GOOD DEALS ON YESTERDAY'S WHEELS

They look new, drive like new, even smell new -- but much to the delight of cost-conscious buyers, pre-owned cars sell at far less than new-car prices.

The used car and truck market is getting better for used vehicle shoppers.

More and more former auto buyers have switched from owning to leasing, which is providing the used-car market with a steady supply of low-mileage, well-maintained, 1, 2 and 3-year-old former lease vehicles.

In addition, used vehicle managers are seeing a high number of new-car trade-ins due to an upsurge in new-car sales.

Car shoppers can select from a wide variety of models, most loaded with popular options -- air conditioning, cruise control, anti-lock brakes and much more.

Most consumer reports say the situation will only get better for the used-car and truck shopper. By mid-1995, an additional 2.1 million lease vehicles will be released to used-car lots.

People are buying pre-owned vehicles, say Cape Girardeau new-car dealerships that handle a variety of what they refer to as "program" or "repurchase" cars as well as late-model trade-ins for new cars.

Dealers agree that there are some "great deals on yesterday's wheels," when buyers shop carefully.

The program vehicles make it possible for many shoppers to drive off in a vehicle that has most of its useful life ahead at a cost 20 to 30 percent less than a new vehicle.

These are cars that have been leased by the manufacturer for about six months, with mileage ranging from 10,000 to 20,000 miles. A year old maybe, but the steepest part of the depreciation has already been absorbed.

"The demand for good used cars is out there," said Bob Neff, general manager of Ford Groves, which has sales facilities at 1501 N. Kingshighway in Cape Girardeau and at 825 E. Highway 61 in Jackson. "The average car on the road is more than 8 years old, and people are wanting to replace them."

As many as 11 million U.S. motorists are ready to replace their older model cars, which could make for a good used-car market through the next few years.

A lot of these people will buy new cars, car dealers say, but a lot of them will also be looking for the good used car.

Some Cape Girardeau new-car dealerships depend heavily on used-car sales, and offer a wide choice of late-model vehicles, especially the lease "program" and "repurchase" vehicles.

"We got into repurchase cars in 1988," Neff said. "We keep as many as 250 repurchase cars on our lot at all times. That includes almost every model Ford makes, from the compacts to the luxury Lincolns."

Ford provides more lease cars than any manufacturer. Three of every five Fords made will become lease cars.

About 25 percent of all vehicles made in the United States go for lease, and by the year 2000, automakers predict that half the cars made will be leased before going on the sales lot.

"We specialize in program cars," said Tom Jaster, sales manager at Auffenberg Chrysler-Plymouth-Dodge, 611 S. Kingshighway.

"The program vehicles offer a big alternative for car buyers," he said. "For people who don't want the big depreciation of a new vehicle, that depreciation has already been taken."

Auffenberg has from 50 to 80 program cars on its used-car lot at any time.

"The program car offers buyers an attractive plus, in addition to dollar savings," said Mark Van Matre, general sales manager of Van Matre Buick, 511 S. Kingshighway. "These cars are still under factory warranty."

"That's a big plus," said Chris Adkisson, sales manager at Cape GMC Pontiac, 755 S. Kingshighway. "People know that we have the facilities to take care of any warranty work."

Cape GMC Pontiac also offers a variety of older cars, from trade-ins.

"A lot of people want older used cars in $2,000 to $3,500 range," Adkisson said. "We want to be able to provide that type of car, too."

Garry Warner, general sales manager at Crown Cadillac Oldsmobile at 607 S. Kingshighway, agrees program, or repurchase cars are a good compromise to new cars.

"But, many of our used cars are from local trade-ins," he said, adding that used-car sales had been good at Crown during the past year.

"Most of our used cars are from local trades," said Ben Stein, used-car manager at Wieser Honda-Mazda at 2611 Auto Park Drive off S. Kingshighway. "A lot of people are looking for good used cars."

Stein added that all used cars are "run through the shop" and reconditioned before being placed on the lot.

"I can't keep used cars on the lot," said Robert Enax, sales manager at Coad Chevrolet Inc. at 517 S. Kingshighway. "We purchased a dozen program cars last week. They won't last long."

Coad Chevrolet also offers used cars from trade-ins.

"We keep the cream of the crop in used cars," Enax said.

"Used-car sales are good," said Paul Horton, sales manager at Cape Toyota-Suzuki, 835 S. Kingshighway.

"We have the program cars, and we keep good trade-in vehicles for retail."

The first step in shopping for a used car is the same as that for shopping for a new car -- narrowing the field to one or two models that best meet the buyer's need.

A good place to start, say a number of consumer report guides, is at the local public library, checking surveys on vehicle performances and "frequency-of-repair" listings in various magazines, including "Consumer Reports."

When you know what you want, ask the librarian for the monthly NADA Official Used Car Guide, to get an idea of price. The guide quotes both retail and wholesale prices.

The Cape Girardeau Public Library also offers a video that gives a comprehensive list of checkpoints to go over during an initial inspection and test drive.

When you find your dream car, whether it is at a used-car lot or a new-car dealership's used-car department, check out the mileage and look for telltale signs pointed out in your "how-to" guide.