May 25, 2013

Best in class always sells for top money

lionel

The fact that car dealers all seem to be chasing the same kind of stock, namely high spec, high end and predominately German or Indian cars (by that I obviously mean Jaguar Land Rover) clearly is leading to some mad prices being paid. However if there are customers out there willing to pay then how mad is mad? It is well known - although … [Read more...]

Car sales techniques are fine as long as everyone knows the score

know-the-score

Being part of a merry band of 'insiders' can be quite fun at times and gives us an opportunity to tell tales and give away some trade secrets, and unlike the magic circle we hopefully won’t get thrown out for revealing the more darker examples. We have thankfully not sworn an oath to never disclose tricks and sales techniques, and at the end of … [Read more...]

In car retailing you only get one bite of the cherry

shiny_cherries

Cuts and rises in costs affects us all in some way or other, whether we are employed, work in the public sector, are students or retired the down turn will have some bearing on our attitudes towards spending any spare cash we have. However, if you look at many businesses, especially in the retail sector, they continue to post healthy profits in … [Read more...]

Car dealers assunimg the brace position but we’ve been here before

brace-position

What a load of cuts! We have been hearing about the cuts and austerity measures that are needed for some time now and, as the chancellor revealed, they will be deep and potentially fatal for many people. Lots of us will face major hardship and public sector workers will be hit hardest of all in terms of their job security. I don’t pretend to … [Read more...]

Doom, despondency, cuts, austerity and supermassive black holes

supermassive-blackhole-car-sales

The last quarter of the year has always traditionally been the hardest in the world of car retailing. The job peaks in September then goes away for a little rest before coming out to play again in January. The truth is car dealers really ought to have made the profit they need to hit their budgets by now because if they haven’t, well they are … [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...]

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...]

Used cars are always unique

Why do customers choose certain cars over others? Well that is certainly the $64,000 question and if we knew the definitive answer we could probably sell the formula for a lot of money. In the car trade there is one thing we can be sure of and that is if we have a car with what we call a unique selling point we can be fairly confident that the car … [Read more...]

Wake-up call for main dealers over servicing

The battle for the biggest slice of the after-sales market is certainly heating up. Kwik Fit and Halfords (who recently acquired Nationwide Autocentres) are offering very competitive servicing deals and car dealers are, quite frankly, struggling to compete. The notion has always been that franchised dealer servicing is much more expensive, but … [Read more...]

Many traders getting the jitters as cars pile up at auction

Well the cars are piling up at auction with many centres using all of their lanes, and many view this as a temporary oversupply blip due to the end of March hangover and rental companies de-fleeting large amounts of stock simultaneously. But because buyers have such a vast choice at present, the cream of the crop continue to make a premium whereas … [Read more...]

20% rise in VAT could make a tough year even worse

20percent

The question of VAT rising to 20% is maybe not one of “if” but more like “when?” and according to commentators within the trade the timing of this announcement could have far reaching consequences for the motor trade. For example it may be that if the rise were to come into effect immediately, which seems unlikely given that all the … [Read more...]

BMW makes a good start to 2010

German Car manufacturer BMW has announced a return to profit in contrast to last year as well as giving a positive prediction for sales in the forthcoming year. The group reported a net profit of 324m euros ($420m; £277m) for the first 3 months of the year, as opposed to a loss of 152m euros last year. Sales came in at 12.4bn euros, up 8% on … [Read more...]

Service departments frightened of selling

It is a recognized fact that in the franchised dealer network the after sales departments have been underperforming for quite some time and are frequently seen as the weak link in dealer profitability. This is for a number of reasons. In a rampant sales department with expanding volumes customers become an after-sales captive audience and thus a … [Read more...]

Don’t give them any ammunition

At Motor Trade Insider we continually make the effort to keep our readership up to date and in tune with the issues we believe are important but also interesting and pertinent. It can at times be frustrating not being able to identify names to protect the innocent or to be more precise the insiders who supply us information, but it also helps when … [Read more...]

Car dealers and the high price of a depleted sales force

The good news, which may also be a barometer for the overall economy, is that dealers are recruiting again. The enquiry levels and recovering consumer confidence has, in recent months, led to businesses realising that to cope with the extra volume of customers and deliver the right kind of service, they need to have the correct amount of staff … [Read more...]

Future looks bright for Ford as Europe makes a profit

Ford Europe has reported a pre-tax operating profit of $107 million, compared with a loss of $585 million a year ago. Overall, the U.S. car manufacturer posted net income of $2.1 billion in the first quarter, almost twice the figure projected by analysts. The increase was fuelled by a 37 percent rise in U.S. sales. The profit compared with … [Read more...]

Honda return to profit

Japanese carmaker Honda has reported a profit for the first three months of 2010, following losses a year ago. The company said it made a net profit of 72bn yen (£507m; $772m) between January and March, with sales up 28%. A recovery in the major US and Japanese car markets helped Honda, as well as expansion in developing markets including … [Read more...]

VW profit up 94 percent in first quarter 2010

VW has revealed that its 2010 first-quarter profit nearly doubled on an upsurge in sales that improved in key markets like Europe, China and North America. The company, Europe's biggest carmaker by sales, said it earned 473 million euros in the period from January to March compared with 243 million euros a year earlier. VW said its revenue … [Read more...]

Fiat and Chrysler report big first quarter losses

Italian car manufacturer Fiat has revealed it made a loss of 25m euros (£21.7m; $33.4m) for the first quarter of this year and this comes despite the recent recovery in the global car market. At the same time its US subsidiary Chrysler has lost a further $197m (£128m) - adding to the massive $3.8bn it lost following bankruptcy last year. But … [Read more...]

webuyanycar review – They will buy any car but beware of the asterisk

asterix-beware-used-cars-bu

The Motor Trade Insider Car Buying Crib Sheet webuyanycar review - Buy any car? Well yes but it pays to read the smallprint. webuyanycar review - There is no doubt that used car buying sites such as we buy any car or we will buy your car amongst others, are very easy to navigate and do make the process of selling your car straightforward and … [Read more...]

Controlling the sales process can be good for everyone

The word control is used in many sales meetings and seminars in car retailing and for sales people it is a vital ingredient to ensuring that customers ‘do it their way’ and if correctly used can actually be good for both parties. With so much information available and so many different opinions, not to mention the eye watering list of potential … [Read more...]

Toyota halts worldwide sales of Lexus GX460

Toyota has suspended sales of its 2010 Lexus GX 460 worldwide after a US consumer magazine warning and said it would test all of its other SUV models. Toyota had previously asked Lexus dealers in North America to halt sales of their GX 460 sport-utility vehicles after “Consumer Reports Magazine” labelled the model a “safety risk,” the … [Read more...]

Daily Mail tries to give the scrappage scheme a kicking

We in the motor trade can clearly see and feel the benefits of the scrappage scheme, and although Michael Hanlon, writing in the Daily Mail (How the bangers for cash scheme BACKFIRED) is clearly not a fan, he seems to miss much of the point. Without going into whether the scheme has truly had a benefit to the environment, although taking out … [Read more...]

Four thousand reasons not to buy the wrong car

On Motor Trade Insider, as regular readers will have noticed, we have a firm belief in what some may regard as a utopian vision; car buyers buying the right car at the right price from the right dealer. The other side of that particular mission statement is that for providing great cars followed by a first class service car dealers are rewarded … [Read more...]

Used cars back on the menu

According to many commentators the used car market can only go one way this year and that is up. With scrappage finished it’s likely the type of buyer attracted to the great deals on offer through the scheme will revert to buying used cars again. This is good news for dealers looking to fill the void left by the new car shortfall but also … [Read more...]