Car Dealer Magazine: Issue 153

Issue 153 | December 2020 | CarDealerMag.co.uk | £6

WE PUT 2020’S HOTTEST NEW CARS TO THE TEST – AND HALF OF THEM ARE ELECTRIC!

ADVICE

WHAT NEGATIVE INTEREST RATES MEAN TO DEALERS NEWS • NEW FORD OF BRITAIN MD • SUZUKI OFFERS DEALERS £10K • NEW GOLF R REVEALED • SSANGYONG PLANS MITSUBISHI UK TAKEOVER • JAG E-PACE REFRESHED

INTERVIEW

COLIN McNAB

TALKS LOCKDOWN CHALLENGES, PENT-UP DEMAND – AND HIS DELAYED RETIREMENT

The UK’s Best Used Car Warranty

02 | CarDealerMag.co.uk

Blackball Media Units 1 - 2 Warrior Court 9-11 Mumby Road, Gosport, PO12 1BS T: (020) 8125 3880 W: CarDealerMag.co.uk

THE BOSS FOUNDER James Baggott

james@thebaize.com Twitter: @CarDealerEd

EDITORIAL CHIEF SUB-EDITOR John Bowman

john@blackballmedia.co.uk

HEAD OF CONTENT Jack Evans

jack@blackballmedia.co.uk Twitter: @jackrober

MULTIMEDIA MANAGER Jon Reay jon@blackballmedia.co.uk Twitter: @JonReay

HEAD OF DESIGN Graeme Windell

graeme@blackballmedia.co.uk Twitter: @graemewindell

CONTRIBUTORS James Batchelor, Darren Cassey, Rebecca Chaplin, Nigel Swan, Ted Welford, Oliver Young

FINANCE

FINANCE MANAGER Kate Gordon

kate@blackballmedia.co.uk

ADVERTISING SALES MANAGER Kevin Day

kev@blackballmedia.co.uk

ACCOUNT MANAGER Michelle Searle

michelle@blackballmedia.co.uk Twitter: @cardealermich

Distribution Car Dealer is distributed to a database of up to 12,000 franchised car dealers, independents, service and repair sites, car manufacturers and suppliers. Advertisers are supplied with a print certificate every month.

Awards

Winner of Best Business Publication, Headline Auto Awards 2012 & 2014

Company No: 6473855 VAT No: GB 343 7049 04 ISSN No: 1759-5444

Car Dealer is published by Blackball Media Ltd (company number 6473855). All rights reserved. Conditions of sale and supply include the fact Car Dealer shall not, without our consent, be lent, resold, hired out or otherwise disposed of in a mutilated way or in any unauthorised cover by way of trade or affixed to any part of a publication or advertising, literary or pictorial matter whatsoever.

Car Dealer is fully protected by copyright.

Nothing may be reproduced wholly or in part without permission.

WELCOME. I

t’s felt like it for some time, but now more than ever we’re on the precipice of great change in the car industry.

While the electric car and hybrid rumblings have been going on for a while, the tide is beginning to turn.

Flooding into showrooms are new longer-range electric cars, hybrid alternatives feature in almost every manufacturer’s range and the popularity of diesel is ebbing away.

In October, diesel cars posted the second-lowest monthly market share in 10 years. In early 2015, they accounted for nearly half of all new cars registered, but flip to October and diesels secured less than 15 per cent of the market.

It’s been a monumental fall for the fuel and has come as the alternatively powered vehicles secure more of the market. In October, vehicles assisted in some way by a battery took a 35.7 per cent slice of sales.

This huge jump is well deserved. There are some brilliant AFVs out there, and with many more coming, they’re gaining greater interest from buyers of all age ranges. Couple this with the news that the government wants to phase out traditionally powered vehicles by 2030 and interest in these plug-in cars is only going to accelerate.

It’s going to take a monumental shift for dealerships of all shapes and sizes to be ready to sell these cars confidently. Try explaining an electric car to someone who has no interest in cars whatsoever and you’ll see what I mean.

They struggle to fathom why the chargers are different, why they charge at different speeds, why you need a different app to work one public charger to another, not to mention why putting the heating on in winter can mean you might struggle to have the range to get home. For a population that’s used to turning up at a petrol station, filling up in a few minutes and gorging on an overpriced sausage roll while they’re at it, plugging in doesn’t come naturally.

Car dealership staff are going to need to learn new skills. Selling an electric car will be more of an education for the customer – currently, they can easily opt for a traditionally powered car if they don’t understand EVs, but in a very short space of time that simply won’t be an option.

While the shift to AFVs is already happening, the government-enforced switch will be dramatic. The headlines may say 2030, but that ban will mean buyers in the next few years will be thinking very carefully about investing in a diesel or petrol car if they’re planning on keeping it for any great length of time.

The tectonic plates of the motor industry have been shifting for a while, albeit gradually. Over the next few years there’ll be an earthquake of change. Are we ready for it? Not right now. Will we be? Almost certainly.

Over the next few years there’ll be an earthquake of change.

A

s we get used to the second lockdown, dealers are better prepared than ever to cope with the new rules. While most are frustrated that garden centres and DIY stores can open yet they’re forced to keep showrooms closed, I’ve been buoyed by the way many have managed to carry on selling cars online.

These are testing times, but the adaptability and resilience of the car industry never fails to amaze me. Enjoy the issue.

JAMES BAGGOTT Founder, Car Dealer CarDealerMag.co.uk | 03

List your vehicles on Marketplace CONTACT A LISTING PARTNER TODAY

“

Without a doubt, Facebook Marketplace results in sales and additional leads. We love the simplicity of the platform.

- Stuart Harvey, Marketing Manager, 67 Degrees

“

More than 40% of our dealers are currently using Marketplace and nearly every new dealer we sign up is requesting it.

- Rob McQueen, Managing Director, Starkwood Media Group

Get started at fb.me/list-vehicles 04 | CarDealerMag.co.uk

IGNITION. ISSUE 153 | DECEMBER 2020

6 CONTENTS

28 10

12

54 81 INTERVIEW

‘In used cars it was just phenomenal. We just couldn’t keep used cars in stock.’

6

COMMENT

‘I like advances in technology, I like new things, but I have to be confident they’re going to work.’

17

FEATURE

‘Under Jess’s enthusiastic instruction we start to get a handle on things.’

54

Interview: Colin McNab EV tipping point?

Investigation Vanarama Car news News digest Feedback Supplier news Business news Car Dealer Live Finance

6 8 10 12 14 24 52 56 58 62 64

FEATURES Road Test Of The Year A View To A Thrill!

Track Day Heroes

28 54 60

COMMENT James Baggott Big Mike James Litton

17 18 21

ADVICE Post-lockdown Wales Negative interest rates England’s new lockdown Furlough extension

67 69 70 73

DATA FILE The Statistics LCV news Suppliers Guide Long-termers

74 76 79 81

DATA FILE

‘More than ever, we need a tarifffree deal with the EU to provide some much-needed respite.’

74 CarDealerMag.co.uk | 05

INTERVIEW

‘I’m leaving the business in good shape and good hands’

Colin McNab rose from apprentice to top exec at Charles Hurst. As retirement beckons, he tells Rebecca Chaplin how much he’ll miss the ‘family’ team.

C

olin McNab might be at the end of a 46-year career with Charles Hurst but his retirement was put on hold by the pandemic. Having started with the business as an apprentice at 16 years old, he explained that he’d felt he’d served his time in March but Covid-19 had other ideas.

McNab had been group operations director for Northern Ireland-based Charles Hurst since 2012 and after the unplanned delay announced his retirement on November 6.

He said Charles Hurst – an appointed representative of Lookers – had always been loyal to him over the years and he’d always been loyal to the company. ‘It just didn’t feel right to walk away at a time when the business needed all of the support it could get,’ he said.

That’s just the assessment you’d expect from McNab, who sees himself as a caretaker of the business: that he would only retire when he felt the business was back in good shape – and now it’s in fantastic shape.

‘I’d planned to retire at 62 and then Covid kicked in,’ he said. ‘I thought it would have been wrong to walk away, so when all of this kicked off in March this year, when I was 62, it just didn’t feel right for me. It was a tough time for the business one way or another.’

In an exclusive interview with Car Dealer, he spoke about the challenges of shutting the business so suddenly and how Northern Ireland, where Charles Hurst is based, is fortunately still not in lockdown now while England is in its second.

The business is made up of more than 800 employees across eight sites and operates some 19 franchises. These locations are mainly around Belfast, which McNab said turned out to be a great advantage in the lockdown. The business kept its aftersales open for NHS and emergency services but was able to do so from one central site.

‘That in itself, and the logistics of closing the businesses down and centralising it into the main branch on Boucher Road, was probably the biggest challenge. We directed everybody through the one branch, which made it easier to control and make sure that we had the right measures in place for the staff and customers.

‘The beauty of us is we’re a big group but nimble and the compactness of our geography in Northern Ireland – as we’re mainly in Belfast and Greater Belfast – means we can still be nimble and react quickly to decisions like this.’

Times were definitely tough after closing the doors though, as was felt across the industry.

McNab recalled the moment it hit home how bad the situation was.

‘It was St Patrick’s Day. That was a real milestone,’ he said.

‘When it came to St Patrick’s Day we would have had a big day and I would have known the numbers I was looking for this year compared to last year. I looked at the figures at the end of the day and thought this is just starting to fall off a cliff.’

06 | CarDealerMag.co.uk

It just didn’t feel right to walk away at a time when the business needed all of the support it could get.

AWARD

McNab honoured for lifetime achievement

I

In used cars it was just phenomenal. We just couldn’t keep used cars in stock.

Speaking about the start of the lockdown and the changes they needed to make, he said: ‘When we were then told to close the business down it was the rush that you had to do, the disciplines you had to put in place to close it down, the checks that needed to be in place.

‘The challenges then were how do you close the business, the premises, secure the stock, how can you transact?

‘At the time, we were probably a bit behind with our ability to do any online sales but we very, very quickly picked that pace up to accommodate people who wanted to buy online.

‘In fairness, that was one of the priorities that [Lookers CEO] Mark Raban had challenged the team on to make sure we continued to trade without people coming into the business.’

And just as was the case in England, the market in Northern Ireland flourished with demand for both new and used cars – particularly used. ‘We couldn’t believe it,’ he said.

‘We’d kept in touch with some of the OEMs who had experienced having this in Korea, so people in Kia were able to tell us: “You will have a pent-up demand”.

‘We didn’t believe it was going to be to the level it was, though. In used cars it was just phenomenal. We just couldn’t keep used cars in stock.’

McNab talked about how in some ways the lockdown had been the making of them, particularly when it came to communication with leaders in the group. ‘We talked every day and we made sure we had everything we needed to keep the business going,’ he said.

The business hasn’t just been put back on an even keel, it’s performing well. That settled it for McNab that now was the time to retire, and he’s poised to step down in November.

He said: ‘I just felt that I’d steered the business through a challenging time and I wanted to stay with it until now. I’d been thinking about when to retire for the last six months or so and it just felt like the right time.

‘The business is going really well despite the challenges Covid has given us. The Hurst business has performed really well and I’m leaving it in very capable hands. The guys who are taking over from me are the directors who have worked with me for a long, long time.

‘I’m leaving the business in good shape and good hands.’

So what is the secret to McNab’s success? He told us his top piece of advice for those in the trade: surround yourself with positive people.

‘That was the one thing I always struggled with in management. I could bring an average salesperson and make them a good salesperson, or a good salesperson and make them a great salesperson, and the same with a technician – as long as they had an open mind,’ he explained.

‘I always found you couldn’t manage minds. If someone had a negative outlook, if their glass is always half-empty, you can’t manage that.

‘I’d joke with them when they come on training that your mind is like a parachute – it will only operate when it’s open. Don’t come to meetings with negative attitudes, come with open and positive minds to hear new ideas.’

And the Charles Hurst boss talked positively about those with whom he’d worked, praising them as the reason why he and the business had done so well over the years.

‘It’s with a heavy heart that I’m leaving, because I will miss the team,’ he said. ‘When you have a business of that size and you still retain that family feel, that’s a big thing.’

t was in 2016 that Colin McNab was recognised at the Car Dealer Magazine Used Car Awards for his dedication to the industry and handed the Lifetime Achievement Award.

McNab himself tells the story of how he didn’t really want to work in sales – a path that started him on his way to the top job in the business. After three attempts by his managing director at the time, he finally made the switch from service and ended up becoming the youngest brand manager at Charles Hurst when he was just 25 years old, going on to become franchise director by 29.

His proudest – or most shocking – moment was winning the Used Car Awards prize.

He told Car Dealer on the night: ‘I’m completely shocked and humbled.

‘I had absolutely no idea I would get this award and I just really can’t believe it.

I’m still trying to take it in.’

He added: ‘I was thinking I’d try and get an early night but now I’ve got this we need to celebrate!’

Speaking about the night now, he explains how he was actually preparing to make a break for the bar as soon as the last name was announced and it took a few seconds to register that it was his name that had just been called out.

He said: ‘You don’t get surprised when you’re running a business because you know what the figures are going to be, and you get time to digest it, but nights like that are out of the blue.

‘It’s always great to work with good people, and they’ve been the reason I’ve got those awards really.’

CarDealerMag.co.uk | 07

EVPOINT? FEATURE

TIPPING

Could 2021 be the year in which consumers finally accept EVs as the mainstream? And which manufacturers will benefit in the British market?

I

n early November, a vessel arrived at Royal Portbury Dock in Bristol containing a bulk shipment of 2021 model year cars ready to feed what many in our industry hope is pent-up market demand for new models as we continue to find our way around the impact of the pandemic.

Among them were 2,031 MGs, including more than 1,350 plug-in models, or around two-thirds of the brand’s total allocation aboard the giant vessel.

On paper, that’s a bold move. After all, battery-electric and plug-in hybrid cars combined account for only 12.1 per cent of the UK market.

That 12.1 per cent, though, represents a 172 per cent market share increase over 2019 for plug-in cars – a rate of acceleration that underscores a much more significant trend. The UK car market at the end of October was down by 700,000 units year on year, compared with an increase of 50,000 units for EVs. Daniel Gregorious, MG’s head of sales & marketing, takes a bullish approach. ‘The rise in popularity of EVs has been a huge part of our Momentum and Growth mid-term plan,’ he told Car Dealer. ‘We launched the MG ZS EV in 2019, and its immediate popularity proved to us that we were right to make bold predictions around our EV growth.

Its combination of a decent range and a low access price were, we believe, the catalyst for many buyers to seriously consider an EV instead of a petrol or diesel car.

‘Through talking to our dealers and customers, we learnt that limited choice and practicality combined with an expensive purchase price were the things that put people off buying an EV, but we had a car that answered those concerns. The new MG5 EV has a range of over 200 miles and it has given us a much stronger fleet proposition as well.’

MG is now predicting that 2021 will be its EV tipping point, where its plug-in sales exceed those of petrol for the first time.

Its projection is that next year 51.1 per cent of its cars will be electrified.

Some of the more established EV manufacturers are also predicting sustained growth, although their share in more market segments such as large SUVs and core fleet mean that seeing a similar percentage split isn’t practical – yet.

In the first half of 2020 – although it’s important to recognise that lockdown will have skewed the figures a bit – the best-selling pure EV in the UK was the Tesla Model 3. But as an EV-only maker, the Tesla numbers don’t reflect the market evolution.

Of greater interest were the 3,431 Nissan Leafs, 3,009 BMW 330es, 2,251 MG ZS EVs, 2,150 Jaguar I-Paces and 2,138 Mitsubishi Outlander PHEVs that were the most popular plug-in cars sold in the UK. It’s a sign that the infrastructure is finally catching up, making the idea of owning an EV far more appealing to the ordinary consumer.

According to Zap-Map, which creates maps of EV charging infrastructure, the number of charging points in supermarkets has increased by 95.1 per cent in 2020 alone, with 1,115

08 | CarDealerMag.co.uk

Limited choice and practicality combined with an expensive purchase price were the things that put people off buying an EV. Daniel Gregorious

MGs are unloaded at Royal Portbury Dock in Bristol plug-in points now at major stores – a number that it believes will increase fivefold in the next three years.

Meanwhile, a study by the AA has shown that younger drivers are not only ready to embrace the electric revolution but are also expecting it.

AA president Edmund King said: ‘The range, charging speed and charging point infrastructure are all on the increase. There needs to be a more concerted effort by us all to sell the benefits of electric vehicles.

‘Drivers will also need to change their fuelling habits, with the majority charging their EVs at night at home and then at their destinations. But ultimately, outstanding, affordable, stylish EVs with a decent range will sell themselves. Massive savings can already be made on running and service costs, as well as the tax benefits.

‘The younger generation in particular are ready to embrace the electric revolution.’

The predictions are reflected in other markets, too. According to Bloomberg Business Research, there has been a 91.3 per cent global EV share increase in 2020, while the biggest EV market – China – is projected to see 25 per cent of total sales as EVs in 2023 and 35 per cent by 2025. The revolution has started – and things will never be quite the same again.

There needs to be a more concerted effort by us all to sell the benefits of electric vehicles.

Edmund King

Investigation: We’re on the road to zero emissions CarDealerMag.co.uk | 09

INVESTIGATION

WE’RE ON THE ROAD TO ZERO EMISSIONS With a ban on new petrol and diesel car sales by 2030 now official, Oliver Young spoke to specialist green car dealers to see what they think the effect will be on EV sales.

I

t’s not like the car industry needed another hurdle to overcome – it’s dealt with increasingly tougher emissions targets and been battered by coronavirus.

But now there’s a new challenge. Prime minister Boris Johnson has decided that the sale of new petrol and diesel cars should be outlawed by 2030, meaning the industry now has just over nine years to get its EV act together. Hybrid models get a more lenient 2035 deadline before they’ll be banned from sale, too.

With the much-mooted measures now being put in place, the pace of change among buyers will intensify.

Already in October, 35 per cent of new car sales were alternatively fuelled vehicles, with diesel accounting for just 15 per cent. It seems, then, that the new car market was beginning to shift anyway. But what about the used car world? In a space where buyers are more cautious about new technologies, do the specialist dealers think the government’s plans are a good thing?

Andy Farmer, sales manager at Cheltenham-based JustEVs, which proclaims itself to be the UK’s number one supplier of battery-electric vehicles, certainly thinks so.

He believes that the PM’s plans would be ‘great for our industry’, albeit not hugely necessary.

Farmer told Car Dealer: ‘From our perspective, I don’t think it makes much of a difference.

‘We’re going to be there anyway. I think the vast majority of people would have already made the switch, to the point that I don’t see it as such a big thing.’

Go Green Autos in Wantage deals exclusively in zero-emission electric cars and vans, and thinks the car-buying public’s agenda has already switched. Director Matt West said: ‘I don’t think the ban is going to make a huge difference, because I think the market will completely shift to EVs within 10 years anyway.

‘All it’s going to do is put a bit more pressure on the manufacturers to start rolling out new models.’

However, spotting a sales boom, he added that he thought the ban ‘couldn’t come soon enough’.

Tesla specialist R Symons Ltd of New Milton agreed that a shift to EVs was already well under way.

Founder Richard Symons said: ‘The natural shift to electric is happening right now.’ But he insisted that the ban was still needed.

10 | CarDealerMag.co.uk

I don’t think the ban is going to make a huge difference.

Matt West

There are numerous barriers that need to be overcome by 2030 for the goal to be achievable.

Jim Holder

Neither was he surprised that it’s been moved forward, referring to the change in policy as ‘inevitable’.

Symons said: ‘Ultimately, you do have to put a ban in place so that you give people deadlines to work towards and just ensure it happens, because there will still be people resistant to change.’

Many are questioning the ban, though, and the issues that Johnson’s ambitious road map may face.

Jim Holder, editorial director of What Car?, said: ‘Nobody can doubt the scale of the ambition of ending the sale of combustion-engined cars within a decade, but there are numerous barriers that need to be overcome by 2030 for the goal to be achievable.

‘The first is to clearly and accurately define which vehicles will be affected by the ban.

‘It is the role of the government to be crystal clear in terms of the technologies affected; the consumer is still learning the differences between electric, plug-in hybrid, self-charging hybrid and mild hybrid vehicles.’

However, something mentioned by all the EV/hybrid specialist dealers we spoke to was the lack of charging infrastructure in certain areas, with buyers who don’t have off-street charging needing more support.

JustEVs’ Farmer added: ‘People who can’t charge on a driveway need a bit of handholding to get them through [the ban].’

Matt Cleevely is managing director of Cleevely Electric Vehicles in Cheltenham – a dealership that aims to help people make the switch from petrol and diesel to low-emission vehicles. He said the ban was a ‘fantastic gesture’ but he was sceptical as to ‘whether the government can see it through or not’.

He also thought more public charging infrastructure was needed to give people the confidence to buy EVs. The specialist car dealers we spoke to welcomed the ban overall but felt it was largely redundant – most said that buyers’ tastes were already shifting, and we’ve seen that in the SMMT’s monthly new car registration figures.

However, they all agreed that it could give the electric car industry the kickstart that would otherwise have been slower to materialise.

Tesla specialist dealer boss Symons said: ‘A classic car that’s kept in the garage and used on the odd Sunday isn’t the problem. The problem is driving V8 Range Rovers to school, the supermarket and on commutes, and that’s what has to change.

‘We have to force that change.’

The problem is driving V8 Range Rovers to school, the supermarket and on commutes, and that’s what has to change.

Richard Symons CarDealerMag.co.uk | 11

INTERVIEW

Why car dealers need to start focusing on how they can make online car sales work Vanarama boss Andy Alderson shows James Baggott round his business and explains how car and van sales can be completed successfully online.

D

ealers need to stop focusing on why online sales won’t work and start focusing on how they can.

That’s the advice from Vanarama CEO Andy Alderson who has been busy creating an online sales experience that sells thousands of cars and vans.

A former car dealer, Alderson invited us to take a look around his offices in Hemel Hempstead (well before the lockdown) and hear how his team makes online sales a success.

Targeting 30,000 units a year by 2023, Alderson has built a clever online leasing platform that uses artificial intelligence and big money marketing to perform.

In an exclusive video interview, he tells Car Dealer how the company has used big sponsorship deals such as backing the Football League to push its business in front of millions of consumers.

