主题：买车杀价流水仗 -- 煮酒正熟

八月底买了辆 08款的 Nissan Altima (下称 尼桑奥提马)，中间多有挫折。尊老萝卜兄钧旨，把当时的流水帐拿出来，博大家一笑。

尼桑奥提马是领导看中的。俺原本就对奥提马兴趣一般，而且想着还没到最佳出手时机 (当时是8月下旬，8月底他们的09款到位，所以9月10-20日之间大概是最佳时机)，所以开始没怎么帮领导。领导有点生气，后果想党地严重。后来领导发现自己公司可以从尼桑滴乐那儿拿到 hassle-free 的优惠价，加之那两天她的旧车出了点小毛病(每天前两下煞车会有嘎嘎的声音)，她就迫不及待仓促出战了，结果人家一看：这位也太好忽悠了，放过这么好忽悠的对不起人民对不起党啊，所以就一通猛忽悠，不仅价格一般，而且还多卖了两个 programs (没什么用，根本就不值)。签约时我也在场，因为不喜欢这个 deal，，加之对方三个家伙都巨能砍，俺以一敌三，又操鸟语，知道正面交锋讨不到便宜，所以就一直没说话。照理说俺们这个亏是吃定了。谁知对方可能是太得意忘形了，签约时连个明细表都没出。(就是这个小漏招，最终让他们怎么吃进去的又怎么给吐了出来...)

话说当晚价格谈定之后，因为还有其他手续未结，而且他们的车子也要做最后清洁，我们无法当天把车开走，只是牵了合同、交了一千刀的订金。合同上明文规定：无论何种原因，订金概不退还。

俺们一家三口回到家后，俺是越琢磨越脚着不对头。花俩小时做了做功课，又打电话问了俩朋友，决定以缺失明细表为由，亲自出马杀价。杀价方式避开了对我们老中最不利的当面交涉，而采取电邮 + 电话方式，电邮是重拳，电话就是催促，而且电话上遇到对方死缠滥打 一贯以 "Sorry I'm running for a meeting and have to hang off. Please read my email and reply to me via email." 轻松打发掉。

下面 按照时间顺序，把俺与对方杀价的电邮原文抄录下来。俺英文非常麻麻，而且大多是上班时候发的，仓促之间不及润色，兄弟们别笑话。

第一封先发给了那个 sales. 那位比较弱，见势不妙马上把球踢给了他的上司 --- Internet Sales Manager, Chelsey. 下面是我给 切尔西的第一封电邮：

Good Morning Chelsey,

My wife and I went to your dealership and signed the contract on Monday, Auguest 25, for a 2008 Altima 2.5S CVT. The contract is based on a VPP Sale Price of $20,303. Now we would like to have a detailed breakdown of this VPP sale price by all cost components. Please provide us this information at your earliest convenience.

Thank you,

-- Lao Jiu

下面是她的回复：

Hi Lao Jiu:

It's nice to hear from you. Here is how your VPP number is derived:

Vehicle Invoice Amount.....$19,778

VPP Discount 2.87%............-567.63

Subtotal: VPP Net Price...................$19,210.37

Dealer delivery fee..........................+480.26

Destination and handling fee (from invoice)...+625

August rebate.................................-1,250

Participants purchase price.......$19,065.63

MSRP..............................$21,825

Total Discount off MSRP...........$2,259.37

I hope this helps. When your wife initially inquired, we did not have her VPP claim number to run through our system so my manager gave an estimate. That estimate was $20,303. As you can see in reviewing your purchase order, our estimate was off by $12 (purchase price $19,065+ $1,250 rebate= $20,315). I hope this clarifies things a bit. The August incentives expire on the 31st so we want to make sure we're getting everything wrapped up.

Chelsey

各位可能看得一头雾水，稍微解释一下：那个VPP是领导所在公司才能享受到的所谓 hassle-free 优惠价；另外可以注意，他们的成交价比给我们的最终报价高了12刀。这个Chelsey 八成是听销售代表说这个煮酒不好对付，所以“主动交待”这个“犯罪情节”并做了解释。

另外，我们一直都在拿 Edmunds.com 上面给出的最低参考价(据说比全国平均价低350刀) 进行比较，那上面的 Invoice 价格 再减掉 1250 的 rebate，是 19108刀， 尼桑 Dealer 给我们的这个价格是 19065.63刀，两者基本是可比的。从这里可以看出，我们的成交价不算差。

http://www.edmunds.com/new/2008/nissan/altima/100920618/optionsresults.html?action=2

这里真正引起我注意的是这两个项目：Dealer delivery fee (480刀) 和 Destination and handling fee (from invoice) (625刀)。实际上还有一项 Dealer Conveyance Fee 的费用 (330刀)。这三个项目从名字上来看表示的意思都差不多。查Edmunds.com，发现上面只有一项 Destination Charge (695刀)。俺接此电邮时的感觉是，这个600多刀的 Destination fee or charge 是正当的、所以是无可避免的，但对那个

Dealer delivery fee 和 不在此电邮上的 Dealer Conveyance Fee 比较怀疑，觉得既然尼桑已经把车发送到 Dealer 处了(所以才会收取那个600多刀的 Destination charge)，Dealer 还要多收两道费，有巧立名目之嫌。所以决定先做一番火力侦查。而且，既往经验告诉我，不要一次把底牌出尽。所以我决定先不理会 dealer conveyance fee, 而是问 destination and handling fee 与 dealer delivery fee.

