Car Dealer Magazine: Issue 163

Issue 163 | October 2021 | CarDealerMag.co.uk | £6

P R OT E C T

A DEALER WARRANTY PARTNER PROTECTING DEALERS AND THEIR CUSTOMERS

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My review is definitely 5 stars.

YOUR E-MAGAZINE STARTS OVER THE PAGE

DRIVE TIME Issue 163 | October 2021 | CarDealerMag.co.uk | £6

FORECOURT: WE TRY OUT THE HYUNDAI KONA N, PORSCHE MACAN GTS AND LAMBORGHINI AVENTADOR S

REVEALED: USED CAR PRICE GROWTH REACHES RECORD LEVELS

INVESTIGATION: CUSTOMERS GET SNIFFY OVER NEW CAR DELAYS AS DEALERS BEAR BRUNT OF CHIP SHORTAGE INSIDE: WE LOOK AT SOME OF THE INDUSTRY’S MOST ECO-FRIENDLY ADVANCES

02 | CarDealerMag.co.uk

NEWS

• CAMBRIA BUYOUT AGREED • RECORD PROFIT FOR LOOKERS • TURNAROUND AT PENDRAGON • ASTRA-E DUE ON SALE IN 2023 • CAZOO TRADES ON WALL STREET • DONNELLY OPENS £3M HONDA SITE • TAYCAN UPDATED FOR 2022 • COUNTDOWN TO CAR DEALER POWER

TIME’S RUNNING T UO R OF R UO Y NOMINATIONS! PLUS

WHAT WAS REVEALED AT THE MUNICH MOTR O SHW O 0 2 12 ?

Interview: We chat to Lotus boss about electric sports cars, dealer changes and hopes for future

BIG MIKE: DIGITAL DASHES ARE YET ANOTHER ‘INNOVATION’ TOO FAR FOR DRIVERS

CarDealerMag.co.uk | 01

The UK’s Best Used Car Warranty

02 | CarDealerMag.co.uk

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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

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CONTRIBUTORS James Batchelor, Darren Cassey, Rebecca Chaplin, Nigel Swan, Ted Welford, Jack Williams

FINANCE FINANCE MANAGER Kate Gordon

kate@blackballmedia.co.uk

ADVERTISING SALES MANAGER Kevin Day

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ACCOUNT MANAGER Michelle Searle

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WELCOME. T

he last quarter of the year is always a busy one for the motor trade – and it’s just as busy for us here at Car Dealer.

The latter part of our calendar is predominantly focused on awards and we’ve got three sets coming in quick succession.

First up is Car Dealer Power. All summer you’ve been voting in your droves for the best suppliers to do business with and the best manufacturers to represent.

Our survey lets dealers tell it how it really is and you never fail to disappoint.

Last year you let rip on the manufacturers that didn’t come up to scratch and this year it’s been no different.

The best have been singled out for high praise and we’re looking forward to revealing the results in our digital ceremony on October 13.

We’ll also be revealing the best suppliers to do business with. These are always fiercely fought for, and after a year where suppliers have dug deep to help their partners out, it will be a joy to celebrate those who have risen to the top.

Not long after that we’ll be revealing our latest Car Dealer Top 100 list, which showcases the most profitable new and used car dealers in the country.

This is the only list that ranks dealers of all types against each other on the amount of money they make. Compiled by the accountants at ASE Global, it always makes for interesting reading.

The past year has been transformative for many dealer groups and we’ve been reporting regularly on the website about some very impressive results. Some groups have doubled their margins during the pandemic, so the Top 100 could be very revealing indeed.

And on top of all that we’ll be back to our first live event since the pandemic when the Used Car Awards return to The Brewery in central London on November 29.

That might feel like a long way off but it’s really not – especially as nominations for the awards close on October 1.

We’ll be revealing the nominations list on October 8 after the first round of judging, and then the intensive mystery shopping stage begins. We take the judging for the Used Car Awards very seriously indeed so make sure your teams are on top form (I’m sure they always are).

Mike Brewer and I can’t wait to get everyone back together to celebrate and the support we’ve received for the event has been overwhelming.

Sponsors have flocked to support it – including our headline partner Black Horse once again – and we’re looking forward to the pre-dinner drinks and casino, staged by eBay Motors Group, plus the glittering afterparty, hosted by GardX. The used car industry has enjoyed one of the strangest years in living memory, with the prices of some cars going up by as much as a quarter as demand surges and new car shortages intensify.

It’s certainly been interesting to cover the ups and downs, and we’re looking forward to celebrating the successes at the event. To keep people safe, the venue will be asking for Covid passes to be shown, proving double jabs or a negative test – that way, hopefully we can enjoy it as we normally would. So buckle up and enjoy – these last few months of the year are going to fly by!

The used car industry has enjoyed one of the strangest years in living memory.

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

STEP INTO THE FUTURE

of vehicle retailing

ENGAGE

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TRANSACT

IGNITION. ISSUE 163 | OCTOBER 2021

48 CONTENTS

36 6

8

60 34 INTERVIEW

‘We’re investing in new dealers, but also a lot of our dealer base will come on the journey with us.’

6

INVESTIGATION

‘With what we’re observing we expect the growth rate to continue for some time to come.’

12

COMMENT

‘Tesla ignored my phone calls and seemingly had auto delete set for all my emails.’

19

Interview: Matt Windle Used Car Awards 2021 Munich Motor Show news Car news round-up News digest Feedback Supplier news Business news Car Dealer Live Finance

6 14 16 24 26 42 44 46 50 52

COMMENT James Baggott Big Mike James Litton

19 20 23

FORECOURT Hyundai Kona N Porsche Macan GTS Lamborghini Aventador S

32 34 36

INVESTIGATIONS Semiconductor shortage E10 petrol confusion Used car price growth

8 10 12

FEATURES Cool stuff to buy 41 Manufacturers going green 48 DATA FILE The Statistics LCV news Suppliers Guide Long-termers

54 56 58 60

REGISTRATIONS

‘While August is normally one of the quietest months these figures are still disappointing.’

54 CarDealerMag.co.uk | 05

INTERVIEW

LOTUS BOSS TALKS ELECTRIC SPORTS CARS, DEALER CHANGES AND HOPES FOR FUTURE

Lotus Evija

Lotus Emira

The man at the top of the British sports car manufacturer sat down with Ted Welford at the Concours of Elegance to discuss the brand.

F

rom glittering sports cars in James Bond films to financial disasters, then to upcoming model portfolios wowing motor show audiences before being entirely canned just a few years later, it’s safe to say few car firms have had more ups and downs than Lotus.

That was before it was taken over by Geely in 2017 – the Chinese automotive giant that’s turned Volvo around and is now set to do the same for this British sports car firm. Well, we say ‘British sports car firm’ loosely, as from next year there’ll be a Lotus SUV rolling out of a new factory in Wuhan. That’s how much the marque is changing with this fresh cash.

‘I’m not sure Lotus would have survived the past 18 months without Geely. I just don’t see how we could have continued without that backing,’ is the stark admission by Matt Windle, managing director of Lotus, who sat down with Car Dealer at the recent Concours of Elegance at Hampton Court Palace to discuss the brand.

Windle knows Lotus better than most – joining the firm in 1998 before heading up work on the Tesla Roadster (a model created by the brand’s in-house engineering division, based on the Elise) between 2005 and 2012.

After short bursts at Caterham and the now-defunct Zenos, Windle rejoined Lotus at the start of 2017 as chief body engineer. Since then, he’s climbed the Lotus ladder, becoming managing director earlier in 2021.

Just a few months after taking the top role, there was the unveiling of the new Emira sports car, which has already received more than 5,000 orders and left Lotus scrambling to find more production capacity to avoid lengthy waits.

Windle says the Emira is generally appealing to non-Lotus customers, mainly Porsche and Jaguar buyers, and will notably be the last petrol-powered car the firm makes as it switches to EVs – unsurprisingly something that’s proved controversial. As has the decision to make SUVs. ‘I understand that people won’t like what we’re doing,’ Windle says. ‘But ultimately, the aim of this is to build enough cars so that we can invest in new products so we can have a new sports car on the road every five years. That’s what we’re trying to do. But whatever the car is, it will be designed around the driver – that kind of DNA from our sports car will go up into other vehicles.’

These sports cars will also continue to roll off the brand’s long-running facility in Hethel, which has had more than £100m thrown at it this year alone to get it ready for the Emira and Evija – the latter being Lotus’s crazy 2,000bhp electric hypercar that acts as the halo model.

06 | CarDealerMag.co.uk

The whole business needs to change, from design to engineering, to how we deal with customers, to dealers, through to parts supply and aftersales.

Matt Windle, managing director of Lotus

We’re not in a position to ram electrification down people’s throats, but what we will do is make desirable cars that are great to drive and also electric.

Meanwhile, the ‘lifestyle’ models, as Windle calls them, will be produced in China.

This is all a big shift away from the Elise, Exige and Evora that have been the only Lotus models on offer for more than a decade, which all get the axe as part of this push.

It’s one that, unsurprisingly, means some big changes are needed at Lotus, not least to its dealer network.

Windle says: ‘The whole business needs to change, from design to engineering, to how we deal with customers, to dealers, through to parts supply and aftersales.

‘So we’re investing in new dealers, but also a lot of our dealer base will come on the journey with us.’

Despite that, Windle is expecting to lose some long-standing dealers that won’t be able to invest into its new corporate identity.

He says this ‘will be a shame as I know they’ve been involved with Lotus for a long time’, but he was frank in the fact that ‘businesses develop, businesses move on and that’s where we’re at’.

There will be gains, though. Just a few days after our interview, it was reported that Lotus plans to open 70 new showrooms in Asia.

Asked if Lotus dealers would all become grand, glass-fronted, Porsche-style ‘Centres’, Windle said: ‘No, that’s not what Lotus is about. We’ve designed our retail strategy so it can be small. It could be a pop-up event or even in a shopping centre. But we’re setting a standard, as we want that across the world.’

The issue of electrification is one that’s never far away from an automotive boss’s lips, but Windle seems more confident than most about the journey there – he was, after all, the first to make an electric sports car with the Tesla Roadster.

‘We’re only nine years away from the UK government saying you can’t sell internal combustion engines, and while the infrastructure and the work that needs to be done to achieve that is huge, we’re confident we’ll get there.

‘We’re not in a position to ram electrification down people’s throats, but what we will do is make desirable cars that are great to drive and also electric. I think all you need to do is make desirable cars and then people will accept that no matter what the propulsion system is, it’s the car they want to have.’

And Windle’s hopes for the future? Well the brand’s Vision 80 plan takes it up to 2028, which will be the marque’s 80th anniversary. Before then, there will be four new electric cars, of which two will be SUVs. But what about after that?

‘What I want is for Lotus to be self-sustainable, to have paid back the funds from our investors, and that the revenue from our cars will be reinvested in products. If we do that, then we’re on our way.

‘The beauty of Geely is that you give them a strategy and they invest in that strategy. Now we just have to deliver – there are no excuses!’

The Lotus factory

I’m not sure Lotus would have survived the past 18 months without Geely.

Lotus Evija in the assembly hall

CarDealerMag.co.uk | 07

INVESTIGATION

CUSTOMERS GET SNIFFY OVER NEW CAR DELAYS AS DEALERS BEAR BRUNT OF CHIP SHORTAGE

The semiconductor crisis is hitting different manufacturers in different ways, James Baggott discovers, but it’s all having a serious effect.

S

ome car manufacturers are cancelling new car orders and asking customers to reorder different models as the semiconductor chip shortage worsens.

Car Dealer has been contacted by several disgruntled customers – one of whom was told their new Land Rover would need to be reordered and they would now have to wait 18 months instead of three for their new car.

Another, a BMW buyer, said he’d been told that his new 1 Series had been delayed for the third time and there was no estimate at all as to when it would be built.

The internet is awash with complaints from angry customers as the chip shortage affects some of the biggest car makers, including Ford, VW Group, Mercedes and BMW. Consumer titles such as What Car? and Autocar are also fielding angry complaints from people who are waiting for new cars.

Some manufacturers have been forced to quietly remove models from their lineups, drastically alter specifications and even supply some cars with a single key as semiconductors are sparingly used.

Dealer groups including Lookers, Vertu, Marshall and Cambria have all warned of new car production issues potentially impacting on their businesses in recent updates – and most showrooms are having to fend off angry customers affected by delays.

Peter Vardy told Car Dealer that some of the decisions being made by manufacturers were increasingly tricky to communicate to customers.

‘It’s a difficult position, and clearly we need to be careful about customer communication throughout this,’ he said.

‘I can see that the brands that just focus on producing the cars that make them the most money at this time might live to regret that.

‘Customers don’t forget how you make them feel, and there are plenty of folks unsettled post-pandemic and if we aren’t more careful we will have long-lasting guest dissatisfaction.’

Sytner chief executive Darren Edwards told Car Dealer that his group’s brands were being affected in different ways.

‘The majority of our manufacturer partners are impacted to a greater or lesser degree,’ he said.

‘Some models have significantly extended lead times and some have had standard features and options amended to enable them to still be built.

‘Some manufacturers have even reduced the amount of keys provided as standard.

‘Managing customer expectations under these unique circumstances is a skill that our teams have had to become very proficient at, and I am glad to say that because of their magnificent efforts it has not affected order take.’

8 | CarDealerMag.co.uk

Some models have significantly extended lead times and some have had standard features and options amended to enable them to still be built.

Darren Edwards

The semiconductor shortage, though, has had a serious impact on the car industry and is hampering its return to growth after Covid-19.

There are thousands of these chips in the average car that is produced and the shortage is predicted to last well into next year.

Marshall Motor Group boss Daksh Gupta told the Car Dealer Podcast that the manufacturers he represents were being affected differently.

‘Some are telling us they’re going to be down 50 per cent in terms of what stock is available, some are saying there’s not too much of an impact, and others are saying it’s about 25 per cent.

‘I think everyone knows there are supply challenges that we’re all facing at the moment.

‘It’s absolutely fascinating. I personally quite like challenges like this because it’s quite stimulating to navigate. I’m sure not everyone likes doing that, though.’

Haymarket Automotive editorial director Jim Holder – who oversees Autocar and What Car? – has been at the sharp end of customer complaints as his readers voice their concerns about the delays.

‘There is a degree of acceptance among the car buyers as they understand these are unprecedented problems and the fact they apply to almost all car makers – but it is clear that, for some, patience is wearing thin,’ he said.

‘Some believe they are being played by dealers and manufacturers eager to hold on to their deposits as they then push back time and again on when the order will be ready.’

Holder said it was clear that some dealers were better than others at managing customer expectations.

‘Just this week we have learnt of one customer who has bought a high-end SUV who has been told he will have to wait nine to 12 months for the car, but he is willing to do so because of the level of communication and understanding from the retailer, who he trusts to be on his side.’

But Holder added that it was evident that some dealers were simply not returning calls because, he suspects, they have sold all the cars they can get their hands on.

He said: ‘It’s critical OEMs and retailers remember that in most cases these are not orders lost, but orders delayed.

