the car to you folks today for this price. (Extend hand) Congratulations! You got a great deal!”

No-hassle Close
The no-hassle close is where you make the deal so easy to complete, that it doesn’t make any sense not to do the deal. You do as much of the grunt work as possible to make the deal hassle free.

Examples
All the paperwork is filled out and prepared.

You offer to deliver the vehicle to the customer’s home. (I’ve offered to drive the customer’s vehicle 3 hours one-way so that he’d take the car. And he did.)

Quality Close
Focus on the quality of the vehicle. Whatever you do, no matter how much the customer wants to go there, stay away from talking price. This works well, especially for those manufacturers with higher perceived reliability and you will potentially get more gross in your vehicle.

Examples
“Mrs. Customer, this car has a higher reliability rating than our competitors down the street.”

“This car requires less maintenance and has a better quality rating than the other car you were looking at.”

Repetition Close
A-B-C Always Be Closing. Have you heard that before? Ask them several times in the process for the business. Tell them several times and several reasons why they should buy today. Repeat it until they “get it.”

Example
“How does this look to you? How about if we did it this way? Would doing this suit you better?”

Shopping List Close
Go over what your customer wants and needs are in the vehicle they’re shopping for. When you’re presenting them with the offer, go through that list and emphasize how much they are getting for the price you’re offering.

Example
“You’ve got the leather seats, power everything, moon roof, DVD player for the kids and upgraded wheels for a very low payment of only $500 per month. Sign here.”

Similarity Close
Tell a story of a very similar situation you had with a previous customer that your current customer is going through right now. Tell your current customer how happy that previous customer is right now for making the right decision to buy from you. Or better yet, tell them how they missed out for not buying from you. Don’t make a fake story up. This works best if it really happened.

Example
“I had a customer that went through a similar situation that you are going through right now. He hummed and hawed, but decided to not go through with the purchase at the time. But he came back a week later and this time he was excited to buy the car. Unfortunately, the exact car he wanted was driving off the lot the exact same time he drove in to buy it, but by someone else. Now he’s kicking himself for not taking it sooner. I don’t want that to happen to you. Sign here.”

Summary Close
Just as it says, it’s a summary of what they’re purchasing. The more items you summarize, the better percieved value of their purchase.

Example
“For today only, you get a full tank of gas, your first monthly payment on us, the touring package with the upgraded A/V, the appearance package with three years of oil changes for this absolutely rediculous low price. Sign here.”

Treat Close
Your customers work hard for a living. Why not treat themselves to a brand new car. If they’re on the fence on whether or not to buy the car, tell them they deserve to spoil themselves. Why not? Isn’t it worth it to be happy?

Example
“You deserve to spoil yourself. Why not? Sign here.”

Trial Close
Sort of like a mini close, you use trial closes to guage how hot your customer is to buying the car or which way they’re leaning in regards to decisions.

Example
“It seems you like the blue car. Is that right?”

“Would you like to have the vehicle by Thursday?”

Yes-set Close
Get them to say yes as many times as possible. Don’t over do it and be subtle. The theory goes like this: the more they say yes, the more likely they’ll say yes to the purchase.

Example
“It’s a nice day isn’t it? Did you say you wanted the red car? It’s a lovely color, isn’t it? And you also wanted the tinted windows too right? Ok, sound good. When did you want to take delivery of the car? You said tomorrow right? And you wanted to finance this amount?Sign here.”

There’s 25 closes for you. Obviously not all of them will work for all people, but use the ones that work for you. Also, just because it doesn’t work for a certain customer doesn’t mean it won’t work for the next. It’s trial and error. Use them and make some money. And have fun.

It’s no secret that the major auto companies knocked it out of the park with their May sales. But dig a little deeper into the numbers, and you can find some even better signs of strength for certain areas of the economy.

The auto companies don’t break down their results beyond the total sales numbers. They combine fleet sales along with retail sales, so it’s hard to get a read on how the US is really doing.

But AutoNation, the country’s largest vehicle sales company, is now giving us some insight. Starting today, AutoNation will begin releasing its own monthly sales figures, and will provide more detail than the big auto companies.

