Sino-Singapore Jingwei, July 12th (Niu Chaoge) "As soon as I heard that I was going to buy a car in full, I was enthusiastically introducing the sales of the car and immediately changed my face and ignored me. Is it so unpopular to buy a car in full?" And when she went to the auto show to see the car in June this year, Ms. Wang from Zhengzhou was still confused.

  Ms. Cheng's experience is not unique.

According to media reports, Mr. Zhao from Xinjiang saw a car at the Urumqi Cybertek Exhibition Hall on June 3. He negotiated with the sales staff that he would pick up the car in full, and paid a deposit on the spot. When Mr. Zhao went to pick up the car When I was in the car, I was told by the 4S shop that I had to take a mortgage loan to buy a car, and the deposit was non-refundable.

  Sino-Singapore Jingwei visited a number of car sales stores and found that, except for a few new energy car companies with directly-operated stores, almost no sales staff wanted consumers to buy cars in full.

  "Buying a car is very strange these days. There is no discount for the full amount, but the mortgage can be cheaper by 70,000 to 80,000 yuan." Some consumers have raised such questions on social platforms.

  Why is the transaction method of clearing the money and the goods unpopular with the sales staff after paying the car payment in full at one time?

Buying a car in full is not cheap in installments?

  At the beginning of May, Ms. Zhao, who lives in Zhengzhou, Henan, saw a car at a BMW 4S shop in Zhongyuan District. The next day, when Ms. Zhao was going to pay at the 4S shop, she was told by the salesman that because it was the full price, the discounts discussed the day before were all It doesn't count.

"I told you about the discounts yesterday, but did I sign the paper?" The salesman asked Ms. Zhao in return.

According to Ms. Zhao's recollection, during the first price negotiation, the sales said that they could offer a discount of 8,000 yuan on the all-inclusive price of 370,000 yuan and send 5 maintenance services.

  Some car owners told Sino-Singapore Jingwei that the discount for buying a car with a full payment is not as great as buying a car with a loan, which is not a new thing.

When Mr. Dong from Xinyang, Henan bought a car at a Dongfeng Honda 4S store, he changed his plan to buy a full car because of the discount of 1,300 yuan. "The interest of the two-year installment is 1,200 yuan, and I will give you a discount of 2,500 yuan. You can get it in installments. "The sales of the 4S store told Mr. Dong.

  After visiting as a consumer, Sino-Singapore Jingwei found that some 4S stores can provide a 3-year interest-free and 0-fee discount for car loan purchases.

  When Zhongxin Jingwei inquired about car purchases as a consumer, a salesperson from a Feifan auto direct-sale store in Dongcheng, Beijing, began to strongly recommend car loans.

  "The total price of this MR.Pro is 249,800 yuan, and the insurance is 5,000 yuan. There are two interest-free plans. One is a down payment of 30%, divided into 24 installments, a down payment of 74,940 yuan, and a monthly payment of 7,285 yuan. The second is a down payment of 50%, divided into 24 installments. 36 issues, the down payment is 124,900 yuan, and the monthly payment is 3,469 yuan." The sales staff introduced to Sino-Singapore Jingwei.

  "Don't pay the full amount to buy a car. The loan to buy a car is interest-free and handling fee-free, which is equivalent to lending you more than 100,000 yuan for free. It is better to deposit Alipay than the full amount. And the process is fast. Submit an application in the morning and get it in the afternoon. Can approve!" The salesperson told Sino-Singapore Jingwei.

  An Audi 4S store in Beijing also launched a 12-period 0-interest rate consumer credit program, covering new and second-hand cars.

  There is not one 4S store that uses the zero-interest financial solution as a propaganda slogan. A Dongfeng passenger car 4S store in Beijing also produced relevant propaganda boards and placed them on the outer wall of the store.

  Although 0 interest is advertised, Sino-Singapore Jingwei found that there is still a handling fee of about 3,000 yuan to be paid when buying a car in installments.