‘If retailers and OEMs want the customer to return to them, or stick with them, when the supply opens up again, then the impressions they make now are critical to earning any loyalty.’

Most analysts believe that while the chip shortage could ease towards the end of this year, the delays to the production of new cars could last until the end of 2022.

It’s critical OEMs and retailers remember that in most cases these are not orders lost, but orders delayed.

Jim Holder

Click here to watch why the semiconductor chip shortage affects car production CarDealerMag.co.uk | 9

INVESTIGATION

CUSTOMER CONFUSION OVER THE PUMPS The introduction of E10 fuel was supposed to improve things but instead many have been left scratching their heads.

H

igh-octane super unleaded petrol is in short supply across the UK after the introduction of the new E10 fuel at the start of September.

This blend of unleaded contains a 10 per cent ethanol mix made from fermented plants and is considered a ‘biofuel’, with a greener manufacturing process.

But the lack of information around the new fuel and its suitability for certain vehicles has led to confused motorists clearing the forecourts of super unleaded, which is still refined to the previous E5 ethanol blend.

One Tesco forecourt manager in Cambridgeshire reported running out of E5 fuel after his site had had a run on the company’s Momentum-branded petrol, which has an octane rating of 99 RON and is of E5 formula.

Similar shortages were reported nationwide, with one driver in Cornwall claiming to have visited six sites to find no E5 available.

The Department for Transport (DfT) says a fuel made from plants is closer to being carbon-neutral, as before the plants are fermented they naturally filter carbon from the air.

It says the switch to E10 in the UK will reduce carbon emissions by 750,000 tonnes a year – the equivalent of taking 350,000 cars off the road.

But inaccuracies with the government’s online E10 checker have left thousands of drivers unsure whether or not their cars can use the new fuel, with cars from different model years and identical engines (such as the Fiat Punto and Renault Clio) being listed as both compatible and incompatible.

There have also been inaccuracies reported with more recent BMW models not being E10-suitable when they are, while the site lists some classic models such as the original VW Beetle as being safe for use with E10 when they’re not.

The DfT is requiring the continued availability of a ‘protection-grade’ lower ethanol content E5 fuel for some high-performance cars and older vehicles, as they aren’t compatible with the higher ethanol content of E10. The ‘protection-grade’ fuel is the higher 10 | CarDealerMag.co.uk

Drivers who have no choice but to use super unleaded E5 petrol will be paying through the nose.

RAC fuel spokesman Simon Williams

octane 97+ super unleaded, which the government has committed to keeping available until at least 2026.

Sir Greg Knight, MP for East Yorkshire and chairman of the All Party Parliamentary Historic Vehicles Group, has warned the public to be alert and exercise ‘extreme caution’ before using E10, especially those with older models.

He questioned the effectiveness of ‘the obscure and vague warnings’ that have so far been given over incorrect E10 use and has raised his on-going concerns with the government.

Sir Greg warned: ‘I question the accuracy of this advice. The government needs to be clear, highly visible and accurate in its messaging.’

The introduction of the new fuel has also been criticised for its impact on fuel economy, as it burns less efficiently than the old blend.

RAC fuel spokesman Simon Williams said: ‘With the price of petrol at its highest for eight years [as of August 2021], those drivers who have no choice but to use super unleaded E5 petrol will be paying through the nose, as it’s averaging around 147p a litre – that’s 12p more expensive than the current UK average for standard unleaded. This will quickly mount up for anyone who has to drive a lot of miles to get to work every week.’

Around one million cars in the UK are reported to be non-E10 compatible, says the RAC, and Williams added: ‘It’s also probably the case that many of those driving older cars will already be from lower income backgrounds, so they will end up being even worse off.

‘And those with E10-compatible cars will unfortunately find they are getting fewer miles to the gallon as the fuel is less efficient than E5 fuel, due to it The online E10 checker has some inaccuracies containing five per cent more ethanol.’

The government needs to be clear, highly visible and accurate in its messaging.

Sir Greg Knight CarDealerMag.co.uk | 11

INVESTIGATION

USED CAR PRICE GROWTH REACHES RECORD LEVELS • PRICES HAVE HIT AN ALL-TIME HIGH, ACCORDING TO AUTO TRADER • INDEX REVEALS THAT GROWTH REACHED 17.2 PER CENT YEAR ON YEAR IN AUGUST • JAGUAR XK SEES BIGGEST HIKE IN AVERAGE ASKING PRICE – RISING BY 48.3 PER CENT TO £26,447

1. Jaguar XK Average asking price: £26,447 Price change: 48.3 per cent

by Jack Williams @JournoJack25

P

rice growth reached an all-time high in August as the used car market continues to boom, data from Auto Trader has revealed.

The Auto Trader Retail Price Index found that growth reached 17.2 per cent year on year last month.

It also saw the largest single month-on-month increase – up from 14.1 per cent

in July.

The spectacular figure was also more than double the rate of growth recorded in May, surging from an already very strong 8.1 per cent.

The index is based on a daily pricing analysis of around 900,000 vehicles, giving what Auto Trader says is an accurate overview of the state of the market.

It found that in August the Jaguar XK rose by 48.3 per cent to an average asking price of £26,447.

That was closely followed by the Jeep Grand Cherokee, which rose by 34.2 per cent to £20,704, and the Mazda MX-5 which jumped by 33.9 per cent to £13,091.

The market strength, fuelled by ‘massive’ levels of consumer demand, was reflected in a huge growth in traffic to Auto Trader over recent months.

In August, there were 70.2m cross-platform visits, representing a 36.4 per cent increase on the same period in 2019.

It also marked a record level of August consumer demand and is the second-highest number of monthly visits ever recorded.

Consumers spent 10 million hours researching their next car on the marketplace, which is an 18 per cent increase on 2019.

Richard Walker, Auto Trader’s director of data and insight, said: ‘To put the price movement into context, in August 2020 average prices were increasing at a rate of six per cent year on year, which at the time marked a new record.

‘Whilst few could have imagined that a year later growth would be accelerating at nearly three times that rate, we’ve said throughout the pandemic that we anticipated sustained levels of growth fuelled by the strong consumer demand in the market, even when other commentators predicted a collapse in prices.

‘It reinforces the importance of being data-led in all aspects of your business, especially when the market is moving so quickly.

‘The data still indicates exceptionally strong levels of used car demand, which has been given an additional boost from the ongoing new car supply constraints.

‘With what we’re observing we expect the growth rate to continue for some time to come.’

12 | CarDealerMag.co.uk

The data still indicates exceptionally strong levels of used car demand, which has been given an additional boost from the ongoing new car supply constraints.

Richard Walker Auto Trader’s director of data and insight

Data supplied by Auto Trader

2. Jeep Grand Cherokee Average asking price: £20,704 Price change: 34.2 per cent

3. Mazda MX-5 Average asking price: £13,091 Price change: 33.9 per cent

4. Audi RS3 Average asking price: £40,731 Price change: 33.4 per cent

5. Citroen Grand C4 SpaceTourer Average asking price: £22,651 Price change: 32.4 per cent

6. Hyundai i30 Average asking price: £11,006 Price change: 30.02 per cent

7. Mitsubishi Shogun Average asking price: £17,886 Price change: 29.7 per cent

8. Jaguar XKR Average asking price: £25,960 Price change: 28.7 per cent

9. BMW X3 Average asking price: £28,196 Price change: 26.7 per cent

10. Land Rover Discovery 4 Average asking price: £22,596 Price change: 25.4 per cent CarDealerMag.co.uk | 13

USED CAR AWARDS

We’re back at The Brewery for our glittering event so hurry to get those votes in!

Time is fast running out for nominations for the 2021 Car Dealer Used Car Awards.

D

ealers are being encouraged to put themselves forward for recognition by the most prestigious awards in the used car industry – with more than 20 categories open for nominations.

After coronavirus restrictions saw 2020’s Used Car Awards ceremony go digital, 2021's event – sponsored by Black Horse and hosted by TV’s Mr Wheeler Dealer Mike Brewer – will return to The Brewery in London as a physical event.

To be in the running for one of the industry’s most coveted awards, dealers only need to click the link below to be taken to the dedicated form – and it’ll take just minutes for them to submit their nominations.

The highlight of the used car calendar will be held on the evening of Monday, November 29. The Brewery has agreed to only host the event if social distancing restrictions have been lifted. If they return for the winter, the event will be postponed and moved wholesale to 2022.

Not only are dealers being encouraged to put themselves forward for nomination, but companies and suppliers are also being urged to snap up the last remaining tables and sponsorship packages – details are on the next page.

Brewer said: ‘We know how desperately the industry wants to get back together and celebrate the amazing achievements it has pulled off since the start of the pandemic – and we’re sure the Used Car Awards will be it.

‘We’ve spoken at length to The Brewery and they are confident that the government’s road map out of these restrictions mean we will be able to hold the event as normal in November.

‘I can’t wait to see everyone again and enjoy the industry’s biggest Christmas party.’

Car Dealer founder James Baggott added: ‘We know that this event will only work if social distancing is a horrible memory and not in place. The venue is fully aware of that, too. We want people to enjoy each other’s company and celebrate as they would have done in the past. But we must ensure the event is safe and enjoyable. So if social distancing returns, we will simply move the event on to the same time of year in 2022.

‘We hope that’s not the case, but we want to give sponsors and those who have booked a table comfort that there is a plan.

‘Importantly, and for added comfort, we’ve decided not to bill anyone until we get a guarantee from the venue that the event can go ahead.

‘I can’t wait to see everyone again in person. It’ll be quite a party, that’s for sure.’

Sponsors that have already signed up for the event include GardX, iVendi, Carwow, the RAC Dealer Network and Auto Trader.

The pre-dinner drinks and a post-awards fun casino are being hosted by eBay Motors Group, with an afterparty as well, to be hosted by GardX.

Click here to go to the Used Car Awards nominations form 14 | CarDealerMag.co.uk

We know how desperately the industry wants to get back together and celebrate its amazing achievements.

Mike Brewer

Nominations close on October 1

#UCAwards

Mike Brewer and James Baggott can’t wait to welcome everyone again to the industry’s biggest Christmas party

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CarDealerMag.co.uk | 15

DASHBOARD

BMW i Vision Circular

Sustainability has been a big theme at this year’s shows, with car makers across the board acknowledging the need to be more ecoconscious with how vehicles are manufactured and used. It’s evident with BMW’s i Vision Circular, too, which is a recyclable car made entirely from recycled materials.

With a quirky exterior design, it’s an out-andout concept car, but one that could give us an idea about the look of future BMW models.

MUNICH MOTOR SHOW 2021

WHAT WAS REVEALED? Coronavirus put motor shows on hold for some time but the IAA has been one of the first to return.

Darren Cassey went to Germany to report on it.

L

ast year, the Geneva Motor Show was the focus of the entire motoring community when it became one of the largest events to close its doors as the coronavirus pandemic swept across the globe.

Large-scale events have remained off the cards for some time, until now with the IAA Mobility event – or Munich Motor Show as it’s more commonly known – welcoming back the press and members of the public to view some of the very latest cars.

It was a day of big reveals, with some key manufacturers showcasing what’s set to hit the roads over the coming years and beyond. We take a look at 12 of them here...

Dacia Jogger

Dacia may have revealed its latest model – the Jogger – earlier in September, but it wasted no time in getting a version on the stand at the Munich Motor Show. Expected to become the UK’s cheapest seven-seater, the Jogger is a completely new style of car for Dacia in Britain.

A spacious interior and a large boot ensure the Jogger is good for families, while a hybrid version is expected to join the fray soon, bringing down fuel costs.

Volkswagen ID. Life

The ID. Life was one of the stars of the show, with this compact EV’s quirky looks and compact proportions really catching people’s attention.

But it was the price – around €20,000, or £17,000 – which really got everyone talking.

It’ll sit atop Volkswagen Group’s MEB platform and act as the entry point to the ID range of cars, too.

Mercedes EQB

Although Mercedes gave us an initial look at the EQB earlier in the year, it was only confirmed that the car would be available with either front- or all-wheel-drive – at the Munich Motor Show.

Adding to Mercedes’ range of EQ-badged cars, the EQB will be arguably one of the most family-friendly models in the line-up.

16 | CarDealerMag.co.uk

Renault Megane E-Tech Electric

The new Megane E-Tech Electric – showcased at this year’s show – is the first of Renault’s wave of new EVs. Featuring an innovative interior and a chunky exterior, it’s a car that isn’t some showonly model but a fully production-ready option.

With a range of up to 292 miles, it’s set to be really competitive in what is becoming a very wellpopulated segment.

Mercedes EQG

Mercedes has had an overwhelming presence at this year’s show, bringing a real flurry of new models and concepts. The EQG is an electric version of the firm’s popular G-Class, incorporating many of the latter’s chunky styling and rugged underpinnings but with a zero-emissions powertrain.

It’s likely that the road-ready version will look largely the same, and Mercedes has already committed to ensuring that this EV will enter production.

Mercedes EQE

Cupra Urban Rebel Concept

Mercedes-Maybach EQS

Mercedes-AMG EQS 53

Porsche Mission R

Hyundai Ioniq 5 Robotaxi

Mercedes wasn’t resting on its laurels with the EQB and added yet another car to its EQ range.

Essentially an electric saloon of a similar size to the firm’s ever-popular E-Class, it’s slightly shorter than the EQS but boasts loads of interior space and a particularly high-tech screen setup.

Available with a range of battery sizes, the tip-top EQE models will be able to return up to 410 miles from a single charge.

Mercedes has been going from strength to strength with its electric cars, but AMG – the firm’s performance arm – had yet to tap into any of the electric action. That was until now, with the new EQS electric car.

The EQS 53 offers up 750bhp and more than 1,000Nm of torque – enough to send it from 0-60mph in just over three seconds.

Cupra has been coming on song in recent years, bringing cars such as the Formentor and new Leon to market as it really makes a name for itself as a separate entity to exparent company Seat. It too is focused on electrification, and its latest concept – the Urban Rebel – is a showcase of this.

Taking design cues from motorsport, it features a huge rear wing plus an extreme bodykit – both of which are unlikely to make their way on to the production model.

Although Porsche refrained from showcasing any new road cars, it made an impact with the Mission R – a vision of how the future of motorsport could look.

Thanks to a twin-electric motor setup, the Mission R produces more than 1,000bhp and can manage 0-60mph in 2.6 seconds, plus it’s capable of recharging its batteries from five to 80 per cent in just 15 minutes.

Maybach – as Mercedes’ luxury division – is well known for making some of the most exclusive cars around and now it’s turning its attention to electric. The EQS will be the firm’s first electric model and this concept is said to be very close to what the full production version will look like.

Due to arrive in 2022, it’s a car practically dripping in features.

Hyundai’s main focus was on promises for the future. It has announced that it’ll go electric-only in Europe from 2035, for instance, while also committing to becoming carbon-neutral by 2045.

However, it also showed off a ‘robotaxi’ based on its new Ioniq 5 EV. With level 4 autonomous technology, the Robotaxi is expected to be available to use through ride-hailing services from 2023.