‘Car dealers need to stop worrying about why online sales won’t work and concentrate on how they can,’ he explains.

He says those that don’t focus on selling cars online now are ‘shortsighted’ and that every car dealer should be investing heavily in building a solution to facilitate online sales.

And he believes CEOs of listed dealer groups have no incentive to invest in an online business as the sums required are huge.

INSPIRING

As the second lockdown restricts dealers to click-and-collect and home deliveries only – all of which must be completed remotely – looking at how a business has managed it so successfully for years is inspiring.

Alderson started Vanarama back in 2004 after dabbling in used car sales. He switched the business fully to a leasing broker in 2007.

A true entrepreneur, he began the business after buying a bulk load of Citroens when he worked in a franchised dealership and pounced early on a special campaign offer for C5s.

He realised – when totted up – that dealers could sell them at half price with full margin, 12 | CarDealerMag.co.uk

Car dealers need to stop worrying about why online sales won’t work and concentrate on how they can.

Covid has presented opportunities and I think we’ll look back on these six months as the making of us. so he bought all of them, set up a one-page website and freephone number and sold them in six weeks across the country.

Alderson said he soon realised that people were buying them without even taking a test drive and it gave him the idea for his business.

Now, 90 per cent of buyers on his website never drive the cars and vans before buying.

The car and van deals are then delivered by a network of car dealers that Alderson works with across the country.

‘We invested heavily in marketing and you have to do that,’ explains Alderson. ‘It’s crucial when you’re a leasing broker and up against hundreds of others.’

Alderson explains how he spent £2.1m on sponsoring the Football League at a time when the company was turning over £700k.

He calls it his ‘all on red’ moment – and it paid off.

WHAT’S IN A NAME?

You might be wondering why he’s stayed with the Vanarama name when he sells just as many cars these days.

‘We invested so much in promoting the Vanarama name that we thought there’s really no point changing it just because we’re selling cars too – customers don’t care and when we realised that neither did we,’ said Alderson.

Vanarama has 45,000 customers in contract with around 13,000 a year coming up for renewal – something Alderson’s team works hard on.

When we visited, half of the team were working from home and a shift-based system saw them swap around regularly so they all got face-to-face time in the office.

In 2019, the business turned over £85m, up from £71m in 2018 – and if Covid hadn’t happened, 2020 would have been better than last year.

The Vanarama website is certainly very slick – and so it should be for the tens of millions Alderson has invested in it.

‘When I started this business I saved up £50k by buying and selling used cars on the side, I remortgaged my house and borrowed from the bank,’ he explains.

‘But it was all worth it. I love doing what I do. Covid has presented opportunities and I think we’ll look back on these six months as the making of us.

‘It’s presented challenges, but as a digital business we’ve been well positioned. We’re looking forward to big growth in the coming years.’

And his parting advice for dealers who think online car sales are a passing fad?

‘The clues are in the past – just look at what happened with Amazon and book stores,’ Alderson explains.

‘People spend so much time trying to stop it happening rather than thinking “should we be investing in this?”

‘People are fearful of it and shouldn’t be. Unfortunately, you get that with legacy businesses.’

Click here to see the video of our Andy Alderson interview CarDealerMag.co.uk | 13

DASHBOARD

CAR NEWS ROUND-UP Manufacturers have been busy refining existing models and producing new ones. We look at 10 of the results...

CUPRA

Formentor going on sale in the UK CUPRA’S first vehicle developed for the brand since it separated from Seat is to go on sale in the UK in the middle of November.

The headline Formentor is the £39,830 2.0-litre with 306bhp. It'll join lower-powered models starting at £27,300 and with a 1.5-litre, 148bhp turbo petrol engine. A plug-in hybrid will also be available, combining a 1.4-litre turbo petrol, 85kW electric motor and 13kWh battery pack with 201bhp or 241bhp.

The 1.5 and plug-in hybrid will be available to order early in 2021.

BENTLEY

FIAT

Flying Spur range broadened with V8

Tipo line-up grows with Cross variant

BENTLEY has introduced an alternative powertrain for its luxurious Flying Spur saloon.

The new V8 engine will sit alongside the existing W12-powered car, which was released earlier this year.

Already used on the smaller Continental GT, the 4.0-litre twin-turbocharged unit produces 542bhp and 770Nm of torque and can power the Flying Spur to 60mph in four seconds and on to 198mph.

Some 100kg lighter than the W12, it offers a 400-mile range Full pricing is yet to be given.

FIAT has introduced a new Cross variant of its popular Tipo as well as refreshing the remaining line-up of cars.

First released in 2016 as a saloon, five-door and estate, the Tipo has proved popular for Fiat with 670,000 units sold. More than 70 per cent have been sold outside Italy.

The new Tipo Cross rides 7cm taller than the regular car, bringing a more noticeable stance out on the road.

Prices for the Cross and updated Tipo range will be announced in November.

14 | CarDealerMag.co.uk

JAGUAR

E-Pace refresh includes hybrid powertrains JAGUAR has given its compact E-Pace SUV a mid-life refresh, bringing a range of new hybrid powertrains as well as a variety of updates.

The new plug-in powertrain – badged P300e – combines a 1.5-litre three-cylinder petrol engine with an 80kW electric motor. Jaguar says it can drive on purely electric power for up to 34 miles, while combined CO2 emissions sit at 44g/km and it’ll return up to 141mpg combined. Priced from £32,575, the new E-Pace can be ordered now.

AUDI

Q8 plug-in tally rises to seven

A NEW hybrid version of Audi’s range-topping Q8 SUV has been introduced, bringing the German firm’s tally of plug-in models to seven.

The new car, badged Q8 55 TFSI e, combines a V6 petrol engine with an electric motor and batteries for improved efficiency, and will travel for up to 28 miles on electric power alone. Two variants will be available in the UK – the standard 55 TFSI e quattro (£73,860) and Competition 60 TFSI e quattro (£85,760).

VOLKSWAGEN

VAUXHALL

Eighth-generation Golf R has 316bhp and drift mode THE flagship Volkswagen Golf has been relaunched for its eighth generation, with the R now packing 316bhp and a special drift mode.

The R has earned a reputation as one of the best hot hatches on sale, thanks to its grippy allwheel-drive system, impressive performance and affordable finance deals.

For the new Golf, Volkswagen has given the R extra power, with the 2.0-litre turbocharged petrol unit making almost 20bhp more.

It can accelerate to 60mph in 4.5 seconds and has a top speed of 155mph.

RENAULT

Future EV intent signalled with Megane eVision concept RENAULT has showcased its vision for the future with this – the Megane eVision concept.

Unveiled at the French manufacturer’s eWays event, the concept will be the first Renault to use an advanced CMF-EV platform and begins a commitment by the firm to reduce its CO2 emissions by 50 per cent by 2030.

The hatchback has a 60kWh battery, which Renault says is one of the thinnest on the market.

The production version will arrive here in 2022.

HYUNDAI

New Crossland on sale from £19,060

VAUXHALL’S new Crossland has gone on sale priced from £19,060.

With first customer deliveries expected early next year, it brings a new exterior design and wide range of petrol and diesel engines.

Starting in SE trim, it moves up to SE Nav Premium, SRi Nav, Elite, Elite Nav and Ultimate. There are two engines available – a 1.2-litre turbocharged petrol and 1.5-litre turbocharged diesel – with power outputs from 82bhp to 128bhp.

SKODA

i20 hot hatch breaks cover

Octavia iV offers 43 miles on electric

HYUNDAI has confirmed that the new i20 will cost from £18,595 and boast a new toplevel trim called Ultimate.

The supermini’s new generation will be the first to use Hyundai’s new ‘Sensuous Sportiness’ design language, as well as introducing a new mild-hybrid powertrain.

Ultimate starts at £22,095.

Hyundai also revealed the performance-focused i20 N hot hatch, which gets a new 1.6-litre petrol engine making 201bhp and 275Nm of torque.

Pricing is yet to be confirmed.

SKODA has bolstered its Octavia range with a plug-in hybrid powertrain.

The iV model from the Czech manufacturer boasts an impressive 43 miles of electric range from its 13kWh battery pack, meaning many journeys can be completed without using any petrol.

The powertrain combines a 1.4-litre petrol engine with an electric motor for 201bhp and 350Nm of torque. Its CO2 emission figure is 22-33g/km.

Prices range from £30,765 to £33,605.

CarDealerMag.co.uk | 15

The warranty experts

The Automotive industry’s best kept secret...

www.

WMSGroup.co.u

k

Does your current warranty product still suit your business and customer needs?

For over 15 years the WMS Group has been providing extended warranty cover and other motoring products to over 3,500 dealerships across the UK. Our warranty products are proven to help attract and retain customers, increase workshop revenue and maximise profitability.

Award-winning warranties

Our warranty products have been voted best in class by UK dealers

24/7 telephone support

Your customers can receive assistance any time of the day

24 hours claims settlement

All valid claims within 24 hours of receipt of invoice

Call us today to find out more about our range of warranty products

01844 293810 16 | CarDealerMag.co.uk

Sales@WMSGroup.co.uk

www.WMSGroup.co.uk

When it comes to the crunch, can we really trust self-driving tech?

I

The Volvo’s accident mitigation system was obviously convinced I was about to mow down the shell-suited cyclist.

’m all for advances in technology but this autonomous driving malarkey has got me worried. Now, I’d like to be able to get into the back seat, cuddle up with a duvet and sleep while the car I’m driving crawls along in stop-start traffic for me as much as the next motorist, but I’m not sure I’d be able to nod off peacefully.

I don’t know about you but I fear I’d be somewhat constantly concerned that the engineers who designed my self-driving technology might have been having an ‘off day’.

That’s all very well if they forget to put a screw in a bumper somewhere, but what if that forgetful moment meant the car failed to brake properly?

Convincing the public this technology actually works is probably going to be as hard as getting it approved in the first place. Especially when advances in car technology can often be summed up by the slower-than-doing-it-by-hand automatic boot-lid-closing buttons.

I’ve often stood there scratching my chin wondering quite why we think a boot that takes three seconds to close with a motor rather than half a second by hand is a giant leap forward for the car world.

It doesn’t help that there’s a whole new world of things to get used to when your car does things for you – especially when you least expect it. I read recently about former Top Gear presenter James May moaning that his Tesla Model S tugged him away from the kerb and into the path of an oncoming tractor because the car ‘thought’ he was too close to the ditch. It couldn’t work out that was the safer place to be and instead pitched him in a game of chicken that only one party would win if it were to go the distance.

I had a similar experience recently. I was driving down a busy 30mph road interspersed by those islands that help buggy-wielding mothers and elderly people cross safely. As I drove up to one, a mid-morning beer-swilling youth on a bike swung from his side of the road into the crossing island and stopped. I could see he had stopped, he could see I wasn’t – all was right with the world apart from his 10am Heineken.

Unfortunately, my Volvo had other ideas. In the milliseconds that followed the above thought process, the XC40 I was driving slammed on the anchors, seatbelts retracted into the brace-for-impact position and the car juddered to a tyre-squeaking, ABS-enabled stop just a metre shy of the crossing.

I was baffled. The Volvo’s accident mitigation system was obviously convinced I was about to mow down the shell-suited cyclist and had screeched the car to a halt. The beerswigging one looked at me like I was a lunatic for letting him cross, flicked me a grubby thumbs up, sauntered across the road in front of me and went on his very merry way.

I couldn’t help thinking quite how dangerous it all was. I was travelling at 30mph and was brought to a complete standstill when I was least expecting it – I was merely a passenger for the whole experience. What’s more, I was lucky there was no one driving behind me because I can guarantee you they’d have been solidly implanted in my bumper.

I know they should leave enough braking distance and you should always expect the unexpected, but what if they had rear-ended me? How would I have explained that? It wasn’t my fault, the Volvo did all the braking for me, honest guv.

And here’s the rub: autonomous technology has to make choices. It has to decide when something looks suspicious enough that it needs to intervene. And in extreme cases it will need to decide whether to crash into a bus full of children or a bus stop of grannies – because that will be the only choices it has. Can technology work this out?

It takes me back to that forever-closing rear boot lid. If they can’t improve that, is a car that parks, drives and avoids accidents for you going to be that much better than you doing it yourself? I like advances in technology, I like new things, but I have to be confident they’re going to work – and importantly, in this case, know they’ll make the right decisions when they need to.

Speaking out

COMMENT

JAMES BAGGOTT

AGAINST OUR BETTER JUDGMENT, WE LET THE CEO HAVE HIS SAY EACH MONTH James Baggott founded Car Dealer Magazine and is the chief executive officer of parent company @BaizeGroup, an automotive services provider. He now spends most of his time on Twitter @CarDealerEd and annoying the rest of us.

CarDealerMag.co.uk | 17

Big Mike OUR MAN ON THE INSIDE SHARES HIS THOUGHTS ON THE CAR BUSINESS

Who is Big Mike?

Well, that would be telling. What we can say is he’s had more than 40 years in the car trade so has probably forgotten more about it than we’re likely to know.

18 | CarDealerMag.co.uk

COMMENT

We’ve learnt from the last lockdown how to work with this one

L

ockdown V2… isn’t it great? That’s just what our industry needed. However, I think we’ve all learnt how to be a bit more versatile when it comes to the crunch and to get on with the job in hand, no matter how difficult that job might appear.

For the main dealers, it’s another shut shop (albeit just for a few weeks, allegedly) while for the small independents it’s utter hell. Why? Because like the main dealers, we too aren’t allowed to open, and while the idea of ‘click and collect’ on a new Kia with seven years’ warranty is a relatively low-risk strategy, meaning you can still at least pick off the low-hanging fruit, nobody’s going to do the same on a 10-year-old Peugeot.

Indeed, getting someone to simply collect such a thing without going anywhere near anything that clicks (except maybe the nearside CV joint) is a miracle in itself, but beyond the glass-fronted facades of the franchised outlets, I know there are folk who are just as disenfranchised (in only one sense, I hope) as I am.

For me, the problem is twofold. First, I can’t sell cars from work, which means I’m having to pay the bills by selling them from home instead, which is annoying because it means I have to deal with members of the great unwashed on my driveway and dot the rest of my stock around the neighbourhood. That, unfortunately, has led to a vigilante mob of rather tiresome, bored people going around carving expletives into them as they don’t like cars being parked legally on the street. There’s nothing like parking to make people tribal and aggressive, after all. I’ve even got one neighbour who told all of the sheeple on the local Facebook group that it was illegal to park cars on the road if you were a trader (if they’re taxed, that’s simply not true), which led to a collection of love letters under the wipers.

Indeed, I had one note left on a Renault Laguna that said ‘Please move this disgusting heap of cr*p as it is unsuitable for our neighbourhood’.

The second problem I have is that with main dealers being closed, there’s no stock coming through. I take a lot of part-exchanges from local dealerships – the nearest Kia, Peugeot and MG dealers come to me as their first port of call to underwrite stock worth less than £3k before it gets shipped off to auction – while I also have a nice little arrangement with the nearest Volvo franchise thanks to a lad called Josh, who used to work for me on Saturdays before he got a ‘proper’ job as a Volvo product specialist, which I think means ‘salesman’. Josh knows I don’t want the ‘good’ stuff, but the thing with Volvos is that a lot of the customers keep hold of them for a very long time, and to me a 15-to-20-year-old Volvo is manna from heaven – I can sell them to every dog owner or allotment keeper in Edgbaston with my eyes shut, and I’ll underwrite the lot.

Right now, though, there are none coming through and said snooty neighbour needs to be grateful that she doesn’t live anywhere near the Volvo dealership. Why? Because certainly around Josh’s flat there are more S40s and V70s than you can shake her chihuahua’s stick at.

Like many people in our industry, Josh has been doing extra work because like all car dealers (contrary to popular opinion) he’s a hard-working and self-sufficient individual who will never, ever take a penny off the state if he can go out and earn it himself, so despite his appalling haircut and bad taste in footwear, I can’t help but like the guy. He’s only 23 anyway, so maybe I should forgive him the high-tops and the failed boy band flop-over. Or maybe not.

But I digress. The dealer principal at our local Volvo ‘Experience Centre’ is an old friend of mine from many years of pushing tin, and aware of the fact that he had to furlough most of his sales staff yet again in order to keep his business afloat, he’s done a deal with them.

The garage can’t open, the used stock is going nowhere, so he’s told them all to take a few cars home and ‘have a go’ themselves. In return, they keep the profit and return the standin value to him. And before anyone screams that this is flouting the furlough rules, it isn’t,

There’s nothing like parking to make people tribal and aggressive.

because the DP is a principled man and he bought the entire stock off the books with his own hard-earned cash to get around any cries of hooky behaviour.

He, like many of the decent people in the world right now, has done what he can to jump through the hoops and support the people who have brought the money in for him over the years.

In Josh’s case, he’s put his furlough to good use by jumping behind the wheel of a MercedesBenz Sprinter owned by a major supermarket chain and now spends his evenings wearing a mask and knocking on the doors of vulnerable old ladies (I respect him for it immensely) and has peppered his immediate neighbourhood with the kind of Volvos that were once the very epitome of affluent suburbia but these days tend to scream ‘window cleaner’, ‘decorator’, ‘Homes Under the Hammer’ or ‘tip run’. And in fairness to the lad, he’s doing a good job of it – enough for me to wonder if I should have offered him a full-time job myself, not least because he now seems to have mopped up the entire West Midlands supply of my favourite easy-money stock.

I don’t begrudge him any of it, of course. He’s a young lad with a baby on the way (you can blame the first lockdown for that) and he wants to provide for those important to him, and in identical circumstances I’d have done exactly the same. After all, it’s not as if he’s going to get any decent sales commission in the next month or so, and that’s if the market picks up enough for him to go back. Plus, he managed to ‘lose’ a few cans of Old Speckled Hen in my last home delivery, which is always a boon when the pubs are shut.

So, despite the effect the lack of Volvos has had on my own home trading operations, I’m still managing to keep my head above water. Luckily, a lot of the stock traded in at Peugeot is made up of largely not-Peugeots, and I’ve a few bits left over to keep me going until they reopen their doors.

Among them was that Laguna I mentioned earlier, which came as part of a deal where I either bought the lot or nothing. It was a 2002 petrol model with a dent in one door and little in the way of redeeming features, other than a 10-month MOT and the ability to annoy a snooty old bat with an evil chihuahua. I stuck it in the small ads at £495 ono and got a call from a bloke who needed something bigger than his current car, a 1999 Perodua Nippa that had faded from its original red to a shade I prefer to describe as Malaysian Racing Pink. Would I take £200 and the Perodua for it?

In normal circumstances, he’d have been slinging his hook.

But in this instance, I had a score to settle. As a result, it looks like my snooty neighbour will be rueing the day she complained about the Laguna – although the faded-to-pink paintwork of the Perodua does go well with her rose garden.

A 15-to-20year-old Volvo is manna from heaven – I can sell them to every dog owner or allotment keeper in Edgbaston with my eyes shut.

CarDealerMag.co.uk | 19

together Let’s do more

Part of the drive to reach your goals, we’re a partner to grow your business and help you thrive.

Finance

Compliance

Funding

Insight

Delivering finance solutions for your customers

Navigating regulation and compliance changes to keep you safe

Providing access to the funding you need

Sharing data and information to help you make decisions

Giving you more, so you can do more.

We’re stronger together. closemotorfinance.co.uk/together 20 | CarDealerMag.co.uk

Finance Compliance Funding Insight

Here we go again... But Lockdown 2 feels a lot different to last time

B

It’s clear that some sales operations are running on a strictly reduced staff level while others are trying to think business as usual.

efore I penned this article, I had to ask the chief sub-editor John when exactly it would be published. Hot takes and opinions on the car market in 2020 can quickly go awry and make any commentator look silly, regardless of experience. With that in mind, we are currently 10 days into Lockdown 2 and it feels a lot different to Lockdown 1. If history tells us anything, sequels are seldom as good as the original.

If your business has an aftersales department or you’re a standalone repairer, it’s great that there are no restrictions to trading. It seems aftersales customers are more willing to have vehicles repaired than in Lockdown 1. This is partly due to being able to move around more this time to exercise and partly due to not wanting to be stuck with a car with a flat battery and rusty discs.

It’s a different story for sales teams or standalone sales operations, though. The major dilemma facing decision-makers is what to do around furloughing staff and used car pricing.

Different business owners have different attitudes when it comes to the implementation of Covid guidelines. That’s not to say that some businesses are flagrantly flouting the law (perhaps some are) but it’s clear that some sales operations are running on a strictly reduced staff level while others are trying to think business as usual.

For those more risk-averse companies, reducing the headcount to take advantage of furlough payments is – I am sure – secondary to the general wellbeing of staff, but these businesses need to be on a very sound financial footing to continue to operate this way.

Dealers who are keeping a good amount of sales people available for click-andcollect or home delivery are finding a different market to that of Lockdown 1. Firstly, the wholesale channels are open for business without restriction, which is adding pressure to residual values, particularly on late plated cars. During the first lockdown, not only were wholesale channels closed for a number of weeks, they were also slow to resume normal disposal levels until the market was well and truly established.

As concerning as residual value movements are, the market has seen resilience once some normality resumes, to the point that even in a declining market many values are not dissimilar to those at the end of 2019. The biggest worry for most, particularly highly levered businesses, is that consumer appetite doesn’t seem to be quite as strong as last time around.

It is important to remember that for many dealers April was a complete write-off, but as the next few months were so buoyant we have kind of forgotten that April existed. However, this time there are fewer restrictions around travel, particularly to buy a car, so there is no build-up of demand. Lockdown 1 had people clambering for any kind of distraction to the tedium of life, and the importance of mobility – however restricted – was directly related to the car, given that public transport was not particularly appealing. We were also blessed with good weather and the cautious misguided optimism that perhaps it would all be better soon.

Now the weather is crap, hospitals are full and companies (and, more importantly, their employees) that had benefited from much-enjoyed British pastimes such as drinking and eating out are creaking, thanks to more stringent lockdown requirements. So, the all-important question is what next? Recent positive vaccine news at least gives some glimmer of hope that the beginning of the end is nigh, but recent experience has taught me to wait and see before I offer any hypotheses.

Trader Tales

COMMENT

JAMES LITTON

CASTING AN EXPERIENCED EYE ON THE WIDE AND CHALLENGING WORLD OF MOTOR SALES

James Litton is an automotive retail consultant who always has something to say about the industry he loves.

