汽车 如何在美国购买新车: 写给留美刚毕业或刚念书想买新车的朋友

如何在美国购买新车: 写给留美刚毕业或刚念书想买新车的朋友

本文写给留美刚毕业或者刚念书的想买新车的朋友们,主要介绍买车的流程以及如何砍价,希望自己从网上和实战中总结出的一点点经验能帮助大家省点心。

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1.选择车型

车型的选择主要还是看预算和需求。预算决定你买车的档次,需求决定你购买的品牌。对于新车,最低差不多得1万5左右,街车在2万左右,入门豪车在3万5左右,最高当然不封顶。需求方面,日本车满足日常需求,相对保值而且不容易出故障;德国车结实,帅气等等。你可以参考朋友的建议,网上的信息,把自己可能想买的车列个表,然后就可以搜附近的dealer去试车了。

试车时到任意的dealer都可以,最好先打电话预约一下,说“我想买某某车,可以帮我schedule a test drive吗?”,这样可以确保去了有人接待,而且能试开一段人家规划好的路线;也可以直接杀到dealer那里,一般人家如果觉得你是马上要买车的人,也会正常招待。

试车过程中至少要对外形内饰空间是否满意,驾驶过程中座位,方向盘,刹车油门舒不舒服,噪音等等得出自己的结论。最好带有车龄的朋友一起感受。

最后,通过前期准备,假设你已经选定了一到两款车。

2.从网上获取估价

第一步试车看看标价就好,不用跟dealer砍价之类的,也千万不要因为dealer当时用各种要失效的discount诱惑就现场决定,因为他当时能给你的低价以后一样会给你,甚至更低。

试车回来,到网上估价。推荐两个TrueCarEdmunds。在上面选好你看中的车,就能知道你最多要付多少钱了。

3.向当地的Dealer要价

到你要买的车的品牌官网上找dealer列表,或者使用Cars.com来找所有卖这车的dealer。在Cars.com上具体就是先填车型,选新车,然后点dealer那个tab会显示个地图。注意,这里建议找200miles以内的所有dealer,卖家多(至少10个)你后面才有竞价的操作性,200miles虽然很远但真心没关系。

现在你手上已经有几个dealer的网络报价了,估计TureCar给的是最低的。下面你要向你的dealer列表中没有价格的dealer打电话要online sales的email,以便后面竞价。

从网上找到并拨通dealer电话:

Person Conversation
You Hi, I want to buy XXX car, may I speak to the internet sales manager?
Receptionist Sure. Hold on please…
Internet Manager Hello, how can I help you?
You Hi, I want to buy a (Year/Make/Model). Do you have that car available?
Internet Manager Yes we do. What color and options do you like?
You Can you give me your email address? So I can email you my detail requirements and other questions.
Internet Manager Sure if you prefer to use email. My email address is …, and my name is XXX.
You Got it, thanks.


确保你在你的list上记下了:

  • Dealership Name
  • Name of Internet Manager
  • Email Address

打电话的时候不用紧张,大多数人都不会当场抓住你进行高压推销,他们也知道你比较懂行。一旦他们非要跟你电话讨论,你就说你short on time没时间,必须用email。他们要是千方百计不合作,那就pass他家。

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Tip:一般每月下半旬他们为了月绩会更积极。周二周三周四他们相对不忙,也比较有时间回邮件。

接着,用下面的模版给dealer发邮件:

Hello [INSERT NAME OF INTERNET MANAGER],

As we discussed on the phone, I'd like to purchase a [YEAR MAKE MODEL TRIM] as soon as possible. I've already test-driven the vehicle and know exactly what I want. I'm getting pricing from several local dealers and will go with whoever offers me the best deal. To make it a fair comparison, please bid on the amount over or under invoice you are willing to sell this vehicle.

If I buy from you, I'm assuming I will be shown a copy of the factory invoice and I can choose from any vehicle of this particular trim you have on your lot. If you don't have the vehicle on your lot, please let me know the closest match you have.

I'm somewhat flexible with options and colors, however, I do prefer [LIST ANY OPTIONS OR COLORS YOU WANT OR DON'T WANT].

Please provide the following in your bid:

1. Price in relation to factory invoice
2. List any additional fees I will have to pay that is not listed on the invoice (example: doc fee, dealer prep, etc)
3. Are there any dealer add-ons I will be required to pay (pinstripes, etc)
4. List any rebates or incentives currently offered on this vehicle including loyalty and conquest bonuses (do not include this in the price of the bid)
5. List the OTD (Out the Door) Price including taxes, incentives, and all fees

Thank you, I look forward to your response.