CarDealerMag.co.uk | 17

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Tesla promised so much but it failed to deliver – big time

B

It was like I’d farted on a first date: Tesla ignored my phone calls and seemingly had auto delete set for all my emails.

uying a new car should be a wonderful, event-packed experience that you remember for the rest of your life.

Many in the motor trade seem to forget that the majority of drivers never actually get to savour the feeling of driving away in a brand-new, fresh-plated car. So, for the few that do, making the experience memorable is absolutely vital. I see it regularly on social media, especially around plate-change month – many dealers that make the effort to thrill their new car buyers with some theatrics when they come to pick up their cars.

A bunch of flowers here, a cover draped over the car in a handover bay there, and someone taking the time to present the keys with care and attention makes the big day even more unforgettable for those lucky buyers.

It’s interesting, then, how some dealers and manufacturers still get it so unbelievably wrong. Let me introduce you to one: Tesla.

Before my summer break, I decided to take the plunge and ordered a Model 3. The process at the beginning was all carried out online. A web page let me choose the colour and options and I paid a £100 deposit to get the car ordered while I was sitting in my car, parked up at the beach.

It was all pretty simple and, I must say, all rather impressive. I did have to call the local dealership (colloquially known as a ‘store’ in Tesla-speak) and talk to a helpful chap who explained the finance options in more detail.

I somewhat fazed the Tesla team too when I explained that, despite ordering the car in July, I didn’t actually want to take delivery until the new reg arrived in September.

They were flabbergasted by the fact I didn’t want the car right then, but told me not to worry and said they’d be back in touch in late August to sort the finance.

Tesla is selling Model 3s at such a rate of knots that as soon as they arrive someone else wants one. I suppose that’s the benefit of having cars with few options or discernible differences – most people will choose something similar, so the cars are pretty much interchangeable between buyers.

I submitted a finance application for my company – because my accountants had said this was the most sensible way of doing things. The tax incentives for electric car purchases via a business are frankly ludicrous, so it was stupid not to.

Unfortunately, that wasn’t quite so straightforward, as the finance needed a personal guarantee from me – and it was at this point I might as well have turned into the corner of the room and started talking to the wall.

It was like I’d farted on a first date: Tesla ignored my phone calls and seemingly had auto delete set for all my emails because, try as I might, I simply couldn’t get hold of anyone. The salesman I spoke to originally about the finance had disappeared off the face of the earth – presumably on one of Musk’s spaceships – and whatever I did to try to get through failed miserably.

I got colleagues to help – perhaps I really had annoyed Tesla somehow (plausible theory) – but they were ignored, too. I sent a text to the press team, who thankfully did respond, saying someone would be in touch. Even that didn’t work.

In fact, having now written this down, it sounds even more ridiculous. But it happened. Needless to say, after being ghosted by Tesla, I decided to cancel my order.

If they couldn’t answer the phone when I was trying to buy a car, what on earth would they be like if I ever had a problem with it? I can’t help but think this would have all been a lot easier if I’d been able to drop into the dealer and talk to a human. I get that for standard orders, clicking and delivering cars is pretty easy – probably better – but for orders like mine you can’t really beat popping into a showroom and getting things sorted. My search for an electric car continues...

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 | 19

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.

20 | CarDealerMag.co.uk

COMMENT

Digital dashes are yet another ‘innovation’ too far for drivers

S

ometimes a supposed ‘innovation’ comes along and I wonder what all the fuss is about. Especially if it involves the kind of technology that tries but fails to reinvent the wheel.

On modern cars, my two pet hates are automatic windscreen wipers and keyless ignitions – the former because I’m usually better at working out the difference between rain and bug splatter than a sensor (and I genuinely believe that if someone is too stupid to turn on their windscreen wipers themselves when it’s raining, they probably shouldn’t be driving at all), the latter because in the days before keyless ignitions, I had a very handy place to slot my car key rather than driving around with an uncomfortable lump in my pocket or said ‘key’ sliding around the centre console every time I go around a corner.

Daft inventions, both of them. And as for daytime running lights... Well, I get that they’re well intentioned, but the number of idiots I see driving around in the dark with no idea they haven’t got their lights on is bonkers. Sadly, there is a sub-intelligent level of the population for whom spoon-fed technology just serves up even greater stupidity.

But for this year, I have a new pet hate: digital dashboards.

Every car seems to have one these days, and they’ve all got silly names like i-Cockpit, Virtual Cockpit or, in the case of one manufacturer, the Driver Information Centre – or the DIC for short. There’s a theme there, isn’t there?

Buy yourself a late-model Audi and while it will be a splendid car in many respects, you might accidentally fiddle around with the infotainment system and suddenly find yourself staring at kilometres per hour, or a map of some German town you’ve never been to. I was looking at a couple of seemingly identical Audis at a mate’s main dealership from where I source a lot of decent part-ex stock and couldn’t understand why the dials were different in each, at which point he told me they weren’t and went on to bore me senseless taking me through menu after menu after menu of options, colour themes and layouts.

Frankly, I don’t care – and for the used market it’s just another thing to either go wrong or confuse the pants off customers, as well as us sales folk. All I need from the instrument panel of my car is to know what speed I’m going, whether I’m about to run out of petrol and if there’s anything wrong with my car that shouldn’t be. And maybe how warm or cold it is outside, as like so many Brits I’m a weather obsessive.

I don’t need multiple options, choices of fonts or to rearrange my dials and put them where I want them. I’d rather the manufacturer did that for me. After all, fiddling with your DIC while driving could lead to an accident...

Anyway, we’ve been here before, and it didn’t really work. It wasn’t the first car to have one, but back in 1986 I was working in a Jaguar main dealership when the new XJ40 came out. Among its many ‘innovations’ was an LCD dashboard and warning cluster, with Jaguar proudly boasting that it contained more electrical wiring than a Boeing 747.

Considering it was thrown together by a bunch of underpaid Midlanders who spent several weeks a year on strike, I never really saw that as an advantage, and my concerns were completely founded when they all started coming back under warranty, including one claim for an entire new engine after the owner got so sick of the trip computer telling him lies that he ignored a low coolant warning that (for once) wasn’t crying wolf. For the facelift, Jaguar fitted old-school dials.

After that, I had a Citroen franchise for several years, which was pretty brave given I operated in the Austin-Rover heartland and that most locals who didn’t want a car from

There is a sub-intelligent level of the population for whom spoon-fed technology just serves up even greater stupidity.

Old versus new: The dashboard from a Vauxhall Astra GTE, left, and above, the modern version from one of the latest Audis Citroen BX

‘The Firm’ made that decision because they wanted something more reliable, and not a French flying saucer with weird fluid-filled suspension and a reputation for electrical faults.

But our customers were loyal and we made a decent living out of it.

In around 1987 or 1988, we were flown to France to have a look at the company’s most exciting innovation yet in the form of the Citroen BX ‘Digit’. So called not because it resembled an index finger, but because the dashboard did away with conventional dials completely (the BX had already binned off an indicator stalk in favour of an annoying switch, so why not?) and replaced them with a complex array of multi-coloured lights, including a fault-finding schematic of the car that lit up in the exact area where something had gone wrong, which was fairly frequently if you looked at our warranty revenues.

Indeed, a couple of us quipped that it was a wonder the whole car didn’t light up, much to the annoyance of our Gallic hosts.

But this was the 1980s, and that dashboard was as cool as a Casio calculator. The speedometer was no longer a dial but a big green number in front of you. The rev counter went up and down in a bar like a graphic equaliser, and the odometer was shrouded by green bars that flickered to simulate motion as you drove. Meanwhile, ahead of the gear lever was a trip computer with a multitude of buttons that brought up all sorts of information, such as your mpg and average speed, in the same green graphic with which you could make your adding machine say ‘BOOBIES’.

It was both brilliant and awful in equal measure, and it was dropped after a year because it turned out that nobody wanted to pay extra for it when an analogue dial and a fuel needle gave you the same information at list price.

Vauxhall had a similar thing, too, but forced you to have it as standard on the Astra GTE and Carlton GSi 3000.

Today, the feature is hugely cool in a retro kind of way, but back in the day it was just another thing to go wrong, and I had many a used example through the books that needed the entire instrument pack removing and resoldering just to make it work.

I do wonder if today’s DICs and Cockpits will go the same way and (much like my old microwave) some very posh cars get scrapped because they have ‘no userserviceable parts inside…’

Fiddling with your DIC while driving could lead to an accident...

But this was the 1980s, and that dashboard was as cool as a Casio calculator.

CarDealerMag.co.uk | 21

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Giving you more, so you can do more.

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22 | CarDealerMag.co.uk

Finance Compliance Funding Insight

Is there a slow puncture ahead with the used car prices phenomenon?

T

I’d speculated that when the country went on holiday in August we’d see some cooling of demand and prices, but it just didn’t happen.

he motor trade has two distinctive character types working within its environs. There are the optimists: they bravely see a profit in any old bit of tat or believe that their master technician can eliminate the dash rattle that barely registers an octave.

Then there are the pessimists. The pessimists only see window shoppers not buyers or order the wrong part for the wrong job.

However, even the most bitter company mood hoover would be hardpressed to see any negative aspect of the dramatic and continued increase in used car prices.

The question that anyone involved in used cars (including the public) is asking is: are we experiencing a used car bubble?

Having posed that very question to a former colleague and used car expert last week, he likened the used car phenomenon to a tyre rather than a bubble, his opinion being that at the point the tyre hits the nail in the road, we will see a slow puncture rather than a shredding.

Like many industry commentators, I cannot believe the scale of increase in used car prices over the past six months. I’d speculated that when the country went on holiday in August we’d see some cooling of demand and therefore prices, but it just didn’t happen. Consumer appetite stayed strong, despite the majority of the nation being camped in Cornwall, Norfolk or various stretches of the M5.

The early signs in September are that consumer demand has increased but supply is as miserly as before.

There are certain pockets of cars that do seem to be at the zenith of their potential value. Many up-to-year-old cars are achieving close to list price at a wholesale level, which is in turn resulting in an over-list retail starting price. While that might not be uncommon in the prestige market, particularly with high-cost variants, it is not uncommon to see a Ford Fiesta or Nissan Qashqai in the same boat.

The million-dollar question is when does the tyre hit the nail? It is clear now that double vaccination does not result in immunity from Covid and cases are slowly on the rise, despite the UK being a country with exceptionally high vaccination rates. As children return to school and some of the previously adhered-to protocols such as mask-wearing and hand-washing could wane, consumer confidence could be affected.

There are also predictions that the semiconductor shortage that is responsible for much of the supply problems could start to ease from the end of quarter four and that factories could start to return to former capacity levels, but that is also dependent on Covid rates in countries involved in the supply chain.

For me, one factor that doesn’t seem to be mentioned in many articles is inflation. Even if the demand cools and supply starts to ease, there is huge potential for a strong growth in inflation because of increased transportation costs, wage growth and the need for OEMs to strengthen balance sheets resulting in a big price rise in new cars.

We should all enjoy this halcyon period of buying a car and it being worth the same if not more in three months when you want to get rid of it – a moment in time surely none of us will forget.

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 | 23

DASHBOARD

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

LAND ROVER

Defender V8 Bond Edition celebrates 007 role LAND Rover has created a special-edition version of its Defender V8 to highlight the car’s involvement in the upcoming James Bond film No Time To Die. Called the Defender V8 Bond Edition, it’s being limited to just 300 units worldwide, of which only 15 units will be heading to the UK. Divided between five Defender 90 and 10 Defender 110 body styles, the special model is based on the regular V8 but gains a host of unique touches such as 22-inch gloss black wheels.

SSANGYONG

Latest Musso has fresh design

LEXUS

New NX to start from £38,300 LEXUS has announced pricing and specifications for its new NX mid-size SUV. The second-generation NX brings a new design and revised powertrains alongside enhanced technology and safety equipment.

The range kicks off with the NX 350h – priced from £38,300 – with standard equipment including a 9.8inch infotainment system. It uses a conventional hybrid system with 239bhp. But the big addition is the plug-in hybrid NX 450h+ which uses a 2.5-litre engine with twin electric motors for 302bhp.

24 | CarDealerMag.co.uk

VAUXHALL

Electric Astra-e to go on sale in 2023 with likely range of up to 300 miles VAUXHALL’S Astra-e – the electric version of the eighth-generation hatchback – will go on sale in 2023.

It’s the first time the Astra has been offered as an EV, and it’ll join the firm’s other zero-emission vehicles, including the Corsa-e, Mokka-e, Combo-e Life and Vivaro-e Life.

Vauxhall hasn’t confirmed any details of the Astra-e’s powertrain, but it’s likely to use the SLTA Medium vehicle platform from the firm’s parent company Stellantis.

This can use batteries of between 60kWh and 100kWh, with the hatchback likely to have a range of 250 to 300 miles.

SSANGYONG’S new Musso has arrived in UK dealerships priced from £23,495 ex VAT. The rugged pick-up has a new exterior design with an ultra-large grille dominating the look.

Its five-seat crew-cab layout uses a diesel engine with 179bhp and 420Nm of torque.

Capable of returning up to 29.5mpg combined, the engine also takes it from 0-60mph in 11.7 seconds with the six-speed automatic gearbox, or 11.1 seconds with the six-speed manual.

GENESIS

G70 and GV70 to join larger siblings MERCEDES-AMG

First performance hybrid revealed GENESIS’S G70 saloon and GV70 SUV will cost from £33,850 and £39,450 respectively.

Both will be introduced to the UK later this year, bringing the firm’s range here to four, joining the larger G80 and GV80. The new models share similar design cues to their larger siblings, with the prominent grille and quad split headlight design making them stand out on the road.

The G70 is offered with a 2.2-litre diesel engine and 2.0-litre petrol, both getting an eight-speed automatic gearbox and rear-wheel drive.

JAGUAR

XF and XE line-ups enhanced with high-spec R-Dynamic Black trims JAGUAR has updated its XE and XF model line-ups to include a new R-Dynamic Black trim.

The grade was already available on the XE but has now been improved, while it is new on the XF. The XF gets bespoke gloss black elements, 19-inch gloss black wheels, tinted windows, a sliding or fixed panoramic roof and red brake callipers.

The XE gets a very similar specification, with an exterior black pack, a sliding panoramic roof, tinted windows and unique contrasting black side sill inserts and door mirrors.

SKODA

Fourth-gen Fabia is on its way

PORSCHE

Taycan updated for 2022 with longer range and more options PORSCHE has announced new updates to its electric Taycan, giving a longer range and a host of new colour options.

Applying to both the Taycan four-door and Cross Turismo estate model, they promise a greater real-world electric range thanks to various tweaks, says Porsche.

In Normal and Range driving modes, the front electric motor is almost entirely decoupled, while the electric motors essentially switch off when the car is coasting or at a standstill.

These tweaks maximise the efficiency of the model, although Porsche says the models won’t be retested, and therefore the claimed range of up to 301 miles will remain the same as before on paper.

THE fourth-generation Skoda Fabia will cost from £14,905 when it goes on sale in the UK in late September.