CarDealerMag.co.uk | 21

ADVERTISING FEATURE

EXCLUSIVE

Sneak preview of the all-new D-Max proves to be a massive hit Key prospects are among the guests as Isuzu looks to fill a dozen dealer slots

I

suzu dealers, key prospects and other special guests were given an exclusive sneak preview of the new D-Max that is coming to the UK in 2021. The Covid-secure events – held over four days at its UK HQ – proved hugely successful, with people being allowed to touch as well as see the new pick-up.

No other European distributor has been able to let dealers see the new model so far, and anyone who couldn’t make it along was offered live virtual walkrounds of the vehicle. Key journalists, influencers and fleet customers also came along, while a VIP day was held separately for the prospect dealers, with 11 taking part. This proved quite timely, as Isuzu has opportunities for dealers in a dozen towns and cities in England and Scotland.

UK managing director William Brown told Car Dealer: ‘We are so excited to receive this new model.

It is a big step forward for Isuzu and will be the most advanced pick-up on sale in the UK, setting new standards in the sector. Because it is a simple franchise to operate, it is very easy to integrate into a successful existing operation, whether it be cars, 4x4s or LCVs. ‘What we’re looking for in a new dealer is someone who is dedicated to our brand within their existing business. We can do all of the training. Most of the time, a pick-up is being bought to be used as a pickup and that’s why it’s an easy product to sell. That’s where we win.’

He emphasised how approachable Isuzu was, adding: ‘We’re not just interested in our dealers’ performance. For us, everything we do for our dealers has to be simple, fun and profitable. It’s all about making business as simple as possible, whether it be trading terms, campaigns or communications.’

The 12 towns and cities ripe for an Isuzu dealer Birmingham Brighton Bristol Canterbury Doncaster Forfar Newcastle Portsmouth Romford Southampton Swindon Weymouth

What did people think?

Dealer ‘Standout features – comfort, technology, a lot of new features that have really upped the game.’

Journalist ‘Really impressed. I’m struggling to think of something I don’t like!’

Influencers ‘The fact you have the latest safety equipment across the entire range is great to see.’ ​

Fleet customers ‘I can’t believe all this is standard. I like it a lot. I see huge benefits for me as fleet manager and, more importantly, for our drivers.’

For more details about becoming an Isuzu Pick-Up Professional, call Melissa Butcher on 0121 730 8073 or email mbutcher@isuzu.co.uk 22 | CarDealerMag.co.uk

Here for you.

Yesterday, today, tomorrow.

Since 2014, NextGear Capital has been helping dealers grow their businesses with flexible, straightforward and dependable funding. We like to roll up our sleeves, really get to know our customers and look towards the long term - and never before has this way of thinking been more important.

We know the journey ahead is hard to plan right now, but whatever your route, you can be sure we’ll be there right beside you all the way.

Contact us today to find out how NextGear Capital can help your dealership thrive.

Call us on 0330 107 5146 or visit nextgearcapital.co.uk/hereforyou Vehicle Solutions

Remarketing Solutions

Funding Solutions

CarDealerMag.co.uk | 23

Retail Solutions

DASHBOARD EXCLUSIVE

NEWS DIGEST HERE ARE TASTERS OF STORIES YOU MAY HAVE MISSED

SsangYong to take over Mitsubishi UK THE owner of SsangYong GB is poised to take over Mitsubishi in the UK, Car Dealer can exclusively reveal.

Bassadone Automotive Group – the parent company of SsangYong, based in Gibraltar – has confirmed it is in talks with Mitsubishi Corporation about taking over the distribution rights for the brand here.

Sources claim that a large round of redundancies has already been announced at Mitsubishi HQ in Cirencester.

PRESTON

NEW DATES

Used Car Awards nominations opened up again so locked-down dealers can get their name in frame THE Car Dealer Used Car Awards have been postponed after England entered a second lockdown.

As car dealers up and down the country faced closing their showrooms once again – this time for four weeks – Car Dealer decided to reopen nominations for this year’s event. Nominations will now close on December 2, with the awards being broadcast at 6pm on February 5.

Car Dealer founder James Baggott and awards host Mike Brewer discussed the decision in a special video that you can watch above.

SUZUKI

Starring role for Porsche EV first PORSCHE Centre Preston has officially unveiled Lancashire’s first Porsche Destination electric charging point – at a two-star Michelin restaurant.

The installation at Moor Hall Restaurant with Rooms in Aughton is part of a new commercial partnership between the restaurant and dealership.

It follows February’s launch of the first all-electric Porsche – the Taycan.

Pictured are chef patron Mark Birchall, left, and centre principal Tom Fox 24 | CarDealerMag.co.uk

Dealers to be offered up to £10k support

SUZUKI is offering its dealers a Covid support payment of up to £10,000, potentially costing the manufacturer £1.5m.

It depends on the dealer being ‘Covid-safe and lockdown-ready’, and will be paid in December based on the results of a self-assessment.

Suzuki GB boss Dale Wyatt told Car Dealer it would be ‘rewarding proactivity’ and ‘paying for new activity’ by asking dealers to resolve any digital disconnects.

30,000 The target number of units Vanarama aims to shift online by 2023.

We look at the leasing success story created by Andy Alderson. p12

RECRUITMENT

Lookers on lookout for 180 apprentices

LOOKERS has launched its largest recruitment drive as it seeks 180 new apprentices.

The nationwide search adds to its programme, which has had an intake of 700 apprentices over the past three years.

Chief retail operations officer Duncan McPhee said the franchised dealer group was looking to recruit in a wide range of roles across the country, from customer-facing to service technician roles.

Cinch launches with more cars than Cazoo.

Supplier News: p56

We get behind the wheels of some of 2020’s most crucial cars.

ROAD TEST OF THE YEAR: Xxx: pXX p28

SANDICLIFFE

Cyber attack raises personal data fears

SANDICLIFFE was the victim of a cyber attack where personal data was potentially accessed in a phishing scam involving the email accounts of two employees.

Those who may have been affected were alerted by the dealer group, which has showrooms in Nottingham, Leicester and Loughborough.

But it denied reports that bank account details and medical histories of possibly thousands of people had been stolen.

SYTNER

Worker suspended over name jibe

AN employee at a BMW dealership has been suspended after they were caught on voicemail making fun of a customer’s African name.

Sytner Coventry was contacted by Abu Jaffary to arrange a test drive.

But when an employee rang back and left a message, she didn’t end the call properly and the voicemail caught her telling colleagues his name ‘sounds like a joke’. Click on the picture for the full story. Image shows Abu Jaffary with niece Melissa and is used by kind permission.

DEAL

Inchcape confirms sales in principle

DEALER group Inchcape has confirmed the sale in principle of BMW, Mini and Motorrad dealerships plus a used car site to Vertu Motors.

Its BMW, Mini and Motorrad showrooms in Durham, Malton, Sunderland, Teeside and York, believed to be under the Cooper brand name, have been snapped up

by Vertu, as has Inchcape’s Used Car Centre in York. A ‘Notice of Portfolio Divestment’ email sent to Inchcape’s suppliers acknowledges the sale,

APPOINTMENT

Lisa Brankin is made Ford of Britain MD

LISA Brankin has been appointed MD of Ford of Britain as of November 1 after Andy Barratt left the company.

She has been covering for Barratt while he was taking a ‘leave of absence’. Before her new position, she was passenger vehicles director for Ford of Britain and Ireland, having previously been sales director for Ford of Britain from January 2019 and marketing director of Ford of Britain from August 2015.

Brankin joined Ford in September 1990 as a graduate trainee.

SCOTLAND

I was travelling at 30mph and was brought to a complete standstill when I was least expecting it.

James Baggott p17

Business as usual in spite of restrictions

FIRST minister Nicola Sturgeon has announced that 11 councils in Scotland will be moved into the highest restriction level but, unlike in England and Wales, it is believed car dealers can stay open.

The Level 4 measures, similar to a full lockdown, will apply from 6pm on November 20. The Scottish government’s guidance Q&A states ‘car sales will be allowed, although businesses must put in place measures to operate safely’.

BITE-SIZE Pendragon profits soar – and more...

RESULTS: Pendragon saw its pre-tax profit rocket to £27.3m in this year’s third quarter against £3.0m in 2019. In an interim management statement for July 1 to September 30, it said that had almost entirely offset the firsthalf losses caused by Covid-19.

TOPS: The Nissan Leaf has come out on top in analysis of electric vehicle durability. Data from warranty provider and Car Dealer Power winner Warrantywise showed just two Leafs had required repairs for all the active policies for the model.

STAKE: Mercedes-Benz and Aston Martin have agreed a deal that will see the German firm become one of the British luxury carmaker’s largest shareholders.

Mercedes’ shareholding will be increased gradually up to a maximum of 20 per cent.

ON THE UP: Arnold Clark made an impressive £117m profit before tax last year – up £3.5m – its latest accounts reveal. The report to Companies House shows that the dealer group increased its revenues too – up 5.3 per cent to £4.46bn for 2019.

Turn over page to catch up on more stories CarDealerMag.co.uk | 25

DASHBOARD BRENTFORD

NEWS DIGEST HERE ARE TASTERS OF STORIES YOU MAY HAVE MISSED

Citygate adds to Skoda portfolio CITYGATE Automotive has bought the West London Skoda franchise from Lookers.

The deal – for an undisclosed sum – follows its purchases of West London Volkswagen and Twickenham Volkswagen from Inchcape at the start of 2020.

The Brentford showroom joins existing Citygate Skoda sites in Slough and Watford.

Chief executive Jonathan Smith said they were delighted to strengthen their relationship with Skoda and Volkswagen UK. Image: Google Street View

GOODWOOD

RULING

Financial Conduct Authority limits six dealerships to cash sales after cancelling their permissions SIX dealerships had their Financial Conduct Authority permissions cancelled in September.

It effectively limits them to cash sales. If they had a stocking facility with a finance house, that will have been withdrawn too They were: E-Cars Trading Ltd, of Reading Road, Winnersh; Cars77 Ltd, of Coles Green Road, London NW2; AGK Cars and Son, of Wallace Court, Winsford Industrial Estate, Winsford; Affordable Cars of Essex Ltd, of Crow Lane, Romford; Peterborough Trade Centre Ltd, of Peterborough Road, Eye, and Auto Planet London Ltd, of Cobbold Road, London E11.

DERBYSHIRE

Range Rover marks milestone FIFTY years of Range Rover were marked with a driving parade at Goodwood Speedweek.

All four generations of the iconic vehicle were included in the display, which saw the 4x4s drive around the circuit before converging on the grass to create the number ‘50’, visible from the sky.

Standard models were there, as well as uniquely modified versions such as fire engines, expedition vehicles and ambulances. The Speedweek event was streamed online.

Mercedes is stolen while on test drive

A DEALERSHIP in Chesterfield had a used car worth nearly £40,000 stolen by a customer who tried their luck on a test drive.

The Mercedes-Benz C43 AMG was taken from JCT600 Chesterfield but police apprehended the thief as he tried to leave the county and the C-Class car was recovered.

It is unknown if it was an unaccompanied test drive. The dealership declined to comment.

Image: Google Street View

26 | CarDealerMag.co.uk

ONLINE

Volvo has managed to nail its design in recent years and I’d honestly recommend it over any German brand.

James Baggott says a sad farewell to the Swedish long-termer. p81

Dealers are seeking retail-ready vans

CAR dealers are increasingly going online to find retail-ready vans as the customer demand for goodquality used LCVs grows.

That’s according to Adesa UK, which says it has seen more and more retailers logging on to its Upstream platform to search for vans. Managing director Jonathan Holland said: ‘We are seeing an unprecedented demand for used commercial vehicles and that demand shows no signs of abating.’

Darren Cassey channels his inner 007 as he drives a 400bhp Land Rover Defender from the new James Bond film.

FEATURE: A VIEW TO A THRILL: p54

TRIBUNAL

RETAIL CONCEPT

Sacked worker is awarded £18,241

A CAR dealership that unfairly dismissed a member of staff has been ordered to pay him a total of £18,241.51.

Athol Garage (1945) Ltd, in Ballasalla on the Isle of Man, was taken to an employment tribunal

by John Heayns when he was sacked after a row following a customer complaint about the quality of service.

Read the full story by clicking on the picture.

There are numerous barriers that need to be overcome by 2030 for the goal to be achievable.

Jim Holder p11

Image: Google Street View

BEN

EXPANSION

Polestar opens first UK retail ‘Space’

POLESTAR has opened its first retail ‘Space’ in the UK. The new site, called Polestar London, is in the Westfield shopping centre. The Swedish firm says the site demonstrates the brand’s retail concept and allows customers to make an initial inquiry through to choosing delivery of their car.

It will use Polestar specialists who will act as brand ambassadors on a non-commission basis. Polestar intends to open 40 more Spaces globally by the end of the year.

BACK IN FASHION

Services extended to MG adds Hawkins of Hendy Group to sell help over job losses Hayle to network returning Mini Moke

SUPPORT is now being given by the automotive charity Ben to people who have lost or are at risk of losing their jobs in the automotive industry.

It said it had seen a 52 per cent rise in requests for help between April and September this year, demonstrating the effect of the pandemic on people’s health and well-being. As part of its extended help, Ben said it had developed online tools via ben.org.uk/work as well as giving one-to-one support.

MG Motor has added another dealer to its rapidly expanding network.

Cornwall-based Hawkins of Hayle – part of Hawkins Motor Group – is a family-run regional group that has been supplying cars in the area for almost 90 years. Jeremy Hawkins, dealer principal at Hawkins Motor Group, said: ‘It’s a very exciting time to be joining MG, which is a brand that is clearly going places, as well as taking the lead on making electric cars affordable to the masses.’

THE classic Mini Moke is returning to the UK 56 years after it was introduced – and Hendy Group will be the dealer to sell it.

The original Moke, built by the British Motor Corporation, first hit the road 56 years ago. The model name is now owned by Moke International which plans to relaunch the car globally. Just 56 examples are expected to be built for the UK, with prices believed to be starting at around £20,000.

BITE-SIZE

Ling Valentine gets on her bike – and more...

RETIREMENT: Controversial business owner Ling Valentine is retiring from car leasing and plans to travel the world. The Lingscars.com owner made the announcement via YouTube, saying she is jumping on her bike to cycle around the world.

TOP ROLES: The Institute of the Motor Industry has made Loughborough University auto expert Prof Jim Saker its new president. New vice-presidents are Groupe PSA executive vicepresident Linda Jackson and SMTA CEO Sandy Burgess.

FIRST: The number of electrified cars registered in Europe has overtaken diesel models for the first time. Jato Dynamics said September 2020 saw a record low for diesel – 24.8 per cent of registrations – while electrified vehicles were at 25 per cent.

DOWN: Jardine Motors Group profit dropped to £8.3m for 2019 – down from £12.5m the year before – its latest accounts filed with Companies House reveal.

Directors said the drop in profit ‘reflected the downturn in the UK new car market’.

GREEN SCHEME: Ford is buying credits from Volvo to avoid potential fines for missing tough CO2 emissions targets. The Blue Oval hopes that Volvo’s range of low-emission cars will help stop it being slapped with hefty fines by the EU. CarDealerMag.co.uk | 27

POLESTAR 2 PAGE 38

LAND ROVER DEFENDER PAGE 44

FORD PUMA ST-LINE X PAGE 34

A small break in lockdown measures meant that we could head out and get behind the wheels of some of 2020’s most crucial cars Introduction: JACK EVANS Photography: DARREN CASSEY Location: SOUTH COAST 28 | CarDealerMag.co.uk

MERCEDES-AMG A 45 S PAGE 40

PORSCHE TAYCAN TURBO PAGE 42

HONDA e PAGE 36

CarDealerMag.co.uk | 29

I

t’s fair to say that 2020, as a year, has been what you’d call ‘challenging’. The coronavirus crisis has essentially decimated the entire 12 months, clearing schedules and wiping events off a calendar which, back in January, looked promising to say the least.

I think that it’s left us all wishing for a bit of normality. And for us, normality is driving a selection of cars to find out just what they’re like.

Which is why we decided to push on and do Road Test of the Year 2020. While previous years have seen us convoy up to tiny roads in Snowdonia or tackle the mountainous peaks of south Wales, 2020 has caused us to pivot and bring things a little closer to home.

Thankfully, a small break in lockdown measures meant that we could – at last – head out and get behind the wheels of some of 2020’s most crucial cars.

I’ll be the first to admit that with social distancing measures, ever-present restrictions and a constant emphasis on cleaning every surface within touching distance, RTOTY 20 felt strange from the off. The zip of excitement, while still present, just wasn’t quite as highly charged. It’s funny what a pandemic will do, eh?

But in the spirit of the year as a whole, we weren’t going to let that stop us from bringing together some of the most exciting, engrossing and market-shaping cars together for one comprehensive shoot-out.

Far from Brecon or Denbigh, we’d be testing out a range of cars near Goodwood and then in the much-loved New Forest for another day of hard-fought driving.

You might notice that this year’s test has a distinctly electric flavour to it. Some might call that like licking a battery, but I digress, as it’s hard to ignore the overwhelming surge (apologies) in interest in EVs over the past 12 months. Electrified vehicle registrations overtook diesel ones in Europe for the first time, reflecting an overwhelming desire – both from manufacturer and consumer – to start shifting towards electric powertrains.

So as a result, our test this year is dominated by cars that rely on a plug to keep going.

We’ve got the cutesy Honda e, with its retro-inspired looks and high-end interior contrasting against the focused and minimalist Polestar 2 – the firm’s first fully electric car to be created since it separated from parent firm Volvo.

Then there’s the Taycan Turbo. As you’d expect from Porsche, it’s as sharp as a razor and packed with enough technology to out-fox Nasa. Can it come out on top? You’ll have to stick around to find out.

We’ve got the old guard represented by the Mercedes-AMG A45S. One of the most powerful hot hatches available, its turbocharged 2.0-litre engine might seem a touch oldhat compared with the plug-in contingent here, but it promises to be far more than ‘just’ an engine. We’ll find out if that’s the case.

You could say that the Land Rover Defender has its work cut out here. The weight that the name brings is mammoth, and with so much expectation levelled against it from the off, you could say that it’s fighting an uphill battle.

Ford’s popular Puma has entered the fray too, casting a vote for the ‘everyday’ car. And while its powertrain might not match others here for outright performance, it doubles down on practicality and spaciousness – areas that have traditionally let accomplished cars down in RTOTY events of yesteryear.

Needless to say, we’ve put on the face masks and packed enough disinfectant wipes to cleanse a whole dealership of cars in order to put this year’s RTOTY together.

I think that the entire year has been a true testament to people’s ability to push on through and find the positives in things, and I’d like to think that putting on this year’s group test is linked to that.

Although somewhat stranger than in previous years, Road Test of the Year 2020 proved just as enjoyable to do. And I hope that you enjoy reading about it too.

30 | CarDealerMag.co.uk

We’ve packed enough disinfectant wipes to cleanse a whole dealership of cars.

CarDealerMag.co.uk | 31

You could say that the Land Rover Defender has its work cut out here.

32 | CarDealerMag.co.uk

Beyond finance “I’m more like a consultant, taking time to understand the dealership so that we can add real value to their business.”

Watch Aimee's video to see how: blackhorse.co.uk/beyondfinance

Aimee Winder Account Manager North East Region

A better way of doing business CarDealerMag.co.uk | 33

FORD

PUMA

THE KNOWLEDGE Ford Puma ST-Line X Price: £22,895 Engine: 1.0-litre petrol mild-hybrid Power: 153bhp Torque: 240Nm Max speed: 124mph O-60mph: 8.7 seconds MPG (combined): 51.4 Emissions: 126g/km CO2

34 | CarDealerMag.co.uk

H

ow do you make a car such as the Ford Fiesta appeal to a wider audience? After all, it’s a consistent frontrunner in the monthly sales charts, outpacing key rivals when it comes to sheer overwhelming popularity. The Fiesta is a core part of British motoring, as applicable to families and couples as it is to first-time drivers and everyone in between.

But the thing is, hatches aren’t hot property. Oh no, the big deal is crossovers – which is why we’ve seen manufacturers from Mercedes to Mazda introducing their own not-quite-anSUV-not-quite-a-hatchback models to enthrall the vast swathes of people who find the idea of sitting up a little higher quite appealing.

And would you believe it, Ford has cottoned on to it. Which brings us to the Puma you see here. Yes, I know, it’s not a coupe-esque sports car like the one first introduced back in 1997, but rather an upright, happy-looking kind of thing. I quite enjoy the styling of the Puma if I’m honest. It always looks like it’s pleased to see you.

Yet underneath this rather quirky exterior beats a platform that is near-identical to the one you’ll find underpinning the Fiesta. The Puma feels bigger in the metal than the little hatch, but that’s largely thanks to increased overhangs. The Fiesta measures 4,040mm in length, whereas the Puma comes in at 4,207mm. So there’s not a lot of difference, really.

But it’s taller, and that’s where the crossover appeal really hits. It stands more upright than the Fiesta too and, from behind the wheel, it does feel a little more on its tiptoes. You can see what Ford is getting at with the Puma; don’t make it so large that it’s a real pain to park, but bump up the seat height a nudge so it’s got a slightly clearer view of the road ahead. It’s clever stuff.

But one of the Puma’s magic tricks is in the boot. You see, it features something Ford calls a ‘MegaBox’. It’s housed underneath the conventional boot floor and, once accessed, gives you an extra 80 litres of space.

It’s also lined with waterproof material and even features a drain, so you can put grubby wellies and boots in there should you want to. Heck, you can even hose them down in the box itself and all the waste water simply empties out of the bottom. I didn’t think I’d get this excited about a box in the boot but honestly, it’s a bit like witchcraft.

Waterproof boxes aside, what’s it like? As we’ve seen in a lot of recent Ford models, the Puma is very good to drive. Spirited and involving without being wearing, it’s a car

It’s a car that can easily inject a bit of fun into any dreary drive.

Click here to watch the video of the Ford Puma

that can easily inject a bit of fun into any dreary drive. The steering is somewhat rubbery, but the peppy little 1.0-litre turbocharged engine thrums away ahead of you and gives the whole operation plenty of thrust. In fact, the mild-hybrid powertrain is punchy enough to get you from 0-60mph in just 8.7 seconds, which seems pretty impressive for a ‘normal’ type of car.