For May, AutoNation’s sales were up 22 percent, matching what we saw from some of the big automakers, including Ford (NYSE: F - News), General Motors and Toyota (NYSE: TM - News). But get this: Pickup truck sales were up 50 percent year-over-year. That’s a huge sign of strength for American small businesses, according to AutoNation Chairman and CEO Mike Jackson.

“Pickup trucks are bought by small business entrepreneurs who have their finger on the pulse of the US economy,” Jackson told us this morning on Squawk Box. “It’s an expression of confidence in future of economy. They don’t buy until they see the prospects for business are brighter.”

And these sales are the real deal: It’s worth noting that there’s no impact from government stimulus “Cash-for-Clunkers” money.

Plus, it’s not just small business demand that is surging. Some of the hardest hit areas of the country are also seeing outsized gains in sales. Auto sales in Florida, for instance, jumped 38 percent, while those is California climbed 24 percent.

These numbers offer some important clues as to where the economy is heading. Last year, U.S. auto sales totaled 10 million. AutoNation makes up a decent sized chunk of that. Last year it sold 325,000 new autos.

Are car buyers returning to lots? Some signs point to yes. This week GM reported its first quarterly profit in three years, pushed in part by increased worldwide sales. Some expect this to continue.

“We’re going to see improvement, but it is not going to be as robust a recovery as we had thought at the beginning of the year,” says Jesse Toprak, vice president of industry trends and insights at TrueCar.com. “We’ll get there, it’s just going to take a little bit longer.”

Potential buyers getting a head start may want to look beyond domestic cash-back rebates and Toyota’s 0%-financing offers. That’s because even with incentives like these, some autos are worth less than their sticker price. Among them: the $19,030 Chevrolet HHR, $20,850 GMC Sierra 1500 and $31,575 Jeep Commander.

Behind The Numbers
To find them and others, we looked at April market price figures. This data, supplied by automotive industry analysts at Vincentric, is updated each month to reflect marketplace inventory, demand, rebates and incentives, and to represent the price that a buyer actually pays for a given car. We ruled out any vehicles where the gap between market price and MSRP was less than 15%–a natural breaking point in the data that left a list of about 40 overpriced models (with trim variations making it 150 total vehicles) to pare down.

We then used 2010 customer satisfaction information from Consumer Reports to better determine whether certain vehicles meet the expectations their brands promise–essentially, whether they justify their sticker price.

The data considers a wide range of factors, including price. Vehicles that scored 65 or less (on a scale of 100) made our list. We then ranked the remaining 11 vehicles according to their market price vs. MSRP ratio.

The three most overpriced trucks are the Ford F250 (worth 25.2% less than its $25,300 MSRP), Nissan Titan (worth 23.6% less) and Chevrolet Silverado 1500 (worth 23% less).

Those trucks aren’t necessarily bad vehicles; in fact, the Titan and Silverado are Consumer Reports recommended picks. They landed on our list because they didn’t score as high in consumer satisfaction rating as some of their competitors–and they can be had for considerably less than their list price.

But they do indicate that trucks and large SUVs are the most overpriced segments on the market. (The $27,260 Chrysler 300 is the only sedan that made the cut.) That’s because recent high and volatile fuel prices, combined with a “credit squeeze” that brought businesses–especially construction companies–down makes consumers shy away from heavy, gas-hungry trucks. And sometimes automakers don’t respond accordingly, says Vincentric’s David Wurster.

“There’s a bit of wishful thinking that they’re going to be able to get what they really want for these vehicles,” Wurster says. “But at the end of the day, the manufacturer doesn’t really set the price, it’s the consumer.”

That said, most cars on the market this spring aren’t overpriced at all. Toprak says that in terms of what consumers get for the money they pay (significant improvements in safety, horsepower and technology), they’re getting the best deals ever offered in the history of the car business.

“The extreme competition has forced everybody, domestics, import brands, everybody, to improve their quality and design to compete–because consumers now respond to product more so than the deal,” Toprak says. “There are really no clunkers anymore.”

Just be sure to do some research before pulling out your wallet.

The following representatives offered a response to our story on the most overpriced 2010 cars:

Ford
Brian Rathsburg, Super Duty Marketing Manager

F-250 is the biggest seller within the F-Series Super Duty lineup, a major contributor to F-Series being the Best Selling Truck for 33 straight years. Year in and year out, F-250 delivers the capability, durability and value that today’s heavy duty truck customer demands. Especially in today’s challenging economic environment, value plays an increasingly important role.