It’s the most spacious car in its segment and comes with more advanced safety and assistance features than before. Four trim levels will be available from launch, to be joined by a fifth in early 2022.

There are also four petrol engines. The 64 and 84bhp units have a five-speed manual, the 94bhp option has a six-speed manual, and the 109 gets a seven-speed auto.

MERCEDES-AMG has introduced its first performance hybrid vehicle, which is said to draw on Formula 1 technology.

The Mercedes-AMG GT 63 S E Performance – to give it its full name – uses a V8 petrol engine that works with an electric motor and battery on the rear axle.

It’s the most powerful production vehicle to come from AMG, making 831bhp and 1,400Nm of torque.

The result is a 0-60mph time of 2.7 seconds, while 124mph comes up in under 10 seconds and the top speed is 196mph.

VOLKSWAGEN

Facelifted Polo is available to order VOLKSWAGEN’S new Polo is now available to order, costing from £17,885.

The facelifted hatchback brings a new look, more upmarket interior and additional technology to the brand’s best-selling supermini.

The range kicks off with Life trims, including an eight-inch digital cockpit display as standard. Move up to Style and you’ll find front and rear parking sensors as standard alongside, for example, 16-inch alloy wheels and two-zone climate control.

CarDealerMag.co.uk | 25

DASHBOARD RESULTS

Lookers profit hits record £50.3m

LOOKERS has pledged to repay £4.1m of furlough cash after posting a record first-half underlying profit of £50.3m.

In a stock market update on September 9, the dealer group – which made a £36.5m loss in the same period last year – said it had decided to hand back part of the cash it received from the government in 2021. The profit figures include £12.7m of government support, but the group will ‘voluntarily repay’ the furlough cash it was given before the end of this financial year.

SPONSORSHIP

Arnold Clark signs up to This Morning

HERE ARE TASTERS OF STORIES YOU MAY HAVE MISSED

NEWS DIGEST CLICK ON THE PICTURES FOR THE FULL STORY

AWARDS

Shortlist is revealed as countdown to the big event on October 13 begins – make sure to save the date!

CAR dealers across the country have now had their say in this year’s Car Dealer Power – and the time has come to reveal the awards shortlist.

Our survey has been running for four months, collecting the opinions of dealers up and down the country on the best suppliers to do business with and the best car manufacturer to represent.

The number-crunching to determine the winners and highly commendeds has now begun, ahead of this year’s digital event on our YouTube channel at 6pm on Wednesday, October 13. Before then, though, click on the image above to find out who is in the running for one of our coveted Car Dealer Power trophies.

FLOTATION

Merger sees Cazoo trading on Wall St

ARNOLD Clark has announced a new partnership with ITV’s This Morning show.

The multi-year deal, which began on September 1, spans broadcast, digital and app, social media and content, plus experiential and licensing.

The idents have been created

by Arnold Clark’s film team and ‘showcase relatable, real-life moments featuring the family car in a range of creative scenarios which also pay homage to This Morning’s signature presenting style’, said the dealer group.

26 | CarDealerMag.co.uk

CAZOO founder Alex Chesterman raised a fist in triumph as he rang the New York Stock Exchange bell to signal that the online car retailer had completed its merger with special purpose acquisition company Ajax I to start trading on Wall Street.

They have combined under a new holding company called Cazoo Group. Cazoo said it would receive more than $1bn (£728m) before expenses from the flotation – valued at $7bn (£5.1bn) to $8bn (£5.8bn).

REPRIEVE

It was like I’d farted on a first date: Tesla ignored my phone calls and seemingly had auto delete set for all my emails.

James Baggott p19

Lindop Brothers gets green light for plans

TOYOTA dealership Lindop Brothers in Wrexham has been handed a surprise reprieve after its expansion plans were approved despite twice being recommended for rejection.

Chief planning officer Lawrence Isted had concerns about the impact the expansion would have on green barrier land. Owner Steve Hopewell feared closure if the plans were thrown out, and Wrexham Council decided to ignore the official advice, giving them the green light.

Auto Trader to incorporate admin fees.

Supplier News: p44

‘The wail of the engine fills the cabin and overwhelms your senses as 12 cylinders fire at an increasingly rapid pace’ Forecourt: p36 OFFER

Shareholders agree to CEO’s buyout

INTERIMS

CELEBRATION

Double doggy delight Pendragon posts £35.1m pre-tax profit for Bowker Mini

T S A C D PO Driven by

CAMBRIA Automobiles shareholders have agreed to an £82.5m buyout by chief executive Mark Lavery.

An announcement posted on the London Stock Exchange on September 14 said the offer by Cambria Bidco – led by Lavery – had been declared unconditional to acceptances and wholly unconditional, with Cambria Bidco holding 76.01 per cent of Cambria’s shares. Lavery needed to reach a threshold of 75 per cent backing for his offer of 82.5p a share.

PENDRAGON defied analysts’ expectations with its interim results for 2021, posting a £35.1m underlying pre-tax profit after suffering a £31m loss during the same period in 2020.

Group revenue rocketed by 49 per cent to £1.8bn versus £1.2bn last year. The figures were driven by a 42.7 per cent rise in new car sales.

Its full-year profit prediction is £55m to £60m. Analysts Zeus Capital said the results for Pendragon were ahead of its expectations.

RUMOURS

Could Cinch be about to buy Motorpoint?

RUMOURS are circulating that online used car dealer Cinch could be about to make an approach for listed group Motorpoint.

Cinch is believed to be sizing up the used car supermarket business and could pay up to £500m to take it private.

The purchase would supercharge Cinch’s growth and follow in the footsteps of rival Cazoo, which bought used car supermarket group Imperial last year.

BOWKER Mini picked a perfect pack of pooches from its Preston site to celebrate International Dog Day. The herded hounds were also there to mark the new partnership between Mini UK and the Dogs Trust as the manufacturer aims to become the first officially dog-friendly car retailer by 2022. Bowker said canine behaviourists would help drivers ensure their doggy companions were content on car journeys.

Pictured is marketing executive Jess O’Neill with furry friends

OM R F M A E THE T EALER CAR DBOUT TALK ATEST THE LAAND NEWSVIEWS IN INTER EGULAR THIS R ST PODCA

EXPANSION

There is a sub-intelligent level of the population for whom spoonfed technology just serves up even greater stupidity.

Big Mike p20

Macklin Motors adds Vauxhall to Ford site

E R E H K C CLI

MACKLIN Motors has added Vauxhall car and commercial franchises to its Ford dealership in Dunfermline.

The dealer group is spending £1.7m on refurbishing the site, with each brand getting a full showroom revamp to include their own servicing and aftersales departments. Joe McCauley, general manager at Macklin Motors Dunfermline Vauxhall, said: ‘Adding the Vauxhall dealership is an exciting move for the group.’

PAST O T N E T S TO LI ES OF THE EPISODEALER CAR DASTS PODC Turn over page to catch up on more stories

CarDealerMag.co.uk | 27

DASHBOARD MOVE

Donnelly opens £3m Honda site

THE Donnelly Group has flung open the doors of its landmark £3m Honda showroom in Belfast.

Customers are now being welcomed to the new Boucher Road dealership after work was carried out during the summer.

It has twice the capacity of the former site, which was in the same road, and the group said it would enhance the customer experience. All the staff have transferred to the new premises.

From left, executive chairman Terence Donnelly, site director Paul Compton and MD Dave Sheeran

SUPPORT

Charity gets back on the road again

HERE ARE TASTERS OF STORIES YOU MAY HAVE MISSED

NEWS DIGEST CLICK ON THE PICTURES FOR THE FULL STORY

BOOST

Suzuki dealership helps out with use of Swace as Jim goes from selling cars to cleaning up rivers FORMER car sales manager-turned-environmentalist Jim Elliott – aka The Canoe River Cleaner – has been sponsored by Read Suzuki in Grimsby to help with his efforts.

He was furloughed last year and started using the time to clean up the Freshney, then his sales manager role at IJC Car Sales in Louth was made redundant this April because of the economic effects of the pandemic. He’s now made the ongoing clean-up a one-year crowdfunded project as he also seeks parttime work and has been given the use of a Swace Hybrid as transport for him, his canoe and equipment.

PRIDE

Huge sales growth at top LSH Auto site

TRUSTFORD Edgware has given a major boost to help people with learning disabilities.

Greenwich Mencap’s fundraising was hit by the pandemic and it suffered a further blow when its council transport was withdrawn. The dealership let it have a Ford Tourneo Connect at cost price, sorted out the livery and gave £750 from the TrustFord Trust.

Pictured are used car sales manager Kevin Crook, left, and general manager Paco Rodriguez with Greenwich Mencap director of services Terri Looker

28 | CarDealerMag.co.uk

LSH Auto’s flagship Mercedes-Benz showroom in Stockport is celebrating a huge growth in sales during its second year of trading.

The dealership – which launched in August 2019 – saw used car sales rocket by 72 per cent and new car sales increase by 47 per cent, but exact figures weren’t given. LSH Auto MD Martyn Webb said: ‘I’m proud of our team who have worked incredibly hard to overcome the challenges of the global pandemic.’

48.3 The percentage rise of the average asking price of a second-hand Jaguar XK in August.

Investigation p12

TV

Saturday night’s all right for sponsorship

USED car platform Motors.co.uk’s name is currently being seen on millions of TV screens every Saturday as headline sponsor of Paul O’Grady’s Saturday Night Line Up. The new comedy entertainment show began a six-week run on ITV on September 11, with a Christmas special set to air as well.

Motors.co.uk features prominently in the commercial breaks, with specially shot idents of car owners facing humorous questions.

Cool stuff: As the nights start to draw in, we’ve chosen some items to help brighten things Feature: p41 REFURBISHMENT

Capacity more than doubles at Summit

SUMMIT Garage in Dudley – the Black Country’s only MG representative – has more than doubled the capacity of its showroom from four vehicles to nine after securing a £150,000 finance package from its bank.

The workshop at the back was moved into the basement and the showroom expanded into the vacated space in the refurbishment.

MG head of franchising Gregory Webb cuts the ribbon, watched by sales director John Newey

CAMPAIGN

Feature: pXX

SIGN

I’d speculated that when the country went on holiday in August we’d see some cooling of demand and prices, but it just didn’t happen.

James Litton p23

FAB FOURTH

Dealers centre stage New dealership in Motorway TV ad fills ‘strategic gap’

USED car marketplace Motorway has launched a multi-millionpound nationwide advertising campaign across TV, outdoor, radio and digital channels.

Its all-new TV advert follows the journey of a Motorway customer enjoying the company’s end-to-end car-selling experience for the first time. It is set on an actual motorway and shows dealers racing against each other to reach a customer’s car, all bidding to secure the best price.

‘Quote.’

DEALER group Wessex Garages has opened its fourth Nissan dealership – in Newport, south Wales.

The company says the new showroom fills a ‘strategic gap’ in its Nissan territory, which now stretches from Cardiff across to Bristol and up as far as Gloucester.

The directors of Wessex Garages said they were delighted with the Newport opening as it marked the company’s return to the area after an absence of almost a decade.

Wrexham gets that Hollywood feeling

VANARAMA has revealed it was behind Wrexham getting its own Hollywood-style sign on a former slag heap.

The huge white letters measuring six metres high by 40 metres wide appeared out of nowhere and after a week of speculation, the National League title partner came clean by unfurling a massive banner to publicise the start of the season.

It’s now in talks about the sign becoming a permanent fixture.

COMBINATION

Showroom expands to include van sales

HENDY Group has added van sales to its Dorset Car Store site as part of an expansion programme.

The Ferndown showroom is now known as the Hendy Car and Van Store Dorset, and offers a range of commercial vehicles.

David Graham, head of retail commercial vehicle sales, said: ‘The Car and Van Store has been an extremely successful formula for Hendy and we are delighted to bring this combination to Dorset.’

BITE-SIZE Click on the text box for the full story

PROFIT: Steven Eagell Group has revealed profit rocketed 12 per cent during a pandemic-hit year as the group posted earnings of £76m for 2020. Despite lockdowns, it clocked up record revenue of £515m – up from £448m in 2019.

INVESTMENT: Charles Hurst Group has opened a Kia dealership in Newtownabbey as part of extra investment in its regional network and EV infrastructure. It takes the total number of Kia showrooms within the group to five

ANNIVERSARY: Family-owned dealer group Swansway is celebrating 18 years in business.

It is now made up of more than 1,000 staff, and to celebrate the occasion, birthday cupcakes were sent to all teams across all of the sites.

GREEN: DS Automobiles is to become an all-electric brand in three years’ time. Every model already has an electrified power unit, but from 2024, DS will stop making new models with traditional powertrains to focus entirely on EV production.

DELAY: Charity Ben has called off its Kilimanjaro Industry Leader Challenge for 2021 after Tanzania was left on the travel red list. The ascent was to have taken place between October 30 and November 8 but is now pencilled in for February 2022.

CarDealerMag.co.uk | 29

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FORECOURT

HYUNDAI KONA N Hyundai’s N division has turned its attention to the Kona. Darren Cassey finds out if it has the same sparkle as the i30 N.

Power

The Kona N is powered by a 2.0-litre petrol engine pumping out 276bhp

THE KNOWLEDGE Hyundai Kona N Price: £35,395 Engine: Turbocharged 2.0-litre petrol Power: 276bhp Torque: 392Nm Max speed: 149mph O-60mph: 6.2 seconds MPG (combined): 33.2 Emissions: 194g/km CO2

WHAT IS IT? Hyundai’s N division was introduced to us in 2013 on the firm’s World Rally Championship Cars, but it’s only been building performance versions of its road cars since 2017.

With former BMW performance boss Albert Biermann running the show, the i30 N burst on to the scene and immediately became one of the best hot hatches in its class. Since then, the i20 N has also won many plaudits, while the Kona N we’re testing here looks to make it three winners in a row.

WHAT’S NEW? The Kona has received a pretty extensive makeover. It uses the firm’s turbocharged 2.0-litre engine that has been tuned to produce more torque and better acceleration performance.

Other upgrades include an electronic limited-slip differential that improves acceleration out of corners – an essential feature in any serious front-wheel-drive car – as well as a noisy exhaust, drive mode selection and electronically controlled suspension.

WHAT’S UNDER THE BONNET? Hyundai N’s previous efforts have resulted in aggressively boosty engines that feel more powerful than their numbers suggest.

It doesn’t seem quite as punchy as it does in the i30 N, but put the throttle to the floor and there’s only momentary hesitation before the engine spools up and unleashes its power. In sportier modes, it has a harsh exhaust note and snaps rapidly between gears.

WHAT’S IT LIKE TO DRIVE? It’s impressively stable in corners, too, and being taller and shorter than the i30 N, that contributes to its sharp turn in. The high centre of gravity means you’re bracing against the seat as your body leans in, but you quickly learn there’s plenty of ability at your fingertips.

Unfortunately, the Kona is afflicted by similar complaints about other N cars – the suspension. Even in its softest setting, it’ll jiggle you around, especially at lower speeds.

