May 17, 2012

Perception and transparency are key when it comes to ex-rental cars

h1red

Ex-rental cars are again set to be cause for debate in the car sales arena. The recent report by the OFT has again highlighted how dealers need to clearly communicate to buyers that a car they are selling is an ex-daily rental car. At present the trade mainly view the situation as; if a customer asks they will be told if not, then it doesn’t … [Read more...]

After a turbulent September the hard work really begins

It’s the end of a rather turbulent September for most in the car business. There are those, especially in the main agent world, who are well short of their new car targets even with some last minute pack deals. There are also independent sellers who have struggled to locate suitable stock at competitive prices and even those that did have … [Read more...]

UK new car registrations look bleak for September

uk-new-car-registrations-1980-2009

Jittery car dealers are predicting worse than expected new car registration figures for September, with some calling the market as much as 20% down on September last year. September 2009 was 11.4% up on the same month in 2008 with 367,929 units being registered but let’s not forget that this figure was boosted by scrappage registrations and … [Read more...]

Inside the…VW polo

inside-the-vw-polo

The VW Polo has always been a popular car but it is now more popular than ever. Car buyers looking to downsize and economise have moved over to the Polo not only because of the well known VW build quality but also because it is a very economical car to own and run. In the latest car registration figures for August 2010 the Polo joined its big … [Read more...]

Swings and roundabouts for new car buyers when it comes to the VAT rise

Buyers are worried that they will have to pay the extra 2.5 % VAT on their new car even though they ordered them this year while the rate is still at 17.5%. The extended lead times currently being experienced with many car manufacturers is creating nervousness amongst customers and franchised dealers, who can certainly do without the negative … [Read more...]

Do more clicks on car adverts really mean more sales?

As our hunger for greater technology becomes ever more ravenous I wonder if there is a breaking point where it will simply become information overload and people will go running back to “the basics”. I spoke with a dealer recently who had paid an internet marketer to critique his website and suggest any improvements to help him gain more … [Read more...]

Car sales and the X-factor

Selling used cars seems like a simple process; you buy for one price and sell for a higher one. OK that may be over simplifying a not too complicated business, but if car sellers stick to some basics of preparation, presentation and price (the three P’s) they can usually be sure to turn a profit most of the time. With the knowledge many car … [Read more...]

Credit where credit is due

Although showroom footfall is a little light for the time of year, some car dealers are still reporting brisk trade. Others are saying that they are fighting for every deal and many customers will just not commit and more of the ones that do either want a lot more for their old car or too much off the new one. There are also some wider parallels … [Read more...]

There is still an alternative to marketing online

Is traditional media making a comeback? why are adverts always on at the same time? There is a feeling in the trade right now that we have to do something different, showroom footfall is down, cars are taking longer to build and customers have more alternatives than seemingly ever before. If dealers are sharp enough to get their presentation … [Read more...]

New car supply issues may lead to innovation

With the continuing issues around new car supply showing no signs of easing in the near future what are dealers likely to do to be able to combat this? It is not quite as simple as just fixing a single problem. The obvious reason for the lack of cars is the scrappage effect; car makers were clearly overwhelmed with the global success of the various … [Read more...]

MX high five!

mazda-mx-5

Hearty congratulations to Mazda and in particular the MX-5 on reaching its 100,000th new car sale in the UK twenty years after the first model arrived in British car showrooms, a fantastic milestone for a great little classic. The MX-5 was first unveiled at the Chicago Motor Show in 1989 and arrived in the UK in March 1990. It sold 2,246 units … [Read more...]

No atmosphere at the auctions as decent cars become scarce

Standing at the auction yesterday I couldn’t help noticing how the hall seemed completely bereft of atmosphere. The usual suspects were all in attendance of course, milling about chomping on bacon rolls as usual, but the distinct lack of quality cars being entered meant I stayed only a short while. The tell tale signs were obvious; on the rare … [Read more...]

