Letters to the Editors
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Subject: Drivetrains
From: Chris

I'm a bit confused about the nature of four-wheel drive in trucks. A friend of mine mentioned that most American trucks have an "open rear," meaning that power is sent to only one of the rear wheels at a time. It shifts back and forth as to which wheel slips more. My question is: when 4WD is engaged, does this mean that the front axle sends power to only one wheel also, or are all four wheels actually being driven? Why the 1WD anyway? Do non-AWD live-axle SUVs feature the same system? How about 2WD performance trucks like the F-150 Lightning?

There are many ways to refer to an open differential in which only one wheel on an axle gets power. Everything from "open diff" to "one legger" to "non posi" has been used, but in every case it means the same thing, and the manufacturers use it because it's less sophisticated and provides smoother operation during typical street driving than the alternatives (of which there are many). When referring to the opposite type of differential, "limited slip" is probably the most common term, and it essentially means that power is divided between two wheels on a given axle, thus reducing the chances of losing traction when trying to accelerate on a slippery surface. When engaging four-wheel drive, power is sent to both axles, but without locking or limited-slip differentials a four-wheel-drive vehicle is essentially a vehicle with two "open diff" axles. The same is true of all-wheel drive. You can learn more about these systems by reading our story What Wheel Drive? — Ed.


Subject: Burying Old Stereotypes
From: Denise

Despite a plethora of corroborating research, Philip Reed finds it hard to believe that consumers continue to experience increased satisfaction with the auto purchase process.

His attack on Automotive Retailing Today's (ART) car buyers' satisfaction survey perpetuates outdated misperceptions. His sentiments clearly contradict those of a growing number of Americans who are more than satisfied with the auto buying experience.

ART's survey indicates that customers are making use of available on-line resources and are entering dealerships more educated than ever before about vehicle features, pricing, options and performance. Our research revealed that 78 percent of Asians prepare for their purchase experience by using the Internet, as do 49 percent of Caucasians, 43 percent of African-Americans and 42 percent of Hispanics. When consumers arrive at a dealership, they have a good idea of what they want and how much they are willing to pay for it, making the purchase process more efficient and putting them at an advantage. Mr. Reed wonders if the rise in satisfaction is due to the widespread use of incentives and low-interest financing made available since September 2001, not specifically because of the increased dealer performance. ART wondered the same thing — so we asked that very question in our survey. The result: the characteristic those consumers liked the MOST about their new vehicle purchase or leasing experience was the vehicle itself, according to 24 percent of respondents; 11 percent named the service they received from the sales department; and only 8 percent said the price.

Simply stated, Americans are walking into showrooms more informed and confident than ever before, and dealers are meeting or exceeding their expectations. Maybe it's time to give the last rites to those old negative stereotypes about car dealers.

Your response seems to indicate consumers are more educated — primarily through the Internet and sites like Edmunds.com — and that's why they are happier with their dealership experience; a position we wholeheartedly agree with. Also, we find it interesting that the product itself is what the largest number of your respondents identified as the favorite aspect of their car-buying experience. The service from the sales department was a distant second, with less than half the percentage points — 11 percent — for the service staff. So, the product has gotten better and consumers have become more educated about the buying process, thus reducing their chances of being skewered by the dealership when they go to buy a vehicle. It's difficult to see how these factors indicate a need to "give last rites to those old negative stereotypes about car dealers." — Ed.


Subject: Lemon Law
From: Claire

Do you know if one can sell a car "as is" without liability?

I've heard scary things about the lemon law in Massachusetts. One car dealer we were THINKING of trading in my car with said we'd be crazy to sell it ourselves because if something went wrong — WE would have to cover the cost of repairs — even if it was more than the cost of the car. I have a feeling that's bull — but what's your take on it?

A dealer feeding a consumer bull just to ensure a sale through their own lot? That sounds like an out-of-date stereotype…

The term "lemon law" refers to a consumer protection law against flawed cars sold by dealers, not private parties. If you sell a car "as is" and represent it accurately to the buying party, you'll have taken all the necessary steps to avoid a frivolous lawsuit. When it comes to legal protection, there are no absolute guarantees, but thousands of cars are sold by private parties everyday. — Ed.


Subject: Advertising Fees
From: Shawn

I am a car salesman who recently read an article by Consumer Reports that was meant to warn consumers of how evil salesmen are. I wrote a response to them because I thought their article, and general mentality, was unfair. I also felt they were shady to sell invoice pricing that can easily be obtained through sites like yours. I am sending copies of this to other written and electronic news media in case you are interested in telling both sides of the story. I have read your "Confessions of a Salesman" and I feel that it was mostly fair, and I recommend your site to customers. Please let me know if you are interested.

Also, on your invoice pricing, you do not include marketing assessment which is usually around $500. Yahoo notes that it exists and CR gives it. Please make some sort of note on the site that it exists so my customers do not look at me crazy when I mention it.

Advertising fees are assessed by regional ad groups and are placed on invoices for those dealers that participate. We capture invoice prices at a national level and thus do not generally reflect these special regional adjustments. We are often asked if these are legitimate expenses and we acknowledge that they certainly are real costs to the dealer. But by looking at Edmunds' TMV, we account for these extra fees. Consumers who try to match our invoice prices to the dealers are missing the big picture. We have already given you the fair market price you can expect to pay for a certain car in a specific market. — Ed.


Subject: Confessions of a Car Salesman
From: Randall

Your exposé on the trials and tribulations of car salesmen (and women) was notably enjoyable, but brought many good, and some not so good, memories of my own foray into the murky world of car sales.

I spent about a year in the biz and without exception every single one of your examples and stories were 100 percent accurate. Did we work in the same place at the same time? I wonder….


Subject: Focus With Mazda 6 Engine
From: Ben

It is my understanding from the Edmunds Town Hall that in N.Y., Mass. and Calif., people can now buy a Ford Focus with the new 2.3-liter, four-cylinder engine from the Mazda 6. I've driven the 6 and loved it, but it is a little out of my price range. If they are putting that same engine in the Focus, though, that makes it a mini-6, sort of. My question is whether the esteemed editors of Edmunds know more about this engine change and if so when will the rest of the country (I'm in Michigan) benefit from it? I love Edmunds! Nothing else even comes close! Thanks!

The 2.3-liter PZEV engine that's now available in the Focus in certain states is, in fact, the same engine used in the Mazda 6, but due to its stricter emissions controls it generates less horsepower and torque than the equivalent engine in the Mazda. This engine will be available in all non-SVT Focus models nationwide roughly a year from now. — Ed.


Subject: Gas Guzzler Question
From: Max

I have a gas guzzler tax question for anyone who can help me be better educated. I am going to negotiate a purchase price for a 2003 Cobra tomorrow. The dealer (very friendly person) faxed me the window sticker. The numbers matched exactly with Edmunds'. However…the dealer's window sticker has a $1,000 gas guzzler tax. This price is not specifically mentioned by Edmunds. Consequently, I am now unsure about my offer. Here's a little background about my car-buying record: I have never paid over invoice for any new car I have purchased. This includes the 2002 Acura TL Type-S and the 2001 Maxima 20th Anniversary Edition that I have bought in the past. I wish to offer the invoice price for the Cobra, but I'm not sure if Edmunds includes the $1,000 gas guzzler tax. Can anyone help me with this matter? Thank you!