HOW DOES IT LOOK? The Kona is already one of the smartest-looking crossovers at this price point, with its narrow running lights, dinky proportions and chunky grilles, but this has only been amplified with the additions of the N division.

32 | CarDealerMag.co.uk

Upgrades include larger, lightweight 19-inch alloy wheels, body-coloured cladding and fenders that make it look closer to the ground, an exclusive front grille design and red accents. At the rear, there’s a high ‘double-wing’ spoiler, diffuser styling in the rear bumper, an N-specific triangular third brake light and twin-exit exhaust tips.

WHAT’S IT LIKE INSIDE? It benefits from a mix of practical materials and more premium-looking sections. You get that elevated driving position that makes visibility decent, but it does feel a touch cramped for taller drivers. Naturally, there are some N upgrades, with the most obvious being the two drive mode buttons on the steering wheel that quickly let you change between comfier and more sporting modes. The leather-wrapped wheel is new, as are the paddle shifters, manual handbrake and heavily bolstered seats.

WHAT’S THE SPEC LIKE? There’s just the one specification on offer, with prices starting at £35,395. For the money, you get all of the mechanical upgrades mentioned earlier plus exterior and interior improvements. Further technology includes wireless smartphone charging, parking sensors, reversing camera and a wide range of driver assists.

WHAT DO THE PRESS THINK? Car said the Kona N nails its brief, while Top Gear said: ‘Few performance crossovers feel as close to a hot hatchback as this.’

WHAT DO WE THINK? We’ve come to expect great things from Hyundai N, and in the Kona it has worked its magic once more. When you’ve got the car set up for performance driving, it’s fast, sharp to respond and far more capable in corners than a crossover should be. It really is a great performance car.

However, the compromises away from comfort feel a bit too much. This is not a car you could comfortably drive the family around in every day, so it’ll mostly appeal to those looking for a more focused performance road car – which sticks to N’s more hardcore ethos.

If that’s the case, though, the i30 N hatchback is a bit more fun and capable.

TARGET BUYERS:

Inside

THE RIVALS:

The Kona N has two drive mode buttons on the steering wheel that change the feel from comfier to sportier modes.

People who want hot-hatch fun in a crossover package.

Ford Puma ST Volkswagen T-Roc R Cupra Formentor

KEY SELLING POINTS: 1. Serious hot-hatch tech.

2. One of the best handling in its class.

3. Looks great.

DEAL CLINCHER:

Impressive performance technology in a practical crossover.

Style Upgrades include bigger alloys, red accents and a ‘double-wing’ spoiler.

We’ve come to expect great things from Hyundai N, and in the Kona it has worked its magic once more.

CarDealerMag.co.uk | 33

FORECOURT

PORSCHE MACAN GTS

The Macan had begun showing its age in certain key areas – Jack Evans took the updated GTS model for a spin to determine if Porsche has resolved the issue.

WHAT IS IT? This is a second, subtle update ahead of a fully electric version hitting the roads in 2023. It gains revised looks, a more streamlined engine line-up and a less button-heavy interior.

WHAT’S NEW? The car gets a tweaked grille plus prominent diffuser at the back. Entry-level Macans still use a 2.0-litre four-cylinder petrol engine, but the Macan S ditches its older 3.0-litre V6 in favour of a more powerful 2.9-litre version. The range-topping Turbo is replaced by the car we’re in today – the GTS – which nearly matches its output.

WHAT’S UNDER THE BONNET? The Macan in GTS setup makes use of a 2.9-litre turbocharged V6 that kicks out a considerable 434bhp alongside 550Nm of torque. Driven via a seven-speed PDK automatic, it’s enough to send the GTS from 0-60mph in 4.3 seconds – or 4.1 when fitted with the optional Sport Chrono package as with ‘our’ car.

WHAT’S IT LIKE TO DRIVE? One of the best things about the Macan and continues to be so in this new version is how spot-on the driving position is, which means you’re starting off from a good point.

Well-weighted steering gives you the confidence to make the most of the engine’s power, while good levels of body control ensure you don’t actually notice its two-tonne weight as much as you may think. There’s a certain firmness to the ride at low speeds, but the quality of the damping means larger potholes don’t thump through to the cabin.

HOW DOES IT LOOK? The Macan has always been a smartly proportioned SUV and the subtle changes only enhance this. The tweaks made to this latest version give it added presence without completely overcooking it. These GTS-badged cars gain a host of black-coloured accents across the car, too, while the rear diffuser surrounding the car’s four exhaust pipes is bespoke to this model as well.

WHAT’S IT LIKE INSIDE? It’s inside where you’ll find some of the largest changes. It was one of the real weak spots of 34 | CarDealerMag.co.uk

Power The turbocharged V6 pumps out 434bhp and 550Nm of torque

THE KNOWLEDGE Porsche Macan GTS

Price (as tested): £85,276 Engine: Turbocharged V6 petrol Power: 434bhp Torque: 550Nm Max speed: 169mph O-60mph: 4.1 seconds MPG (combined): 24.1-25.0 Emissions: 258g/km CO2

TARGET BUYERS:

Drivers who want all the flavour of a Porsche sports car in a more practical layout.

THE RIVALS:

Mercedes-AMG GLC63 Audi SQ5 BMW X3 M40i

Looks The GTS gets a host of black-coloured details and a rear diffuser surrounding the quad exhausts.

Cabin With fewer buttons to press, the cabin has a far more minimalist appearance.

KEY SELLING POINTS: 1. Fine build quality.

2. Strong engine.

3. Understated looks.

DEAL CLINCHER:

The Macan might be starting to show its age but this GTS version shows there’s plenty of life in the old dog yet.

the older Macan: a head-scrambling number of buttons littered the central area around the gear selector, making changing settings and features a bit of a cumbersome task.

Now, however, these have been replaced in favour of touch-sensitive haptic buttons – much the same as those you’ll find on the latest Cayenne – which gives the Macan’s cabin a far more minimalist appearance. The gear selector itself has been made smaller too.

And although the general architecture might be showing its years, the attention to material quality is still excellent. Everything fits together beautifully – although we’d have to question the red-coloured plastic air vent surrounds on this particular car, as they cheapen the look of the cabin – madness, given they’re an extra costing £1,002.

WHAT’S THE SPEC LIKE? Prices for the Macan GTS kick off from £64,770 and for that you get plenty of standard equipment. Highlights include LED headlights with dynamic cornering lights and park assist for hassle-free manoeuvres. You also get a full instrument cluster that has a 4.8-inch colour display fitted into a ‘pod’.

A full infotainment setup with Apple CarPlay and 10-speaker sound system is fitted as part of the GTS’s standard list of equipment as well.

Our test car, with extras such as a panoramic sunroof (£1,166) and heated multifunction steering wheel trimmed in Race-Tex with carbon inlays (£1,158), tipped the scales at £85,276 – a considerable chunk of cash for a car this size.

WHAT DO THE PRESS THINK? Evo said: ‘New range-topping Macan GTS proves once again that Porsche can do practical and performance in one car.’

This remains an incredibly appealing SUV both in terms of dynamics and interior quality.

WHAT DO WE THINK? Porsche’s smallest SUV is going to have considerable in-house competition once the electric version arrives (the pair are set to be sold alongside one another), but these tweaks have ensured that up until that point it’ll still remain one of the best-handling cars in its class and one that will no doubt find favour with many drivers after performance and practicality.

Sure, the options list can easily send prices skyward, but go easy with the box-ticking and this remains an incredibly appealing SUV both in terms of dynamics and – thanks to this update – interior quality.

CarDealerMag.co.uk | 35

FORECOURT

LAMBORGHINI AVENTADOR S With Lamborghini phasing out its iconic V12 engine, Darren Cassey bids a sad farewell to one of the most exciting supercars ever made.

THE KNOWLEDGE Lamborghini Aventador S

Price (as tested): £304,555 Engine: 6.5-litre V12 petrol

Power: 730bhp Torque: 690Nm Max speed: 217mph O-60mph: 2.9 seconds MPG (combined): 14.7 Emissions: 460g/km CO2

Power The 12-cylinder engine pumps out 730bhp and can propel the Aventador to a 217mph top speed

WHAT IS IT? Introduced a decade ago, the Aventador has seen updates that have increased power and produced increasingly extreme versions. Most importantly, it will be the last car to get this iconic V12 engine in its purest form and will be replaced soon.

WHAT’S NEW? This model was introduced in 2016 as the entry level in the range, bringing a few updates to its predecessor, the LP700-4. It received various mechanical upgrades as well as styling tweaks for a fresher, more modern appearance. The engine was updated to provide more power, it was given four-wheel steering to improve handling and stability, plus uprated software for a sharper driving experience.

WHAT’S UNDER THE BONNET? It’s no exaggeration to say that this is one of the greatest engines of all time. The performance is frankly ludicrous, and if you put your foot down in lower gears there’s a violent surge of acceleration. It feels quick of course, but it’s the sound that really gets under your skin. The wail of the engine fills the cabin and overwhelms your senses as 12 cylinders fire at an increasingly rapid pace. Boy, will we miss stuff like this when it’s gone!

WHAT’S IT LIKE TO DRIVE? The Aventador is big, and it only feels lower and wider from behind the wheel. It’s surprisingly easy to drive at normal speeds, with well-judged steering weights, but once you pick up speed the car shrinks around you. There’s one downside and that’s the gearbox – the auto betrays the car’s age. Unless you’re in sport mode charging hard, it’s slow and sluggish to swap cogs. Incredibly annoying, but a small sacrifice for the overall experience.

HOW DOES IT LOOK? There really is nothing else quite like an Aventador on the road. Sharp angles dominate this

36 | CarDealerMag.co.uk

Looks

PICTURES: DARREN CASSEY

The Lambo sits so low it seems like it’s being sucked into the tarmac

TARGET BUYERS:

Wealthy people looking for one of the most extravagant cars that money can buy.

THE RIVALS:

Mercedes-AMG GT Ferrari 812 Superfast McLaren 765LT

KEY SELLING POINTS: The cabin The build and materials are of the highest quality and are surprisingly practical, too. big Lambo, which sits so low it’s seemingly being sucked into the tarmac. The lower front grille is wide and accentuates the width, while the high-rake windscreen and roofline give a Countach-esque ‘wedge’ shape. The rear is similarly theatrical, with a prominent diffuser and three-spoke tail-lights for a unique night-time signature.

WHAT’S IT LIKE INSIDE? It feels surprisingly cramped considering the car’s footprint. But once you’ve acclimated to the fact your hair is brushing the roof, the claustrophobia dissipates. With the low shoulder line, it feels like you sit high, so forward visibility is decent.

The materials also feel of the highest quality, but there are a few signs that the Aventador is facing retirement. For example, the infotainment screen is pretty small and uses outdated Audi software. However, the old-school button-festooned centre console is welcome in an era where everything is stuck deep in touchscreen menus. It’s surprisingly practical, too.

The front bonnet is big enough to carry a sleeping bag, tent and camera equipment, and there’s also storage behind the passenger compartment for smaller items.

WHAT’S THE SPEC LIKE? The Aventador S isn’t a cheap car – but just how ‘not cheap’ might blow your mind. The ‘base’ car is £226,505, but our example was specced up to £304,555. Standard equipment includes all the mechanical upgrades, as well as an electronically controlled rear spoiler, four driving modes, digital instrument display and bi-xenon headlights.

Some of the option boxes ticked on ‘our’ car included the Blu Dedalo paint job (£9,270), 20-inch front alloy wheels and 21-inch rears (£2,710) plus a full carbon-fibre interior upgrade (£7,620). Incredibly, parking sensors and a rear-view camera cost £3,060, but given the size of the car and poor rear visibility, it should be the first option on your list.

1. Wild styling.

2. Exhilarating performance.

3. Iconic engine.

DEAL CLINCHER:

Little else on the road looks and sounds as good as an Aventador.

The wail of the engine fills the cabin and overwhelms your senses as 12 cylinders fire at an increasingly rapid pace.

WHAT DO THE PRESS THINK? Autocar said it ‘finally has the handling to do justice to that magnificent powertrain’, while Evo said it had transformed from a ‘wild animal into a genuine track weapon’.

WHAT DO WE THINK? The Aventador has been a hugely successful car for Lamborghini but is starting to show its age now, and that gearbox is almost unforgivable these days. Almost, because the styling and engine more than make up for it. It feels so unnecessary, but that’s what makes it great. It’s a head-follows-heart kinda car, and it should be celebrated as such. Lamborghini Aventador: you and your fabulous engine will be missed.

CarDealerMag.co.uk | 37

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

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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 38 | CarDealerMag.co.uk

FOCUS ON Autoglym

autoglym.com

AFTER

BEFORE

Save your hide Pale-coloured leather can be the downfall of a sales car thanks to its ability to show up dirt – but with its Interior Cleaner and Magic Sponge, Autoglym Professional has the answer.

L

ight-coloured interiors can look great, but after a few years of use those with a cream or light-grey finish can find themselves looking a bit off-colour.

And from a resale perspective, we all know that can be a bit of a nightmare.

That’s where Autoglym Professional comes in, and improving the look of grubby leather is actually a less arduous process than it looks – requiring a gentle touch rather than a thorough scrub.

To prove the point, we took an old Jaguar X-Type to the Autoglym Academy in Letchworth, Hertfordshire. The car had seen 20 years of sweaty bottoms on its cream cushions, and while it didn’t look too grim at first, it wasn’t until Autoglym technician Ryan Bowden masked off one side of the seat and set to work on the other that it became apparent how dirty the cabin actually was.

‘You don’t want to get too enthusiastic when scrubbing,’ said Ryan. ‘Especially not with seats like these that have some kind of ageing wear.’

Instead, the key is to go gently and let the best solutions in the business do the job. One of these is Autoglym Interior Cleaner, which is specially formulated to do the hard work for you using a selected blend of surface-active ingredients.

The second trick of the trade is Autoglym’s Magic Sponge, which uses a super-light abrasive to gently but effectively dislodge dirt from hard interior surfaces. Indeed, the Magic Sponge is one of the best parts of any valeter’s armoury.

‘You only have to run the sponge lightly across the surface for it to be cleaned,’ said Ryan. ‘It’s not an intensive process. One of the big mistakes people make when cleaning car interiors is to be hard and vigorous, which may only damage the seats. Instead, the trick is to use the best products, such as Autoglym Interior Cleaner or Fabric Stain Remover, and use them gently. Let the product do the work.’

In only two hours, our Jaguar was transformed from being off-colour to looking shiny and new – just look at the before and after photo to see the difference.

Autoglym Interior Cleaner is available to professional customers in five-litre containers and is suitable for use on all interior materials including leather, fabric and plastic surfaces.

The trick is to use the best products, such as Autoglym Interior Cleaner or Fabric Stain Remover, and use them gently. Let the product do the work.

Ryan Bowden Autoglym technician

To order or find out more, visit autoglym.com CarDealerMag.co.uk | 39

40 | CarDealerMag.co.uk

FEATURE.

COOL STUFF TO LIFT THE SPIRITS With the nights starting to get a little longer and the weather a little more damp, it can be easy to get a little down.