With the launch of the all-new 2011 Super Duty, we expect the value story on F-250 to resonate very well with our customers. For example, our best selling F-250 configuration–a 4×4 XLT Crew Cab model equipped with the all-new, class-leading 6.7L Power Stroke Turbo Diesel engine and the all-new 6-speed TorqShift Automatic Transmission–will see no MSRP price increase vs. the 2010 model, based on a typically equipped showroom model. The value improvement was also recognized by Automotive Lease Guide (ALG), the industry’s leading firm on projecting automotive resale value. The all-new 2011 F-250 will have residual value improvements of between 5-12 percentage points of MSRP when compared to the 2010 model. In addition, we are already seeing transaction prices closer to MSRP on the 2011 model, illustrating customer’s confidence in the product. Transaction prices from April sales of the all-new truck are $2,000 to $4,000 higher than the 2010 model, depending on the configuration. The improved transaction price, combined with class-leading retail market share of 48.1% year to date (up 9.1 ppts vs. year ago), suggest that Super Duty, and F-250 specifically, remains the clear truck of choice in the Heavy Duty segment.

Nissan
John Schilling, spokesman for Nissan USA

The Nissan Titan and Armada continue to offer good value in their respective segments. Both vehicles have posted year-over-year sales increases with Armada up one hundred fourteen percent and Titan up twenty-seven percent versus the prior year. In addition, Armada was ranked at the top of its class in J.D. Power’s 2009 APEAL Study and was voted top large sport utility vehicle in AutoPacific’s Ideal Vehicle Awards. The market performance of these vehicles is indicative of their strong consumer appeal and reflects an increase in segment share for both products.

General Motors
Tom Henderson, spokesman for GM

We are concerned with the rating that matters the most–with our customers. Comparably equipped, our pickups are competitively priced and have always represented a good value to customers–the driving reason that GM has long led the industry in pickup truck sales. In addition, the Chevy Silverado 1500 was a Consumer Reports top pick for 2010 and the Silverado 2500 won the IntelliChoice Best Truck Value award for vehicles over $28,000. These third-party endorsements are further evidence that our vehicles offer the value customers want today.

Chrysler
Roger Benvenuti, spokesman for Chrysler

Chrysler Group LLC continues to reposition its products to offer consumers the best value, quality and safety for their money.

Most Overpriced 2010 Cars

Jeep CommanderJeep Commander
Segment: SUV
Series: Sport 2WD
MSRP: $31,575
Market Price: $26,155
Market Price v. MSRP: -17.2%
CR Owner Satisfaction Score: 54

Jeep Grand CherokeeJeep Grand Cherokee
Segment: SUV
Series: Laredo 2WD
MSRP: $30,710
Market Price: $25,406
Market Price v. MSRP: -17.3%
CR Owner Satisfaction Score: 64 (V8), 52, (V6)

Nissan ArmadaNissan Armada
Segment: SUV
Series: SE 2WD
MSRP: $37,210
Market Price: $30,174
CR Owner Satisfaction Score: 65

Chrysler 300Chrysler 300
Segment: Sedan
Series: Touring
MSRP: $27,260
Market Price: $21,517
Market Price v. MSRP: -21.1%
CR Owner Satisfaction Score: 52 (V6)

GMC Sierra 1500GMC Sierra 1500
Segment: Pickup Truck
Series: Regular cab 2WD
MSRP: $20,850
Market Price: $16,129
Market Price v. MSRP: -22.6%
CR Owner Satisfaction Score: 58 (V6)

With introduction of the Audi R8 5.2 FSI Quattro this fall, one of the most technically savvy, visually stunning exotic sports cars in years will get even better.
On one hand, this V10-powered R8 is the product of know-how accumulated through Audi’s string of victories in the Le Mans 24 Hour race, and the basis for a new sports-car racing program. On the other, the 2010 R8 5.2 FSI is a brand image builder intended to instill deep lust in car enthusiasts worldwide. We suspect there will be a waiting list for the limited number of R8 V10s headed for the United States, even at the anticipated base price of $195,000. That’s about $80,000 more than the standard, V8-powered Audi R8.

