The Independent/BYD/Tesla
The High Cost of Cheap: When Discounts Threaten a Brand’s Future in the EV Market
In the fast-moving world of electric vehicles (EVs), companies are fighting hard to win market share. But what happens when a major player relies too much on price cuts? Marketing guru Mark Ritson warns that heavy discounting risks dragging a brand into a “death spiral.” This is clear when comparing the approaches of EV leaders BYD and Tesla.
BYD’s Rapid Rise and Pricing Strategy
Founded in 1995, BYD has grown rapidly. Operating in over 70 countries, BYD leads in electric vehicle and renewable energy tech. Known for its innovative Blade Battery—a safer, long-range battery—BYD stopped making gasoline cars in 2022 to focus on New Energy Vehicles. With aggressive pricing and mass manufacturing, BYD’s affordable models like the Seagull attract many buyers, selling a record 4.2 million EVs globally in 2024.
Tesla’s Premium Brand and Innovation
In contrast, Tesla focuses on premium technology, luxury, and performance, promoting models like the Model S, 3, X, and Y. Their marketing stresses continuous innovation, including software updates and a proprietary charging network. Tesla’s brand symbolizes luxury and cutting-edge green technology, building strong loyalty without competing on price.
The Danger of Over-Discounting: Mark Ritson’s Warning
Marketing expert Mark Ritson cautions that while discounts may boost short-term sales, they can erode brand value over time. Constant price cuts make customers see the brand as cheap rather than quality-focused. For BYD, relying too much on discounts could harm its high-tech image and squeeze profits, risking a damaging price war where competing by cost alone weakens long-term growth.
Different Paths: Building Brands vs. Fighting Price Wars
The battle between BYD and Tesla shows two distinct marketing philosophies. BYD tries to gain market share through low prices now, possibly planning to improve brand perception later. Tesla prioritizes a premium identity based on innovation and experience. As Ritson notes, true brand strength comes from consistent quality and identity, not just selling the lowest-priced product.