But of course, efficiency is the name of the game here and the Puma does well in that respect. Combined, it should return just over 51mpg while emitting 126g/km CO2. It does mean the Puma will be cheap to run and cheap to tax, too.

The interior is a nice place to be as well. It’s not bejewelled or overladen with technology, but everything that’s been fitted has been fitted well. It’s also got Ford’s latest SYNC infotainment system, which is by far the best we’ve seen, operating smoothly and easily.

The cabin is light and airy, while there’s a decent amount of space in the back as well. In short, it’s an ideal not-too-big family car.

There’s also an ST version of the Puma on the way, which uses the same 1.5-litre turbocharged engine as – you guessed it – the Fiesta ST. And although the heightened performance that the ST variant brings will likely appeal to many a petrolhead, it’s safe to say that this regular Puma pulls no punches in making ordinary drives interesting.

You could mourn the increased attention that crossovers are getting – after all, they’re one more niche to deal with – but cars such as the Puma show there’s a compromise to be struck. Though it’s slightly more practical than the Fiesta with which it shares so much, Ford has ensured it’s no less easy to deal with on a day-to-day basis.

It’s why I reckon the Puma will be so popular. In fact, I’d say that’s already the case – I’ve seen plenty on the roads already, grinning cheerily towards me. I wouldn’t blame their owners to be grinning just as widely either, as the Puma really is a rather accomplished crossover and one well worth taking a closer look at.

by Jack Evans @jackrober

CarDealerMag.co.uk | 35

HONDA

I

e

f there’s one thing that’s becoming more and more clear to me, it’s that people – on the whole – could not care less about cars. I mean, we all appreciate them for existing, but that’s also how we feel about washing machines – and I don’t see people queuing up to join the Zanussi JetSystem Owners’ Club.

Which is why it’s refreshing when a car comes along that almost everyone – for better or worse – takes notice of. What’s even more surprising is that it’s taken the form of a small, five-door Honda.

The e first appeared as the ‘Urban EV’ concept car, which proved such a hit at Frankfurt’s 2017 Motor Show (remember those?) that Honda’s bosses decided to put it into production.

A few of the concept’s details were lost along the way, but it’s what remains that matters – the svelte, simplistic shape and circular headlights that evoke the Civic of the 1970s; the clean lines and recessed, aerodynamic door handles; the contrasting charging flap placed proudly in the centre of the bonnet.

Compare the e with something like a Tesla Model 3 – a current internet favourite – and Mr Musk’s creation comes off as an anonymous, amorphous, Florida rental car.

Inside, things are even more surprising. A full-width wooden(ish) dash is laid out in front of you like a ’70s G Plan sideboard. Upon it sits a wall of screens – two for infotainment, two that act as wing mirrors via the external cameras, and one as a speedometer in front of the driver.

Stepping in for the first time, things feel strange. You sit relatively high and what feels like just centimetres away from the base of the windscreen, looking out at the road over the collection of screens that are arranged like digital photo frames along a windowsill.

Unsurprisingly, things take a little while to get used to. Like the Polestar 2, the e starts automatically when you jump in – cue hitting the start button anyway by force of habit and accidentally turning it off.

The wing ‘mirror’ cameras still feel alien too, although this is more my fault than the Honda’s – I’m just not sure I trust how far away any cars in the next lane appear to be.

Soon though, things start to improve. A few miles later and the e’s instant acceleration is already proving addictive – embarrassing other cars at traffic lights and diving confidently out of junctions. These aren’t traits unique to the e, though: almost any EV on sale can pull off the same tricks. Where Honda has really moved the bar is the way the e handles.

36 | CarDealerMag.co.uk

THE KNOWLEDGE Honda e Price (as tested): £30,210 Engine: Electric motor Power: 152bhp Torque: 315Nm Max speed: 90mph O-60mph: 8.3 seconds Range: 137 miles Emissions: 0g/km CO2

Unlike Peugeot, Vauxhall and Mini, Honda didn’t fancy basing its new electric supermini on the underpinnings of an existing petrol-powered hatchback. It could have, though.

There are plenty of small cars in Honda’s portfolio over the top of which the e’s body could have been slid awkwardly like an ill-fitting Christmas jumper.

No, Honda – being Honda – decided to engineer an entirely new one just for the e, and it’s paid dividends. For starters, its rear-wheel drive – tick! – has near-50:50 weight distribution and a low centre of gravity – tick! – and some very fancy rear suspension for a car of this size and price.

As a result, it doesn’t feel like your average supermini – nor your average small EV. There’s no torque steer, no unwieldy top-heavy cornering, and almost comedic levels of grip to go with the instant shove from the electric motor. All in all, it’s a bit of a hoot.

That’s all well and good for the occasional bit of larking around, of course, but the e has some genuine sensibility about it too. Being rear-wheel-drive means the e can have a cityfriendly petite turning circle. Meanwhile, Honda’s decision to fit independent suspension all round was to benefit refinement on long journeys as much as anything else.

Which brings me to the elephant in the room: range. The e’s 35.5kWh battery will take you around 110 miles in the real world – a considerable amount less than rivals such as the Peugeot e-208, and just small enough to be a hindrance on longer commutes.

Thing is though, the e is unashamedly a car you buy with your heart, not your head. Of course you don’t choose it for its range, or its tiny 177-litre boot, or its price: you buy the e because you fall for its charms, its gorgeous design touches, its friendly little face and neon yellow paint. I consider myself part of that camp too: the e is flawed and expensive but fabulous. I want one desperately and I don’t care who knows it.

As my time with the e comes to an end, I’m reminded of a quote from The Simpsons’ ever-temperamental Superintendent Chalmers. ‘I used to think a car was about getting from point A to point B, and on weekends, point C. But that man died the moment I laid eyes on the 1979 Honda Accord.’ And d’you know what? I think he’d approve of its modern-day electric descendant just as much.

by Jon Reay @JonReay

Click here to watch the video of the Honda e

The e is unashamedly a car you buy with your heart, not your head.

CarDealerMag.co.uk | 37

POLESTAR

P

2

olestar. It’s a company which, for many years, became synonymous with creating go-faster Volvos, adding a certain Scandi flick of performance to many of the firm’s otherwise quite normal cars. Even recently, we’ve seen ‘Polestar Engineered’badged Volvo models hit the market, catering for those who want a Volvo but with a healthy dose of performance-based excitement.

But things have changed now. You see, Polestar is very much its own thing and its primary focus is on all things electric. Which brings us to this: the Polestar 2.

The 2 is Polestar’s first completely electric vehicle, following on from – you guessed it – the 1, which used a hybrid setup and wasn’t available in right-hand drive. No, this is Polestar’s Tesla-beater, built with daily use in mind.

And on the face of it at least, things look good. The Polestar 2 is like a spaceship in the metal, with angles and lights that really appear quite ahead of their time. Most of the comments I had from passers-by during my time with the car related to asking just what it was. Most people had no idea. A group of kids on bikes came past while it was parked outside my house, stopped, and then spent the best part of 10 minutes trying to work out what the badge on the nose meant.

And I think that’s kinda cool. Having a sort of undercover badging has a definite appeal, while driving a car that’s from a manufacturer few have heard of is pretty good too.

Wherever you go, the 2 turns heads, that’s for sure.

There’s a similar feel inside as well. The influence of Volvo is hard to miss here, with the large portrait-style tablet dominating the interior of the 2 just as much as it does on cars such as the XC90 and V90.

But it’s a relaxing cabin to be in, with very little in the way of distractions. It’s also one of the first cars to use a completely Google-based operating system.

It makes sense to do that too, since whereas other manufacturers struggle on to make their own setups, switching to one made by a company that – let’s be honest – knows a thing or two about making computer software is a smart move. It means that when you say ‘Hello Google’ and tell it a destination you want to navigate to, it does it. First time. No mistakes, no incorrect town. I reckon you could even ask it to navigate to Timbuktu and it’d tell you how many Starbucks were on the way.

This cutting-edge interior is backed by an equally high-tech powertrain, too. The 2 uses a 38 | CarDealerMag.co.uk

THE KNOWLEDGE Polestar 2 Base price: £49,900 Engine: 2 x 150kW electric motors Power: 402bhp Torque: 660Nm Max speed: 127mph O-60mph: 4.5 seconds Range: 292 miles Emissions: 0g/km CO2

The Polestar takes things up a notch, flinging itself towards the horizon with real ferocity.

Click here to watch the video of the Polestar 2

pair of electric motors, with one placed neatly on each axle.

Together with a 78kWh battery pack, it produces 402bhp and 660Nm of torque, resulting in a 0-60mph time of 4.5 seconds and a top speed of 127mph, which in anyone’s money is rather brisk. You also get a claimed range of 292 miles, and thanks to its 150kW capability, you can charge from 0-80 per cent in just 40 minutes. Or if, like the majority of EV owners, you’re going to charge the 2 via a home wall box, a full charge will take 12 hours. Come home in the evening, plug it in, and by morning you should be back up to full.

‘Our’ car also came with the optional Performance Pack, which adds adjustable Ohlins dampers for a more supportive ride.

Good lord, does this thing zip away from the line. If you’ve yet to try an electric car I highly recommend you do so, as the way they accelerate from a dead stop is scarcely believable. But the Polestar takes things up a notch, flinging itself towards the horizon with real ferocity. It’s the lack of any noise that makes it all the more surprising, with only the wind rushing over the bonnet giving you any indication that you’re cracking on a bit.

And then when the bends arrive - and they arrive quickly, that’s for sure - the 2 turns and steers with ease, riding through corners as if they were barely there at all.

The only downside comes as a result of those dampers. This car is far too firm for the UK, and when combined with the added heft from sticking a lot of batteries under the floor, you get a ride that jostles and struggles to deal with potholes – not so bad when the roads are smooth, but as we know in Britain, they’re very rarely smooth. We’d rather have a softer version – which, incidentally, is what Polestar is offering soon.

But as an outright package, it’s darned impressive. Sure, it might not be quite as quick as a Tesla or as refined as a Mercedes-Benz EQC, but as an object and a thing to enjoy, it’s right up there.

As I mentioned earlier, there’s also something quite appealing about driving one of the very first cars from a new company, and going by the 2 the future looks bright for Polestar.

by Jack Evans @jackrober CarDealerMag.co.uk | 39

MERCEDES-AMG

A 45 S

W

e’ve become blasé about these high-performance hot hatches, but even by modern standards the A45 is impressive.

In 2020 it’s easy to get complacent about performance cars. We’ve become so used to ludicrous power figures that we forget how quickly things have progressed. It’s actually starting to get a bit out of hand.

Take the Mercedes-AMG A 45 S. This is a hatchback with 415bhp and 500Nm of torque that pummels its power into the tarmac through an eight-speed automatic transmission and trick all-wheel-drive system. The result is a sub-four-second 0-60mph time.

There are two AMG A-Class models in the UK. The A 35 and the one we have here, the A 45 S. They make 297bhp and, as just mentioned, 415bhp respectively.

Despite having been on sale since late last year – it hit dealer forecourts just after we shot Road Test of the Year 2019, making it eligible for competition this year – this is my first time driving the A 45 S. I’ve driven the A 35, and one thing I didn’t think that car needed was more power, let alone over 100bhp more.

The A 45 S isn’t just fast, though. It’s also expensive. Prices start at £49,095 for the ‘standard’ A 45 S, or £55,095 for the ‘Plus’. So, how does Mercedes-AMG justify a £50k hatchback? With a load of mechanical upgrades to make the most of all that performance.

The various engine upgrades are so complex and extensive that they take up 1,926 words in the official press release.

Highlights? ‘Nanoslide’ coatings for the cylinder liners to reduce friction, increased and class-leading turbocharger pressure, plus separate cooling systems for the cylinder head and crankcase. And that barely scratches the surface of its upgrades.

Away from the engine, the A 45 S gets an eight-speed dual-clutch automatic transmission that has whipcrack-fast gear changes, an all-wheel-drive system with a new rear axle differential, plus drive modes that change the car’s character. This includes a ‘drift mode’ that can help drivers get the car sideways.

Finally, there’s a sporty suspension system, which AMG has completely overhauled to provide better handling without sacrificing too much comfort, while upgraded brakes help rein everything in.

But enough with the technical analysis – all we really care about is the result of those upgrades. So what’s it like to drive? The car is delivered to my home a couple of days before 40 | CarDealerMag.co.uk

Click here to watch the video of the Mercedes-AMG A 45 S

Its pace is almost alarming at first. Your brain tells you a car this small shouldn’t accelerate this quickly. our Road Test of the Year shoot properly begins, so I get a chance to experience it in daily driving duties first. When you read through all the upgrades, you expect the car to be too hard-core for the road. You think it’s going to be so stiff that it jiggles and jolts you across every road imperfection, but pop it into comfort mode and the A 45 S does a great job of pretending to be a boggo A-Class.

The sports seats are comfortable, the suspension softens up and the engine quietens down to a subtle burble. Driving more casually gives you a chance to soak up the excellent cabin, too.

However, shoot day comes and it’s an early start, which means empty roads as I take the scenic route – and suddenly that AMG character comes alive.

Turning the wheel-mounted dial to Sport sharpens everything. Sport-plus makes the throttle a bit too sensitive for my liking, but even in my favoured setting the engine starts to behave like it’s necked a double shot of espresso.

It charges through to the red line accompanied by an aggressive exhaust note that could interrupt the sleep of any hibernating animals within a six-mile radius. Its pace is almost alarming at first. Your brain tells you a car this small shouldn’t accelerate this quickly, but once you’re tuned in you forget about that and realise you’re covering ground at a pace that would leave supercars a distant memory in your mirrors.

Criticisms? We’re driving the Plus model, which gets the adaptive dampers. I imagine my positivity about the ride wouldn’t be quite so forthcoming on the standard model, which is worth noting.

It’s also ludicrously expensive for a hot hatch, but when you look at what you get for your money it’s almost justifiable. That’s if you ignore the fact you’re looking at Toyota Supra or Porsche 718 Cayman money.

Despite this, if you really want the ultimate hot hatch, the Mercedes-AMG A 45 S makes a great case for itself. It has lairy looks, a lovely cabin and ballistic performance, but can relax into daily driving duties better than those sports cars. As an all-rounder, it’s pretty tough to beat.

THE KNOWLEDGE Mercedes-AMG A 45 S Price (as tested): £55,095 Engine: 2.0-litre turbocharged four-cylinder Power: 415bhp Torque: 500Nm Max speed: 167mph O-60mph: 3.7 seconds MPG (combined): 32.8-32.5 Emissions: 194g/km CO2

by Darren Cassey @darrencassey CarDealerMag.co.uk | 41

PORSCHE TAYCAN

TURBO

THE KNOWLEDGE Porsche Taycan Turbo Price (as tested): £115,860 Engine: Twin electric motors Power: 671bhp Torque: 850Nm Max speed: 162mph O-60mph: 3.0 seconds Range: 281 miles Emissions: 0g/km CO2

42 | CarDealerMag.co.uk

I

hate to be that stereotypical reviewer who mentions Tesla every time an electric vehicle is talked about, but I promise it’s relevant here.

You see, the Tesla Model S has long been the only zero-emission executive saloon on sale. However, with the introduction of the Porsche Taycan it’s got the closest thing to a rival that it’s ever had. Given Tesla’s cultural impact in recent years, this German EV is quite an important car then.

You might be asking if the Taycan is even a saloon. It certainly blurs the lines. Looks are subjective but I adore its styling. It’s wide, hunkered low to the ground, and has a truly unique face. At first glance it looks like a saloon, but it’s more sleek, with a coupe-like slope to the rear.

There is a small downside to this, which is that rear headroom is affected slightly. But despite the door aperture feeling quite small and the need to drop into the seat, once you’re in it’s not as claustrophobic as you might expect – perhaps cosy is a better word.

Up front, there’s a minimalist feel. There are three displays – one portrait-orientated screen lower in the centre console, one landscape screen higher in the dash, and digital instruments. All very futuristic.

You sit low like you’re in a 911, with the cabin wrapping around you. This makes the car feel small without being cramped – another Porsche trait.

For purists with no imagination, the Taycan is the antithesis of a Porsche. It has no internal combustion engine, therefore it’s bad. But they’re forgetting that Porsche’s USP was making a sports car with an engine in the boot – its brand is built on trying something new. And don’t get those keyboard warriors started on the Turbo badging...

However, even the biggest sceptic couldn’t deny that there’s something inherently Porsche about the way the Taycan drives. The ride is sublime and the steering smooth and direct. The electric powertrain has that gut-punch acceleration that we’ve come to know and love from EVs, but there’s just something more refined about the way it delivers power.

Today we’re testing the Turbo, which is one off the top-spec Turbo S. That means we have peak power of 671bhp, which contributes to a three-second 0-60mph time. You can step up to the Turbo S to shave a couple of tenths off that time via a 761bhp motor, but honestly, the Turbo is quick enough…

It uses two permanently excited synchronous motors, one on each axle, and a two-speed

gearbox. This makes it pretty unusual among EVs, which usually stick to a single-speed. It means the Taycan can have an acceleration-focused gear and one for cruising speeds.

Further proof that Porsche isn’t messing around here is that the battery pack is futureproofed. It’s the first EV to use an 800-volt system rather than the usual 400, which means it can be driven at higher speeds for longer, cuts down charging times and reduces the cabling needed, saving weight.

It has a capacity of 93.4kWh, which gives a range of 238 to 281 miles under official testing.

Meanwhile, it can charge at speeds of up to 270kW, so topping up the batteries doesn’t take too long – providing you can find one of the few public chargers that can currently achieve these speeds. Most importantly for a Porsche, though, it’s not all straight-line speed and impressive numbers, because it drives well too.

Considering this is a four-door car, when you’re pushing on it seems to shrink around you. This is helped not only by the compact cabin design but also by the way you can truly feel how low the centre of gravity is. You sit down low, while the weight of the batteries is in the floor. When you go round corners there’s simply no body roll.

I’ve genuinely never driven a car in this class that hides its weight so well. And if you’re worried that the lack of noise will take away from the experience, it doesn’t.

You can add artificial sounds that make you feel like you’re flying around in an episode of The Jetsons, but even without it, the assault on your senses that comes from hustling this torquey monster along a B road doesn’t require a thrumming boxer engine to be enjoyed.

If you’ve got this far it’s probably pretty clear that I’ve totally fallen for the Taycan. I’m not even really a Porsche guy, but I feel like the boys and girls in Stuttgart have done an almost perfect job. It’s as premium and refined as a Porsche should be, with performance and handling that only the company that builds the Cayman and 911 could provide.

I’m sorry that’s such a boring, gushing verdict but I’m in no way surprised I gave the Taycan the highest score of any car here. So let’s end on something a bit more controversial.

I say this as someone who likes the Americans’ attempts... but I think the Porsche Taycan is the car Tesla fanboys think the Model S is. And that’s high praise indeed.

by Darren Cassey @darrencassey

Click here to watch the video of the Porsche Taycan Turbo

I’ve genuinely never driven a car in this class that hides its weight so well.

CarDealerMag.co.uk | 43

LAND ROVER

DEFENDER

W

hat’s in a name? If you’re the Land Rover Defender, quite a lot as it so happens.

When a car has decades of history, legions of fans across the globe and a reputation for being pretty much unstoppable off road, making a new one represents quite the challenge.

In truth, I almost felt a bit sorry for JLR. Tasked with reimagining an icon is no mean feat, and it certainly felt that whatever it did there were going to be people who disagreed.

And when it came out and the car you see in the pictures here arrived in the UK, there were almost immediate naysayers. ‘You can’t hose it out!’ they cried. ‘Farmers aren’t going to use that!’ others shouted. But let’s leave the keyboard warriors aside for a minute and focus on just what this new Defender is like.

Because, from the outside at least, things look rather successful. It’s boxy, upright and just a little imposing. There are small nods to the past through its aesthetic, but this is very much a new thing.

It certainly feels like a new thing inside, too. Although Land Rover has decided to keep some exposed bolt heads on the doors like the original, the cabin is head and shoulders more comfortable, more refined and more accomplished than the one it replaces. Many people highlight the positives of the old Defender – and I’ll be the first to back them up on much of these – but interior quality wasn’t one of them. You couldn’t even fit your right arm in while driving, which is why you always see Landie owners driving with the window down. Great in summer, but a little offputting when the weather turns cold.

Thankfully, it feels robust and solid. There are rubberised elements throughout, while the major controls have a chunky feel to them.

The Defender now makes sense as a family car, too. The space in the back is excellent, while the boot is large and easy to access as well. Although the side-hinged boot might be a bit of a pain in smaller parking spaces, it means that, when you’ve got the room, you can access the full area of the boot. There’s also a three-pin socket back there for charging devices – something we found particularly handy during our test.

In fact, there are USB sockets dotted across the cabin. It’s like Willy Wonka’s Great Glass Elevator but rather than buttons on every surface there are power sockets.

Up front, you’ve got JLR’s latest Pivi Pro system and boy, does it raise the game. Previous 44 | CarDealerMag.co.uk

THE KNOWLEDGE Land Rover Defender 110 D240 S Price (as tested): £52,110 Engine: 2.0-litre diesel Power: 240bhp Torque: 430Nm Max speed: 117mph O-60mph: 9.9 seconds MPG (combined): 31.7-29.3 Emissions: 234-253g/km CO2

In the bends, the Defender does let you know about its size and weight.

Click here to watch the video of the Land Rover Defender

systems on other Jaguar Land Rover products have been off the pace of rivals, but this new system is sharp, responsive and easy to navigate. It raises the overall feeling of the Defender, too.

But what’s it like to drive? Underneath the bonnet we’ve got an Ingenium turbocharged diesel with 240bhp and 430Nm of torque, driving all four wheels through an automatic gearbox. Land Rover claims up to 31.7mpg, while emissions of 253g/ km CO2 are pretty much what you’d expect from this type of car. It’s a robust engine this one, gracing the Defender with enough pulling power to merge on to motorways and quicker stretches of road without getting into too much of a huff.

Zero to 60mph comes in at a snick under 10 seconds, which is more than respectable given the Defender’s considerable heft.