Brisk business at the car auctions down to short supply

Although the auctions are doing brisk business at present, there is a feeling that this is mainly down to short supply. There is expected to be a flood of cars later in the month as contract hire and lease cars are de-fleeted, meaning more choice and therefore a cooling of prices on the trade market. Since the end of scrappage the value of small … [Read more...]

If the job’s done right everyone’s a winner

Selling cars is a very skilled business despite what many people might think. To be able to match an appropriate car with a suitable owner and get the price bit right takes training and experience with a liberal dose of personality and communication skills. During leaner times and occasions like we now find ourselves in, where supply has become … [Read more...]

3 days, 70 miles and £7,000

When it comes to buying new cars it seems that there is still a long way to go before buyers and sellers can reach an agreement around price and, as they both have a vested interest in being at opposite ends of the pricing scale if you like, then perhaps they never will. More worrying is that despite major improvements both in technology, … [Read more...]

Never buy a car for friends or family

When you are in the business of selling cars, never, ever sell to friends and family it nearly always ends in tears. For some reason when serving a family member or friend they always expect that it be the cheapest, lowest mileage and cleanest example previously owned by a little old local lady who only went to the shops and back, and of course … [Read more...]

Lead times lead to confusion

The fact that many car makers are struggling to supply new cars within an acceptable time frame is causing real concern for many dealers and they are losing customers to rival brands as a result. Even the ultra efficient Germans BMW, Audi and VW are being affected along with many others and sales personnel now have the unenviable task of trying … [Read more...]

Caution pays when buying a used car

During an economic downturn or periods of economic uncertainty it is more important than ever to ensure that any car you buy or service you pay for is legitimate. We in the trade always look a little more closely at part exchanges and all the supporting paperwork. For example when someone says their car has a “full service history” is that … [Read more...]

Car Makers Premier League – August 2010

It’s time once more for the Car Makers Premier League where each and every month we examine the top 20 manufacturers by number of units registered and see just how they look when compared with the previous month. At the end of the year who will be crowned champion? Who will drop out of the top 20 as the year unfolds and which high achievers will … [Read more...]

As used car prices heat up could demand swing back to new cars?

As the trickle of part exchanges arrive at action the distinct lack of cars has begun to re-heat demand. Most of the major auction houses have had many more buyers for far fewer cars and as a result some cars have been making, what we call in the trade, 'Brewster’s'. This was kind of predicted and may very well be only be temporary in nature … [Read more...]

Plate change mundanity

I know we probably say it every year about this time and sorry for being boring but things just aren’t the same! I visited a few showrooms on the 1st in the hope that all staff would be far too busy to have time for me and look incredulously at me whilst exclaiming “don’t you know it’s the 1st of September?!” Well at the places I … [Read more...]

Q couldn’t make it up!

We always scratch our heads when we don’t receive good service, OK we probably don’t we just get upset, but for the purposes of this article we scratch our heads. A situation which happens far too regularly and doesn’t seem to go away maybe illustrates why getting the service part right is so vital. Here’s the story, see if it sounds … [Read more...]

Order takers stand aside – it’s time to get back to selling cars

As September approaches dealers are scratching their heads thinking about how to encourage sales, which have been affected by various events. Last year the scrappage scheme was in full flow and was being marketed very well by the government and for many dealers it basically led to a procession of what we in the trade call ‘hands up ‘ customers … [Read more...]

Will VW say adiós to Seat?

adios-seat

How much has changed at Seat in the last 60 years? Not a great deal it appears since its humble beginnings. A tie-up between the Spanish government and Fiat saw Spain’s first car manufacturer take off. By re-badging the Fiat 600 and later the Panda, Seat struck a chord with cheap and affordable motoring and by 1967 Fiat increased its shareholding … [Read more...]

Toyota still riding out the storm

It seems that although Toyota left no stone unturned in their pursuit of saving their reputation (spending a £3bn marketing budget in the process) not everyone is convinced that they have totally succeeded. According to some of our sources in the world of Toyota things have somewhat stagnated and many people are seemingly just not convinced … [Read more...]