Becca Chaplin, Jack Evans, Cameron Richards, Nigel Swan
SALES MANAGER
Kevin Day
kev@blackballmedia.co.uk
ACCOUNT MANAGER
Michelle Searle
michelle@blackballmedia.co.uk
Twitter: @cardealermich
A DAY PACKED WITH TOP INTERVIEWS AND EXCLUSIVE RESEARCH CONFERENCE
Our Car Dealer Live conference has become a major fixture of the motor trade’s calendar.
Now in its third year, Car Dealer Live 2025 stuck true to the original event’s ethos of giving attendees some exclusive learnings to take back to their businesses.
The day-long conference – headline-partnered by Auto Trader and supported by Cox Automotive, Experian, JATO, Motorway, and Google – saw another large audience pack into the British Motor Museum’s flagship conference room, with 10% of ticket proceeds going to automotive charity Ben.
There were keynote interviews with former Nissan and Aston Martin chief Dr Andy Palmer, Waylands boss John O’Hanlon, and Volvo’s UK managing director Nicole Melillo Shaw.
Car Dealer’s James Baggott and James Batchelor also chatted to to other big names in the car dealer business from franchised dealers to leading independents, luxury car dealers to car manufacturer bosses, giving delegates the chance to listen, learn and discover new trends to help shape their car dealership.
Over the next 13 pages we summarise the best bits from this year’s event.
Watch all of the Car Dealer Live sessions and panels on the CarDealerLive.co.uk website with a replay ticket. All are available on video to watch at your leisure.
KEYNOTE INTERVIEW
ANDY
Nissan would be ‘mad’ to quit the UK
Nissan would be mad to quit the UK – and it’s ‘extraordinary’ that the Japanese manufacturer finds itself in such bad shape in 2025, according to its former chief operating officer Dr Andy Palmer.
Appearing on stage as the first interviewee at Car Dealer Live, Palmer delivered a withering assessment of his former employer’s current fortunes. He said it had lost ground to rival manufacturers on the EV front, despite having launched the first mass-market electric car – Leaf – back in 2010.
Palmer himself played a leading role in bringing Leaf to market during his time as Nissan COO and has even been described as the ‘godfather of EVs’ for his decades of work in the field.
Palmer was asked by editor-in-chief James Baggott: ‘Do you ever think that Nissan could pull out of the UK?’
Palmer replied: ‘They’d be mad if they did.’ He added: ‘We all know how to lobby. We all know that we’ve got a leverage over the government when we’re asking for grants and we all use that when necessary. So the easiest thing to do if you want to make life easier for yourself, is to tell the government you’re going to leave unless you’re given something. I’ve been doing that with governments around the world since 1990. You can really scare the government and they will cave in if they’re stupid.
‘The problem with the government as it stands is that they have been out of power for 14 years and they have forgotten how to govern. They’ve got to relearn. Rightly, however, they are listening to our industry and our industry is having a hard time.’
On the proposed Honda-Nissan merger, Palmer commented: ‘For Nissan, it’s unthinkable that the company could disappear. And so they look and they seek, and they say, wouldn’t it make sense to bring Honda and Nissan together.
‘However, they are two very, very different companies in culture. I think it would be an ever harder alliance [to make work] than the alliance with Renault but Nissan might not have a choice.
‘The reality is that they are in very bad shape. It doesn’t have a portfolio of worth; it hasn’t got hybrids for the US, it hasn’t got EVs for China, it’s virtually given up on Europe – it’s in a bad way.’
Car Dealer Live reporting team
Jack Williams Dave Brown Rebecca Chaplin James Batchelor Photography by Kevin Bennett
PALMER, FORMER CEO, ASTON MARTIN
KEYNOTE INTERVIEW
NICOLE MELILLO SHAW, MANAGING DIRECTOR, VOLVO CAR UK
Volvo boss reveals how brand has made agency work
Among those brands to have benefited hugely from the switch to agency selling has been Volvo, which launched its ‘direct’ model back in 2023.
