“
其实并不是只买“最低配”,而是买“相对低配”的车型,比如说次低配,或者中配的某一些车型。
懂车的人不买“最低配”,买“中配”
对于厂家来说,低、中、高的配置,其实有不太相同的目标,或者说是使命。
- 低配车型用来拉低入门价格
最便宜的,最主要是拉低入门价格,让我们愿意去买这个车子。
就像我们在淘宝上面买东西一样,搜出来:35块钱,很便宜。
点进去一看,35块钱是最低的,其实规格1、规格2、规格3,35、55、65都是有的,35是这个作用,就是让你进来看一看。
最后,35我们点进去,有可能买的是45块钱的,感觉好像这个最划算,道理一样一样的。发布新车的时候,拉低售价,吸引眼球。
我们去4S店,销售顾问一般都是会跟你说:“最低配,乞丐版,没现车,要预定,要等个2、3个月。”
很多人就直接去店里买最好的配置的现车了。
不光是4S店不想卖最低配车,厂家其实连生产都不想生产。
厂家虽然向工信部申报了最低配的车型,但是在排产的时候,低配车的配额往往是非常少的,中配的车型才是销售的主力。
- 高配车是门面担当,提升形象
对于中配的车型,厂家一般会把最成熟的技术、最具性价比的配置用在上面。
虽然单车的利润率没有高配车来得高,但是卖的多,能走量,总的利润不错。
我们再来说说高配车,它存在的意义就是什么?就是门面担当,提升产品形象的。
厂家把最新、最好、最贵的配置,全部都搞在高配上。
“你看我们3系,我们3系很强的”,“你看我们哈佛,我们哈佛很强的”,什么什么的,是打嘴仗用的。
互相之间讨论,你不能说我技术不行,无非我们是做了经济的选择,无非我们是做了性价比的选择,或者怎么样怎么样,和我们这些消费者产生共识。
比如说新车发布的时候、车展的时候,展车放的肯定是最高配的。
就好像在水果店里买苹果一样,品相最好的苹果,最吸引我们眼睛的,都放在最前面,甚至还有个好盒子包起来。
过去一看价格是有点贵,旁边看起来也不错,说起来同一个产地的,无非没有盒子,散装的。
但在散装里面是比较好的,就有点像是中配的苹果了,大多数人一袋袋拎回去的都是那个,对吧?
在中配车型中,也推荐“相对的低配”
我们买车选择中配,或者中低配,或者低配再高一档档的选择,其实是有理论依据的。
- 汽车配置分为保健配置和激励配置
厂家在规划汽车配置的时候,根据赫兹伯格-双因素激励理论,把汽车配置分为保健配置和激励配置。
所谓保健配置不是让你身体健康,说人话是必须得有,没有的话,别人就不考虑这个车子了。
比如说后视镜加热、倒车雷达、ESP、侧气囊等等,主要都是安全配置,一般来说,只要不是最最最最低配,都是会有的。
激励配置,就是指额外增加舒适性的配置,中控大屏、液晶仪表、石英钟、电吸门、香薰、人工智能小助手等等。
这些配置没有也能正常用,但是好像能额外地提升我们的满足感,对吧?
- 在中配里面,也建议选“相对低配”
不同的人群额外的需求有多有少,所以中配车型卖得最多的,一般也有好几款。
在中配的几款车里面,也是买“相对低配”的性价比会更高一些。
举个例子,同样是雅阁,199800的豪华版,和229800的旗舰版,相差了3万块钱,相差什么东西?
并线辅助、全景影像、自动泊车、全景天窗、无钥匙进入、远程启动、真皮座椅、GPS导航、手机互联、空气净化器等等配置。
- 中配车的部分配置使用率较低
的确有很多实用的,但是你说:GPS导航,我有手机;远程启动,不太用得上;空气净化器,或许有用;自动泊车,我是老司机。
这种使用率其实就不是很高了。
易车网、J.D.Power等等都是有调查的,每次用车的车主,用到远程启动的就占4.55%,还有27.5%的车主从来就没用过。
你说这个配置有好,还是没有好?有当然是好,多掏钱就不开心了。
我们在选择高配的时候,这些使用率不是很高的配置,也算是打包卖给我了。
就像我们刚才说的买苹果,我们选择很贵的进口苹果,就是因为要额外的包装成本,进口的,运输成本,还有漂亮的盒子钱,对吧?
但我们苹果千挑万选,买来买去,最后买来是放在嘴里是吃掉的,对不对?包装我又不会收藏起来。
另一方面,买进口苹果的钱,我可能都可以买个其他榴莲吃吃,或者怎么样,对不对?
我也可以买个边上的散装苹果,同样是比较好的产地,无非包装不怎么样,对吧?
新鲜?你这个是刚来的,我这个是放了2天的,2天也是还可以的。因为如果再贵,我可以买桔子,我可以买香蕉,是吧?
- 自己加配置,更划算
回到车上,我们就可以根据自己的需求,选择相对低配的版本,重点想要哪几个配置,自己加装一下,性价比会高很多。
如果就是想买高配,同样的价钱,也可以看看更高级别的低配的车子。
就像同样的钱,你买高配的3系和低配的5系,其实有比较接近的部分。
问问心中的欲望,“我到底是想要更有面子的车?还是配置更多的车子?”这算是每一个买车的朋友都会有的内心挑战。
保值率与配置关系不大
除了刚才说的这些,推荐买低配的原因还有一个就是保值率。
- 配置对保值率没什么影响
河北经贸大学有论文,《二手车保值率分析——以天津市场为例》。
对汽车保值率影响最大的,它讲是:车龄、行驶里程、车况,没有了。
没有讲:汽车有什么配置,高低配,颜色是什么颜色,对保值率几乎没什么影响。
说人话就我们卖车的时候,高配、低配差不多的,价格都是怎么样。
当初高配了,多了1万块钱,多了个大灯,去卖的时候他不会给你按1万算的,几乎不值钱。
- 5系比3系保值,高级别更保值
3系、5系,有时候人说:“「哎」,你低配买个5系不就是买了个壳吗?”好像还挺那个的,那个表情和态度。
但是卖的时候,5系就是比3系高一个级别,就是会更保值,不妨参考一下,这还不是面子的问题。
- 满足需求时,推荐相对低配的车型
总的来说,今天就分享一下买车的观点,满足自己需求的情况下,选择相对低配版本的车型会更理性一点。
就算手里有钱,也得想想怎么花出去性价比更高,不要死盯着苹果,苹果之外,买梨也可以。
买车到底要不要看油耗
说到保值率,很多朋友说:“按照销量排行看一下不就好了,销量高的车子,保值率一般也是好的了。”是不是所有人都是看着排行榜买车就可以了?
新款车型刚刚出来,销量几乎都是没有的,刚出,小白鼠能不能当呢?
除了保值率,很多人在买车的时候还会看重油耗,对不对?我们买车的时候,油耗到底有多重要?它的权重有多大?
轮胎多宽和油耗多高,我们看中哪个?有没有真皮和油耗,我们看中哪个?
- 关键词:买车
这些资料我给你整理好了,论文还真不少,观点左右还有矛盾之处。
你有兴趣想要了解的话,不妨关注「备胎说车」,回复关键词「买车」,就可以了。
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原创文章,作者:cesifu,如若转载,请注明出处:http://www.cesifu.com/article/62901.html
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