Fortunately, we’ve some excellent items this month to lift your spirits – check them out here.

Carlock real-time tracker

£49.90+£6.95

YOUR car’s security is always a big concern. Even if you’ve parked it in a familiar place, there’s always that nagging thought that something could happen to it – particularly if it’s on the street. Most tracker systems command quite the premium, but Carlock’s tracker goes against that.

At £49.90 plus a £6.95 monthly subscription it won’t break the bank, but it will provide the ability to track your car while also getting a notification if it’s been moved or started without your say-so. It’s got a whole host of additional features, too.

Ember travel mug

Ooni Fyra pizza oven

£249

EVEN though the days might be getting a little shorter, there’s no reason why you can’t make the most of outside. And what could be nicer than an al fresco pizza?

The Ooni Fyra crams all of that wood-fired pizza goodness into a package that can be easily transported.

It takes up a tiny amount of space when put away, so it can be kept in the boot of the car. Simply make your dough beforehand, pack the toppings and fire up the Ooni to enjoy a fresh slice wherever you are.

monthly subscription

Harman Citation speaker

£180

£279

WHAT’S worse than a cup of tea or coffee going cold when you’re on the move? A lot of flasks and travel mugs will keep your drink warm for a set amount of time, but what about being able to maintain it at a set temperature for up to three hours?

That’s where the Ember travel mug comes in. It’s got a built-in battery, while a touch display allows you to set your preferred temperature so your drink is kept just how you like it.

WHO doesn’t love a good speaker?

Portable speakers have come on in leaps and bounds when it comes to quality and Harman – one of the best in the business – has released a very smart-looking option.

Compact but stylish, the Citation is a great speaker to put in the boot of the car for weekends away.

It’s got eight hours of battery time too, plus an IPX4 splash-proof construction, making it ideal for use in the great outdoors.

CarDealerMag.co.uk | 41

FEEDBACK TOP TWEETS

This month’s investigation into new car delays got people talking on Twitter. Here’s what they had to say...

Dean @guill0dean

Dealers and manufacturers need to be more up front with customers. I only found out my 1 series was coming without wireless charging when I was about to sign for it. Treating customers like tradesmen do (poor comms) is only going to get their backs up. Manage the expectations.

Adam Moran @AdamMoran

That’s pretty rough on the dealers. There’s been a pandemic for the last 18 months. ‘Sorry, Robert might have to wait for his new Range Rover.’ I am sure the current one will do just fine until then. Customer expectations are unbelievable sometimes.

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

We got a speeding ticket for car that’s stayed put for two months We’ve received a speeding ticket for a car which is for sale with us. The car has been on our site in London for the past two months and we got the speeding ticket last week. It supposedly happened in Doncaster, but the car has never left our site in the past two months. How do we deal with this and how can it happen?

Chan 01

Looks like you’ve been cloned, Chan. Write to the camera enforcement team and explain that the car is a sales car, that it hasn’t left London, and certainly hasn’t been near Doncaster. A good way is to send an invoice of purchase date showing its mileage, then a dated picture now showing similar mileage two months later – proof it’s not been 250 miles north to Doncaster.

Also ask for their pictures to prove it was you and your car. Half the time, their pictures will be different to your car, colour, side mirrors, grilles, and person driving.

David Horgan

PICTURE OF THE MONTH

We had this a couple of years back – great advice given by the forum. It’s a nightmare. Check if the car is the same colour. Also the number plates help a lot, as they’ll have different logos, plus wheels. If you’re lucky, it might not even be the same make or model. Good luck.

Tony911 These things can be a nightmare to sort out. You have my sympathies. Where motoring offences are concerned ‘guilty until proven innocent’.

Metcars

SYTNER Group helped transform Leicester city centre into a riot of colour as a main partner of the Pride parade on September 4. More than 30 staff members joined the march to reflect the company’s ongoing commitment to diversity and inclusion. It also had a stall raising money for a charity that supports local LGBT communities.

Don’t worry about it. What you will have received is probably not a speeding ticket but a 172 notice requiring you to identify the driver of the car so that a speeding ticket can be issued.

Clearly, you cannot identify the driver of your car as it wasn’t being driven by anyone when the speeding offence was committed.

Presumably you are not the registered keeper of the car as it will be in trade.

It may take a couple of letters to sort it out but it won’t be hard to prove that you cannot identify the driver.

XFS

It’s not this simple. A friend had to have the photos blown up to prove that the chips on the bonnet weren’t on the ‘same’ car seen on the M1. It really is a case of guilty until you prove your innocence.

Remember, these people want an easy option to process.

It’s me

Lessismoremike @lessismoremike

Know of a Golf GTD due March (for new reg) build week now showing as late December week.

42 | CarDealerMag.co.uk

They’ll just send letters to all previous and work through. These things can bounce around in the system for ages. It’s like a version of pass the parcel, except nobody wants to unwrap it when the music stops.

Metcars

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THIRD-PARTY WORK

Are we liable for clutch replacement?

We sold a 10-year-old Berlingo with 55,000 miles three months ago and the customer has just phoned stating that his gearbox won’t go into second or third gear.

He said that two weeks after he bought it he got a mechanic to change the clutch (he never contacted us about this), adding he didn’t think a clutch was covered as it’s a wear-and-tear item.

The customer wants us to repair it now.

Where do I stand, as the gearbox obviously had to be removed when his mechanic changed the clutch?

He may not have refilled it with the proper gearbox oil and may not have replaced it properly with the control linkages.

Glevum Surely he should be taking this up with the mechanic, because it sounds like ‘pass the parcel’?

Metcars Third-party work on the car, so not for the

dealer. Tell him to see the garage that did the clutch.

David Horgan In this situation a polite but firm ‘Jog on’ would be my response.

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

BHM

Keep all conversation logs, emails, etc, in case you get taken to small claims, but seeing as unauthorised repairs have been carried out, assuming vehicle came with warranty and terms (ie, no unauthorised repairs without selling dealer consent), you would be clear.

But you haven’t stipulated what package came with the van, if anything, so he could say the fault was at the time of sale and he tried to have it rectified at his expense but failed so is looking to you for compensation.

It’s me Very likely the linkage. Not expensive but his problem now.

Halfpenny

Going down the non-auction road can work How are those guys that don’t use auctions getting on sourcing stock? Are the current supply issues affecting you?

Metcars We were a serious auction buyer but now only about 20 per cent of our stock is from auction due to prices. We’re getting a lot more stuff privately and from other contacts.

It’s more time-consuming but means there’s usually decent profit in the metal.

MarkTVS So you’re paying sensible prices for stock?

I’m guessing even private sellers have noticed prices are volatile?

Metcars

I run a pitch with 20-25 units in the £4k-£10k bracket and don’t buy from auction. I currently have seven cars and haven’t bought anything for a month. Been doing this for nearly 20 years now and have never known a period like it.

CRW What’s the difficulty? Poor quality, availability or over-optimistic vendors?

Metcars All of the above. What is available is usually sub-prime and prices are too high. I just don’t see the margins as worthwhile when you work back from retail.

CRW

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DASHBOARD

SUPPLIER NEWS

A ROUND-UP OF WHAT’S BEEN HAPPENING ACROSS THE COUNTRY MANHEIM

Peter Vardy signs up for two years

THE Peter Vardy Group has entered into a two-year partnership with remarketing provider Manheim.

The agreement will deliver at least 4,000 trade vehicles a year via Manheim’s sites at Shotts and Washington, as well as parent company Cox Automotive’s Dealer Auction digital platform.

Manheim’s eVA Pro appraisal and valuation tool will be used at all 15 of Peter Vardy’s dealerships.

SIX OF THE BEST!

Used cars with total reliability are revealed A RECORD six models scored a perfect 100 per cent in this year’s What Car? reliability survey.

Feedback from 16,328 drivers was analysed to discover which of 178 models and 30 brands were the UK’s most dependable used cars.

The survey covered nearly-new cars to those aged up to five years old, and the current versions of the Mazda CX-3, pictured, Audi TT, Mini Convertible and Mitsubishi Eclipse Cross plus the previous-generation Dacia Sandero and Honda HR-V got the coveted triple-figure score.

RAC DEALER NETWORK

Nearly 60 per cent want longer warranty

ALMOST six out of 10 drivers would take out an extended warranty with their next car and would be keen to buy at the point of purchasing their vehicle, according to new research for the RAC Dealer Network.

The survey of 1,164 respondents showed that 59 per cent of drivers would take out a longer or more comprehensive warranty with their next car, while 27 per cent were unsure and only 14 per cent wouldn’t do so.

44 | CarDealerMag.co.uk

ASTON BARCLAY

Even something as simple as a text message can make a dramatic difference to the bottom line on a monthly basis.

Richard Pygott p53

AUTO TRADER

Audi Q7 is top of the premium SUVs

Retailers’ admin fees to form part of total price

PREMIUM SUVs remain the most in-demand stock across the auction group’s physical and online channels in September.

Its latest used car desirability index sees the Audi Q7 at the top, scoring 7.8 out of a possible eight. A fifth of the top 25 places are taken by premium SUVs. The index factors in web views ahead of sale, the number of physical and online bids per sale, plus the sale price achieved as a percentage of CAP average.

ANY admin fee charged by a retailer is to be incorporated in the digital automotive marketplace’s total price.

Auto Trader said the move would level the playing field for retailers.

Director of commercial products Karolina Edwards-Smajda said: ‘Whilst it’s not our place to determine whether it’s right or wrong for a retailer to charge an admin fee, we do firmly believe that no business should be at a disadvantage for choosing not to.’

DRIVE SALES ONLINE AND ON THE FORECOURT Become an RAC Approved Dealer

Now more than ever, car buyers are doing their research online before they step onto the forecourt. That means it’s crucial for dealerships to earn their customers’ trust on their website – before confirming they’ve made the right choice in the showroom.

The RAC Approved Dealer Network is here to help independent dealerships stand out – on screen and on the forecourt. As one of the UK’s most trusted motoring brands, car buyers instantly know they can trust a dealership when they see the iconic RAC name.

It confirms they can buy with absolute confidence.

INCREASE BUYER TRUST

OFFER YOUR CUSTOMERS MORE

GET EXPERT DIGITAL SUPPORT

Iconic RAC branding enhances trust in independent dealerships, online and on the forecourt

As an RAC Approved Dealer, your customers will get 12 months free RAC Breakdown Cover with their vehicle*

You’ll have access to digital assets to add to your website and social channels

Get in touch to register your interest today

Visit rac.co.uk/StandOutOnline Call 0330 100 3807 *12 months free RAC Breakdown cover is provided following the purchase of a vehicle from one of our RAC Approved Dealerships and applies to the vehicle purchased at the RAC Approved Dealership. If this condition is not complied with, we reserve the right to cancel this membership.

RAC Approved Dealer Network is managed by Assurant. RAC Warranty is a non-regulated product, provided by an Assurant company: The Warranty Group Services (Isle of Man) Limited (TWGSIOM), Company No. 94279C, whose registered address is Third Floor, St George’s Court, Upper Church Street, Douglas, Isle of Man, IM1 1EE. MS.DRIVECAR.225AD.0421.CRS-1217 CarDealerMag.co.uk | 45

DASHBOARD

BUSINESS NEWS

A ROUND-UP OF WHAT’S BEEN HAPPENING ACROSS THE UK SPENDING

RECOVERY

Card use hits 21-month high over bank holiday

BRITONS used their payment cards more over the August bank holiday weekend than at any point since Christmas 2019 before the pandemic struck, according to new data.

Barclaycard, which processes £1 in every £3 spent on debit and credit cards in the UK, said the number of transactions was 9.4 per cent higher than the same weekend in 2019. No actual figures were given, though.

Job vacancies surging according to recruiter JOB vacancies are surging – with two million advertised on one site so far this year, new research suggests.

Reed.co.uk said the two million roles it advertised for the first seven months of the year surpassed the total for all of 2020.

The recruiter said job opportunities had continued to surge, especially in transport and logistics, computing and telecoms, education, customer service and social care, reflecting changes in the labour market as the UK returns to normality post-pandemic.

Managing director Simon Wingate said: ‘These numbers are further proof the labour market is recovering from Covid-19 at pace.’

SUPERMARKETS

Co-op and Morrisons bear brunt of sales drop

ACQUISITIONS

Takeovers of UK firms at highest since 2018 TAKEOVERS of UK companies by new foreign owners spiked between April and June, led by increased interest from North America that saw G4S and RSA snapped up.

Inward mergers and acquisitions (M&A) – foreign companies buying UK firms – increased from £8.3bn in the first quarter of 2021 to £27.7bn in the second. Data from the Office for National Statistics shows that inward M&A reached their highest point since the last three months of 2018, when Comcast’s £30bn takeover of Sky pushed the quarter’s total to to £33.3bn.

SUPERMARKET sales continue to fall compared with a year ago at the height of the pandemic, according to new data.

Market research firm Kantar said sales fell by 1.9 per cent during the 12 weeks to September 5. Co-op and Morrisons were the worst performers, with sales down 5.6 per cent and 4.9 per cent respectively during the 12-week period.

WE HERE FOR FORYOU YOU WE ARE HERE 46 | CarDealerMag.co.uk

PANDEMIC

Bosses see their supply chains face more stress

MORE THAN JUST A

FINANCE COMPANY NEARLY two-thirds of UK chief executives have seen their supply chains come under more strain during the pandemic, a survey has revealed.

The KPMG 2021 CEO Outlook poll of 1,300 chief executives around the world, including 150 in the UK, showed 56 per cent of them globally – 59 per cent here – as saying their business supply chain had been under increased stress since the start of the Covid-19 crisis.

TALK TO US TODAY. 0115 946 6260 enquiries@frfl.co.uk frfl.co.uk/car

TRADING

London Metal Exchange reopens floor BROKERS have returned to the UK’s only open trading pen as the London Metal Exchange welcomed back floor trading for the first time in 18 months.

The exchange’s famous ‘ring’ filled with traders on September 6, and will be seen by many as a symbol of life returning to the Square Mile after trading on the site ceased during the pandemic. The closure was the only time traders could no longer fill the floor since the Second World War.

just a phone call away.

CarDealerMag.co.uk | 47

FEATURE

GOING GREEN Darren Cassey takes a look at some of the car industry’s most eco-friendly advances

C

limate change is a hot topic in the car industry and manufacturers are racing to bring electric cars and plug-in hybrids to market to reduce exhaust emissions.

But it’s not just the powertrain that’s been the focus. Many manufacturers have also been working to make the whole car-building process more eco-friendly, whether it’s the materials used inside or the production process itself.

Here, we take a look at some of the ways that cars are getting greener.

48 | CarDealerMag.co.uk

Mini Strip

The Mini Strip is a one-off concept car built in collaboration with fashion designer Paul Smith. Based on the firm’s Electric Hatch, it prioritises sustainability above all else.

Features include a body that hasn’t been painted, except for a film to protect it from corrosion, recycled perspex for the panoramic roof, all but the necessary interior trim removed and cork used throughout.