Now, almost two years on, the Swedish brand has just enjoyed it’s best February since 1997 and UK boss Nicole Melillo Shaw is clear that agency has more than played its part.
She told host James Batchelor: ‘The one question that people ask me is usually about the agency model – or the direct model as we call it.
‘For us, being able to get closer to consumers is really really important and we’re on that journey.
‘With the huge transformation that we’ve done, it’s inevitable that there has been some turbulence as we moved from A to B.
‘We’re definitely through that now and last year
we had record results. We have opened more channels, we have launched new cars, but to do that in the midst of massive constellation is really testament to the relationship with our network partners.’
One of the biggest complaints from dealers around agency has been concerns over not being able to get customers the best deal.
However, in Volvo’s case, Melillo Shaw says that the change has actually been warmly received by retailers and customers alike and removed ‘postpurchase anxiety’.
‘For us, we really wanted to enhance the consumer experience, and genuinely, we went into it with a lot of assumptions, some of which have proven true and some untrue. The one thing that’s been consistently true is that consumers,
KEYNOTE INTERVIEW
JOHN O’HANLON, CEO, WAYLANDS AUTOMOTIVE
Look for the winners – John O’Hanlon’s advice to fellow dealers
Waylands dealer group boss John O’Hanlon provided a fascinating insight into the way he assembled his portfolio of car manufacturer partners.
O’Hanlon, who founded Waylands Automotive in 2017, started with a single Volvo site but over the past seven years has added Kia, Polestar and MG showrooms to his fast-expanding operation in southern England.
O’Hanlon has enjoyed a hugely successful career. He was CEO of Ridgeway Group when it was snapped up by Marshall Motor Holdings for £106.9m in 2016.
During a keynote interview with James Baggott at CDL, he explained that he still had the drive and ambition to carry on in the motor trade and ‘do it all again’ at that point – partly because the sale of Ridgeway had not been his decision.
He said his job at the moment was to put Waylands in the best possible position to take
advantage of all available opportunities – and that meant choosing the right manufacturers to work with.
‘I grew up with mainly German premium brands,’ he recalled. ‘If you look at what Ridgeway benefited from, it was Volkswagen Group, Mercedes-Benz and BMW – and latterly, JLR. That was where the growth was at that time in the market. It’s easier to work with winners. I always say that. Whether it’s your suppliers, whether it’s your brands, look for the winners.’
O’Hanlon said that the decision to work with Volvo when Waylands was launched was an easy one to make and enabled his new company to sell premium, comfortable cars with a great reputation for safety. The manufacturer was heading in the right direction – towards electrification and away from ‘dirty diesels’, he added.
‘Working with Volvo acted as a catalyst to look for other winners,’ explained O’Hanlon.
love the transparent pricing.
‘That was a nervousness from our network around getting people the best deal but actually we found that was an anxiety that people had.
‘One of the reasons that we went into the model in the first place was to offer a premium experience where you don’t go round back and have a conversation about a deal, certainly not on new cars anyway.
‘It’s very transparent and they know that after they’ve bought that car, they’ve got the right price for it. There’s not that post-purchase anxiety around “Was my neighbour better at negotiating
‘And I thought, I need a budget brand, I need a volume brand, I need a premium SUV brand – and suddenly, everything fell into place.’
Asked if there was one thing he would change about the car sales industry, O’Hanlon said: ‘We should be able to trust each other more. That’s difficult because we’re not all working towards the same objectives.
‘The power of having a brand, a dealer and suppliers all pushing in the same direction, comes from the depth of the relationship they have. I’d love it if we could just trust each other a bit more.’
RESEARCH SESSION
Used car dealers have ‘unique opportunities’ in 2025 despite stock headaches
Used car dealers have been presented with ‘unique opportunities’ in 2025 but key challenges over sourcing stock are set to cause major headaches over the coming years.
That is according to fresh data from Auto Trader, which says that the motor trade could ‘redefine the role of the retailer’ in the years ahead.
The findings were made as part of extensive research which was presented as a special whitepaper at Car Dealer Live by Auto Trader COO Catherine Faiers.