Out on the open road the Defender really impresses. Cruising at motorway speeds, it settles down impressively well, leaving you free to enjoy the ride in the largely refined interior. There isn’t too much intrusion into the cabin from road or wind noise either, which is remarkable given its upright stance.

In the bends, the Defender does let you know about its size and weight but it does well to keep it largely in check. Yes, there’s some body lean through the corners, but the steering is well weighted and accurate enough to manage this. It’s also a car that doesn’t goad you into driving more quickly; if you feel like you’re leaning too much, you simply back off and let the car settle down. It’s quite a relaxing way to drive, if I’m honest.

I got a short chance to drive the Defender on some light off-road surfaces and it was barely troubled by them. My colleague Darren has taken it on some seriously challenging terrains previously and tells me that it’s close to unstoppable when the going gets tough. So it certainly ticks the ‘traditional’ Defender boxes there.

It’s best to see this car as a completely new thing. Yes, it might share the same name as the classic off-roader beloved by thousands but this new Defender should be seen as a proper car in its own right. As a fully rounded, all-capable off-roader, it’s a mightily impressive thing. I’ve left it desperately wanting one.

by Jack Evans @jackrober

CarDealerMag.co.uk | 45

1PLACE ST

W

THE VERDICT

hile in previous years we’d merrily spend our last evening of a RTOTY shoot debating scores, arguing over opinions and ganging up on one another about infotainment systems – all while topping up on beers and burgers – this year was a little different, writes Darren Cassey.

Amidst a backdrop of a global pandemic, although legal at the time it felt irresponsible to head to one of the New Forest’s finest public houses for our debate.

So instead, as the sun got low in the sky, we all said our goodbyes, bumped elbows and headed off our separate ways.

In the spirit of 2020, we replaced burgers with buffering as Zoom hosted our annual debate. Despite a difficult year for the car industry, some hugely important cars have been released.

We’ve got the return of iconic names, the future of mobility and a firecracker hot hatch sticking up for the old school. As a sign of the times, half the cars here are electric, too.

Given the timeframe, sanitising cars between every driver swap wouldn’t have been feasible with the usual number of people, so only Jack and I drove everything. As the main road testers at Blackball Towers, we’d driven some of the cars already, as well as their rivals.

Everyone else drove a couple of the key cars each, we’d all argue the toss, then the two of us ignored everyone’s suggestions to score each car how we wanted to. Just kidding… we conceded once or twice.

As usual, each car is scored out of 10 in nine categories. These cover all bases, from performance to practicality, fun to value for money, the idea being that the best all-rounder is rewarded and means less expensive cars can mix it with exotics.

However, while this is often the case, the Ford Puma didn’t see the benefit this year.

Despite its resounding loss, we’re all convinced its position on the test was justified – even if it did get the lowest score in six categories.

It’s a cool-looking crossover that drives like a Fiesta, which is about as high praise as you can give any small car. It’s also fantastic value for money. But frankly, whatever we scored it, they’ll be so popular Ford won’t be able to make them quick enough.

On the face of it, the Honda e’s position in fifth is a surprise. It looks wicked and has a fantastic, futuristic interior. Its electric powertrain and on-board cleverness were rewarded with the joint-highest score in technology – tied with the eventual winner. However, it’s let down massively by practicality and value for money. While its diminutive stature plays a part in its funky styling, there’s no getting away from the fact there’s not much space inside.

Just one point ahead is the Polestar 2 – another electric car and another that might have expected to push harder for a podium spot. My only complaint about this car is that it lacks the excitement that electric cars can bring, with its motors tuned more for a relaxing drive than a kick in the backside.

In third place it’s that ode to the old school, the Mercedes-AMG A 45 S. While its bonkers petrol engine might seem out of touch with the modern world, it does feel like we’ve reached a golden era of internal combustion.

As the world goes electric, manufacturers are perfecting what came before – just imagine telling someone 15 years ago that there would be a road car making more than 400bhp from a 2.0-litre petrol engine. Oh, and it’s perfectly sedate and civilised for when you’re doing the weekly shop or taking your nan to bingo (Covid restrictions permitting, of course).

What let it down? Despite what I’ve just said, it did get the lowest score for comfort, while the fact it costs the same as a Toyota Supra makes it hard to justify its value for money.

However, it got the highest scores in fun, performance and handling – arguably the most important columns for a hot hatch.

46 | CarDealerMag.co.uk

2PLACE ND

3PLACE RD

Just imagine telling someone 15 years ago there’d be a road car making more than 400bhp from a 2.0 litre .

RTOTY

FAVOURITE

Second place goes to something at the other end of the scale, and the highest scorer for me. The Porsche Taycan Turbo feels like a next-generation electric car. It’s got otherworldly looks and it’s frankly stupid fast, let down only by the fact the Turbo we tested costs well into six figures. That Porsche badge meant it came top of the class in desirability, while those absurd performance figures saw it score joint top with the A 45 S in the performance stakes. In fact, a little more practicality might have seen it take top spot overall.

However, that’s reserved for the Defender – and what a worthy winner it is. Land Rover has taken a while to release this replacement of an icon – can you imagine the backlash if it had rushed out a stinker?

It’s been worth the wait though, with the Defender scoring well pretty much across the board. Like all Land Rovers should, it can traverse almost any terrain. We only got it mildly muddy during our shoot, but at the recent launch of the car we tackled off-road routes JLR had never let anyone outside the company drive before. And talentless yobs that we are, we made it through in one piece – this car is ridiculously capable.

We expect that. What’s more impressive is the fact that it pairs this ability with fantastic on-road manners. For those who never plan to take their Defender near so much as a dusty driveway, it doubles up as a comfortable motorway cruiser.

With its narrow sides, high driving position and light controls, it even works surprisingly well as an urban commuter. We said all-rounders do well in this test and here’s the proof.

The British motoring press can often be a bit too kind to Jaguar Land Rover. Misty-eyed favouritism is often a little too tempting to pass up, resulting in scores a star or a half higher than they perhaps should be. But there’s no denying the Defender is in a class of its own. It does it all – and then some.

‘It’s as premium and refined as a Porsche should be.’

on og

y

rm

al

ol

14

17

17

12

13

17

18

15

17

140

Porsche Taycan Turbo

15

18

15

18

15

16

12

12

16

137

To t

Te c

hn

Va l

ue

fo

al Pr ac

tic

Co m

fo

rt

g lin Ha

nd

rm Pe r

fo

g St y

lin

ity

ce an

y lit bi sir a

Land Rover Defender

n

De

Lowest score

Darren Cassey PORSCHE TAYCAN TURBO

Fu

Highest score

‘It’s a mightily impressive thing. I’ve left it desperately wanting one.’

ey

AND THE WINNER IS...

Jack Evans LAND ROVER DEFENDER

Mercedes-AMG A 45 S

17

17

14

18

16

11

13

12

15

133

Polestar 2

14

16

15

13

13

14

13

14

16

128

Honda e

16

16

16

13

13

13

11

12

17

127

Ford Puma

12

10

12

8

11

13

14

16

12

108

CarDealerMag.co.uk | 47

IMAGINE REMOVING BIRD D E P O S I T E TC H I N G W I T H

BY APPOINTMENT TO HER MAJESTY THE QUEEN SUPPLIER OF CAR CARE PRODUCTS AUTOGLYM, LETCHWORTH, ENGLAND

BY APPOINTMENT TO H.R.H. THE PRINCE OF WALES SUPPLIER OF CAR CARE PRODUCTS AUTOGLYM, LETCHWORTH, ENGLAND

NO WET SANDING NO BUFFING MACHINE N O H O LO G R A M S

REFLOW

NO SWIRL MARKS N O P I G TA I L S NO RISK

Reflow is a breakthrough treatment that permanently removes etching marks and dull spots, caused by bird deposits, from car paintwork*.

Developed by Autoglym, Reflow is an innovative solution to one of the most common problems in car care – paintwork damage caused by bird deposits. Reflow is safe, easy to use and requires no specialist tools and takes just 30 minutes to effectively heal vehicle paintwork, leaving a perfect finish once again.

W AT E R A C T I VAT I O N

THERMAL TRANSFER

PA I N T H E A L I N G

Cold water is added to pack to activate, pack is placed on affected area and left for 30 minutes.

Pack heats surface to optimum temperature allowing paintwork to reflow and fill imperfections.

As pack cools, paintwork sets effectively healing affected area, pack is removed − etching disappears.

*Important note: Reflow works best on new or nearly new vehicles, with clear coat, that are up to three years old. If paintwork is aged, Reflow will significantly improve the appearance of the etching but might not remove it completely.

autoglym reflow 48 | CarDealerMag.co.uk

FOCUS ON Autoglym

autoglym.com

Clean and disinfect cars in one hit with new Autoglym Super Clean Sanitiser • Autoglym introduces new Super Clean Sanitiser, suitable for most car interior and exterior surfaces • Super Clean Sanitiser meets EN1276 anti-bacterial and EN14476 anti-viral standards • Allows single-stage cleaning process, saving time for valeters, dealers and hire companies, as well as individual vehicle users • Professional range of products available at autoglymprofessional.com

W

ith sanitising cars as important in current times as cleaning them, many motor trade professionals are facing added workload thanks to the need to sanitise a car after the initial cleaning process – a move especially important for those facing the public, such as dealers, hire fleets or multiple-user vehicles such as delivery vans, taxis and car clubs.

But royal warranted car care expert Autoglym has now got the answer in the form of its new Super Clean Sanitiser – a high-strength deep-cleaning solution that not only effectively deals with bacteria and viruses, meeting strict EN standards, but also has the scent and feel of a premium quality car valeting product, as opposed to a disinfectant.

As well as its obvious health benefits, Super Clean Sanitiser (available in five-litre and 25-litre measures, as well as retail-friendly 500ml) has the advantage of cutting the time needed to properly disinfect and deep-clean a vehicle, reducing labour costs or time commitments for valeters and car dealers, as well as significantly reducing downtime on multi-user vehicles – something that could prove critically important especially in light goods vehicles in the run-up to unprecedented pre-Christmas demand for home deliveries.

Paul Caller, CEO of Autoglym, said: ‘As car dealerships, valeters and rental companies report a newfound focus on hygiene and cleanliness, we wanted to offer our professional trade businesses and their direct clients a cleaning product that was designed first and foremost as a quality automotive cleaner, but with the added benefit of being anti-viral and anti-bacterial.

‘With Super Clean Sanitiser we have a product that is safe to use, high quality and with a traditional Autoglym scent, rather than the more bleachy disinfectant smells you get from non-automotive sanitisers.’

The Super Clean Sanitiser range is available through Autoglym’s franchise network, as well as online, to include contact-free home delivery.

With Super Clean Sanitiser we have a product that is safe to use, high quality and with a traditional Autoglym scent.

Paul Caller CEO of Autoglym

To find out more or to place an order, go to autoglym.com CarDealerMag.co.uk | 49

Gallagher Automotive Specialist Insurance for the Motor Trade Experience is key - and you need a specialist insurance broker who’ll take the time to understand the specific needs of your motor trade operation.

GST-236330647

The Gallagher Automotive Insurance Team has been helping to protect businesses across the UK for over 50 years - from independent repairers and small family firms to the largest franchise dealerships.

Arthur J. Gallagher Insurance Brokers Limited is authorised and regulated by the Financial Conduct Authority. Registered Office: Spectrum Building, 7th Floor, 55, Blythswood Street, Glasgow, G2 7AT. Registered in Scotland. Company Number: SC108909. FP1451–2019 Exp. 13/12/2020. ARTUK 1551 50 | CarDealerMag.co.uk

Get in touch to discover how we can help your business.

Would you like to talk?

T: +44 (0) 800 612 2284 E: automotive_enquiries@ajg.com www.ajg.com/uk

FOCUS ON Car Care Plan

carcareplan.com

Used vehicle programmes improved with Car Care Plan

C

ar Care Plan has built a reputation as one of the leading warranty and related product providers.

For over 40 years, we’ve partnered with major manufacturers, dealer groups and independent dealerships to provide market-leading motor add-on products. Now registering more than 1.8 million products per year in over 50 countries, Car Care Plan is widely trusted as an expert provider.

More than simply providing aftersales products, Car Care Plan also has extensive experience in the used car market. Having worked so closely with retailers, it was a natural progression for Car Care Plan to provide expert management services to used car departments in the UK and further afield.

With used car sales on the rise, it’s crucial for used vehicle departments to stay on top of the upward trend, utilising data and management expertise to ensure steady growth.

As part of a number of manufacturer approved programmes, which include warranty products provided by Car Care Plan, we also provide specialist used car development support via field teams funded by the programme.

Car Care Plan provides dealership used vehicle teams with detailed data regarding their used car profitability and help to focus dealers on additional profit opportunities by applying best practice. This helps enhance profitability in all areas. Clients can expect Car Care Plan’s used vehicle specialists to focus on improving dealer performance specifically around gross retained profit per unit, stock turn, stock profile, preparation costs and ROI. The increased revenue and profitability that clients experience evidences the value Car Care Plan brings to approved used car departments. With teams of used car specialists backed by extensive knowledge and expertise, Car Care Plan is well equipped to work alongside manufacturer and dealership used car teams.

As part of manufacturer used car programmes supported by Car Care Plan and using detailed composite data, our approved used car teams have the capacity to transform used vehicle profitability. We will identify and improve any areas hindering or slowing used car sales, manage stock flow and assist with managing preparation costs.

Car Care Plan’s Philip Morrison sums up the value of the programme, stating: ‘Car Care Plan’s core business is warranty and related products and we do that very well. However, over the years we’ve had to develop our services. The used car profitability development process that we have developed really supports manufacturer used car programmes and ensures that they add tangible value to manufacturers, dealers and consumers.

‘The teams that we provide to do this are funded by the warranty element of the approved programmes, which makes it very cost-effective for manufacturers, as they don’t need to budget for external costs.’

We place great emphasis on customer satisfaction for all of our clients and consumers. We aim to offer

The increased profitability that clients experience evidences the value Car Care Plan brings to approved used car departments.

To find out more about how Car Care Plan supports manufacturer-approved used car programmes and influences dealership used car profitability, visit carcareplan.com CarDealerMag.co.uk | 51

FEEDBACK TOP TWEETS This month, Cazoo founder Alex Chesterman took a swipe at car dealers, labelling the model ‘flawed on every level’, and they responded on Twitter…

Your comments via email to editorial@blackballmedia.co.uk

Has anyone done any click-and collect deals?

Has anyone done any deals today (Nov 5) on click-and-collect or deliver? It’s going to be a hard one to convince buyers to buy. We have great reviews, an excellent package before handover with a comprehensive warranty but I think it’s still going to be tough unless Joe Public gets desperate.

A&S Out of interest, why do you think it will be tough?

Rory RSC

It’s sometimes hard enough to sell with a viewing, test drive, six months’ warranty as standard, 12 months’ MOT and a service. With click-and-collect there’s no viewing or test drive. A car is the next biggest purchase after buying a house for a lot of people, so I think people would like to view before they commit, although they have 14 days to return the car.

A&S

Robert Forrester @vertumotors

Nice. I wish him well.

Bruce J Beaton @beaton_bruce

Strange comments from @CazooUK when they seem to be aligning themselves to the showroom model.

PICTURE OF THE MONTH

It looks worse than it is... What seems to be a terrible accident is, in fact, a training exercise.

Volvo dropped 10 new cars from 30 metres so rescue services could hone their lifesaving skills. New ones were used instead of the usual scrapyard vehicles to give a better idea of how modern cars alter in a crash as opposed to their older counterparts.

It will all depend on the customer type. Like many dealers, I’ve had customers buy unseen purely from video, images, reviews, etc. They either paid in full and collected or had the cars delivered. Not all customers will do this as some NEED to see, touch, and simply will not buy, but we have to think there are many that will buy – wherever they go they won’t have a choice as this is the ONLY way to buy. Or take a deposit and hold the car until after lockdown. Last time, I had about six customers who did that and waited until they could see/collect.

ALL collected and had paid in full prior to collection.

Umesh It being a defined four weeks, I think a lot of people will just hang on and wait. Whether the ‘pent-up demand’ if/when we’re out of lockdown makes up for the drop, I doubt it…

Paul C

It’s different this time. It’s only for four weeks, the novelty of furlough has worn off for PAYE men sat at home bored for months, there are fewer on furlough than last time, there’s no more refunded holiday money to spend, it’s winter and we’re heading to Christmas.

BHM

Chris Hargreaves @chrgrvs

Been looking for a car myself and sick to death of wading through their adverts on auto trader when I’m trying to see what’s local to me.

If it’s so flawed why on earth are so many doing it and making decent money out of it? He can talk when he’s making good profits.

Correct me if I’m wrong but I’m on the understanding that all car dealers should be closed except for click-and-collect. On a drive around town today (Nov 7) every local trader seemed to be still open as usual, customers wandering around the pitch, tailgates up, etc.

Lakeside This is a very different lockdown. There’s even a main dealer near us offering test drives.

BMX Bandits

Definitely shouldn’t be inviting customers to your showroom/forecourt. Surely with tailgates open they are doing exactly that. We have offered click-and-collect to four customers today (Nov 7) and they didn’t want to know. They wanted to view and test drive.

A&S

More and more of our readers are joining the debate – and it couldn’t be 52 | CarDealerMag.co.uk

Our website at CarDealerMag.co.uk

On Twitter: Follow @CarDealerMag

Forum: CarDealerMagazine.co.uk/forum

DOUBLING UP

Can a one-man band manage two pitches?

I’ve got the chance of a good little pitch about six miles away from me. Office with a small valet bay, 15 to 20 car space on a busy A-road and sensible rent. Well established. I work with about 15-20 at the minute in my present setup. Does anyone on here have something similar and does it work OK or is it a noose around your neck?

Beautiful South Martin Operating two pitches six miles apart and single-handed? Sounds insane!

We’ve teamed up with Car Sales Memes to bring you a few of their funniest captions and slogans each month. Enjoy!

Halfpenny

Would probably work but don’t think you could do it single-handed. Would need at least a manager you could trust in one of the pitches.

Casper If you’re not staffing the second site then just see it as a storage yard for extra stock. You can’t be in two places at once. Handy if you want to expand your stock numbers and stops anyone else taking the site on and nicking any local trade you do.

Grant8064 Thanks for all your replies. I’ve decided to take it on. Good point from Grant. The landlord has said if it doesn’t work out, a month’s notice is all he needs. The plan is to put 15 cars on with a silent salesman in the window with a note saying due to Covid viewing is by appointment only.

Also, I might split my day between the two.

Beautiful South Martin

How do you let the DVLA know that a car has been exported?

I’ve exported a car to a customer in Singapore and was about to mail in the V5C/4 to DVLA but was told two different pieces of advice by DVLA webchat agents.

Adviser 1 told me to mail in the V5C export section. Adviser 2 told me to mail the entire V5C to the customer in Singapore and that I should only mail in the V5C/4 if I’m going to be the person registering the vehicle in Singapore (ie, moving to Singapore with the car).

Not sure if it matters but I’m going to claim the VAT since it’s a VAT-qualifying car from BCA. Both insisted that they were right. Any idea what is the correct process?

Davidlkl It’s a permanent export isn’t it? I’ve always sent the export notice to DVLA. Customers want the V5 and V5 C2. You send an export notice to DVLA to say it’s leaving the country. Right or not, it’s never been an issue, but only to France and southern Ireland mind.

Should be the same though I’d have thought. Adviser 1 is my vote.

David Horgan Send off the export slip to DVLA. Give the customer the full V5. There is no official UK deregistration like there is in other countries but it will show as exported on HPI. The customer should only need V5, invoice and bill of landing from the shipper. Been a while since I sent anything to Singapore but can’t imagine it’s changed.

Highlinev8

easier to get involved! Sign up to our forum at CarDealerMagazine.co.uk/forum

Search for Car Sales Memes on Facebook, Twitter or Instagram and give them a follow!

Car Dealer reserves the right to edit comments CarDealerMag.co.uk | 53

FEATURE

AVIEW TO ATHRILL! Driving a 400bhp Land Rover Defender from the new James Bond film is a wild experience for our writer Darren Cassey.

Filming the Land Rover Defender advert

I Churning up the Warwickshire countryside

54 | CarDealerMag.co.uk

f you watch any amount of television, you’ll have probably seen that Land Rover Defender advert. You know, the one with the 4x4s flying through the air, crashing through rivers and rolling end over end, only to emerge the other side.

If you ever needed to demonstrate the durability of your cars, showing how they survived at the hands of stunt drivers in the new James Bond film No Time To Die is a pretty good way to do it.

While little is known about their role in the film, the fact that each one is painted all in black and bears Russian number plates is probably a decent indication that they’re being driven by the ‘baddies’.

By a twist of fate, because the 10 Defender 110s delivered to the film’s production company were the first off the line, one of the star cars driven by these baddies was VIN 007 – and that’s one of the vehicles that was subsequently made available for us to try out.

Despite our excitement, though, we’re shepherded towards car 004. A quick Google search informs us that agent 004 was called Aidan Flemmings and he was murdered by a KGB agent in 1987’s The Living Daylights. Not quite as glamorous as Bond, sadly.

Still, we have stunt driver Jess Hawkins to see us through this experience. The 25-year-old is a successful racing driver, and despite needing a booster seat to see over the dashboard she’s one of the most talented, fearless drivers you’ll ever meet.

Watch that advert back and she’s driving the middle Defender that shoots through the air at the start. She admitted to being shocked at how big the jump was when she arrived on set, but she went for it – again and again.

The Defenders used by the stunt crew have been heavily modified inside for safety, with a chunky roll cage and very little of the cabin remaining. Getting in is tricky as you step through the roll cage and fall into the racing seat before strapping in tightly with a fivepoint harness.

We’re not quite smashing our way through the Russian wilderness, instead taking to a churned-up field in Warwickshire, but it’s clear these Land Rovers are tough.

Stunt driver Jess Hawkins

Under Jess’s enthusiastic instruction we start to get a handle on things.

Put your foot down and the tyres spin up, scrabbling for grip as the car’s four-wheel-drive system tries to put 400bhp into the earth.

Put your foot down and the tyres spin up, scrabbling for grip as the car’s four-wheel-drive system tries to put 400bhp into the earth. The air suspension is the same as you get on the road car, so it’s surprisingly comfortable while being capable.

