Whilst speaking to many dealers recently, both franchised and independent, it is interesting the way in which the marketing of cars is constantly evolving. For example we are encountering many dealers who are becoming increasingly unhappy with the price hikes being introduced by Autotrader. Many are choosing to either limit the kind of cars … [Read more...]

Christmas is nearly upon us and some dealers are telling us that things are starting to turn around. Not a lot, it has to be said, but there are a few buyers out there who are looking for some festive bargains. There is a feeling that although January normally heralds the start of price rises, as the sales kick in and wholesale prices rise as … [Read more...]

Car buyers are now being very specific in their choice of used car, in a way usually reserved for ordering a new car to an exact spec. Dealers are saying that it’s not just colour it is now mileage parameters, exact spec and age. However once their precise requirements have been attained people are quite prepared to pay for the right … [Read more...]

I’m a great believer in trying to present a positive attitude. I find myself at present switching the TV or radio off when the news comes on because I know 90% of it will be depressing and gloomy. Although I’m sure no on wants to be misled, it would be nice if someone could at least try and talk up what positives there may be, no matter how … [Read more...]

The fact that trading conditions have been tough this year (to say the least)and look set to be even tougher next year, car dealers need to be lean, mean, fighting machines to survive and without the precious commodity of customer footfall that is going to prove somewhat difficult. In advocating best practice and transparency in dealings with … [Read more...]

The resilience of the motor trade never ceases to amaze me. When medicine needs to be taken we glug it down like a drunk at a free bar. At present it is fairly brutal out there and although many cars are still sought after and fetching a premium price others are either not selling at all or going for beans. Car buyers are being choosy, and … [Read more...]

Watch out the sales are coming early! Have you noticed that the sale signs are about even though Christmas is still over 3 weeks away? There are promotional banners up everywhere and DFS must be feeling a little put out seeing as they have the 52 week sale more than adequately covered up till now. On a serious note though, the trigger happy … [Read more...]

There is huge focus in the industry about saving money and finding new and exploiting existing profit centres. Margins are under pressure like never before and stocking costs associated with ageing inventories are adding to the burden. The actual profit from the car itself is under server pressure and in some cases dealers will mark cars down at … [Read more...]

Why is it in this country everything takes so long and has to be so much aggravation? I know there is a trend towards blaming health and safety and pointless bureaucracy but I sometimes wonder whether we are just a nation of awkward sods. For example if you compare our car industry with our American cousins there are fundamental differences in … [Read more...]

Continuing the theme of sales execs in the modern world, it is interesting that whilst looking at how effective they are in terms of producing for their companies we often overlook how the customer really view today’s crop of sales people. In my role I get to observe many different sales execs across the board, both in a main dealer … [Read more...]

Although it’s not quite carrmageddon at present there are certainly some serious concerns in the used car market with many dealers holding ageing stock which they cannot achieve a satisfactory margin on. These things are not new and there are always periods of slack trading and lacklustre sales but the fusion of the euro crisis with the time … [Read more...]

Whilst chewing the fat (which was mostly contained within a particularly greasy bacon roll) down at the auction recently I got talking to a couple of sales managers I recognised from way back when who were taking a day out to check prices (and take advantage of the free breakfast on offer). We got onto the subject of the modern day sales exec … [Read more...]

The process of building trust in a business relies on having the right people coupled with a great vision statement. It entails setting out the stall and having all staff engage with delivering the same consistent message and level of service at every level of the business. With the increase in the utilization of social media within the motor … [Read more...]

Valuing cars in the trade is again proving a challenge when the market is so uncertain. We are again witnessing massive disparity between the two trade heavyweights Glass and CAP only they seem to have completely crossed to the other side compared to the values they were publishing earlier in the year. Without getting into the specifics there … [Read more...]

As we move into perhaps the most challenging time of the year for car dealers, it is perhaps worth considering that this is probably a very good time to actually be buying a new or used car. The reason being that dealers will look to thin down their inventories in anticipation of re-stocking for the inevitable December and January sales, so they … [Read more...]