The data showed a strong start to 2025, with robust consumer demand, as well as sky-high speed of sale and transactions.
High levels of demand were also reflected in the fact that Auto Trader enjoyed a record 87.1 million cross-platform visits in January.
However, the firm found that despite the positives, dealers are still feeling the impact of the pandemic when it comes to getting their hands on stock.
Summing up the key trends on stage in Gaydon, Faiers said: ‘If there is one word I would use to describe the start to the year so far, it’s “robust” – I think it’s been a mixed story for the first few months.
‘We’d been talking about a new normal for a long time but nothing about 2021 to 2023 felt
normal. In 2024 there were some emerging market trends that felt like they were set for a period of time and I think that reflects a lot of what we’ve seen in 2025.
‘Many of the things we are talking about, and have been talking about over the last few months, are a continuation of those themes.
‘We are seeing very strong transaction volumes, which are up year-on-year and definitely lots of opportunity in the used car market.
‘At the same time we are seeing record levels of speed of sale on our platform which is being reflected in the wider market so there are definitely some good news headlines.
CLICK
HERE TO DOWNLOAD AUTO TRADER’S RESEARCH IN FULL
‘I guess with that speed of sale is coming challenges and a couple of challenges in particular. Firstly sourcing – we’ve talked a lot about the modelling we do around the shape of the used car parc and the shape of it and we know that there are 30 to 40% fewer three to five-yearold vehicles in the parc this year.
‘Retailers are selling stock very very fast but trying to replenish that stock and source new stock is a challenge.
‘We’ve also seen from a pricing perspective that retail trends have not kept up either with consumer demand or the trend that we’ve seen with trade prices. That means that there has been a narrowing of the market opportunity at market level.’
INDEPENDENT DEALER PANEL
The rising price of being an used car dealer
Rising business costs are severely impacting impacting the ability of retailers to stay profitable.
That was the verdict of our Independent Dealer Panel. The leading dealers cited changes to PAYE and National Minimum Wage (NMW) as major cost burdens, plus the rising advertising costs and increased competition for stock as some of the biggest struggles facing the sector in 2025.
Malcolm Beattie, boss of Northern Irish dealer, MB Motors Ballymena said that the coming year is likely to be a struggle.
‘Your PAYE has changed and your minimum wage has changed. All these prices just keep going up but where do you get your profit from?’
Joining Beattie was Farhad Tailor, founder of V12 Sports and Classics, as well as Prime Vehicle Sales’ Tessa Edwards.
Tailor admitted that the in rise PAYE and NMW is going to have a particularly hefty impact on his business’s coffers, while Edwards said that Prime Vehicle Sales has had to cut its cloth accordingly, resulting in it ditching one of its advertising partners.
She said: ‘It’s something we have been looking at for two years. We stayed with them last year but we weren’t getting the return from the customers coming to us so we’re better putting our money elsewhere.
‘It is always a juggling act but we are trying to maintain our margins and looking at what we can get out of the vehicle to support us as a business.’
TURN TO PAGE 8 FOR MORE COVERAGE
Malcolm Beattie from, left, with Farhad Tailor and Tessa Edwards
Auto Trader’s COO Catherine Faiers
SPONSORED BY AUTO TRADER
Vehicle finance sector represents major ‘untapped market’ for car dealers
The automotive finance sector represents a significant ‘untapped market’ for car dealers – despite it already supporting 90% of new vehicle sales.
That is according to fresh research from Experian, which has produced a special whitepaper report into how retailers can use data to make better decisions, especially when it comes to finance. the worlds of data, finance
Titled ‘Driving smarter decisions’, the research found that just 10% of the UK population currently has an active car finance agreement, while an additional 18% have held some form of car finance in the past decade.
Experian says the figures leave 70% of the population ‘untapped’ when it comes to car finance, despite the sector underwriting the vast majority of new vehicle sales.
