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vronze » Blog Archive » El ático, un producto emocional
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El ático, un producto emocional


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EL MUNDO 16.03.07

El ático, un producto ‘emocional’ que no compite.

Este tipo de vivienda siempre tiene un cliente y una demanda clara independientemente de la coyuntura del mercado en cada momento.

El sueño de muchos; la realidad de no tantos. El ático es, dentro de la vivienda, una estrella, una tipología cuyas características lo hacen atractivo a casi todos y rehusable a muy pocos. «Un capricho»’, «’un producto ‘emocional’» y «una vivienda que no compite» son algunas de las definiciones con las que los expertos se refieren a estas casas. De lo que no cabe duda es de que, al menos desde la introducción del ascensor en los edificios, los áticos son siempre las estrellas en un mercado tan jerarquizado como el inmobiliario.
Un piso en la planta 20, 21 o 22 de un edificio de 75 metros de altura, con espectaculares vistas de la ciudad de Madrid y grandes ventanales. Si no, una vivienda en una lujosa zona de la capital dotada de piscina en la terraza con lámina de agua y una gran zona de ’solarium’. Teniendo en cuenta estas ofertas, no resulta difícil entender por qué los áticos siempre tienen una demanda.

Ante todo singular.
Uno de los aspectos singulares de los áticos es su precio. Independientemente de sus características, siempre es más alto que el resto de viviendas de su entorno. Emilio Langle, director del Área Residencial de Aguirre Newman, lo explica claramente: «Como todo, el ático siempre tiene su precio. Siempre va a haber un cliente, pero, como en todos los productos exclusivos, no tiene por qué aparecer al principio».
Y es que, aunque existe una demanda fija, este tipo de viviendas no escapan al ritmo del mercado. Teresa Martín, ‘broker’ de la comercializadora Re/Max, reconoce que «el precio de este producto está muy alejado del resto de tipologías». Para Luis Pérez, director de Ventas de Nozar, «estas viviendas se venderían con mayor rapidez si no penalizáramos tanto el precio», aunque reconoce que, «con todo, se suelen vender muy bien». Guadalupe de la Riva, directora Comercial de Look & Find, también afirma que, «por muy ático que sea, al estar muy caro no hay forma de venderlo rápido». Según explica, «sí hay forofos del ático, pero no a cualquier precio». La clave está en lo que Emilio Langle denomina «ecuación del metro cuadrado por altura», es decir, que «no es lo mismo la subida de precio de un tercero a un cuarto que a un ático».
Pero… ¿se trata realmente de viviendas exclusivas? Amaya Fernández, directora Comercial de Gerco, es contundente: «Tengo más pisos exclusivos que áticos exclusivos». Reconoce que «se venden muy rápido» y lo explica de forma sencilla: «Parece que la gente sólo busca metros y terraza».
Existe unanimidad al catalogar este tipo de vivienda: «Un producto que no compite», en palabras de Teresa Martín; «un capricho» para Francisco Moreno, responsable de Operaciones de Grupo Lar Crea, y «un producto ‘emocional’», según lo define Emilio Langle. Sin embargo, quizás sea Gemma Menéndez, consultora del Departamento Residencial de CB Richard Ellis, quien mejor resuma lo que podríamos denominar ‘la paradoja del ático’: «Hablar de ático, sin conocer la zona donde está ubicado ni las calidades del mismo, ya es sinónimo de exclusividad».

Vistas y luz.
«Lo que busca el demandante de áticos es independencia -terraza para esparcimiento sin molestias de los vecinos-, altura -luz- y vistas». Así resume Fernando Cuesta, director Comercial de Detinsa, el objetivo del demandante de estas viviendas. Y es que, como señala, «actualmente en edificación residencial y según la normativa actual, se producen pocas terrazas y de escasa superficie», a excepción, claro está, de los áticos, «lo que hace que sean los productos más demandados».
En cuanto al perfil del cliente, según los expertos puede ser doble: bien un comprador de reposición que busque mejorar en su propia zona o trasladarse de un chalé a este tipo de vivienda, bien lo que algunos denominan «enamorados de los áticos». Montserrat Cercadillo, directora de la División Comercial Inmobiliaria de Hercesa, considera que «los clientes varían en virtud del tamaño de las viviendas», aunque siempre atraídos por «las grandes terrazas, la privacidad y las vistas».
Desde Larcovi explican que, «en teoría, prima más la compra como primera vivienda, aunque sí se dan casos de inversores en las viviendas tipo apartamento». En cualquier caso, sí hay algo claro, pues, tal y como explica Gemma Menéndez, el ático «es más un capricho que una necesidad», por lo que «lo realmente destacable de este cliente es que siempre existe».