Although the Mini Strip will remain as a concept, the British firm says it can be used as a ‘catalyst for more sustainable use of resources in automotive design’.

Bentley of the future

Bentley is a luxury car firm, and it has made it its mission to make sure the cars it builds in the future are more sustainable. In 2019, it revealed the EXP 100 GT concept car, which is an autonomous electric vehicle.

But everything about its construction had sustainability in mind. For example, some of the furnishings used a dyeing process that strives to achieve zero discharge of chemicals into the environment, while others come from a material called Vegea, which uses the by-products of winemaking. It also uses wood from naturally felled trees.

Eco-friendly production

Pretty much every major car manufacturer has announced plans to electrify its range and set targets for carbon-neutral production at its factories. This is being achieved in various ways, such as powering factories with renewable energy.

Toyota builds more cars than anyone else globally, so improvements can have a major impact at its factories. Measures include using water-based paints on cars, removing pollutants before they’re released through smokestacks, cleaning wastewater on-site before it’s released and growing forests inside its factory sites.

Last year, the Japanese company announced plans to build a ‘prototype city of the future’ at the base of Mount Fuji.

It will be fully connected and powered by hydrogen fuel cells.

Synthetic fuel

Volvo’s wool interiors

Volvo has been one of the manufacturers most committed to electrifying its line-up, but it’s also focused on sustainability elsewhere.

We’ve become used to seeing synthetic or ‘vegan’ leather alternatives from a variety of manufacturers, but Volvo offers a unique poly-wool upholstery.

It’s a blend that’s 30 per cent wool and 70 per cent recycled polyester that’s available as a nocost extra on some of the firm’s vehicles.

Seaqual Yarn

Volvo isn’t the only manufacturer experimenting with interesting eco materials. Last year, Fiat became the first carmaker to use Seaqual yarn for its seat upholstery, with the Cupra Born’s bucket seats also using the material.

Seaqual is an initiative based in Italy that focuses on fighting plastic pollution in the ocean.

Its yarn product is made of 100 per cent recycled material, with about 10 per cent coming from upcycled marine litter.

Although electric vehicles are considered the future, there are some alternatives being worked on. One example is hydrogen cars, but a lesstalked-about alternative is synthetic fuel.

Also known as eFuels, they are essentially no different from the petrol and diesel that come from crude oil, but instead they are produced from CO2 and hydrogen using renewable energy.

Porsche and Siemens are two big companies working together on this technology. Although they admit that currently it’s more efficient to use that renewable energy to charge an electric vehicle, eFuels are a sustainable way to fuel the millions of petrol and diesel vehicles currently on the world’s roads.

CarDealerMag.co.uk | 49

DASHBOARD

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

I thought we were going to be in for a slight movement up during the month, but not to any great degree.

Derren Martin Cap HPI

CAP HPI

Supply shortage has driven prices up further

HEAD of valuations Derren Martin described August’s performance as ‘on steroids’ and the used cars going up the most in value as ‘crazy’.

‘There was a little bit of a lull around the back end of July, and then the first couple of days of August it seemed really stable,’ he said.

‘I thought we were going to be in for a slight movement up during the month, but not to any great degree. From then on, I kind of described it as the market was on steroids.

‘We spoke to the auctions and lots of the remarketers and there was suddenly a bit of an uptick in activity, and dealers were out and looking for cars and buying cars. That shortage of supply has driven prices up even further.

‘This is off the back of the last few months where values have gone up then as well.’

He added: ‘From May onwards it’s gone absolutely crazy.’

VERTU MOTORS

T S A C D PO Driven by

THIS MONTH’S HIGHLIGHTS CLICK HERE TO LISTEN TO MORE CAR DEALER PODCASTS 50 | CarDealerMag.co.uk

Agency model a myth and buyers don’t haggle NON-EXECUTIVE chairman Andy Goss said the agency model was a ‘total myth’ and manufacturers’ time would be better spent focusing on the things they did best.

‘I quite frankly think it’s a total myth. I don’t know for the life of me why anyone is really considering this, because it’s really a question that, by and large, has been put to bed.

‘That question is that car buyers are not happy with the car-buying process, with the haggle bit. Well believe me, there’s no haggle bit these days. Customers don’t really haggle.’

Having worked in senior roles at Jaguar Land Rover, Porsche and Toyota, Goss said his view was that manufacturers should use their resources for improving the customer experience and working to embrace digitisation with dealers.

The latest from our fleet.

Long-termers: p60

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

One in seven new car views are for pure EVs

REGISTRATIONS of new pure-electric cars were up by 32.2 per cent in August, while hybrids rose by 45.7 per cent and plug-in hybrids were up a whopping 72 per cent.

Commercial director Ian Plummer said: ‘On Auto Trader, we’re definitely seeing very similar trends.

We’re seeing that one in seven of new car advert views on Auto Trader are for a pure-electric vehicle – that’s up from around 3.8 per cent, or one in 25 advert views, this time last year.’

He added that three in four new car buyers had low intent.

MARSHALL MOTOR GROUP

OEMs ensuring they protect residual values

CAR manufacturers not significantly hiking new car prices has surprised the boss of one of the UK’s largest dealer groups.

Daksh Gupta, Marshall Motor Group’s chief executive, told Car Dealer Live he was interested to see that carmakers had kept price increases to a minimum, despite current supply and manufacturing constraints.

‘I’m surprised we haven’t seen that yet. I mean, with the exception of one group of brands which I’m not going to name – and that was only a marginal increase by something like one per cent, so nothing material – I am surprised we haven’t seen bigger increases come through on new cars.

‘My only guess as to why that is, is because clearly the OEMs want to make sure that they protect residual values and don’t impact customers in terms of pricing.’

TLA

I don’t know why anyone is really considering this, because by and large it’s been put to bed.

Andy Goss Vertu Motors

Working smarter as the job gets harder THERE’S still strong demand for new cars from consumers, said TLA director Mathilda Bosch.

The company works to match people with dealers, and Bosch explained how the current shortage was making the job harder but the team were working smarter to get the best deals to showrooms.

‘September is generally the second biggest month after March, so the big question mark at the moment is around the shortages of supply. Because we only work with the new car market, we are trying to understand the situation so we can best support clients and consumers. What is a bit frustrating is you’re in a very healthy demand market but a very stressed supply market.’

I am surprised we haven’t seen bigger increases come through on new cars.

Daksh Gupta Marshall Motor Group CarDealerMag.co.uk | 51

DASHBOARD

FINANCE NEWS ECONOMY

Fourth-quarter car market ‘likely to set tone for 2022’

by John Bowman john@blackballmedia.co.uk

T

he fourth-quarter used car market looks likely to set the tone for next year as the sector enters what Startline Motor Finance describes as ‘the real postpandemic economy’.

Chief executive Paul Burgess said the next few months would bring a number of economic headwinds – notably the end of furloughing – but there would also be potential benefits, including the easing of the semiconductor shortage.

‘For some time, we have all been working in a pretty successful used car market created by highly unusual and sometimes artificial circumstances. However, it is now possible to see definite signs of that situation coming to an end in Q4.

‘This doesn’t mean that the market is set to fall. In fact, we believe 2022 will remain relatively buoyant, but we are very likely to see a scene emerging that will much more closely resemble business as usual.

‘The two big factors here are the ending of government pandemic-based economic support to a major degree and the slow normalisation of supply chains, meaning that new car sales will start to pick up. Arguably, we are now entering the real post-pandemic economy. The supply-and-demand trends that we are seeing are the ones that will probably come to represent the new normal for the used car sector in 2022.’

Burgess said there were several macro-economic and social factors that were difficult to predict and which could have an impact on demand.

‘We’re likely to see an unusual employment situation persist for a little while where unemployment is quite high but wages are rising, too. It is tricky to understand how and if this will ultimately impact on car buying or how quickly it will resolve itself.

‘It’s also probable that we’ll begin to get a clearer picture of the longer-term impact of the pandemic on how people live and work. For example, we’ll find out how much less travel there will ultimately be as a result of home working. Finally, there is the chance of Covid reasserting itself before Christmas. Although the government is likely to be highly resistant to further lockdowns, very high levels of infection would likely affect consumer behaviour.’

APPLICATIONS

Tech first aims to turn online leads into deals A TECHNOLOGY first that is being introduced by iVendi will let dealers tell potential used car, van or motorcycle buyers why their online motor finance application is likely to fail – and adjust it accordingly.

Eligibility Summary generates a report with a two-part analysis, firstly showing the strength of the applicant as a percentage and then a product-by-product assessment for them.

CEO James Tew said: ‘The report will enable dealers to gain a much deeper insight into why an application may fail a lender’s underwriting criteria – something that is currently simply unavailable to them – and provide specific guidance to the customer on how to improve their chances of success.

‘Steps taken as a result could range from increasing the deposit to opting for a different product altogether.’

He added: ‘Ultimately, it transforms online leads into highly qualified prospects that can quickly be turned into deals in a manner that we believe is new in the motor finance sector.’

WE HERE FOR FORYOU YOU WE ARE HERE 52 | CarDealerMag.co.uk

IN ASSOCIATION WITH

TIME IS MONEY RICHARD PYGOTT

A MONTHLY LOOK AT THE WORLD OF AUTOMOTIVE FINANCE AND MARKETING

Staying in touch can give you the edge over rivals

I

Richard Pygott is digital marketer and LinkedIn outreach specialist for First Response.

Call him on 0115 946 6365 or email richard. pygott@frfl.co.uk

n the past two articles, I’ve discussed the importance of ensuring that your potential customers can communicate with you and the importance of communication during the sales process itself.

I prefer to go to the same garage every year, but this year I’ve been won over by a different one.

Last month, I received a text from my local MOT station, which I’ve only used once as my preferred garage was too busy last year.

The text advised that my motorcycle was due its MOT around the 30th of this month, and there was a clickable link to the MOT booking page included in the message, which read: ‘Your motorcycle with the REG XXX XX is due its MOT around the 30th. Please click the link to book it in through our online system or give me a call to discuss. Best regards, Keith’.

I had never received a message like this from my usual go-to garage, but within a few minutes of me receiving this text I’d clicked on the link and the MOT was booked in.

Simple! If I hadn’t received that text message, I would have likely gone back to my usual garage or looked elsewhere at the last minute just to get the MOT booked in somewhere.

With the cost of advertising vehicle stock online increasing year on year and the increasing amount of choice that is at customers’ fingertips, keeping customers is going to be difficult, so reaching out to existing ones should become part of every business’s weekly and monthly sales process – even something as simple as a text message can make a dramatic difference to the bottom line on a monthly basis.

Of course, it all starts with how you store that information.

Ensuring that you have an up-to-date database of existing customers is key, then you can use it to get in touch when those customers are in the buying cycle again, or to make them aware of offers or an upcoming MOT and servicing.

It may be worth looking into the aspects of storing customers’ data and examining what you can store and for how long to ensure that you comply with GDPR. When I took my motorcycle for its MOT, I asked how they had sent the text and was told that they’d invested in a customer relationship management system that sent out the reminders automatically because they simply didn’t have the time to do it manually.

The garage also said that they always had a large uptake and large returning customer base because of these simple reminders, too.

It can be easy to get lost in the day-to-day running of a business and it can be too easy to become focused on ‘the next sale’ when some of the sales from previous years could and should be today’s and tomorrow’s sales, too.

If I hadn’t received that text message, I would have likely gone back to my usual garage or looked elsewhere at the last minute just to get the MOT booked in.

just a phone call away.

CarDealerMag.co.uk | 53

DATA FILE

STATISTICS

THE LATEST REGISTRATION FIGURES

SMMT

SALES DATA

AUGUST/YEAR TO DATE

TOP

WEAKEST AUGUST SINCE 2013

Downward spiral continues with 22 per cent decline

THE CARS SOLD IN AUGUST 2021

by James Batchelor james.batchelor@blackballmedia.co.uk

N

ew car registrations continued to spiral downwards in August, with latest figures showing a 22 per cent year-on-year fall.

Data published on September 6 by the Society of Motor Manufacturers and Traders show that a total of 68,033 cars were registered last month. It was the weakest August since 2013 and down 7.6 per cent against the average recorded over the past decade.

Despite August traditionally being a quiet month, the ongoing semiconductor shortage was the main reason given for the depressed performance, with one expert claiming it could surpass Covid with its impact on the motor industry.

Demand for electric cars continued its surge, however, with registrations of pure-electrics up 32.2 per cent, hybrids up 45.7 per cent and plug-in hybrids (PHEVs) up 72.1 per cent.

The SMMT said demand for PHEVs had outpaced pure EVs in five of the past six months since changes to the plug-in car grant. Private registrations dropped by 15.2 per cent during the month, while fleet sales slumped by 27.5 per cent.

The mini segment was the only car bodystyle to see growth, going up by 30.7 per cent.

Overall, year-to-date 2021 new car registrations are up 20 per cent versus the same period in 2020. However, when compared against a 10-year average pre-Covid, the 2021 market is down by 25.3 per cent.

The Ford Puma was the best seller in August, followed by the Volkswagen Polo, Toyota Yaris, Kia Sportage and BMW 3 Series.

The current year-to-date leader, the Vauxhall Corsa, trailed in seventh place while the UK’s second most popular car, the Ford Fiesta, was in eighth place in August’s figures.

Mike Hawes, SMMT chief executive, said: ‘While August is normally one of the quietest months for UK new car registrations these figures are still disappointing, albeit not wholly surprising.

The global shortage of semiconductors has affected UK, and indeed global, car production volumes, so new car registrations will inevitably be undermined.’

Model

Regs

Ford Puma

1,801

Volkswagen Polo

1,761

Toyota Yaris

1,480

Kia Sportage

1,355

BMW 3 Series

1,277

Hyundai Tucson

1,169

Vauxhall Corsa

1,166

Ford Fiesta

1,057

Mercedes-Benz A-Class

1,047

Toyota Corolla

1,033

Corsa tightens its grip at top of best sellers chart for the year to date THE Vauxhall Corsa strengthened its grip as the most popular car sold so far in 2021 at 27,381 sales, new figures show.

Its perennial rival, the Ford Fiesta, stayed in second with 24,578 sold between January and August, followed by the Volkswagen Golf at 22,997, said the SMMT.

The rest of the year-to-date top 10 comprised the Mercedes-Benz A-Class (22,731), Ford Puma (22,654), which was August’s best seller at 1,801 units, Volkswagen Polo (20,362), Kia Sportage (20,296), Toyota Yaris (19,605), BMW 3 Series (18,465) and Nissan Qashqai (18,417).

Commenting on the August sales figures, SMMT chief executive Mike Hawes said: ‘The government can help by continuing the supportive Covid measures in place currently, especially the furlough scheme, which has proved invaluable to so many businesses.’