The techniques take some learning, but under Jess’s enthusiastic instruction we start to get a handle on things. What starts as massive, frustrating understeer soon sees us figuring out when to lift off to get the car turned in and occasionally even initiate a small drift. That said, we’re mostly a symphony of flailing hands and near-misses, though.

It’s over all too quickly, but we’re left impressed by both the car and the drivers’ abilities to handle them.

The Defender can soak up everything thrown at it but – as I’ve proved in my brief, terrible stint behind the wheel – without these skilled stunt drivers there’d be no show.

With No Time To Die now delayed until April 2021 because of the coronavirus pandemic, you’ll have to wait a little longer than expected to see the chase sequence in full swing. But if the short TV spot is anything to go by, it’ll be mightily impressive.

Click here to watch the Land Rover Defender advert CarDealerMag.co.uk | 55

DASHBOARD

CONNECTED RETAILING

SUPPLIER NEWS

Connect with your customers, no mater where they are]

of vehicle retailing with iVendi’s Connected Retailing Platform A ROUND-UP OF WHAT’S BEEN HAPPENING ACROSS THE COUNTRY AUTO TRADER

Guaranteed part-ex tool on its way in 2021

AUTO Trader is to bring in a guaranteed part-exchange function as it looks to help dealers through the challenges of coronavirus.

It said GPX – poised to fully launch early in 2021 – would tackle supply problems and boost buyer confidence. Karolina EdwardsSmajda, Auto Trader’s commercial product director, said: ‘Our aim is to create opportunities for dealers to sell more vehicles and support them to operate as efficiently as possible.’

RAC DEALER NETWORK

Longer warranties sought by used car buyers USED car buyers are wanting significantly longer and more comprehensive levels of warranty cover, the RAC Dealer Network has revealed.

Sales show the average length of its RAC-branded Platinum Plus warranty has risen from an average of 9.38 months in 2019 to 15.79 months in 2020. The figure comprises the length of the standard dealer warranty plus any upgrade chosen by the customer. Sales of Platinum Plus – the highest level of cover – have more than doubled, making up 8.2 per cent across the network.

IVENDI

Crisis has highlighted the cost of not selling

DEALERS have become more aware of the ‘cost of not selling’ because of the coronavirus crisis.

That’s according to connected motor retail technology specialist iVendi, which said it had been told of time wasted on inefficient processes by sales people when they could be actively working to create sales.

CEO James Tew said management working closer to the showroom floor had gained greater visibility over staff productivity.

56 | CarDealerMag.co.uk

BCA

I’m hopeful that January 2021 (restrictions permitting) could be the best January in my time in the industry.

Ben Garside p65

PISTONHEADS

Cinch launches with more cars than Cazoo

Site rebuild sees leads rocket by 86 per cent

BCA’s direct-to-consumer sales site Cinch launched with more used cars for sale than Cazoo.

Cinch opened its virtual doors with 4,149 cars for sale, while Cazoo had 3,098 cars available.

Avril Palmer-Baunack, executive chairman for BCA and Cinch, told The Sunday Times: ‘The digitisation for auto has really accelerated in the past six months. The market has to modernise.’ Dealers are also being given access to Cinch’s vehicles.

A SITE rebuild of PistonHeads has seen leads to used car dealers rise by 86 per cent, said owner CarGurus.

The used car marketplace bought PistonHeads from Haymarket in December 2018 and Wendy Harris, vice-president of European sales at CarGurus and PistonHeads, said: ‘We’ve been working hard to test and implement significant technology enhancements to the site, and our dealer customers are now seeing the impact.’

STEP INTO THE FUTURE of vehicle retailing with iVendi’s Connected Retailing Platform

ENGAGE

•

CONVERT

•

TRANSACT

iVendi.com tellmemore@ivendi.com 0345 226 0503 CarDealerMag.co.uk | 57

DASHBOARD

BUSINESS NEWS

A ROUND-UP OF WHAT’S BEEN HAPPENING AROUND THE UK UNEMPLOYMENT

Redundancies hit record levels

REDUNDANCIES have hit record levels as more people lost their jobs between July and September than at any point on record.

Around 314,000 redundancies were registered during the three months, up by 181,000 from the previous quarter, according to the Office for National Statistics.

Unemployment went up by 0.7 percentage points to 4.8 per cent.

FRAUD

More than £1bn Bounce Back payments halted BANKS have prevented £1.1bn in fraudulent coronavirus business support loans from being paid out, it has been revealed.

The government-owned British Business Bank told public accounts committee MPs lenders dismissed 26,933 Bounce Back loan applications over fears they could be fraudulent. It stopped swindlers from trousering £1.1bn from the near-£40bn scheme. Banks only had to perform very basic checks and it was accepted that fraud would take place, the committee was told.

BOOST

Self-employed are given extra help

DAIMLER

Mercedes-Benz owner enjoys profit rebound MERCEDES-BENZ’S parent company Daimler saw its net profit leap to 2.16bn euros in the third quarter – up nearly a fifth on a year ago.

The figure – equivalent to some £1.95bn – was a massive turnaround on the net loss of 1.9bn euros (circa £1.7bn) it suffered during the second quarter.

It said it had clamped down on costs, and sales had recovered following the lockdowns earlier this year.

RISHI Sunak has announced more help for self-employed people.

The third instalment of the Self-Employment Income Support Scheme will see them get 80 per cent of their average trading profit in November, as opposed to 40 per cent. Along with the 40 per cent for December and January, it raises the total of the third grant to 55 per cent of trading profits up to £5,160.

FIND OUT WHY WE ARE

THE UK’S #1 ASMOTOR FINANCE LENDER VOTED FOR BY CONSUMERS*

*on reviewcentre.com

58 | CarDealerMag.co.uk

FIND OUT WHY WE ARE

CBI

Most workers are going to need new skills by 2030

AS VOTED FOR BY CONSUMERS* MOST workers will need new skills by 2030 to support the UK economy.

That’s the warning from the CBI, which says the country is facing a ‘stark choice’ between investing in skills or suffering sustained rates of high unemployment.

CBI director-general Dame Carolyn Fairbairn said: ‘Ensuring people can adapt to the changing world of work will be one of the most important missions this country embarks on in the next decade.’

E-Sign Flexible Criteria Full Online Capability USING OUR SIMPLE DEALER PORTAL

GET IN CONTACT TODAY. frfl.co.uk/car 0115 946 6260

REVIEW

Extent of furlough fraud is revealed ALMOST a tenth of people on furlough have said they were asked by their bosses to break the law by working, according to the National Audit Office.

What’s more, criminals have siphoned off nearly £2bn of taxpayers’ money that was aimed at helping firms and furloughed workers, says a review by the parliamentary body. HMRC is chasing possible fraudulent claims or payments made in error and has taken on private contractors to do some of the work.

98%

OF CUSTOMERS WOULD RECOMMEND FIRST RESPONSE

enquiries@frfl.co.uk

*on reviewcentre.com

GET IN CONTACT TODAY. frfl.co.uk/car 0115 946 6260 enquiries@frfl.co.uk CarDealerMag.co.uk | 59

FEATURE

TRACK DAY HEROES BMW M2 CS vs MINI JCW GP

Darren Cassey slides happily behind the wheels of BMW and Mini’s most performance-focused models for a comparison drive like no other.

B

MW earned a reputation back in the day for building some of the best drivers’ cars around, with even its mainstream models known for being brilliant to drive.

In recent years, though, that crown hasn’t stayed quite so secure. BMWs are still generally great to drive, but they’ve lost a bit of that sparkle that makes them stand out from the crowd.

That said, its M division still works wonders on performance versions of the firm’s more typical cars, while BMW-owned Mini has long had a reputation for its ‘go-kart-like’ driving style.

So, when BMW gave us the opportunity to drive the hardcore BMW M2 CS and Mini John Cooper Works GP on a short test track at Bicester Heritage to really find their limits, we jumped at the chance. They’re very different propositions, but here’s how they compare...

60 | CarDealerMag.co.uk

BMW M2 CS Firstly, we were given the keys to the M2. This is the CS, which forms the basis for the firm’s entry-level motorsport model and sits above the already-intense M2 Competition. It has a 3.0-litre six-cylinder engine, making 444bhp and 550Nm of torque.

It’s not as heavy as the Competition either, thanks to carbon-fibre parts such as the bonnet, which is 50 per cent lighter here. This helps the car lap faster and handle better.

And it’s immediately apparent that these upgrades have had a profound effect on the M2. We launch off the line and the sub-four-second 0-60mph pushes us back into the seat. A fast chicane quickly approaches, so our instructor tells us to brake hard before lifting off gently to get the car turned in.

First left, then right, and the car has no complaints about the quick change of direction. There’s a slight left followed by a double apex right that takes you on to the straight. This involves hard braking at the start, then mashing the throttle on exit while still holding some steering lock.

The grip is incredible. There had been some light drizzle in the morning and the air was cool, but the tyres bite into the tarmac and launch you out of corners with comedic efficiency. What’s perhaps most impressive is how little roll there is – you just chuck the car into a corner and it pivots around its centre.

Its basis as a race car is clear. It’s hard, it’s focused, and it rewards commitment. In our short time with the car it’s obvious there’s so much more pace to be found… if only we were brave enough.

We launch off the line and the sub-four-second 0-60mph pushes us back into the seat.

Mini JCW GP Get into the Mini and it’s just as serious as the M2 but also completely different. While you fall into the BMW, the Mini feels a lot more upright, You sit higher, and the blockier design is almost van-like following the sleek coupe.

This would be one seriously impractical van, though. It has no rear seats, but in their place is a massive brace to make the car stiffer. On the outside it has one of the most incredible body kits ever fitted to a production road car, and that rear wing is hilariously big.

All show and no go? Far from it. Under the bonnet sits a 2.0-litre four-cylinder engine making 302bhp and 450Nm of torque. That’s not crazy horsepower, but the way it’s pummeled into the road through the front wheels feels like both numbers should be rounded up to the next 100.

It’s far less composed than the M2, but in this way it’s also more fun. For the average driver who isn’t chasing lap times, it’s easy to see how you’d get more enjoyment from this fizzing bundle of silliness than the serious, composed M2.

On the brakes into that first chicane, with all the weight over the front wheels and turning left, the rear goes light. Lift-off oversteer is a regular feature of driving this car, while its aggressive power delivery and stiff suspension encourage you to drive like a hooligan. The security of front-wheel drive provides the confidence to push on, despite it being a handful.

I can understand why some don’t like it. It’s totally uncompromising and feels like a bit too much for the road. Yet that’s what makes it so fun while also being capable on the track.

It’s far less composed than the M2, but in this way it’s also more fun.

So which is better?

Both are impressive feats of engineering and at the hands of a good driver could probably embarrass cars twice the price on track. Their characters are totally different, though: the seriously composed BMW and the hooligan Mini.

However, if I had to pick one I’d go for the JCW GP – but then I’m a child at heart!

CarDealerMag.co.uk | 61

DASHBOARD

INDUSTRY VIEWS NEWS AND THOUGHTS FROM SOME OF OUR CAR DEALER LIVE GUESTS MARSHALL MOTOR GROUP

Staff praised as new and used sales rise

THE dealer group saw new retail sales up 19.1 per cent in September.

Meanwhile, used car sales were up 15.7 per cent. CEO Daksh Gupta said: ‘Our strong culture, brand partnerships with scale, in-house technology platform and online presence, coupled with our exceptional colleagues, have enabled the group to significantly outperform the wider automotive retail market through this important post-lockdown trading period.

TRUSTFORD

Most still want to collect cars from showroom

TRUSTFORD CEO Stuart Foulds talked about the business’s new Smart Hubs that will bridge the gap between online and offline sales – the latter of which he isn’t convinced will work on its own.

‘It’s a showcase opportunity where people can see the car, there is no high-pressure selling and they can talk to someone who knows about it and can give them the facts,’ said Foulds.

A TrustFord survey of its customers found most still wanted to collect their new cars from a dealership. ‘Surprisingly, despite what people are claiming, the vast majority of customers want the experience of actually taking delivery of their car from the showroom,’ said Foulds.

DROVER

SENTIENCE AUTOMOTIVE SOLUTIONS

The average age of subscribers is 38

ALEX Rose from Drover commented that the biggest appeal for its customers was having one payment for the whole of their car ownership.

He said: ‘I think a lot of OEM subscriptions fall into traps that Drover itself did in the past. The greatest appeal isn’t that you can be done with [the car] and hand it back; the greatest appeal is that someone is doing all of this work for you and you pay this one predictable fee.’ Rose added: ‘The user base is probably more conventional than people might expect, with the big exception that it skews younger. The average age is 38.’

62 | CarDealerMag.co.uk

‘It’s a showcase opportunity where people can see the car, there is no high-pressure selling and they can talk to someone who knows about it.

Stuart Foulds TrustFord

Social media is more than about selling

MD Ali May-Khalil talked about how dealers should change their approach to social media.

He said that if dealers were expecting to ‘tweet a few pictures of cars and start selling, they’re looking at it all wrong’. May-Khalil added: ‘Around 70 per cent of the content dealers produce for social media should be about branding and letting customers get to know your business. The other 30 per cent should be salesy.’

The latest from our fleet.

Long-termers: p81

Watch our Car Dealer Live broadcasts as they go out or catch up on any that you’ve missed at: cardealermagazine.co.uk/live COX AUTOMOTIVE INTERNATIONAL

AUTO TRADER

Create a rival to Cinch? Reasons to be cheerful Tempting, but we won’t about used car market

MARTIN Forbes – CEO of Manheim’s parent company Cox Automotive International – ruled out creating a Cinch rival.

He said: ‘To grow in this space, clearly there’s opportunity – we’ve seen Cazoo and Carzam and a shift to selling through retail channels online. Everyone has really upped their game in what it takes to sell cars online. This is an area that is very tempting to move into but is an area we don’t want to grow.’

AUTO Trader director Ian Plummer told Car Dealer there were plenty of reasons to remain positive about the used car market this winter.

He said Auto Trader had seen visitor numbers maintained at 20 per cent above this time last year, adding: ‘We saw a 7.6 per cent growth like for like in September for used car prices. They could soften, but there’s some way to go before anything like we saw with the financial crisis 10 years ago.’

SWANSWAY

This is an area that is very tempting to move into but is an area we don’t want to grow.

Martin Forbes Cox Automotive International

Shift to digital is now part of a dealer’s DNA

JOHN Smyth said he was expecting Swansway to do 50 per cent of its typical sales in November despite being closed.

He added: ‘Then obviously we’ve got the Brexit question at the end as well. There are some hurdles along the way but we’re quite good at overcoming those kinds of things in the motor trade.’

Commenting on the shift to digital, Smyth said: ‘It’s part of a dealer’s DNA now. It’s so, so important.’

MG MOTOR UK

We’re looking into various opportunities

CINCH

We’re like an Amazon warehouse for cars CINCH retail director Jason Cranswick explained how its proposition worked for dealers and why the BCA-owned platform had originally bolstered the numbers listed for sale with its own cars.

He said: ‘For us to build a credible brand and a true competitor that dealers can use we needed to seed it. We couldn’t go to market with this idea and say to dealers “We have a great idea but you have to make it work”.

‘The balance of stock is already tipping away from our stock and more towards dealer stock every day.’ He said dealers should see the Cinch proposition as effectively an ‘Amazon warehouse’ for its cars.

THE announcement that Mitsubishi would be leaving the UK market is one of those opportunities that has opened up for MG, but it’s not the only one, sales and marketing head Daniel Gregorious explained.

He said: ‘We’re speaking to people from the Mitsubishi network.

Certainly, we’ve seen other brands, partly as a result of Brexit, who have changed their approach to the UK market, particularly European manufacturers.’

CarDealerMag.co.uk | 63

DASHBOARD

FINANCE NEWS GROUP ACTION

Car dealers urged to join fight over Visa and Mastercard fees

by Rebecca Chaplin rebecca@blackballmedia.co.uk

T

wo companies are partnering to bring claims against both Visa and Mastercard after Sainsbury’s successfully won a long legal battle over multilateral interchange fees it was charged.

Sainsbury’s case against Mastercard saw it awarded around £68m after the Supreme Court found its multilateral interchange fees Dealers could be in line for a payout (MIF) restricted competition.

UHY Hacker Young and Purchase Direct are now attempting to start a group claim for car dealers who may also be due money back. However, they say the time to act is now as solicitors Freeths LLP, with whom they partnered after the court decision, are keen to submit the claim before the end of the year when the window of opportunity closes.

Thanks to third party funding, their customers will be able to bring claims against Mastercard and Visa on a ‘de-risked’ basis, meaning the group won’t need to pay anything upfront to recover the MIF they have paid and the funder will also be paying for an insurance policy to cover the costs should the claim be unsuccessful.

David Kendrick, partner at UHY Hacker Young, said: ‘We are delighted to have joined forces with Freeths and Purchase Direct to assist dealers in claiming monies back they may be due. Time is of the essence for dealers to express their interest in joining the group action, as the claim period only goes back six years and Freeths are keen to submit this claim by the end of the year.

‘Total annual turnover for dealerships should be more than £25m for the claim level to be sufficient to join the group action.’

In a statement, the group explained that the simplicity of car dealers compared with other retailers, and the legal arguments they know won’t apply to them, will be beneficial with a group claim.

It added that to proceed, a sufficient number of customers need to confirm they wish to join the group ‘who individually and collectively have a claim value that is sufficient to make the claims financially viable’.

• Dealerships interested in joining the claim should contact David Kendrick on d.kendrick@uhy-uk.com or Jordan Archer on jordanarcher@purchase-direct.co.uk.

FCA

More support with consumer credit is proposed THE Financial Conduct Authority has proposed a series of measures to provide ‘further support’ to consumers affected by coronavirus.

Among the proposals, payment deferrals for motor finance will be extended along with support for personal loans.

The news comes after Finance and Leasing Association director general Stephen Haddrill called the decision to allow credit customers to defer payments for up to six months ‘dangerous’.

The proposals will mean that those who haven’t yet had a payment deferral will be eligible for two deferrals of up to six months in total, and those who currently have an initial payment deferral will be eligible for a further deferral of up to three months.

The FCA is urging consumers not to contact their lender until the enhanced measures are in place. It says lenders will soon provide further information.

Under the FCA’s proposals, borrowers will have until January 31, 2021 to request an initial deferral. Those able to keep paying should do so.

FIND OUT WHY WE ARE

THE UK’S #1 ASMOTOR FINANCE LENDER * VOTED FOR BY CONSUMERS

*on reviewcentre.com

64 | CarDealerMag.co.uk

IN ASSOCIATION WITH

TIME IS MONEY BEN GARSIDE

A MONTHLY LOOK AT THE WORLD OF AUTOMOTIVE FINANCE AND MARKETING

Time to prepare for what’s likely to be a bumper return

A

Ben Garside is marketing manager for First Response.

Call him on 07817 518739 or email ben.garside@frfl.co.uk

few weeks back, I said I had an inkling we’d soon be going into another national lockdown. I believed that this time the motor trade would be in a far better position than the first time. Over the past few days, it’s been great to hear that this has been the case for many of our dealer partners and that many of you have already returned to either a click-and-collect or home delivery model.

While we may see a dip in leads coming in and converting during the next few weeks (or for as long as these restrictions are in place), I’m pretty certain we will see a repeat of earlier in the year where customers bide their time and wait until December – or more likely January – to make their next vehicle purchase.

This pent-up demand could be just like in June, where the motor trade was flooded with inquiries, leads and sales.

January is usually a bumper month following the seasonal dip in December, and I’m hopeful that January 2021 (restrictions permitting) could be the best January in my time in the industry. We have approximately seven weeks to get prepared and ready. So, I thought I would share several points that I have been advising dealers on recently.

Start planning your advertising campaigns and sales promotions. You do not need to be the cheapest. In fact, the pent-up demand will mean there’s no need to slash prices.

You will, however, want to stand out from the crowd, as your competitors will all be fishing in the same water, so think of value-added incentives or what your unique selling point is/will be when fully open.

Get your working environment ready and spruced up – it’s winter, it’s cold and wet, and things get grubby. But as a professional business, your shop front must always look on point.

Yesterday, for instance, I drove past two local car dealers and they both looked neglected.

If you or your employees have some spare time, I would highly recommend getting your signs jet-washed/scrubbed, your fences and gates restained or painted, and having weeds treated or removed before you welcome customers back.

This is a minimal cost, but from a consumer’s point of view, if your showroom or pitch looks clean and looked after they will assume your cars are well prepped. If it looks neglected on the other hand, they may just go to your competitor.

Continue to be Covid-secure – we may come back in some form of local tiered system or limited capacities, so keep up to date with the guidance and restrictions and try to maximise output wherever possible.

As always, if you need any assistance from myself or First Response, just ask – we’re here for you.

98%

OF CUSTOMERS WOULD RECOMMEND FIRST RESPONSE

It’s winter, it’s cold and wet, and things get grubby.

GET IN CONTACT TODAY. frfl.co.uk/car 0115 946 6260 enquiries@frfl.co.uk CarDealerMag.co.uk | 65

Gallagher Automotive Specialist Insurance for the Motor Trade Experience is key - and you need a specialist insurance broker who’ll take the time to understand the specific needs of your motor trade operation.

GST-236330647

The Gallagher Automotive Insurance Team has been helping to protect businesses across the UK for over 50 years - from independent repairers and small family firms to the largest franchise dealerships.

Arthur J. Gallagher Insurance Brokers Limited is authorised and regulated by the Financial Conduct Authority. Registered Office: Spectrum Building, 7th Floor, 55, Blythswood Street, Glasgow, G2 7AT. Registered in Scotland. Company Number: SC108909. FP1451–2019 Exp. 13/12/2020. ARTUK 1551 66 | CarDealerMag.co.uk

Get in touch to discover how we can help your business.

Would you like to talk?

T: +44 (0) 800 612 2284 E: automotive_enquiries@ajg.com www.ajg.com/uk

ADVICE

WALES

What are the new measures? Are car dealers open?

W

ales’s firebreak lockdown came to an end on November 9, with new rules to curb the spread of coronavirus.

In his announcement, first minister Mark Drakeford said: ‘There will be a new set of national measures from today [Nov 9], which will follow up all the hard work and sacrifices which have been made during the firebreak.

‘We cannot go back to the way we were living our lives and throw away all that hard work.’

