Car Buying 101 with James Paye of Dells Auto
In this episode of Tips for Change, we sat down with James Paye, Finance Manager at Dells Auto, to talk all things car buying—from how to prepare before stepping on the lot to making smart financing decisions. With nearly three decades in the auto industry, James brings a practical and approachable perspective to a process that can often feel overwhelming. Whether you’re in the market for your first car or want to better understand how auto loans work, this episode offers helpful tips for buyers of all kinds.
Demystifying the Car Buying Process
James kicked off the conversation by sharing his extensive background in the automotive world, starting his career in 1997 and now leading the finance department at Dells Auto. He emphasized a key point many buyers overlook: the process doesn’t have to be stressful. At Dells Auto, the goal is to treat every shopper like a guest—one that should feel informed, confident, and comfortable from the moment they walk in.
What’s Trending in the Market?
With used cars still in high demand, James explained how rising interest rates and global economic factors like tariffs are shaping today’s auto market. While many shoppers dream of a new vehicle, used cars often win out when it comes to affordability and value. And while interest rates have impacted what people can afford, James notes that pre-approvals and competitive financing options from dealerships and credit unions—like those offered by Voyage—are making it easier to plan ahead.
Financing Basics: Know Before You Go
One of James’ biggest pieces of advice? Know your credit. Your credit score can significantly affect your interest rate and loan terms, so having a general understanding before you shop can make a big difference. James also addressed common misconceptions, such as the idea that better rates are only available during certain times of the year. In reality, timing isn’t everything; it’s your financial profile that really matters.
Pre-Approvals and Smart Shopping
With more buyers submitting credit applications online, James highlighted how pre-approvals are becoming standard practice. Getting approved before arriving at the lot saves time and gives both buyer and dealer a clearer picture of budget and financing. Dell's Auto alone sees nearly 750 credit inquiries per month, with shoppers coming from across the tri-state region.
Hidden Costs and Extra Protections
When it comes to hidden costs, James was quick to assure that Dell's Auto keeps things transparent. While the only additional fee is a flat $199 documentation fee, he cautioned buyers, especially in the new car market, to ask about addendums. On the topic of extended warranties and GAP insurance, James recommends them in most cases, noting that today’s cars are high-tech machines with repair costs that can quickly add up.
Tips on Negotiating (and Knowing When You Don’t Have To)
James acknowledged that negotiation still plays a role in car buying, but much less than it used to. With market prices tightening post-COVID, dealers are more competitive than ever, leaving little wiggle room. That said, he encouraged shoppers to compare rates from local banks or credit unions to find the best possible deal—and to always be upfront with their budget.
Episode Mentions:
About James Paye
With nearly 28 years in the auto industry, James Paye brings deep knowledge and a personal approach to every car buying experience. He began his career in Pierre, South Dakota, working his way through every level of dealership operations—from sales to general management—before becoming Finance Manager at Dells Auto in 2015. James is passionate about helping customers navigate the financing process with ease and confidence. Known for his straight-talk style and customer-first mindset, James believes buying a car doesn’t have to be stressful—it can (and should) be a positive, empowering experience. When he’s not at the dealership, you’ll likely find him driving his favorite ride: a comfortable, reliable Suburban.
