In the consumption experience of ordinary people, one-time payment can often enjoy more benefits and discounts, and the higher the value, the more obvious the goods are.
Recently, Hua Ge (a pseudonym) in Hangzhou was going to change a new car, so he went to a number of 4S stores to understand the market.
However, the salesman’s reply made him indignant: he wanted to pay off the car in one lump sum, not only did he not enjoy more preferential treatment, but the actual car price was more expensive than the mortgage loan. What’s going on here?
If you want to pay in one lump sum, the price of the car will increase by 10 thousand instead.
Hua Ge told Qianbao that his current car has been driving for more than ten years, so he wants to buy a new car and improve his quality of life, focusing on several well-known brands such as BMW, Mercedes-Benz, Audi and Volvo.
"The price range is set between 250,000 yuan and 300,000 yuan." After listening to a friend’s advice, he decided to buy a car mainly for BMW X1 and Audi Q3.
In an Audi 4S shop on Shaoxing Road, Hua Ge took a fancy to the basic version of Audi Q3. At that time, the salesperson of the 4S shop said that if the car was purchased by mortgage, the car price was 250,000 yuan, which was the landing price, including purchase tax, licensing service fee and vehicle insurance premium for the first year. There are two kinds of mortgages, one for three years and the other for five years. Customers can choose.
"I’ll pay in one lump sum. Can the car price be cheaper?" Brother Hua asked directly according to common sense of consumption.
"I suggest you still get a mortgage. If you don’t mortgage, the car price must be increased by at least10,000 yuan. " The salesperson’s reply suddenly made Brother Hua blindsided.
In order to keep Hua Ge as a customer, the young man in charge of sales said that if he really wanted to buy it, he could apply for a cheaper price. But if you don’t mortgage, it is indispensable to increase the car price by 10 thousand yuan.
In another Audi 4S store in the west of the city, the sales staff gave the basic version of Audi Q3 a price of more than 250,000 yuan, and also suggested that he buy a car by mortgage. "This 4S shop is even better. Listen to the tone of the sales staff. If you don’t mortgage, you may not sell me a car. In addition, if you are an employee of Ali and Huawei, you can buy a car for another 2,000 yuan cheaper. " Brother Hua said.
On this day, Hua Ge visited seven or eight 4S stores in Hang Cheng, including BMW and Mercedes-Benz, and the result was similar: if you don’t mortgage, the car price will be more expensive.
Every 4S shop is promoting mortgage to buy a car.
As a customer, Qianbao reporter also went to several 4S stores in Hangzhou for experience.
On Shaoxing Road in Hangzhou, there are many 4S car shops. In a Mercedes-Benz 4S shop, a young man in charge of sales told reporters that the landing price of a dynamic SUV is 406,000 yuan, and it can be 2,000 yuan cheaper if you apply for a mortgage.
"The interest rate of our mortgage car purchase is very low. A loan of 100,000 yuan is used for a two-year mortgage, and the interest rate is only 1.5%, which is the interest of 3,000 yuan, which is equivalent to spending a total of 1000 yuan on mortgage car purchase. " The young man said.
In another BMW 4S store, the manufacturer’s guide price of an SUV is 436,800 yuan. "If you pay in one lump sum, you will enjoy a 91% discount; If you mortgage, you can enjoy a 10% discount, which is more than 4,300 yuan cheaper. " A salesperson named Bao said.
The salesperson told reporters that in their 4S shop, the minimum mortgage amount is 120,000 yuan, and there is a minimum mortgage ratio requirement. The reporter took a fancy to this SUV, and the minimum amount of mortgage was 137,000 yuan. "If you mortgage for two years, the interest will be 7,100 yuan, MINUS the discount of 4,300 yuan, which is equivalent to paying more than 2,700 yuan in interest for two years."
Later, the hourly journalist came to an Audi 4S shop. A salesperson surnamed Xu told reporters that the market guidance price (bare car price) of an Audi Q5 is 446,500 yuan, and the preferential price for one-time payment is 361,500 yuan, with a discount of 85,000 yuan; If you mortgage, the preferential price is 348,500 yuan, and the discount reaches 98,000 yuan, which is 13,000 yuan cheaper than the one-time payment!
Xiao Xu said that if a one-time payment is made, the vehicle purchase tax will be 33,000 yuan because of the high car price; If you buy a car by mortgage, the car price is cheap, and the vehicle purchase tax is 32,000 yuan, which can save 1000 yuan.
Selling mortgages wants to establish contact with customers.
Why is the one-time payment car more expensive? In the Mercedes-Benz 4S store, the young man in charge of sales explained to me that handling mortgage loans can increase the stickiness of customers and establish long-term contact with customers. "If it is a one-time payment, it has nothing to do with us after the customer’s car leaves."
But his explanation is obviously unconvincing. Because all the personal information of customers is retained in the process of car purchase, it is easy for 4S stores to contact customers. For customers who have taken out mortgages, the agreement stipulates that some specific after-sales services must go to 4S stores, but this connection seems far-fetched.
In the process of buying a car, Qianbao reporter found another problem. Although every 4S shop actively encourages customers to buy a car by mortgage, the interest rates of mortgage loans are quite different. For example, if the Mercedes-Benz 4S shop mortgages for two years, the annual interest rate is 1.5%; If the BMW 4S shop is mortgaged for two years, the annual interest rate is about 2.6%; The Audi 4S shop mortgage loan has an annual interest rate of 4.2%.
The sales staff of Audi 4S store said: "If we apply for a mortgage, we can get a rebate from the bank. We compensate the rebate to the car price, which is still very cost-effective for customers. If there is no advantage in mortgage, there will not be so many people to apply for mortgage. "
The sales staff of Mercedes-Benz 4S store said: "Manufacturers have requirements for us, such as the proportion of cars sold by mortgage should reach 50% to 60% of customers. We are also trying to complete the manufacturer’s task indicators. "
Just like buying a house by mortgage, buying a car by mortgage can really alleviate the tight cash flow of many consumers when buying a car. However, Hua Ge, who mentioned earlier, believes that if the car price of a full car is higher than that of a mortgage car, it obviously does not conform to the market rules, and the bank will increase the burden on consumers while generating income.