But what are the new rules and how do they affect car dealers and their customers?

What are the new restrictions?

Briefly, they are: • Groups of up to four people can now meet in cafes, pubs and restaurants, while shops, gyms, hairdressers and places of worship can reopen • Supermarkets can again sell non-essential items • People will only be allowed to meet up inside homes with members of one other household if they have joined a ‘bubble’ • A 10pm curfew on alcohol sales will carry over from before the firebreak, with people required to prove their home address in bars. This follows concerns people in England could flout its own lockdown and travel to Wales for a drink • There are no restrictions on travel within Wales, but people will not be allowed to travel outside of the country unless for a reasonable excuse such as work • The need to maintain two-metre social distancing and wear face masks in enclosed public places, including on public transport and taxis • The requirement to work from home whenever possible • Up to 15 people can take part in an organised indoor activity and up to 30 in an organised activity outdoors, providing all social distancing, hand hygiene and other Covid-19 safety measures are followed

For the latest government guidance, click on these links

England

So, does that mean dealers are allowed to reopen?

Yes. According to motor trade legal specialists Lawgistics, car dealerships as well as repair and MOT services are ‘regulated business premises’.

Essentially, and garages can stay open as long1 as they have a Covid Car dealer this new means stripdealers ad Revised 4/4/18 12:01 Page risk assessment in place.

Scotland Wales Northern Ireland

Excellent variety of weekly stock from premium sources

The Fleet Auction Group

Fixed cost buyers premium User friendly website & stock locator. On-line bidding

Professional Vehicle Auctions for Professional Vendors & Buyers

www.fleetauctiongroup.com

The Welsh government has published a five-step guide to keeping employers, staff and customers safe: • Carry out a risk assessment ‘through meaningful discussion with staff and/or their trade union and share the results with your workforce’ • Allow staff to work from home where possible by issuing them with laptops and mobile phones • Ensure the two-metre social distancing rule is maintained by staff and customers whether indoors or outdoors • Implement Test, Trace, Protect (TTP) in the workplace • Implement other measures, which include: 1. Limiting face-to-face interactions 2. Using physical barriers 3. Increased hygiene 4. Hand washing 5. Minimising loud noises that will require people to shout over them

Fleet Car Sales every Tuesday at 1pm & Thursday at 10am Van sales every Wednesday at 10:30am Wheelchair Accessible Vehicles fortnightly, Wednesdays at 10am Truck, Trailer & Plant fortnightly, Wednesdays at 12noon Collection of vehicles 24 hours a day, 7 days a week Purpose built 15 acre auction complex Enclosed and heated auction halls and viewing area Vehicle refurbishment facility The UK’s finest auction restaurant Central UK location (Leicestershire) NAMA Vehicle Grading

Call 01530 833535 or go online for account application CarDealerMag.co.uk | 67

Is your current trade disposal route working this well for you?

“Outstanding response – we’ve just sold 3 cars within 20 minutes on Cartotrade that other trade platforms have failed to sell over the course of days.

I’m glad we’ve taken the chance to try Cartotrade as it simply works where others haven’t.”

Wesley Robinson, Lexus Bolton, October 2020

Visit Cartotrade.com to register for a FREE trial and see for yourself how we’re helping franchised and independent dealers like you, right across the UK. • Proper cars • Proper dealers • No contracts • No price increases

• Buy & sell quickly • No buying or selling fees • Real time dealing • Only £40 per month

Run by experts with over 20 years of online trading experience 68 | CarDealerMag.co.uk

ADVICE

MONEY MATTERS

What would negative interest rates mean to car dealers?

T

he Bank of England has been very open in its admission that negative interest rates could be introduced.

The UK has never taken rates below zero before, but they’re already at the historic low of 0.1 per cent and policymakers have few tools left in the box to help offset the economic hit from the pandemic.

But what could negative interest rates mean to car dealers and car buyers? Accountancy expert Paul Daly from UHY Hacker Young has the answers...

What is a negative interest rate?

A negative interest rate is when a central bank’s base rate goes below zero per cent.

The base rate determines how much interest the central bank pays to financial institutions that hold money with it and what it charges them to borrow.

Lenders use the base rate to price the interest they pay on savings deposits and the interest they charge on loans and mortgages.

Why is the Bank of England considering negative interest rates?

Since the financial crisis, many central banks around the world have already taken their base interest rates below zero, including the European Central Bank and its counterparts in Japan, Denmark, Sweden, and Switzerland.

Negative rates have been used to bolster flagging economies and the Bank of England is looking at whether it could be used on these shores to help the UK weather the impact of the coronavirus pandemic and lockdown restrictions.

What would negative interest rates mean to car dealers?

Daly said: ‘Any move to negative interest rates would primarily be a move to stimulate the economy.

‘If successful, it could mean a boost to levels of consumer activity, which in turn would be beneficial to car dealers.

‘There may also be an impact of more cash rather than financed deals as customers look to utilise savings that might otherwise be costing them money on negative rates.’

How do negative rates help boost economic growth?

The idea is to encourage banks to increase lending to households and businesses, because the Bank of England would charge them money to hold their cash.

It is also designed to spur households and businesses on to spend, rather than leave money in their bank accounts, where the value would be eroded by inflation.

Another benefit is that negative rates would make it cheaper for the government to borrow money, which would help cut the ballooning bill for chancellor Rishi Sunak’s Covid-19 spending spree.

Could negative rates cost car dealers if they hold a lot of money in the bank?

Daly says: ‘This is definitely the case for other countries which have already experienced negative interest rates.

‘Typically, it is the largest deposits that attract a negative rate, with smaller deposits having a floor of zero per cent return.’

Rishi Sunak

Will negative rates mean car finance gets cheaper?

Paul Daly said: ‘In reality, this will not be the case. This is demonstrated by today’s extremely low bank rate of 0.10 per cent and yet the cost of car finance is far in excess of this.

‘Other than supported rates on new vehicles, the cost of car finance may reduce but only slightly. For example, a move from 0.10 per cent to -0.10 per cent may reduce the cost of borrowing on car finance by the same 0.2 of a percentage point.’

How can car dealers prepare for negative interest rates?

Daly says many dealers have extended their borrowings and stockpiled cash as a result of the economic risks associated with the pandemic.

He added: ‘The obvious solution therefore is to ensure cash stockpiles are maintained from short-term facilities such as stock funding, overdrafts and revolving credit facilities over longer-term funding.’

Are we likely to see negative rates any time soon?

It would likely take weeks for banks’ systems to get prepared, while the Bank of England itself is also still looking into whether or not the side effects will outweigh the benefits.

Its chief economist has said it’ll be many months before that research is complete, suggesting 2021 at the earliest.

CarDealerMag.co.uk | 69

ADVICE

RULES

Can I still buy a new or used car during the second lockdown? Are car dealers still open for business?

And can I take a test drive?

James Baggott rounds up the latest for car dealers wanting to know how to stay open and customers looking to buy during the latest restrictions.

C

ar dealers have been working hard since they were allowed to reopen on June 1 to make their dealerships Covid-secure. The motor trade has spent thousands on ensuring dealerships could open again in a safe and secure way.

But with the second lockdown now upon us, what are the rules when it comes to buying a new or used car during this period of shutdown?

Most of the topics below were discussed in a special Car Dealer Live broadcast with motor trade legal experts, which you can watch by clicking the panel on the next page. Below, we answer the questions for dealers looking to trade and customers looking to buy.

Are car dealers open for business?

Yes, they are. While the way car dealers are operating may be very different, the majority are still very much open for business.

The main difference is people aren’t allowed to go into a dealership. Car showrooms and their forecourts have been told by the government that they must close until December 2.

How can I buy a car during the second lockdown?

It must be bought remotely. The deal has to be concluded in advance either online or via the phone. This doesn’t mean you can leave a deposit and then go and have a look around – the deal has to be completed fully remotely.

The only way dealers can sell cars is either via click-and-collect or home delivery – and none of the deal can be done at home or in the dealership. This includes taking payment or signing paperwork.

How do you buy a car via click-and-collect?

Think of it like buying your supermarket shopping. You order online, complete the purchase and then go to the store to pick it up.

It’s the same with a car. None of the deal is allowed to take place at the car dealership, so you are simply visiting to pick it up.

Are there any rules governing click-and-collect at a car dealership?

The latest regulations that were issued by the government were pretty strict on clickand-collect services. They’re designed to stop firms getting round the rules and letting customers come in to browse.

The car cannot even be collected from the showroom during the second lockdown, as 70 | CarDealerMag.co.uk

Can I look round a used car during lockdown?

No. The deal has to be fully transacted online or over the phone before you go to pick it up. This means you can’t go and look round a car before buying it – you have to do so using remote means.

Many dealers are well set up for this, though, and will have countless pictures of the cars you’re looking to buy on their websites.

Dealers will also produce personalised videos for you and will likely show you round the car via FaceTime or videocalling so you’re comfortable with what you’re buying.

Information here is correct at the time of publication but in the current climate may change at any time. For the latest updates, visit our website at cardealermagazine.co.uk and gov.uk/coronavirus

Can I buy a car now and collect it after the second lockdown?

Absolutely. This is probably the best way to do it. The new and used car markets have been pretty buoyant since the first lockdown was eased and dealers were allowed to reopen, so there’s a good chance they’ll be busy again when restrictions ease again.

This pent-up demand led to used car prices rising and dealers struggling to get hold of the cars they wanted to sell.

Our advice would be if you’ve seen the car you want at a price you’re willing to pay, do a deal on it. Car dealers will be able to facilitate the delivery now if you want it, or you can wait until after lockdown to go and see it – a non-refundable deposit will be expected to reserve the car though. they have been forced to close by the government and even handing them over on the forecourt is questionable.

Car Dealer’s advice to the trade – following consultation from legal professionals – is to hand over the car in a service and repair area, which is allowed to stay open, or somewhere else so they don’t fall foul of the law.

Can anyone buy a car during the second lockdown?

Yes. The government is encouraging the country to keep moving and work where it can, and that means people need to buy cars to get around.

You don’t have to be a key worker to buy a new or used car during lockdown – the sales are not restricted.

Can I go and look round a car dealership?

No, you can’t. Car showrooms and their forecourts must be closed during the second lockdown, so that means browsing at a physical site is off limits.

One of our legal experts even suggested that dealers may want to rope off their cars to ensure people don’t wander in and browse.

While that may sound extreme, if you’re not allowed to be open it’s not worth the risk of breaking the law.

Click here to see the Car Dealer Live video

Are test drives allowed during the second lockdown?

No. Car showrooms and forecourts have to be closed and our legal experts cannot see any way that means test drives will be allowed to take place.

Our advisers even said they don’t think delivering a car to someone’s home during the second lockdown to test drive is allowed.

They say a remote sale is exactly that and means click-and-collect only.

Can I sell my car privately during the second lockdown?

Yes you can, but it won’t be easy. People shouldn’t be mixing and you’d need to sanitise the car very carefully in advance of the visit and afterwards.

Test drives would be out of the question, as you’d be sharing a car when you shouldn’t be.

While we’d say you’re technically allowed to sell a car privately during lockdown, the mechanics of doing it – and, importantly, the morality of it – probably means you should wait until December.

Do people want to buy a car during the second lockdown?

Yes. There are a large number of reasons the car market is pretty strong at present.

The main one is the fact that people are simply treating themselves because they can’t buy much else. No one can go on holiday, eating out isn’t possible, and for those people who have remained in work, buying a new car has been a way to cheer themselves up.

Add in that public transport should still largely be avoided plus many people are looking to downsize to cheaper cars to save money and the wheels of the used car market are turning especially quickly.

It’s likely though that while some will continue to buy during the second lockdown, most will wait and another period of satisfying pent-up demand will begin in December.

CarDealerMag.co.uk | 71

ADVERTISING FEATURE

IMPROVING CASH FLOW

Are you making the most of GAP insurance as a dealer?

B

NP Paribas Cardif Limited is a specialist in the field, with more than 20 years’ experience of the UK automotive market.

It has an in-house team of highly skilled and trained motor experts who design, develop and administer industry-leading GAP insurance, providing a great revenue stream for dealerships.

Guaranteed Asset Protection insurance – to give it its full name – is a safety net for your customers if their vehicle is stolen or written off as a total loss, as it covers the cost left behind by the motor insurance as a result of vehicle depreciation.

There are a number of different types of product and cover, and here, BNP Paribas Cardif Ltd takes us through them, highlighting the specific features that makes them such an important upsell for dealers.

Models of GAP insurance

Return to Invoice GAP: This insurance product covers the difference between the motor insurer’s total loss settlement offer and the original invoice price of the vehicle.

Return to Invoice (RTI) & Finance Shortfall GAP This combination product pays the higher amount of: • the difference between the motor insurer’s total loss settlement offer and the original invoice price of the vehicle, or • the difference between the total loss settlement amount and the finance early-settlement amount.

Equivalent Vehicle GAP This product pays the difference between the motor insurer’s total loss-settlement offer and the current replacement cost of a vehicle equivalent in age/mileage and specification to the insured vehicle.

Contract Hire GAP This product is designed for customers who lease their vehicle and pays the difference between the motor insurer’s total loss settlement and the contract hire early-termination charge at the date of the total loss.

With innovative features relating to sustainability and more, it can differentiate your product from other products in the market.

The opportunity for a custom-made product that caters for your specific business needs is also available (terms and conditions apply).

Our products and processes are also built to fully comply with the regulatory framework.

With industry regulation toughening, it is important to anticipate the future of the automotive structure and to understand the necessary changes needed in order to comply with legislation.

BNP Paribas Cardif Ltd’s financial stability and market monitoring gives us a step ahead in the market to prepare and adapt for any regulatory changes.

We are here to support your needs and those of your customers, providing the peace-of-mind motoring that your customers deserve.

Product benefits • Gain key additional revenue streams • Provide bespoke GAP products that are specific to your customers’ needs (terms and conditions apply) • Meet specific business objectives with a diverse product offering • Greater customer retention from additional touch points • Maximise commercial opportunities by leveraging on our expertise

Benefits of partnering with BNP Paribas Cardif Ltd • We’ve been providing motor industry products and services for more than 20 years • Strong partnership culture, ensuring your brand stays protected • Partnership expertise – supporting partners is in our core business model worldwide • Dealer care and experience – full support and knowledge for your network • Ensured quality service – fully in-house operational chain • Customer-centred – products, processes and culture are built around your customers • Solidity and sustainability – the reliability of a leading global financial organisation

Contact BNP Paribas Cardif today to learn more about our products and partnership opportunities: motor.partnerships@bnpparibascardif.co.uk or +44 (0)800 298 0268 72 | CarDealerMag.co.uk

ADVICE

EMPLOYMENT

All you need to know about the extended furlough scheme

T

he furlough scheme was supposed to be replaced by the Job Support Scheme at the beginning of November.

However, that all changed on October 31 when the prime minister announced that a second national lockdown would start in England on November 5, lasting until December 2.

As part of the new measures, the Job Support Scheme was put on hold and the Coronavirus Job Retention Scheme – to give furlough its proper title – was extended.

But as of November 5 – the first day of England’s month-long lockdown – the furlough scheme was extended again, this time to the end of March 2021.

It will see employees receive 80 per cent of their salary, up to a maximum of £2,500 per month, taking it back to the original lockdown furlough level.

This means employers will pay less than they did in October, as their contribution had been gradually increasing since the summer.

Employers will, however, have to pay National Insurance and pension contributions for any unworked hours.

Meanwhile, flexible furloughing is continuing as well as full-time furloughing, meaning staff can be asked to work for some of their hours and be furloughed for the rest of them.

Motor trade legal consultancy Lawgistics appeared on Car Dealer Live on November 2 to explain the intricacies.

In the broadcast, which you can watch by clicking the panel on the right, legal adviser Kiril Moskovchuk pointed out that to be eligible for this furlough extension, employees had to have been on the payroll as of 11.59pm on Friday, October 30. The deadline meant that employers couldn’t take staff on over the following few days then put them on furlough.

He said that people should still be able to take holidays while on furlough, though. In fact, it was to be positively encouraged to avoid too much leave being accrued and unused.

Moskovchuk pointed out that this extension was more akin to flexible furlough, with the major difference being that businesses weren’t being required to pay anything other than National Insurance and pension contributions.

He added that people didn’t have to have been on furlough beforehand to be placed on it this time.

Some viewers wondered about how long people could be furloughed for – could it be for a day, two days or, for example, a three-week chunk, asked Car Dealer founder James Baggott.

‘From what we know, with the policy statement, it says seven consecutive days,’ said Moskovchuk.

‘Whether it will apply to an employer being able to make a claim once every seven days or that the employee will have to be furloughed for seven consecutive days as a minimum, that remains to be seen.’

Click here to see the Car Dealer Live video

Summary of the furlough scheme • Workers will receive 80 per cent of their normal salary a month (up to £2,500) funded by the government • Employers must pay NI and pension contributions for unworked hours • The flexibility of the current furlough scheme will remain – meaning employers can continue to ask employees to work some of their hours and be furloughed for the rest • All employers can claim • An employee doesn’t have to have been previously furloughed to be eligible • An employee must have been on an employer’s PAYE payroll on or before October 30, 2020 Information here is correct at the time of publication but in the current climate may change at any time. For the latest updates, visit our website at cardealermagazine.co.uk and gov.uk/coronavirus CarDealerMag.co.uk | 73

DATA FILE

STATISTICS

SMMT

SALES DATA

THE LATEST REGISTRATION FIGURES

OCTOBER/YEAR TO DATE

TOP

OCTOBER 2020

Nine-year low for new cars as sales decline by 1.6 per cent

THE CARS SOLD IN OCTOBER 2020

by John Bowman john@blackballmedia.co.uk

N

ew car sales dropped by 1.6 per cent in October, with Wales’s ‘firebreak’ lockdown having a major effect according to the SMMT. A total of 140,945 cars were registered, which was a nine-year low for the sector.

The weakest October figure since 2011 was also 10.1 per cent lower than the average recorded over the past decade.

The SMMT said the arrival of new models and ongoing financial incentives helped to sustain UK demand to begin with in October. However, Wales’s two-week ‘firebreak’ lockdown brought in on October 23 contributed to the nation recording 25.5 per cent fewer registrations by the end of the month. That in turn accounted for more than half of the overall UK decline.

With England entering a two-week lockdown the same day the figures were ASE Global announced, SMMT chief executive Mike Hawes said: ‘The entire industry now chairman Mike faces an even tougher end to the year as businesses desperately try to manage Jones joined James resources, stock, production and cashflow in the penultimate month before the Batchelor for a inevitable upheaval of Brexit. special edition of ‘Keeping showrooms open – some of the most Covid-secure retail Car Dealer Live to environments around – would help cushion the blow but, more than ever, we discuss the figures need a tariff-free deal with the EU to provide some much-needed respite for an as they were industry that is resilient but massively challenged.’ announced.

Subdued activity from businesses drove much of the month’s drop, with Click here to watch around 2,500 fewer vehicles joining larger fleets than in October 2019, while the video. private registrations saw a small increase of 0.4 per cent.

The SMMT said that as of mid-October the industry was expecting to register some 1.66m new cars in 2020. However, that has now been further lowered to 1.56m units – a total year-on-year decline of some 750,000 registrations and a £22.5bn loss in turnover, with 2020 now likely to be the weakest year since 1982.

Model

Regs

Mercedes-Benz A-Class

4,149

Vauxhall Corsa

3,957

Ford Fiesta

3,845

Volkswagen Golf

3,831

Ford Puma

3,609

Volvo XC40

3,548

Mini

3,100

Ford Focus

2,823

BMW 1 Series

2,606

Audi A3

2,523

MANUFACTURERS

The winners and losers: MG Motor scores big once more but Alpine stutters MG Motor once again posted the biggest percentage rise in new car registrations.

The Chinese-owned British brand recorded a 127 per cent increase in registrations in October 2020 compared with the same month last year – 1,892 cars versus 835 the year before.

It followed September where the brand posted a 169 per cent rise. Consequently, MG’s market 74 | CarDealerMag.co.uk

share has risen from 0.58 per cent in 2019 to 1.34 per cent in 2020.

Following MG was Smart, which posted a surprising 112 per cent rise – 159 cars were registered in October, up from 75 in the same month last year. Volvo was next with registrations up by 52 per cent, with Audi fourth thanks to a 51 per cent increase and Vauxhall fifth – up 38 per

cent. Meanwhile, after posting the worst decline in September, Subaru finished October with registrations up 12.5 per cent, confirming MD John Hurtig’s promise of turning the brand round.

Renault-owned Alpine suffered the biggest fall, registering six cars. SMMT data says the sports car brand now has a zero per cent market share; in October 2019, it had a 0.01 per cent slice.