The most obvious upgrade in the R8 5.2 FSI is its 5.2-liter V10 engine, with high-tech direct fuel injection and racing-style features such as dry-sump lubrication. The V10 generates 525 horsepower and 390 pound-feet of torque, or 100 horsepower and 73 pound-feet more the standard R8’s 4.2-liter V8. It delivers 100.9 hp per liter of displacement, impressive for a non-turbocharged engine of its substantial size, with an 8700 rpm redline.

With the standard six-speed manual transmission or Audi’s optional Sequential Shift Rtronic dual-clutch automatic and the R8’s standard all-wheel-drive system, the R8 5.2 FSI accelerates from 0 to 62 mph in a scant 3.9 seconds. It hits 124 mph in 12 seconds, with a top speed of 196 mph. Yet, thanks to the R8’s relatively light weight and efficient direct fuel injection, the V10 should deliver a combined EPA mileage rating of about 17 mpg. That’s excellent for a true supercar.

The R8’s aluminum superstructure is exceptionally rigid and light. Body panels are formed from aluminum and light-weight plastic composite, and fashioned to maximize aerodynamic downforce for stability at high speeds. Its underbody is fully enclosed, and an automatic rear spoiler deploys at about 62 mph to more firmly press rear wheels to the pavement as speeds increase. The R8 5.2 FSI will be distinguished from the standard R8 V8 by subtle styling tweaks, including larger side air intakes, more aggressive side sills and unique ten-spoke 19-inch wheels. It should also be the first car to use LED elements for all exterior lighting, including high- and low-beam headlights.

Given its rear mid-engine layout, the R8 V10 delivers a race-track friendly weight distribution of 44 percent front, 56 percent rear. Audi promises a race-car grade 1.2 g level of lateral acceleration. Yet the road going R8 5.2 FSI should deliver acceptable ride quality on the highway, thanks to an electronically controlled suspension that automatically adjusts shock-absorber rates depending on how the car is driven. Audi will also offer high-tech ceramic-composite disc brakes. They’re about 20 pounds lighter than conventional iron discs, and Audi claims they have a service life of 185,000 miles.

Inside, the R8 5.2 FSI delivers Audi’s typically pleasing interior design, finished in a richer, more tailored fashion than the typical A4 sedan. The car offers a host of options in trim materials and upholstery to allow owner customization. The standard-equipment list includes heated Nappa leather seats, a driver information system, a navigation system and premium Bang & Olufsen audio. Options include a park-warning system with back-up camera.

The R8 offers an impressive amount of luggage space for a car of its type. Its mid-engine design allows separate storage boots front and rear, and Audi claims both will hold a standard-size golf bag.

The V10-powered R8 is the road-going version of a race car Audi is building for international GT3-class sports car racing, and it will compete with makes such as Porsche and Ferrari. That will only increase its appeal among well-heeled car enthusiasts. When the R8 5.2 FSI hits showrooms sometime this fall, there could be more potential buyers than cars, despite tough economic times and the projected $195,000 sticker price.

It took 10 years for Toyota to sell its first 1 million hybrids globally. It reached that milestone in June 2007, one decade after it began selling the first-generation Toyota Prius in Japan. The company now says it will achieve its long-standing goal of 1 million annual global hybrid sales by 2011.

Toyota FT-CH
The Nikkei reported last month that Toyota plans to double its global production of hybrids vehicles from the 2009 level by 2011. According to the Japanese newspaper, the automaker recently notified parts suppliers that it intends to roll out about 800,000 hybrids domestically in 2010, rising to 900,000 in 2011 and roughly 1.1 million in 2012. When domestic production combines with Toyota hybrids assembled at four overseas sites, the volume will exceed 1 million in 2011.

Speaking in January 2010 in Detroit, Toyota USA president and CEO Yoshi Inaba said Toyota is reviving plans to produce the Prius hybrid at its idle factory in Blue Springs, Miss. Inaba did not specify the timing, only saying that it will happen “when the [economic] recovery hits full stride.” Toyota expects US car sales to rise 10 percent this year to about 11.4 million vehicles. Toyota currently makes the Camry Hybrid in the United States, at its Georgetown, Ky. plant.