According to the firm’s statistics, which were presented for the first time at Car Dealer Live, 90% of new vehicle sales are currently supported by car finance, despite recent negative headlines around the commissions scandal.
Experian says: ‘Approximately 10% of the UK population has an active car finance agreement.
A further 18% has had some form of finance agreement in the last 10 years.
‘Nonetheless, a staggering 70% of the population has not engaged with car finance over the past decade, highlighting a significant untapped market.
‘Looking at the data, we can see that at the end of 2023, 29 million cars were privately registered. A further 2.9 million were registered to fleet owners whilst the rest – 634,000 – were between owners.
‘At the same time, Experian credit data shows there were 6.5 million finance agreements in place. In other words, 20% of all vehicles – or 23% of those in private ownership – were funded with a credit agreement.’
The whitepaper also explores how dealers can integrate data about vehicles, consumers and finance, to make informed decisions, increase sales and future-proof their business.
On the topic of car finance, the paper says: ‘90% of new vehicle sales are supported with car finance. We can see that 1.9 million vehicles were registered during 2024, 1.1 million of which were fleet owned and 746,000 were in private ownership.’
The data was presented by David Kerry, director of data insight at Experian.
SPONSORED BY EXPERIAN
‘The most stressful period of my life’
Daksh Gupta opens up on imapct of Marshall takeover
Former Marshall Motor Group boss Daksh Gupta says he was ‘stupid’ not to see the company’s takeover coming as he opened up on the ‘most stressful period of my life’.
The dealer group was snapped up by Cinch owner Constellation Automotive Group three years ago, leading to Gupta’s abrupt departure after 14 years at the helm. The deal meant Marshall being de-listed from the London Stock Exchange in a move which rocked the industry following years of impressive growth.
In the the period leading up to the takeover, Marshall bought and sold an incredible 224 business, including 84 acquisitions but now three years later, Gupta admits he was blindsided by the ultimate takeover.
Sitting on stage in Gaydon, Gupta admitted: ‘I’ll be honest, I was not in a good place at points. This thing just comes out of nowhere, you have no idea what’s going on and bizarrely I look back now and think actually I was pretty stupid.
‘We took the company public to grow it and we were the company going round buying everyone. We bought and sold 224 businesses, 84 acquisitions, a deal every 57 days. You’re the guy going round buying everyone, you never think that someone’s going to buy you but the lesson there is there’s always a bigger fish.
‘When we took the company public I didn’t even think that would happen, which was pretty stupid really in hindsight now.’
TURN TO PAGE 10 FOR MORE COVERAGE
CLICK HERE TO DOWNLOAD EXPERIAN’S RESEARCH IN FULL
Driving smarter decisions Transform your dealership with data insights
Across the world, the automotive market is changing faster and more dramatically than at any time in its past. It is having existential consequences for some car manufacturers, and it’s fundamentally shifting the way consumers think about their cars.
That’s why dealers must prepare for the challenges of the EV transition, adapting to the evolving financing landscape and consumer preferences.
The good news is that this is possible – thanks to the power of integrated data.
Regional insights can be used to adjust inventory to ensure that stock matches local demand. Data can be used to reveal untapped opportunities for new financing products.
Dealers can see the potential for hybrid vehicles to be sold as bridge products to consumers who remain reluctant, or unable, to make the move to EVs. And Mosaic data can be used to tailor marketing and sales strategies.
In a world of constant change, data insights such as these unlock the power of making smarter decisions. They are the key to ensuring your dealership is prepared for 2025 – and beyond.
How an AI chatbot saved sales that humans would have given up on
One car dealer told how implementing an AI sales assistant in his business returned them to profitability.
Michael Bell, CEO of Available Car, spoke alongside Motorway’s COO James Wilson at Car Dealer Live. He explained how its AI chatbot had sent 400,000 messages in a year, dealt with 60,000 leads and saved deals with 13% of its customers that any human salesperson would have given up on.
Despite its success with some car dealers, Wilson explained that a large portion still don’t know where to start.
Motorway surveyed its car dealers and found that more than half (57%) were interested in using AI but less than a quarter (22%) were actually implementing it at work.
