2016年5月12日星期四

聊聊Lease新车侃价

【作者:匿名】

首先说明,我不买车,只lease车,所以有些关注点可能会不同,这里不考虑诸如自雇更适合lease之类的话题,只说侃价。

lease车的价格是否合适,有个最简单判断方法,就是是每月月供应该接近或等于该车MSRP的1%。比如MSRP 5万左右的BMW X3, 500刀左右算不错的lease (不含税), 0 down payment。

侃价有两种方法,一种简单点但是不太容易拿到最佳折扣,另外一种比较复杂及耗时间,但是如果个人能力强能拿到更高的折扣。

首先说简单的方法:先确定要买什么车,然后去官网上搜dealer网站,一般都有提交问题/联系的地方,给附近每个dealer都发个邮件,不要留电话,只发邮件。内容是:“这礼拜就要买车,车型配置颜色是blablabla,给我个你能出的最好价格,如果我能接受,咱们现在就签”。发个十来封,每个dealer都会回你,绝大部分都不会透露价格,只让你过去谈。但是总会有一个两个的给你价格,拿这个价格去转lease网站查(leasebuster之类的),看看是不是普遍价格。然后给其他让你去面谈的dealer回邮件说你“没空一个一个去面谈,现在我手上有了这么一个offer,你能给更好的我就去你哪儿买”,反正坚决不见面不打电话。要做的就是看dealer们互相掐了。我用这个方法把含税$750多月供的车砍到含税$525。如果实在没人给你价格,你就用转Lease网站上同类车的最低lease价(特别是demo车的lease价)发给dealer们就行。

然后是第二个方法,上门去谈。
这里面要注意的是几个数值:
  1. 残值百分比,这个是没得谈的,由厂商来定,每月浮动。主意这个残值百分比是基于MSRP的,和最终成交价无关。
  2. 利率,这个也没得谈,由厂商来定,每月浮动,但是可以靠放msd来降低。
  3. dealer fees等杂七杂八,这个可以谈。

谈lease主要要谈的是:
  • 折旧:成交价 - 残值百分比×MSRP。比如一辆X3叫价$5万,$4万5成交,残值百分比60%,那么折旧就是$45k - 0.6×$50k=$15k。
  • 厂商的财务成本: 比如当前X3的apr是2.99%,那么公式是:(成交价+残值)/2×(2.99%/12),进一步推导是(成交价+残值)×(2.99%/24),那么最后这个括号里的部分就称作money factor.

决定整个lease价格的就是这两个因素,所以目标是尽量降低成交价及财务成本。后一个比较好办,可以通过放msd来解决,就是所谓押月供,放10个月的月供能把等效apr从2.99%降到2%以下,这还是比较可观的。

谈成交价的时候,不要说自己要lease,就说要现金买,等价格砍好了,要求按这个价格lease,然后和dealer说放msd降mf,等到最后敲定要出单子了,手里如果有厂商折扣的话(主要是各种credit)再拿出来压上去。

基本上就是这些,剩下的看个人修行吧。

补充一个,残值百分比在哪里找。以宝马为例,去官网找他的special offers,lease offer,看小字,里面会提到msrp多少钱以及残值多少钱,用残值除以msrp就是残值百分比。

比如现在328i GT的lease offer:
*European model shown. Features and equipment may vary in Canada. Lease offer 0.90% APR for 24 months available only through BMW Financial Services Canada on approved credit (OAC). Lease example based on 2016 BMW 328i xDrive GT base model: Total Selling Price $52,268. MSRP $49,140 at 0.90% APR for 24 months. Monthly payment is $678 with down payment or trade equivalent of $4,000, Freight & PDI $2,145, Retailer Administration Fee (up to) $595, Air Conditioning tax $100, PPSA / RDPRM $112, Motor Vehicle Industry Council Fee $140, Fuel Tax $0, and Tire Levy $36 are included in the Total Selling Price and due on signing. Licensing, registration, and applicable taxes are extra and due on signing. Freight & PDI can be financed over the term of the lease contract. First month’s lease payment and security deposit of $4,678 due on signing. Total obligation for the lease is $47,407. The residual value of the vehicle at the end of the term is $28,010. Annual kilometers limited to 24,000; $1.25 per excess kilometer. Retailers are free to set their own prices. Excess wear-and-tear charges may apply. Offer expires May 31st, 2016. Delivery must be taken by May 31st, 2016. Offer is subject to availability and may be cancelled or changed without notice. Certain conditions apply. See your local BMW Retailer for full details.

残值百分比是57%, 24个月lease.

而这个320i的lease offer:
*European model shown. Features and equipment may vary in Canada. Lease offer 0.90% APR for 24 months available only through BMW Financial Services Canada on approved credit (OAC). Lease example based on 2016 BMW 320i xDrive Sedan base model: Total Selling Price $43,118. MSRP $39,990 at 0.90% APR for 24 months. Monthly payment is $408 with down payment or trade equivalent of $3,650, Freight & PDI $2,145, Retailer Administration Fee (up to) $595, Air Conditioning tax $100, PPSA / RDPRM $112, Motor Vehicle Industry Council Fee $140, Fuel Tax $0, and Tire Levy $36 are included in the Total Selling Price and due on signing. Licensing, registration, and applicable taxes are extra and due on signing. Freight & PDI can be financed over the term of the lease contract. First month’s lease payment and security deposit of $4,058 due on signing. Total obligation for the lease is $38,508. The residual value of the vehicle at the end of the term is $25,594. Annual kilometers limited to 24,000; $0.15 per excess kilometer. Retailers are free to set their own prices. Excess wear-and-tear charges may apply. Offer expires May 31st, 2016. Delivery must be taken by May 31st, 2016. Offer is subject to availability and may be cancelled or changed without notice. Certain conditions apply. See your local BMW Retailer for full details.

残值百分比是64%, 24个月lease.

另外,残值百分比同样作用于选配包,也就是如果你给上面这个320i加个比如说$4000的premium包,这个包的残值百分比也是64%。包加多,价格会高,但是更容易砍价,所以和实际成交价比起来,实际上你拿到的残值百分比会更高。 X1曾经给出68%的残值百分比,配上点东西再砍砍价,特别是X1这种至少砍下10%才能算及格的车,3年下来的实际残值能高达msrp的78%。

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