Honda, the second largest global hybrid producer, made less than 150,000 hybrids in 2009.

Toyota currently sells more than 10 hybrids, including dedicated models such as the Prius and Lexus HS 250h—as well as the Toyota Sai, a sister model to the HS 250h only sold in Japan. Toyota plans to boost production of these existing vehicles in addition to launching new hybrid minivans, subcompacts and luxury cars, according to the report.

Toyota unveiled the FT-CH concept at the 2010 Detroit auto show. It’s one of about 10 new hybrid models expected from Toyota in the next few years. The FT-CH hybrid, which could become the company’s most affordable and highest mpg car so far, will carry the Prius name. No details are available yet on the Toyota hybrid minivan.

2011 Nissan LeafGiven that there has been so much talk and so many wise words from so many different directions about our all-electric future, it can almost go unnoticed that the one thing no one has actually gotten around to doing is translating a single syllable into something a normal family with a normal budget can go out and buy.

Until now.

The 2011 Nissan Leaf is not a low-volume slice of automotive exotica like a Tesla Roadster, nor is it an electrified version of a conventional gasoline car like the Mitsubishi i MiEV, and it is certainly not a plug-in hybrid like a Chevrolet Volt or a conventional hybrid like a Toyota Prius. The 2011 Nissan Leaf is a brand-new, purpose-built, mass-produced, battery-powered family car and, as such, the very first of its kind in the world. And we’ve driven it.

But is it a real car for real people?

You Say You Want a Revolution
The moment of truth is upon us. We’re in the East End of London in a large concrete parking lot upon which Nissan has marked out a track for us to sample the 2011 Nissan Leaf. Actually, two Leafs are here today. One is for static assessment, and it cannot be driven. The car that can be driven is a late-series prototype, and this one wears the body of a Nissan Tiida, known as the Versa in the U.S. Underneath the bodywork, however, this car is pure Leaf. It is very like the car that John O’Dell, editor of Edmunds.com’s Green Car Advisor, drove last summer.

Before you even slot the shift lever into Drive and tentatively press the throttle, the 2011 Nissan Leaf has done much to win you over. For a start, there’s no reason not to have one — in design terms, anyway.

This is a full five-seater with a conspicuously large trunk. You sit a little higher than you might expect because there are 48 lithium-ion battery modules under the floor, but that’s no bad thing. The cabin is spacious, airy and promising. The electronic dashboard works particularly well, using state-of-the-art graphics to present almost certainly more information than you will ever need, a way to reassure you that the Leaf is not going to run out of electrons without giving fair warning first. Nissan calls this “range anxiety” and, as we shall see, it’s an understandable affliction.

At first, the Leaf is entirely as expected. Once you’re satisfied the Leaf is actually awake, you select Drive. Then one small squeeze of the throttle later, you’re under way. It’s not silent, not quite at least, but even in the unlikely event that your everyday steer is a Rolls-Royce Phantom, you’re going to be stunned by the Leaf’s smoothness and refinement.

The Fun-To-Drive Quotient
You ease the Leaf through the first corner and see a long straightaway appear, so naturally you nail the throttle to the floor, expecting acceleration of the barely discernible variety. But that’s not what you get.

Because maximum torque is always and instantly available, the Leaf jumps forward with sufficient alacrity to make you wonder if it should not be renamed “Leap,” a word that describes both its throttle response and game-changing technology with equal precision. Nissan reckons this electric vehicle’s midrange punch is on a par with a sedan powered by a 2.5-liter V6 (probably it really means a Nissan Altima 2.5 with its inline-4, but whatever), and we’d not argue with that.

The 2011 Nissan Leaf also has a party piece, a feature quite incidental to the reason it exists but likely to add considerably to its appeal. And that is the location of the batteries under the middle of the car instead of in the trunk. Because the Leaf represents a clean-sheet design, Nissan created a platform that centralizes the weight of its heaviest components — the batteries — within the span of the wheelbase. And this bit of physics when combined with a very low center of gravity makes the Leaf very responsive to directional changes.

That is to say, all this makes the Leaf implausibly good fun to drive. OK, this is no Porsche Cayman, but when your expectations on the dynamic front are precisely zero, anything comes as a pleasant surprise, so the Leaf’s ability to corner both flat and fast adds up to considerably more.