Further to this it found 73% of those surveyed didn’t know where to start with AI.
James Wilson, chief operating officer at Motorway, explained: ‘Almost two thirds of franchises were saying it’s critical we implement AI now to stay ahead of the competition. There’s interest, there’s a sense of urgency, but when you look at how much AI is being used then only 22%.’
He added: ‘Generative AI, which is what we’re talking about, has only been around for a couple of years and there are solutions for every part of your business, so where do you start?’
During their talk at Car Dealer Live, he helped listeners understand one of the AI additions that car dealers can implement to directly impact sales and reduce leakage – an AI sales assistant.
Wilson explained that this technology critically moves consumers through to test drives, service appointments and more, converting leads more effectively all through the dealerships website.
Available Car’s CEO Bell told the audience how
they had implemented this techology and how it drastically improved sales.
He said: ‘This has really helped us over the last 12 months. It’s returned us back to profitability, which is the main positive for the business. It’s had a huge growth in sales but, exactly as James says, it’s stopped leakage.
‘One of the stats that the guys at Impel pulled out for us is 13% of our customers didn’t respond to any sort of messaging until five messages. I’m pretty sure most of your team would have marked that lead as dead before that point, I know ours would have done.
‘That’s a massive chunk of consumers that we turned into sales last year, purely because of this product.
‘It dealt with over 60,000 leads last year, our chat is dealing with even bigger volumes than that, which are asking questions day-to-day.
He added: ‘Ultimately you know every lead is being followed up.
‘It’s sent 400,000 messages in the last year. I don’t have enough team to do that.’
Almost two thirds of franchises were saying it’s critical we implement AI now to stay ahead of the competition.
James Wilson Chief operating officer at Motorway
James Wilson, left, from Motorway was joined on stage with Michael Bell from Avaiable
1,000s of verified private cars at your fingertips
RESEARCH SESSION
Car dealers need to be getting plugged into used EVs right now
The number of used EVs entering the preowned vehicle parc is set to rocket by 170% in the next four years, underlining just how important it is for dealers to get switched on to electric vehicles.
That was the headline stat from research complied exclusively for Car Dealer Live by Cox Automotive.
In a special panel with Car Dealer’s James Batchelor, Philip Nothard, Cox Automotive’s insight and strategy director explained the white paper along with Lookers chief James Brearley.
Nothard told a packed conference room at the British Motor Museum: ‘We’ve tried projecting out the next four years to 2028 and we’re expecting 170% increase in used electric vehicles entering the used vehicle parc.
‘At the minute, you might think 1.4 million today, but that’s going to get up to close to four million used electric vehicles at the minimum by 2028 – that’ll make up a large proportion of the used vehicle park.
‘So, used electric vehicles are coming and coming at speed, so we’ve been looking at what dealers need to be thinking about.’
Writing in the research paper, Nothard said: ‘The used vehicle market has a crucial role to play
in our electric future.
‘Offering a more accessible price point to consumers who have been feeling the squeezing of rising inflation rates for the past several years, in addition to supporting the sustainability of a new EV circular economy.
‘However, dealers’ greatest challenge today is adapting to this new reality. Buying and selling these vehicles is an entirely different game to their internal combustion engine (ICE) counterparts.’
Cox highlighted four key insights that underline the growing potential for dealers to source desirable, well-priced EVs to stock on their forecourts.
CLICK HERE TO DOWNLOAD COX AUTOMOTIVE’S RESEARCH IN FULL
Firstly, EV prices are stabilising, secondly, EV whole performance is on par with ICE, thirdly, some EVs are outperforming their ICE counterparts, and lastly, EV owners are pleased with the way EVs drive.
Brearley told the delegates: ‘Research shows that 50% of people would consider an electric car as their next purchase, but why aren’t people rushing out and buying loads and loads of EVs right now? It’s obvious – they’re too expensive and there are issues with the charging infrastructure.