[YOUR NAME]

 

别忘了改方括号里的内容,每个dealer的名字也别忘了改。解释一下,invoice是dealer从厂商进货的价钱(一般dealer真实pay给厂商的钱还会小于这个数)。MSRP是零售价。OTD(out the door)是所有费用加起来你真实需要付的全款。

竞价开始

你发了10多封邮件,结果可能只收到两三封,千万别灰心你已经离成功不远了。

这时候,你可以在第二天给没有回邮件的人再发一封下面的邮件,因为有的人可能真的是忙忘了,有的人是懒。

Hi [INSERT NAME OF INTERNET MANAGER],

I spoke to you on the phone yesterday and followed up with an email to request a price on a [YEAR MAKE MODEL TRIM].

I haven't received a bid from you yet. Sorry for the rush, but I want to get this deal done ASAP.

As stated in my previous email, I'll need the following info to make a decision:

1. Price above or below dealer invoice
2. List any additional fees I will have to pay that is not listed on the invoice (example: doc fee, dealer prep, etc)
3. Are there any dealer add-ons I will be required to pay (pinstripes, etc)
4. List any rebates or incentives currently offered on this vehicle including loyalty and conquest bonuses (do not include this in the price of the bid)
5. List the OTD (Out the Door) Price including taxes, incentives, and all fees

Thank you,

[YOUR NAME]


正常的话,你应该能至少收到一个比之前网上估价更低的price了。如果真没有,是不是你发的邮件不够多?还有就是你可能得到的回复没有一条一条的回答你的问题,直接飞过来个price或者OTD,你自己用一个标准记好就行,比如都用OTD。

接着用你当前拿到的最低的price按照报价由高往低的顺序发回给dealer(包括始终没有动静的dealer),让他们bid。你发现了,这就是买车砍价的原理:让卖家通过竞价的方式提供你最低价,而不是你跑道一家dealer里各种软磨硬泡

Hi [INSERT NAME OF INTERNET MANAGER],

Thanks for your response. / I haven't received a bid from you yet. Sorry for the rush, but I want to get this deal done ASAP.

The lowest price I get is $XX,XXX plus tax, can you beat

Thank you,

[YOUR NAME]

 

从距离远的dealer开始bid,你会得到dealer报的越来越低的价格,慢慢就会有dealder退出了,你大概就知道dealer普遍能接受的价格底线了。用这个底线价格去问离你近的local dealer能不能beat。

Hi [INSERT NAME OF INTERNET MANAGER],

Thanks so much for the offer!

You had quoted me at $XX,XXX, The best offer I got was $XX,XXX.

Now, before you beat that bid, I did want to let you know that I'll be giving a 100% score on the Customer Satisfaction Survey. Also, if I buy from you, I will be servicing my car at your dealership. Taking that into account, what's the best price you can offer if I come down and purchase today? Please list the the price, the doc fee etc, and the OTD (Out the Door) Price.

Thank you, I look forward to your response.

[YOUR NAME]

 

上面的模版里面用两个小trick来诱惑dealer给低价:

  • Customer Satisfaction Survey是你买车后厂商请你填写的调查表,关系到dealer日后能否跟厂商继续愉快玩耍并获得巨额奖励,dealer非常重视。
  • Dealer给车主做保养service是他们的主要利润来源。

最后还有一招可以试试的就是:打电话给竞价最终胜出的dealer,说
__I’m very close to making the purchase, and I do prefer working with your dealership. But I do have a bid that is $300 lower. If you match it right now, I will come down and buy from you today. __300刀是资料上说的神奇数字,貌似可行。当然你要机智,300不行可以还200。我本人最后是用这个讲掉了100。

我的例子

我本人在西雅图地区,选择的是2015 Mazda3 Sedan白色。最初网上估价最低的是TrueCar $20528+tax+license+doc。我列表上一共有11个dealer,有几个已经远到Portland地区了,但是没关系,他们中的一个报价19600是我第一轮拿到的最低价。之后我用$19600在离我较近的dealer里进行第二轮bid,先得到了一个$19400,然后用它发另一家bid,人家直接打电话过来说“不好意思,你这个真心是好价钱,我们实在是beat不了,但是你要注意跟你的dealer要低利息贷款巴拉巴拉”总之是退出了但是想给我好印象去他家做service。然后我有点着急拿车,就直接给剩下一家离我最近的dealer(也是我试车的地方)打电话,说我现在拿到的是19400,你要是便宜100我今天就去拿车,就成交了。我虽然是很满意,但是还是着急了,整个bid只用了2天。我拿到车之后两天,竟然又有之前从没出声的dealer给我邮件问我是否还买,有个Portland地区的dealder甚至出了一个OTD最后还要再低300的offer,可见只要耐心还能再省一点。

关于付款。我现金不够所以选择贷款买车,本来厂家是有0.9%的ARP贷款的,但是我因为砍价挺猛,dealer不能给我这个优惠,而且即使dealer给我,厂商合作的chase银行因为我的身份问题(OPT显示只会在美一年)可能也不会最终给我,所以我干脆直接从我学校的credit union贷款,2.24%的ARP我觉得也能接受。

希望这篇文章能对你有点帮助,预祝购车一切顺利!

Reference:

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