Reality Bites
And now we must let the cold light of day flood into this rosy picture. Because while the Nissan Leaf might be surprisingly good to drive, what matters — and what, ultimately, will determine its success or failure — is what it is like to live with.

The bottom line is that currently the 2011 Nissan Leaf has a range of just 100 miles, and that’s worked out to the U.S. LA-4 driving cycle (the original EPA city driving cycle, before the current FTP cycle was instituted), and this means that even Nissan admits that the car’s owners are going to struggle to achieve it. Moreover, the Leaf will top 90 mph, but it won’t travel 100 miles at that sort of speed — 60 miles is more like it, we’re told. So this confirms what we all know about electric cars, which is that they are meant for city streets, not interstate freeways.

It’s also useful to remember that it takes eight hours to recharge a Leaf with an industrial-type 220-volt hookup, though you can get an 80 percent recharge in 30 minutes from a specialized high-energy recharge station.

The math still adds up for most people, since we live in cities. And, as we’re constantly reminded, 80 percent of us cover less than 60 miles daily. So Nissan considers the Leaf to be an eminently viable proposition as a result.

Besides, the Leaf also does much to minimize any residual range anxiety that you might have. Its navigation system is hooked up to a global database, so as the charging infrastructure expands, the nav will automatically update and always be ready to take you to the nearest power supply. Over and above that, the car’s operational radius is displayed on the nav screen, so if you program a destination that’s beyond the circumference, the nav will not be shy about letting you know.

You can even talk to the 2011 Nissan Leaf through your mobile phone, telling it, for instance, to warm up its interior on a cold morning while it’s still parked and charging in your garage, saving you battery life and a cold backside. Once it’s charged, it will send you a text saying it’s hot to trot.

The Cost of Being Green
Of course what you pay for the electricity and how clean it really is depends on prices that change and the kind of power station in which the electricity was generated, but it’s still safe to say that the Nissan Leaf’s cost per mile traveled is a small fraction of what it would be for a car of the same size that burns gasoline.

But there’s another saving, too. Where a conventional car needs an annual checkup, the Nissan Leaf effectively looks after itself. In fact, Nissan says the only routine maintenance required at the dealer will be the renewal of brake pads, and since the Leaf’s regenerative braking system minimizes pad wear, it could be some years before the car needs any maintenance at all.

In around five years, however, the Leaf’s lithium-ion batteries will only take around 80 percent of their original charge, so you might feel inclined to change them, not least because the replacements will almost certainly have far greater range than the old ones even when they were new. Indeed Nissan says it has targeted a cruising range of 300-350 miles for the Leaf, though the company admits the technology that will achieve it does not currently exist.

Will This Car Succeed?
It’s the million-dollar question — or multibillion-dollar question, if you’re Nissan. Certainly the 2011 Nissan Leaf will prove an outstandingly able device for delivering urban mobility. The immediacy of its motor response coupled with its unforeseen dynamic nimbleness will make light work of heavy traffic and there really is very little for the range-anxious to fear so long as you remember to put the plug in the wall at night.

But as with other EVs we’ve driven, the 2011 Nissan Leaf will have to wait for the rest of the world to catch up with it. Only when it’s possible to recharge your Leaf with another hundred miles of power in the time it takes to knock back a coffee will this car’s true potential be unleashed. And only when batteries are capable of sustaining the Leaf for more than 300 miles or more will this and other EVs stand a chance of prevailing over the conventional automobile with an internal-combustion engine that has served us so well and for so long.

Don’t hold your breath waiting for that to happen, though. Even in 2050, up to half the cars on our roads will still be powered by internal-combustion engines, Nissan says. So while the 2011 Nissan Leaf is undoubtedly the start of something big, it seems the finish is so far away that few of us reading this today will even be here to see it.

If you’re looking to make a splash with your next car, consider an all-new 2011 model. Many of the most exciting 2011s are already on dealer lots or readily available for pre-order. Since these are brand new or redesigned from the ground up, chances are most people have never seen them before. Plus, manufacturers are already offering incentives on most of these models to get the buzz going and get people into showrooms.

Buy one of these cool 2011 cars and you’re sure to get a great car at a great deal — not to mention a few jealous stares next time you’re cruising down the highway.