Van registrations LCV news: p76

-24%

+52%

SEAT

VOLVO

Figures supplied by SMMT

October 2020 Marque

2020

% market share

October 2019 2019

Year-to-date

% market share

% change

2020

% market share

2019

% market share

% change

Abarth

227

0.16

240

0.17

-5.42

2,078

0.15

3,128

0.16

-33.57

Alfa Romeo

142

0.10

210

0.15

-32.38

1,675

0.12

3,015

0.15

-44.44

6

0.00

12

0.01

-50.00

89

0.01

149

0.01

-40.27

11,453

8.13

7,577

5.29

51.15

91,888

6.64

120,831

6.02

-23.95

114

0.08

120

0.08

-5.00

1,124

0.08

1,335

0.07

-15.81

10,827

7.68

12,088

8.44

-10.43

95,438

6.89

143,994

7.18

-33.72

Alpine Audi Bentley BMW Chevrolet

0

0.00

0

0.00

0.00

0

0.00

62

0.00

0.00

Citroen

2,330

1.65

2,513

1.75

-7.28

24,437

1.76

45,031

2.25

-45.73

Dacia

1,252

0.89

1,287

0.90

-2.72

17,686

1.28

26,631

1.33

-33.59

DS

195

0.14

269

0.19

-27.51

1,963

0.14

3,111

0.16

-36.90

Fiat

1,616

1.15

1,582

1.10

2.15

17,361

1.25

26,452

1.32

-34.37

12,946

9.19

16,745

11.69

-22.69

130,729

9.44

204,869

10.22

-36.19

Ford Honda

2,107

1.49

2,229

1.56

-5.47

24,565

1.77

38,405

1.91

-36.04

Hyundai

4,051

2.87

5,538

3.87

-26.85

41,898

3.03

74,207

3.70

-43.54

Infiniti

0

0.00

6

0.00

0.00

0

0.00

292

0.01

0.00

Jaguar

1,801

1.28

2,416

1.69

-25.46

20,163

1.46

31,780

1.58

-36.55

458

0.32

411

0.29

11.44

3,806

0.27

5,289

0.26

-28.04

Kia

6,090

4.32

6,160

4.30

-1.14

63,245

4.57

86,345

4.31

-26.75

Land Rover

4,755

3.37

5,752

4.02

-17.33

49,595

3.58

66,465

3.31

-25.38

956

0.68

1,098

0.77

-12.93

12,297

0.89

13,924

0.69

-11.68

46

0.03

72

0.05

-36.11

482

0.03

832

0.04

-42.07

1,548

1.10

1,992

1.39

-22.29

20,344

1.47

35,316

1.76

-42.39 -37.04

Jeep

Lexus Maserati Mazda Mercedes-Benz

10,888

7.72

11,319

7.90

-3.81

95,581

6.90

151,803

7.57

MG

1,892

1.34

835

0.58

126.59

16,128

1.16

10,187

0.51

58.32

Mini

4,210

2.99

3,367

2.35

25.04

38,036

2.75

54,110

2.70

-29.71 -44.12

Mitsubishi Nissan Peugeot

532

0.38

776

0.54

-31.44

7,989

0.58

14,297

0.71

5,305

3.76

6,217

4.34

-14.67

59,210

4.28

81,224

4.05

-27.10

5,311

3.77

5,092

3.55

4.30

47,186

3.41

69,628

3.47

-32.23

Polestar

207

0.15

0

0.00

0.00

459

0.03

0

0.00

0.00

Porsche

1,235

0.88

1,618

1.13

-23.67

9,888

0.71

11,618

0.58

-14.89

Renault

3,093

2.19

2,942

2.05

5.13

38,219

2.76

50,928

2.54

-24.95

Seat

3,544

2.51

4,644

3.24

-23.69

38,542

2.78

59,639

2.97

-35.37

Skoda

5,693

4.04

5,033

3.51

13.11

49,421

3.57

63,603

3.17

-22.30

Smart

159

0.11

75

0.05

112.00

1,189

0.09

3,943

0.20

-69.85

SsangYong

87

0.06

92

0.06

-5.43

1,375

0.10

1,738

0.09

-20.89

Subaru

99

0.07

88

0.06

12.50

771

0.06

2,132

0.11

-63.84

Suzuki

1,246

0.88

1,219

0.85

2.21

17,755

1.28

30,950

1.54

-42.63

Toyota

7,944

5.64

7,341

5.12

8.21

81,011

5.85

94,222

4.70

-14.02

Vauxhall

8,293

5.88

6,007

4.19

38.06

80,329

5.80

143,236

7.14

-43.92

Volkswagen

11,939

8.47

13,733

9.59

-13.06

122,607

8.86

170,773

8.52

-28.20

Volvo

5,665

4.02

3,721

2.60

52.24

37,849

2.73

48,069

2.40

-21.26

Other British

172

0.12

228

0.16

-24.56

1,615

0.12

2,602

0.13

-37.93

Other imports

511

0.36

587

0.41

-12.95

18,578

1.34

9,357

0.47

98.55

-1.61

1,384,601

Total

140,945

143,251

2,005,522

-30.96 CarDealerMag.co.uk | 75

DATA FILE

ON THE UP

LCV NEWS

Van market enjoys its best October on record

by John Bowman john@blackballmedia.co.uk THE UK’s new LCV market enjoyed a healthy rise of 13.3 per cent in October – its second consecutive month of growth and the highest-performing October on record, said the SMMT when it released the figures on November 5.

The welcome order boost ahead of the Christmas season saw 28,753 vans registered as operators expanded their fleets to cope with the festive demand.

The previous highest-recorded for the month was in 2018 with 28,494 units.

Year-to-date registrations were still down by 24.1 per cent, though. And with the sector having to make up a shortfall of some 75,000 units, the SMMT said that 2019’s performance would be impossible to match.

REGISTRATIONS OF NEW COMMERCIAL VEHICLES LESS THAN 3.5 TONNES Marque

Figures supplied by SMMT

October 2020

Ford Vauxhall Volkswagen

7,847 3,965 3,756

% market share 27.29 13.79 13.06

Mercedes

3,108

10.81

2,520

9.93

23.33

25,001

Peugeot Citroen Renault Fiat Toyota Nissan Mitsubishi MAN Iveco Isuzu Renault Trucks Land Rover Isuzu Trucks SsangYong LDV Fuso Maxus LEVC Hyundai

2,718 2,255 1,316 764 712 488 392 376 242 235 180 136 125 47 32 24 22 13 0

9.45 7.84 4.58 2.66 2.48 1.70 1.36 1.31 0.84 0.82 0.63 0.47 0.43 0.16 0.11 0.08 0.08 0.05 0.00

2,303 2,294 532 451 884 747 561 295 226 221 147 219 69 26 121 12 0 0 4

9.08 9.04 2.10 1.78 3.48 2.94 2.21 1.16 0.89 0.87 0.58 0.86 0.27 0.10 0.48 0.05 0.00 0.00 0.02

18.02 -1.70 147.37 69.40 -19.46 -34.67 -30.12 27.46 7.08 6.33 22.45 -37.90 81.16 80.77 -73.55 100.00 0.00 0.00

21,025 18,184 8,818 6,434 7,028 8,048 4,529 2,006 1,931 2,793 1,110 1,070 801 359 752 179 57 13 0

Total light CV

2020

October 2019

28,753

100.00

2019

6,425 4,067 3,249

25,373

% market share 25.32 16.03 12.80

% change

22.13 -2.51 15.60

75,921 24,818 25,956

% market share 32.06 10.48 10.96

100.00

0.00 13.32

2020

Year-to-date

236,833

101,443 28,719 35,029

% market share 32.51 9.21 11.23

10.56

31,382

10.06

-20.33

8.88 7.68 3.72 2.72 2.97 3.40 1.91 0.85 0.82 1.18 0.47 0.45 0.34 0.15 0.32 0.08 0.02 0.01 0.00

28,007 24,771 15,613 7,703 7,033 10,777 9,427 1,345 2,220 3,947 1,203 1,285 719 536 586 163 0 0 81

8.98 7.94 5.00 2.47 2.25 3.45 3.02 0.43 0.71 1.27 0.39 0.41 0.23 0.17 0.19 0.05 0.00 0.00 0.03

-24.93 -26.59 -43.52 -16.47 -0.07 -25.32 -51.96 49.14 -13.02 -29.24 -7.73 -16.73 11.40 -33.02 28.33 9.82 0.00 0.00

100.00

2019

311,989

REGISTRATIONS OF NEW COMMERCIAL VEHICLES 3.5 TONNES TO 6.0 TONNES Marque

Peugeot Mercedes Ford Fiat Volkswagen Other imports Iveco Citroen MAN Vauxhall Renault Trucks Renault Isuzu Trucks Nissan Total heavy CV

October 2020

2020

597 172 160 127 24 21 19 16 13 1 1 0 0 0 1,151

76 | CarDealerMag.co.uk

% market share

51.87 14.94 13.90 11.03 2.09 1.82 1.65 1.39 1.13 0.09 0.09 0.00 0.00 0.00 100.00

October 2019

2019

253 203 214 123 19 0 46 42 1 0 0 0 0 0 901

% market share

% change

28.08 22.53 23.75 13.65 2.11 0.00 5.11 4.66 0.11 0.00 0.00 0.00 0.00 0.00 100.00

135.97 -15.27 -25.23 3.25 26.32 0.00 -58.70 -61.90 1,200.00 0.00 0.00 0.00 0.00 0.00 27.75

2020

1,324 1,205 1,083 1,183 156 155 188 108 53 12 1 8 6 0 5,482

24.15 21.98 19.76 21.58 2.85 2.83 3.43 1.97 0.97 0.22 0.02 0.15 0.11 0.00 100.00

-25.16 -13.58 -25.90

0.00 -24.09

Figures supplied by SMMT

Year-to-date

% market share

100.00

% change

2019

2,097 1,484 778 1,578 79 0 410 213 64 123 5 53 13 2 6,899

% market share

% change

30.40 21.51 11.28 22.87 1.15 0.00 5.94 3.09 0.93 1.78 0.07 0.77 0.19 0.03 100.00

-36.86 -18.80 39.20 -25.03 97.47 0.00 -54.15 -49.30 -17.19 -90.24 -80.00 -84.91 -53.85 0.00 -20.54

Figures supplied by SMMT

An urgent call to the automotive industry.

Dear colleague Our industry is facing challenges on a scale we have never seen. Covid-19 and the risk of a very hard Brexit are all weighing heavily across the sector, and these issues are deeply affecting our colleagues.

For over 115 years, thanks to your generous donations and those from our industry, Ben has been there to support everyone in automotive. But we are now facing our own crisis.

Our fundraising events have been cancelled. Our income is down. And we are facing a £1m shortfall.

Twice as many people are turning to Ben for support compared to this time last year, many with mental health issues.

That is why we are asking you to pledge to do just three things that will help Ben: 1. Be an advocate for Ben, ensuring our message of support is promoted widely within your business so that everyone knows they’re never alone 2. Encourage colleagues to support us through Payroll Giving, Ben’s Lucky Lotto and our fundraising products and events 3. Dig even deeper as a business to help us address that £1m shortfall This is an urgent call for help. Please show your support now by telling us on Twitter and on LinkedIn that you will do these three things, or email pledge@ben.org.uk.

Then we can continue to ensure that noone in automotive has to face life’s toughest challenges alone.

We may be forced to make decisions about the people we support and those we do not.

Thank you,

Zara Ross Chief Executive Officer

Steve Nash Chair of Trustees

CarDealerMag.co.uk | 77

78 | CarDealerMag.co.uk

DATA FILE

SUPPLIERS GUIDE

LOOKING FOR A MOTOR TRADE SUPPLIER? YOU CAN FIND THE DETAILS OF SELECTED COMPANIES HERE Auctions & Trade-To-Trade Sales

Finance

Lead Management

Trade Bodies

Warranty Providers

BCA

Forza Finance

iVendi

Ben

Momentum Warranties

Automotive Ecommerce

HR & People Management

Legal & Compliance

Vehicle Photography

Warranty Providers

GForces

HR Manager

Lawgistics

Dealer 360

Warranty Administration Services

W: bca.co.uk T: 0344 875 3480 E: customerservices@bca.com Info: BCA’s remarketing programmes deliver volume, choice and availability for buyers, and speed, efficiency and market-leading returns for sellers.

W: gforces.co.uk T: 01622 391904 Info: GForces delivers class-leading ecommerce solutions. We work with global vehicle manufacturers, the world’s largest dealer groups and independent retailers around the planet.

W: forzafinance.co.uk T: 01245 245678 Info: Benefit from Forza Finance’s expertise, choice of products and lenders. Their personal approach will help you achieve higher levels of finance penetration and, ultimately, sell more cars.

W: hrmanager.co.uk T: 01480 455500 E: info@hrmanager.co.uk Info: HR Manager is Lawgistics’ new digital compliance portal designed to assist employers in managing their legal obligations, responsibilities and duties.

W: ivendi.com T: 0330 229 0028 E: tellmemore@ivendi.com Info: iVendi delivers a fully connected platform that engages consumers, converts buyers and manages transactions of vehicles online and in the showroom.

W: lawgistics.co.uk T: 01480 455500 E: sales@lawgistics.co.uk Info: The legal experts for the motor trade, giving advice and support to our industry for over 15 years. Not anti-consumer, just pro-trader.

W: ben.org.uk T: 0808 131 1333 Info: Ben is a not-for-profit organisation that partners with the automotive industry to provide support for life to its people and their families.

W: dealer360.co.uk T: 01270 780855 E: nicky.spratt@ukturntables.com Info: UK makers of photo booths incorporating our turntables for car, van and motorcycle dealers. Our software controls turntable and cameras – a onestop solution.

W: momentumwarranties.co.uk T: 0330 445 0059 E: support@momentumwarranties.co.uk Info: How long does your warranty company make you wait? We pay claims into your bank within 45 minutes. The most advanced warranty programme in the UK.

W: warrantyadmin.co.uk T: 01522 515600 E: tellmemore@warrantyadmin.co.uk Info: Unlock new profit and aftersales flexibility with Crystal Clear Warranty.

Ideal for franchised dealers, groups and independents.

Data

Insurance

Marketing, PR & Video

Vehicle Tracking

Warranty Providers

Real World Analytics

Tradesure

OnCue Communications

Meta Trak

Warrantywise

Finance

Key Control

Marketing, PR & Video

Warranty Providers

Warranty Providers

Blue Motor Finance

Keytracker

Marketing Delivery

Autoprotect

WMS

W: realworldanalytics.com T: 0808 1890 617 E: auto@realworldanalytics.com Info: We are a SaaS-based data analytics solution provider for multisite dealers. Our business intelligence tools help customers make faster and better decisions.

W: blue.co.uk T: 020 3005 9331 E: dealersupport@blue.co.uk Info: Blue is transforming the car finance market, making car ownership simple and flexible and providing motor traders with access to essential finance.

W: tradesureinsurance.co.uk T: 0121 248 9313 Info: A friendly team in a family-run business, we provide motor trade insurance to full- and part-time motor traders in all areas of the UK.

W: keytracker.com T: 0121 559 9000 E: sales@keytracker.com Info: Established in 1996 and based in the UK, Keytracker Ltd provide an extensive range of key and asset management systems for a wide range of businesses.

W: oncuecomms.com T: 020 8125 3880 Info: We are a leading provider of PR, video and events services to the automotive industry. The PR team has a proven track record of securing high-value, big-impact media coverage.

W: marketingdelivery.co.uk/ T: 01892 599911 E: get.in.touch@marketingdelivery.co.uk Info: Our SocialStock helps target prospects with tailored stock remarketing and social media advertising tools, and automated lead capture for Facebook.

W: metatrak.co.uk T: 020 8867 2340 E: enquiries@metatrak.co.uk Info: Total vehicle security. Clever tracking technology, advanced immobilisation, 24/7 monitoring and an easy-to-use app. Security. Connectivity.

Peace of mind.

W: autoprotect.co.uk

T: 01279 406888 E: sales@autoprotect.net Info: AutoProtect offers a full portfolio of award-winning protection products, including GAP. We lead the market with an ‘Excellent’ rating on Trustpilot.

W: warrantywise.co.uk/dealer T: 0800 001 4551 E: dealers@warrantywise.co.uk Info: Warrantywise sells over 100,000 warranties per year.

Quentin Willson personally designed Warrantywise to be the UK’s best used car warranty.

W: wmsgroup.co.uk T: 01844 293810 E: sales@wmsgroup.co.uk Info: Open 24/7, we offer award-winning warranty products for FCA- and non-FCA-registered dealerships.

Finance

Key Control

Oil & Lubricants

Warranty Providers

Website Design & Digital Marketing

Close Brothers Motor Finance

Traka

Mobil™

Car Care Plan

Bluesky Interactive

W: closemotorfinance.co.uk/ Info: Close Brothers Motor Finance are a specialist finance provider, working with over 8,000 dealer partners to offer flexible finance solutions for car, motorcycle and LCV customers.

W: traka-automotive.com T: 0333 355 3726 E: automotive@traka.com Info: Bespoke software and electronic key management cabinets to deliver the most effective solution to dealerships to manage their keys and vehicles.

Finance

Lead Management

Recruitment

Warranty Providers

Website Design & Digital Marketing

First Response

GardX AD-Vantage

WeRecruit Auto

Händler Protect

Haswent

W: firstresponsefinance.co.uk T: 0115 946 6317 E: marketing@frfl.co.uk Info: First Response is an awardwinning UK finance company providing simple financial solutions.

Get in touch and let us help increase your profits.

W: gardx.co.uk/gardx-ad-vantage T: 01243 376426 E: goforaspin@gardx.co.uk Info: The award-winning 360 service offers an engaging display of the vehicle while additionally presenting profitable F&I products to a consumer.

W: mobil.co.uk T: 0800 0857 420 Info: Whether using Mobil 1™ or Mobil Super™, Mobil™ engine oils meet or exceed the latest standards of the oil industry and vehicle manufacturers.

W: werecruitauto.co.uk T: 01603 550041 Info: Permanent recruitment – here to assist businesses within the automotive sector find the best fit for their company in terms of skillset, experience and culture.

W: carcareplan.com T: 0344 573 8000 Info: Car Care Plan is a leading provider of motor protection products, trusted around the world to deliver quality protection with integrity and a customer-oriented outlook.

W: handlerprotect.com T: 0800 088 7889 E: sales@handlerprotect.com Info: Händler Protect is an exclusive dealer warranty provider. Proud to partner and represent over 3,000+ independent motor dealers across the UK.

W: blueskyinteractive.co.uk T: 01926 651000 Info: Bluesky Interactive drive dealer websites and digital marketing forward thanks to game-changing innovation, the latest technology and our exceptional relationships with our clients.

W: haswent.com T: 020 3920 6164 E: hello@haswent.com Info: Composer is a next-gen automotive platform. You have extensive stock management options, and you’ll gain a brilliantly responsive new website.

To have your details included email sales@blackballmedia.co.uk and ask for Suppliers Guide listings CarDealerMag.co.uk | 79

Changes in FCA regulation don’t have to be scary, let’s go on the journey

together We’re your partner to support you through this new regulation. Together, we’ll make the complex simple, we’ll minimise disruption and we’ll enhance customer experience, allowing you to focus on what you do best.

Let’s do more together.

80 | closemotorfinance.co.uk/fca-changes CarDealerMag.co.uk

Finance Compliance Funding Insight

LONG-TERMERS

THE KNOWLEDGE

VOLVO V60 So long, farewell – it’s time to say goodbye to our longest-serving fleet member.

James Baggott fights to hold back the tears as he waves goodbye.

I

f you’re thinking of buying an SUV stop for a minute and read this, because I’m convinced that unless you’re about to start green-laning for your commute, you really don’t need one.

I’d argue that barring the high driving position an estate would be far better suited to most car buyers than a jacked-up 4×4. Let me explain.

I’ve lived with this wonderfully brown Volvo V60 for a year now, and although for much of that time it was sitting doing nothing as the world remained on standby, when it was called into action it was nothing short of cracking.

Let’s begin on the practicality front. This V60 may be the smaller estate of the Volvo range behind its cavernous V90 big brother, but I’ve never failed to fit in what I’ve needed to.

It’s dealt with garden centre hauls, sofa relocations and countless Ikea trips. The low load height, power-assisted tailgate and fold-flat rear bench seats meant that whenever I needed it, I had the practicality of a van.

You’d never have the same benefit in an SUV. Most boots are smaller, the seats won’t fold flat and they simply don’t have as much space. Plus they’re harder to lift stuff up into.

The V60 is also a delight to drive. The automatic gearbox is smooth, it handles brilliantly and although the 20-inch wheels weren’t the best choice when it comes to ride quality, my word they do look fantastic.

So, we’ve got the estate beating the SUV on two out of three – I’ll now make it three out of three on the looks front. Come on, you can’t argue that this isn’t one seriously handsome car. Volvo has managed to nail its design in recent years and I’d honestly recommend it over any German brand. The interior really is a masterclass for classy luxury as well.

Life with the V60 over the past year hasn’t all been plain sailing – there were a few hiccups that sent it back to the manufacturer to fix at the start – but since then, things have been relatively acid reflux-free. There’s been the odd glitch with the Apple CarPlay, but I think that might have been down to a dodgy cable, and the keyless entry doors don’t always work first time, but I’ve got used to them too.

I’ll miss the heated steering wheel that got used far more often than you’d imagine, and the heated and cooling seats were always on one setting or the other.

Other extras I couldn’t live without included the frankly amazing Premium Sound by Bowers and Wilkins music system. It’s concert-level-good. The 360-degree parking camera is an absolute must (£700 extra), as is the aforementioned Apple CarPlay/Android Auto.

There’s a lot to like about the V60, especially in this Inscription Plus trim. From trips to the Alps with a roof box and boot full to Center Parcs with three bikes on the roof, it’s been a comfortable, stylish and incredibly practical companion – so much so that I really struggled to hand the keys back because I’ll miss it sorely. Perfect car? I’m pretty sure it’s close. Obviously all of the above will now be totally blown out of the water as I try my next model from the Swedish brand – the Volvo XC40. Yes, it’s an SUV. Stand by for much backtracking, but until then I’m off to search Auto Trader for some used V60s.

Volvo V60 Price (as tested): £50,295 Engine: D4 diesel Power: 190bhp Torque: 400Nm 0-60mph: 7.6 seconds Max speed: 137mph Emissions: 117g/km CO2 MPG (combined): 64 Mileage: 7,515

This month’s highlight: There wasn’t one. I had to give it back.

OTHER CARS WE’RE DRIVING

Audi A1 Mileage: 2,390 Our compact A1 punches well above its weight when it comes to cross-country ability.

SsangYong Musso LWB Mileage: 2,236

Our new Musso is here and we’re looking forward to seeing what life’s like driving a pick-up.

CarDealerMag.co.uk | 81

98%

AS VOTED FOR BY CONSUMERS*

OF CUS T RECWOU OMER S OM LD ME F I N R RE SPOST D NSE

We have been working hard for consumers and motor dealers for over 20 years, giving us a wealth of knowledge and experience in financing vehicles. So, it is no surprise that consumers on reviewcentre.com have made us the most highly ranked and reviewed motor finance company in the UK.

E-Sign Flexible Criteria Full Online Capability USING OUR SIMPLE DEALER PORTAL

Faster Payouts POS

Free POS Material Dedicated Account Manager

TO HELP YOU GET THE MOST OUT OF YOUR NON-PRIME BUSINESS

GET IN CONTACT TODAY. frfl.co.uk/car 0115 946 6260 enquiries@frfl.co.uk Registered Office: First Response Finance Ltd, Chetwynd Business Park, 5 Regan Way, Chilwell, Nottingham, NG9 6RZ. Registered in England No. 03560611. Authorised and regulated by the Financial Conduct Authority ref no. 309356. *on reviewcentre.com