  The salesperson of the above-mentioned Dongfeng Passenger Car Store told Sino-Singapore Jingwei that if you want to buy a car in installments, you need to pay a handling fee of 3,000 yuan.

  "As long as you buy a car in installments, you need to pay this amount. The 3,000 yuan is directly handed over to the bank that provides the loan, which has nothing to do with our store." The salesperson of the Dongfeng Passenger Car Store said.

  Sales of many 4S stores said that although there is a handling fee, it can ease the financial pressure of customers.

  According to the staff of the aforementioned Audi store, there are also two bank staff in the store who have been working in the 4S store for a long time, which is not only convenient for providing financial solutions to consumers, but also supervising the assets belonging to the bank in the store.

Practitioners: Sales are stuck in loan penetration

  Zhang Xiang, an expert from the China Bolian Think Tank, believes that the difference in profit is the reason why the salesperson recommends a loan to buy a car.

"There is a phenomenon of charging handling fees for car loan purchases, and sales staff can also get commissions from loans and other links. This difference in profit also leads to different attitudes of sales staff towards full payment and loan customers." Zhang Xiang said.

  An industry insider pointed out to Sino-Singapore Jingwei that the profit of negotiating a single loan car is two to three times that of the full car.

  "Taking a car with a down payment of 30% and a total price of 200,000 yuan as an example, the down payment is 60,000 yuan, and a loan of 140,000 yuan is required. The handling fee is about 3% of the loan, which is 4,200 yuan. 4S stores also make loans to banks and other financial institutions. Institutions introduce business, and banks will generally give 4S stores a rebate of 3% of the loan amount, that is, 4,200 yuan. In addition, loan cars generally require car owners to purchase full insurance, and most full cars have no rigid requirements, so 4S stores can also get insurance from insurance. We will get about 1,000 yuan in rebates," the person said.

  Feng Tian (pseudonym), who is engaged in car sales, told Sino-Singapore Jingwei that the sales commission he can get for selling a full-size car is 200 to 300 yuan, and the sales commission for a loan car is at least double that of a full-size car.

  According to media reports, interest-free loans are only interest-free for car owners. In fact, car manufacturers and sales stores are subsidizing interest.

Therefore, in the process of handling installment payments, 4S stores have to charge consumers a financial service fee, while the relevant car companies said that the so-called service fee is the behavior of 4S stores and has nothing to do with car companies.

  The salesperson of Feifan Automobile told Sino-Singapore Jingwei that the reason for the zero handling fee is that the financial service is provided by the SAIC Group, which belongs to Feifan Automobile. This move is only to boost sales.

  But not all financial services provided by car companies are free of fees.

  The sales of a BYD 4S store in Beijing told Sino-Singapore Jingwei that the financial services provided by BYD can be interest-free, but not the handling fee, while the financial services provided by the bank can neither provide interest-free nor charge a handling fee.

  According to practitioners, loans can extend the front line. One installment loan is 3 or 5 years. Insurance, car repairs, claims and other links have to deal with 4S stores. After a few years, 4S stores will not worry about the opportunity to make money.

In addition, if consumers go through the installment process and prepare the full payment, there is no pressure to pay only a down payment. Consumers may switch to a model with a higher total price, and this type of car is more profitable.

  Feng Tian said that the reason for the sales efforts to promote car loans is that they do not want to be deducted.

"Actually, recommending customers to buy cars in installments is not for the purpose of earning commissions, but for the purpose of the loan penetration rate assessment. The loan penetration rate refers to the proportion of the number of loaned cars in the total sales volume in an assessment cycle. Car replacement, transaction rate, etc. are all indicators for evaluating sales. If they do not meet the standards, they will deduct money. Extreme stores will even ask for sales not to sell the full car.” Feng Tian said.

  "As long as this sales model doesn't change, the difference in attitude of sales staff towards full-payment car purchases and car loan purchases will not change." Zhang Xiang said.