于是我回了她下面这个电邮：

Chelsey,

Thank you for providing the VPP price breakdown info. We did see that $12 variance between the VPP quote and the amount on the contract. Thank you for the clarification.

Chelsey, could you let us know the difference between 'Dealer delivery fee' and 'Destination and handling fee (from invoice)'?

Look forward to hearing from you.

Thanks,

-- Lao Jiu

Chelsey 的回复是：

Lao Jiu:

The destination and handling fee is from Nissan and is included into the invoice price when it is delivered to dealerships. The dealer delivery fee is enacted as part of the VPP program.

俺的回复：

Chelsey

We are fine with this fee, but are having a difficult time in understanding the 'dealer delivery fee'. The car has already been delivered to your premise, how come another deliver fee be incurred?

We think there's something wrong with the price. Could you double check the price for us?

Thank you,

- Lao Jiu

Chelsey 可能觉得不易应对，于是上报给她的 Supervisor, Phil. 此后都是 Phil 与我电邮往来。 下面是 Phil 的回信：

Chelsey had forwarded me an email from you in regards to your VPP purchase. I am the VPP Coordinating Manager for Xxxxxx Nissan.

You seem to have a correct break down of the Manufacturers Destination charge. It is a National average of the delivery cost associated to getting the vehicles transported from production to the dealership distribution network. The VPP form breaks down true dealer cost. The dealer delivery fee is how we (Xxxxxx Nissan) get paid for a VPP purchase. Without that fee, we would be purchasing a product from our manufacturer and selling it to you at a loss.

原来如此！感情这个 dealer delivery fee 是 Dealer 要赚的差价或毛利呀！这帮家伙，要赚钱就明说嘛，非整出这么个莫名其妙的名目来。

卖一辆车赚 480刀，如果没有其他隐藏利润，照说实在不算多 (只有2.5%)。

这个先放在一边，现在开始追问那个 dealer conveyance fee:

Hi Phil and Chelsey,

Thank you for your explanation. If I'm not misunderstanding, this Dealer Delivery Fee has little to do with dealer delivery service, but it's how you get paid. Then what is that $329 Dealer Conveyance Fee?

Please reply at your earliest convenience.

-- Lao Jiu

这里俺开始小小地不厚道了一把，注意那句 "this Dealer Delivery Fee has little to do with dealer deliver service, but it's how you get paid." 这句明摆着就是要让你难受恶心。这也算是心理战吧，就是在实质性接触之前，先让你处于下风。

下面是 Phil 的回信：

The dealer delivery fee on your VPP contract is the profit to the store (dealer).

A dealer Conveyance fee is fee charged by the dealership for processing any contract done thru the store.

A lot of people question this fee without realizing that there are a lot of costs associated with delivering a vehicle these days.

Example:

It costs us $65 in fees just to complete a registration online (NOT the DMV charge you see on your order)

Nissan pays for a wash of a vehicle, not a detail and wax.... etc.

The dealer conveyance fee is charged to every transaction a dealership completes.

Let me know if I can answer any other questions for you.

-- Phil

上面这封电邮可以显示这个 Phil 的经验和技巧，话说得滴水不漏而且不卑不亢，细节方面一个普通消费者基本上无法去核实。至此，我的攻击没有收到预期效果 --- 至少从表面上来看如此。

但任何事都要积极地来看。我觉得虽然先期攻击不果，但仍给对方较大压力，特别是心理上的。既然正面战场没有进展，那么就改打游击战吧。既然你拿出我无法核实的信息，那么我也还给你一个你无法核实的信息：

Hi Phil and Chelsey,

To be honest with you, a friend of ours received a non-VPP quote from another Nissan dealer for the same model. Their non-VPP pre-tax price is lower than your VPP pre-tax price.

In addition, we believe every consumer has the right to have full disclosure of product information so he/she can make a fully informed purchase decision. Unfortunately, throughout the whole process we didn't get a full disclosure of information, including a full list of the equipped features of the vehicle.

We would like to continue to work with you, as both sides already invested significant amount of time and energy. But we want to make sure that we're not paying a higher amount than the current fair market price.

We would like to, with your support and cooperation, work out a better price, so we can finally close this deal.

Please reply at your earliest convenience.

-- Lao Jiu

解释一下：上面的第一段，游击战打响了！我就一口咬死我有个更低价，你怎么核实？当然了，俺事先的确有从另外两个尼桑 dealer 那里拿了报价，人家第一次报价就只比这家高几十刀，如果用心砍砍，下来200刀并非不可能。

第二段则抢占道义制高点，强调自己作为一个消费者 在 进行购买决定时，应该享有足够的知情权，但对方自始至终都没有提供消费者所要求的全部相关信息。

注意：这是俺第一次从道义角度进行攻击，而且有意没有给出任何细节证据，目的就是等对方急躁冒进，那样就入我毂中矣... (具体请看下文)

第三段是强调要继续与对方履行这个购买合同，但希望在合理价位基础上来履行合同。如果说第一和第二段是大棒的话，第三段就是跟胡萝卜。

第四段紧接第三段，提出具体要求 --- 我们希望在你们的全力合作下，以更优价位 完成这个购买合同。

果不其然，Phil 见信后沉不住气了，特别是对置他于道义低位比较恼火，下面是他的回复：

土鳖抗

• 如可能，尽量不做trade-in，尽量不要finance