2011 Ford Fiesta

2011 Ford FiestaStarting Price: $13,320 Available for pre-order (on sale in summer 2010)

One of the most anticipated cars for 2011 is the Ford Fiesta, which has been on sale in Europe since 2008. Now North America is finally getting a version of this popular small car – and early test drives show it doesn’t disappoint. In fact, at press time, the Fiesta is already ranked at the top of our Affordable Small Car class and gets our highest Overall score ever (9.6 out of 10).

So why is it so well-liked? Because it offers things many other small cars don’t, such as a fun driving experience and a comfortable, upscale cabin. The Fiesta has features rarely seen in its class — from available heated seats to Ford’s SYNC system to a driver’s knee airbag. On top of that, it manages to get hybrid-like fuel economy (but doesn’t cost nearly as much as most hybrids). Ford estimates the Fiesta will get 30 miles per gallon in the city and 40 miles per gallon on the highway.

2011 Hyundai Sonata

2011 Hyundai SonataStarting Price: $19,195

Completely redesigned for 2011, the new Hyundai Sonata is one of the most unusual-looking midsize sedans we’ve seen in years. But that’s not the only reason it stands out. The Sonata is now one of the cheapest cars in its class and continues to carry one of the longest powertrain warranties. It also comes with impressive standard features like XM satellite radio and Bluetooth. Reviewers like it so much that at press time, the Sonata was ranked at the top of its class.

Hyundai offers the Sonata with only a four-cylinder engine, though almost every other car in its class is available with a V6. Still, since the Sonata is a light car, it offers plenty of power. Even better is its impressive fuel economy. The 2011 Sonata is the most fuel-efficient non-hybrid car in its class.

2011 Kia Sorento

2011 Kia SorentoStarting Price: $22,395

Previously an also-ran within its competitive class, the 2011 Kia Sorento has lost its truck-based platform and is now one of the most comfortable-riding and powerful compact SUVs. It’s even giving class leaders, like the Toyota RAV4, a run for their money. The Sorento has an optional third-row seat (rare in this class), class-leading warranties, and impressive standard features like Bluetooth.

Kia estimates its fuel economy at 21/29 mpg city/highway. This is about average for the class, but it’s quite good considering that the Sorento can accommodate up to seven passengers. In fact, few seven-passenger SUVs cost less or net more miles per gallon than the Sorento. And even fewer can touch its 10-year/100,000-mile powertrain warranty.

2011 Nissan Leaf

2011 Nissan LeafStarting Price: $32,780 (before up to $7,500 in federal tax savings) Available for reservation (starting May 15, with delivery in December 2010)

When the Nissan Leaf hits the streets, it will be the first mass-produced all-electric vehicle — and it even comes with a relatively affordable price (and is eligible for tax credits on top of that). The Leaf runs on an electric motor powered by a massive battery pack which can be charged by a standard 220-volt home outlet or a quick-charging station. The Leaf can travel up to 100 miles on a full charge — more than most people drive in a single day.

It’s a four-door hatchback and seats up to five passengers, so you can use the Leaf as a family car. Since it doesn’t require gasoline, it is inexpensive to operate and should be ideal for commuters, too. According to Nissan, based on national average electricity rates, the Leaf should only cost three dollars to charge. Plus, initial test drives show that this electric vehicle drives just as well as any car, with smooth acceleration and braking.

2011 Infiniti M

2011 Infiniti MStarting Price: $46,250 Incentives: 2.9% APR for up to 60 months on M37 trims; Expires 6/30/10

Long overshadowed by rivals like the BMW 5-Series, the Infiniti M has never received much attention. But it’s a different story for 2011 — Infiniti has redesigned the M, and it’s now one of the best-performing full-size luxury sedans. The new model adds more power, sharper handling, and more luxurious interior materials. It also boasts a new look that’s difficult to ignore. Some reviewers love the look, while others think it’s hideous. Either way, the 2011 M is sure to get you noticed.

The M is also big on technology. Its suite of high-tech safety features include a blind spot warning system that will actually take over steering in order to avoid a collision. There’s also a class-exclusive, optional “Forest Air” system that varies the vent fan speed in order to replicate the effects of a breeze. Engineers say it can even detect and neutralize cabin odors.