Click here to see our top 10 rolling sales chart for August 2020 to August 2021 54 | CarDealerMag.co.uk

Second-best August on record LCV news: p56

-76%

+738%

RENAULT

POLESTAR

Figures supplied by SMMT

August 2021 Marque

Abarth

2021

% market share

August 2020 2020

Year-to-date

% market share

% change

2021

% market share

2020

% market share

% change

135

0.20

146

0.17

-7.53

1,715

0.16

1,273

0.14

34.72

Alfa Romeo

53

0.08

77

0.09

-31.17

901

0.08

1,202

0.13

-25.04

Alpine

10

0.01

6

0.01

66.67

121

0.01

73

0.01

65.75

5,756

8.46

6,120

7.02

-5.95

83,782

7.61

58,542

6.39

43.11

72

0.11

58

0.07

24.14

782

0.07

747

0.08

4.69

BMW

4,427

6.51

5,360

6.14

-17.41

77,614

7.05

63,386

6.92

22.45

Citroen

1,203

1.77

1,689

1.94

-28.77

19,955

1.81

16,636

1.82

19.95

Cupra

349

0.51

0

0.00

0.00

4,100

0.37

0

0.00

0.00

Dacia

Audi Bentley

812

1.19

1,180

1.35

-31.19

9,400

0.85

11,171

1.22

-15.85

DS

97

0.14

148

0.17

-34.46

1,190

0.11

1,294

0.14

-8.04

Fiat

966

1.42

1,077

1.23

-10.31

12,259

1.11

11,354

1.24

7.97

5,205

7.65

10,843

12.43

-52.00

88,470

8.03

89,531

9.78

-1.19

6

0.01

0

0.00

0.00

60

0.01

0

0.00

0.00

Honda

1,704

2.50

1,744

2.00

-2.29

17,159

1.56

16,505

1.80

3.96

Hyundai

3,374

4.96

3,076

3.53

9.69

40,675

3.69

26,202

2.86

55.24

Jaguar

604

0.89

1,059

1.21

-42.97

13,746

1.25

14,356

1.57

-4.25

Jeep

318

0.47

418

0.48

-23.92

2,946

0.27

2,505

0.27

17.60

Kia

4,329

6.36

4,179

4.79

3.59

57,435

5.22

42,259

4.62

35.91

Land Rover

1,267

1.86

2,042

2.34

-37.95

40,723

3.70

33,396

3.65

21.94

808

1.19

368

0.42

119.57

9,083

0.82

7,648

0.84

18.76

Ford Genesis

Lexus Maserati

31

0.05

56

0.06

-44.64

423

0.04

359

0.04

17.83

Mazda

1,548

2.28

1,128

1.29

37.23

17,403

1.58

12,679

1.38

37.26

Mercedes-Benz

3,816

5.61

5,234

6.00

-27.09

69,469

6.31

61,171

6.68

13.57

MG

1,494

2.20

1,010

1.16

47.92

17,499

1.59

10,568

1.15

65.58

Mini

974

1.43

2,013

2.31

-51.61

26,734

2.43

24,731

2.70

8.10 -18.18

Mitsubishi

72

0.11

578

0.66

-87.54

5,085

0.46

6,215

0.68

Nissan

1,842

2.71

2,621

3.00

-29.72

42,385

3.85

39,305

4.29

7.84

Peugeot

2,106

3.10

3,520

4.04

-40.17

39,456

3.58

31,362

3.43

25.81

Polestar

218

0.32

26

0.03

738.46

2,169

0.20

34

0.00

6,279.41

Porsche

299

0.44

709

0.81

-57.83

7,284

0.66

7,077

0.77

2.92

Renault

671

0.99

2,805

3.22

-76.08

17,687

1.61

24,672

2.69

-28.31

Seat

2,198

3.23

2,236

2.56

-1.70

32,630

2.96

27,860

3.04

17.12

Skoda

2,474

3.64

3,603

4.13

-31.33

40,576

3.68

32,836

3.59

23.57

Smart

37

0.05

116

0.13

-68.10

971

0.09

710

0.08

36.76

SsangYong

33

0.05

56

0.06

-41.07

751

0.07

897

0.10

-16.28

Subaru

68

0.10

34

0.04

100.00

1,014

0.09

400

0.04

153.50

Suzuki

1,749

2.57

1,395

1.60

25.38

14,826

1.35

11,085

1.21

33.75 23.96

Toyota

4,872

7.16

4,137

4.74

17.77

66,188

6.01

53,396

5.83

Vauxhall

3,227

4.74

5,075

5.82

-36.41

61,622

5.60

52,422

5.73

17.55

Volkswagen

6,989

10.27

8,790

10.08

-20.49

104,852

9.52

83,340

9.10

25.81

Volvo

1,200

1.76

1,381

1.58

-13.11

32,337

2.94

23,037

2.52

40.37

Other British

75

0.11

88

0.10

-14.77

1,512

0.14

1,135

0.12

33.22

Other imports

545

0.80

1,025

1.18

-46.83

16,313

1.48

12,244

1.34

33.23

-22.00

1,101,302

Total

68,033

87,226

915,615

20.28

CarDealerMag.co.uk | 55

DATA FILE

INCREASE

LCV NEWS

Second-best August but warning is sounded

by John Bowman john@blackballmedia.co.uk THE new van market enjoyed its second-best August on record with 20,582 registrations, according to figures released by the SMMT on September 6.

It was topped only by 2019’s figure of 23,120 for the month, and compared with the pre-pandemic five-year average of 16,997 it was a 21.1 per increase during what is typically the market’s second quietest month of the year. Ford took the top three slots for best sellers in August, with the Transit Custom first at 3,592 units, followed by the Transit (2,161) and Ranger (1,776). The SMMT warned, though, that the semiconductor shortage had affected commercial vehicle manufacturing, with output down by 21.3 per cent on the pre-pandemic average, although it didn’t give a figure.

REGISTRATIONS OF NEW COMMERCIAL VEHICLES LESS THAN 3.5 TONNES Marque

Figures supplied by SMMT

August 2021

Ford

8,596

5,384

% market share 27.74

59.66

79,255

% market share 33.63

49,377

% market share 31.66

Volkswagen

2,216

10.77

2,530

13.04

-12.41

25,899

10.99

16,290

10.44

58.99

Mercedes Vauxhall Peugeot Citroen Toyota Renault Nissan Fiat Iveco Isuzu Renault Trucks Maxus Land Rover MAN Isuzu Trucks Suzuki Mitsubishi SsangYong Fuso

2,132 1,522 1,295 1,220 981 474 453 442 359 220 145 130 126 116 74 38 16 15 7

10.36 7.39 6.29 5.93 4.77 2.30 2.20 2.15 1.74 1.07 0.70 0.63 0.61 0.56 0.36 0.18 0.08 0.07 0.03

4,100 1,077 1,874 1,087 483 732 343 576 144 101 116 0 25 350 43 0 259 19 11

21.13 5.55 9.66 5.60 2.49 3.77 1.77 2.97 0.74 0.52 0.60 0.00 0.13 1.80 0.22 0.00 1.33 0.10 0.06

-48.00 41.32 -30.90 12.24 103.11 -35.25 32.07 -23.26 149.31 117.82 25.00 0.00 404.00 -66.86 72.09 0.00 -93.82 -21.05 -36.36

19,194 22,708 18,950 17,578 8,956 10,773 8,685 6,131 3,067 2,611 1,619 1,163 2,525 2,005 761 200 3,005 294 141

8.14 9.63 8.04 7.46 3.80 4.57 3.68 2.60 1.30 1.11 0.69 0.49 1.07 0.85 0.32 0.08 1.27 0.12 0.06

18,558 14,911 14,284 12,134 4,675 5,721 5,567 4,177 1,447 2,088 751 0 762 1,231 559 0 2,476 205 113

11.90 9.56 9.16 7.78 3.00 3.67 3.57 2.68 0.93 1.34 0.48 0.00 0.49 0.79 0.36 0.00 1.59 0.13 0.07

3.43 52.29 32.67 44.87 91.57 88.31 56.01 46.78 111.96 25.05 115.58 0.00 231.36 62.88 36.14 0.00 21.37 43.41 24.78

4 1 20,582

0.02 0.00 100.00

2020

0 153 19,407

0.00 0.79 100.00

% change

Year-to-date

% market share 41.76

LEVC LDV Total light CV

2021

August 2020

0.00 -99.35 6.05

2021

106 75 235,701

0.04 0.03 100.00

2020

0 658 155,984

REGISTRATIONS OF NEW COMMERCIAL VEHICLES 3.5 TONNES TO 6.0 TONNES August 2021 Marque

Peugeot Fiat Mercedes Ford Citroen Iveco Volkswagen Renault Trucks Other imports Isuzu Trucks Vauxhall MAN

2021

August 2020 2020

60.51

0.00 -88.60 51.11

Figures supplied by SMMT

Year-to-date

% market share

% change

2021

% market share

2020

% market share

% change

122 97 71 39 21 20 8 7 5 1 1 0

31.12 24.74 18.11 9.95 5.36 5.10 2.04 1.79 1.28 0.26 0.26 0.00

67 99 107 62 4 24 25 0 0 0 2 5

16.92 25.00 27.02 15.66 1.01 6.06 6.31 0.00 0.00 0.00 0.51 1.26

82.09 -2.02 -33.64 -37.10 425.00 -16.67 -68.00 0.00 0.00 0.00 -50.00 0.00

771 1,102 890 486 77 190 185 103 26 13 5 71

19.65 28.09 22.69 12.39 1.96 4.84 4.72 2.63 0.66 0.33 0.13 1.81

691 814 904 647 91 152 103 0 134 3 7 33

19.27 22.70 25.21 18.04 2.54 4.24 2.87 0.00 3.74 0.08 0.20 0.92

11.58 35.38 -1.55 -24.88 -15.38 25.00 79.61 0.00 -80.60 333.33 -28.57 115.15

0

0.00

1

0.25

0.00

4

0.10

7

0.20

-42.86

392

100.00

396

100.00

-1.01

3,923

100.00

3,586

100.00

9.40

Renault Total Heavy CV

% market share

0.00 0.42 100.00

% change

56 | CarDealerMag.co.uk

Ben’s Big

Breakfast Don’t miss a slice of the action Come together between 4th - 10th October and host your very own Ben’s Big Breakfast.

It’s really simple:

• • •

Pick a day between 4th and 10th October Gather your automotive family and customers Raise money to support your automotive family

Sign up now: ben.org.uk/bensbigbreakfast When any member of our automotive family is in crisis, we all rally to support them.

Ben - Motor and Allied Trades Benevolent Fund. Lynwood Court, Lynwood Village, Rise Road, Ascot, SL5 0FG. A charity registered in England and Wales (no.297877) and Scotland (no.SC039842).

CarDealerMag.co.uk | 57

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

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Legal & Compliance

Vehicle Photography

Warranty Providers

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Lawgistics

Dealer 360

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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.

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Finance

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Warranty Providers

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Mobil™

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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.

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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.

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To have your details included email sales@blackballmedia.co.uk and ask for Suppliers Guide listings 58 | CarDealerMag.co.uk

CarDealerMag.co.uk | 59

LONG-TERMERS

THE KNOWLEDGE

CUPRA LEON ESTATE Darren Cassey finds the Spanish car maker’s new performance estate has its good points – but a rather bad one as well...

H

ere in Britain, we’re the hot hatch capital of the world. The passion was born out of putting tuned engines in everyday cars to make affordable performance models, and it’s grown into a massive business.

So much so that not only do manufacturers build tuned versions of their own everyday cars to sell from official dealers, but this has expanded to offer go-faster versions of the estate models too, promising the ultimate combination of practicality and performance.

One such example is the Cupra Leon Estate that we’re running for the next six months.

Why is it here? To see if this on-paper all-rounder promise translates to the real world.

Under the load-lugger’s bonnet is a 2.0-litre petrol engine, which is essentially the same one used across a variety of Volkswagen Group performance models. Here it makes 306bhp and 400Nm of torque, which goes through a seven-speed automatic transmission and all-wheel drive. It’s certainly quick, reaching 60mph in under five seconds and topping out at an electronically limited 155mph. When the first Leon Cupras hit the road over a decade ago, those figures would have seemed astronomical. It feels every bit as quick as the figures suggest, too. There are various drive modes, as well as a Cupra mode that sharpens everything for ultimate performance. In the sportier modes, you plant your foot and after a brief delay as the gearbox figures out your intentions, you’re catapulted forward at a thrilling pace. With the all-wheel drive in our model, it’ll hook up even in damp conditions and embarrass much pricier machinery.

We’ve not had much time yet to drive the Cupra Leon Estate to the extent of its abilities, but I expect the short, stubby paddle shifters mounted behind the wheel are likely to become annoying. They’re not easy to reach and I’m not sure the gearbox is clever enough to respond quickly in automatic mode when pressing on.

That said, the automatic gearbox is decent in everyday driving. It can be caught out by attempting to accelerate while slowing – for example, approaching a red traffic light that turns to green – but generally, it manages to respond quickly to your inputs.

Something that’s been slightly disappointing has been the fuel economy. I’m struggling to keep over 30mpg in the Leon unless I’m taking it really easy on a longer trip, and I’m expecting that to nosedive once I make the most of the Cupra’s breadth of abilities on a winding country lane. That’s to be expected, but when the official figures suggest up to 34mpg could be possible, slightly better fuel economy would be welcome.

As for the styling, that’s a real winner. The Leon is already a handsome car, but Cupra gives it a bit more of a sporting edge, with sharper lines and an aggressive front end.

I’ve encountered an alarming issue with the adaptive cruise control, though, which seems reluctant to overtake cars sometimes. I think the car thinks it’s on the continent so when overtaking it reckons it’s undertaking, which it’s programmed not to do. The result is that I pull out to pass someone and the car slows me automatically to match their speed, sitting in the outside lane just behind them. I’ve contacted Cupra to find out if this is a known issue and how I might fix it.

Despite that, I’ve been really pleased with the Cupra Leon Estate. It’s rapid when it needs to be but has a comfortable ride when you just want to chill.

60 | CarDealerMag.co.uk

Cupra Leon Estate VZ2

Price (as tested): £39,110 Engine: 2.0-litre petrol Power: 306bhp Torque: 400Nm 0-60mph: 4.7 seconds Max speed: 155mph Emissions: 186g/km CO2 Fuel economy: 32.8-34.4 Mileage: 808

This month’s highlight:

Getting the keys to ‘our’ new Spanish high-performance load-lugger for the next six months.

OTHER CARS WE’RE DRIVING

Volvo XC40 Recharge T5 Mileage: 3,977 We took the Volvo to a new ‘Electric Forecourt’ to see what the future looks like!

Mazda MX-30 Mileage: 2,400

We’re still adjusting to life with the Mazda and spending a lot of time at public charging points!

Whatever’s next, let’s do it together When the world changes quickly, it can feel hard to know what your next move is. That’s why our Account Managers take the time to really understand your business. With their knowledge of customer service and innovative solutions, they can help you simplify finance and keep your business moving forward.

Get up-to-date business support at blackhorse.co.uk/dealer/home/resource-hub CarDealerMag.co.uk | 61

First Response Finance are an award-winning vehicle finance company focussed within the non-prime market. We are proud to be a customer-orientated company who provide simple financial solutions to consumers throughout the UK. because we don’t focus on profit; our focus is on service, making our customer & dealer partners our priority with everything that we do.

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