‘But, as car dealer, you can’t stick your head in the sand and think there’s not going to be load of EVs in the marketplace. They’re going to represent far better value for money than a new one.
FRANCHISED DEALER PANEL
Why dealers are looking outside the motor trade to recruit
Franchised car dealers are increasingly looking to outside the automotive industry when it comes to recruiting new staff.
Speaking at Car Dealer Live, Greenhous Group’s Danny Minshall and Swansway Group’s Peter Smyth both admitted to actively seeking external candidates when filling roles across their businesses.
Minshall suggested that employees from outside of the industry are more attuned to customer behaviour and offer a more personable level of customer service.
He also revealed that Greenhous is opening a multi-brand high street store, in which nobody has come directly from the motor trade.
From Swansway’s perspective, Smyth said that the Car Dealer Top 100 group is currently looking to take on ‘IT savvy’ young people as apprentices.
He added that recruiting people without prior experience of the motor trade allows the group to ‘train them in our way of doing things’, admitting that working for Swansway could be considered ‘Marmite’. Smyth said: ‘As a company, Swansway is a little bit Marmite – if you come to work for us you either love us or hate us. We’re now taking on more apprentices and we’re training them in our way of doing things.’
TURN TO PAGE 14 FOR MORE COVERAGE
Peter Smyth, Danny Minshall and Jason Cranswick took part in the Franchised Dealer panel
SPONSORED BY COX AUTOMOTIVE
James Batchelor chats to Philip Nothard, centre, and James Brearley
From helping you fill forecourts and boost cash flow... ...To helping your customers buy their next car. Cox Automotive is your partner in connected automotive services.
CAR MANUFACTURER PANEL
SPONSORED BY JATO
Stellantis boss warns that UK is ‘not open for business’
The boss of Stellantis has said the UK is ‘not necessarily open for business’ as he defended the firm’s decision to close its historic plant in Luton.
Car Dealer reported last month that the carmaker had confirmed the closure of the Bedfordshire site, placing around 1,100 jobs at risk.
Druce, who was appointed as the firm’s UK group MD last October, said that company was in a ‘really really tough position’ when it came to axing the 120-year-old facility.
He also hinted at frustration with the fact that government support was not more forthcoming and questioned whether the UK is currently ‘open for business’ amid concerns about investment into the country.
Druce said: ‘First and foremost, nobody comes into this industry to be in a scenario where you have to close plants.
‘It’s a really really tough position for us to have to do. It’s not something we enjoy doing. Clearly we would prefer to be in a position with the UK where we can invest, and of course we are investing into UK production.’
He added: ‘The UK is not necessarily open for business. Increasingly we see some of the impact of decisions, particularly in regards to things like Brexit.
It’s join or get left behind when it comes to Chinese brands
Chinese car brands have become a popular choice for consumers, and car dealers have said they needed to join in or miss out.
Franchise car dealer brand director Aaron Carter explained at Car Dealer Live that taking on a Chinese car brand at DM Keith was vital for the business’ future.
Carter said: ‘For us, it was join or get left behind. We see the landscape changing and if we stay with the same portfolio that we’ve had for many, many years, we might see some of those legacy brands dying.’
The DM Keith boss joined JATO Dynamics’ Paul Hilton and Bo Yu on stage to discuss the impact of Chinese car makes on the UK market.
When questioned by host James Batchelor about negative opinions of Chinese cars, Yu added: ‘I think you can’t, let’s say, change the world in one day.
‘One of the topics that we discuss, not only with the industry, with people in China and UK as well, is the fact that you need to build your brand image and win the trust from whatever the consumer or the future partner in UK market is not easy.
JATO head of retail Paul Hilton added that despite the focus on price, that wasn’t the only driver for Chinese car growth in the UK explaining that their EV technology was among plus points for buyers.
CLICK HERE TO DOWNLOAD JATO’S RESEARCH IN FULL
JATO conducted exclusive research into the impact of Chinese car brands into the UK market, finding that Vauxhall and Ford were impacted by their growth.
The UK has been the largest growth area for Chinese cars, and JATO’s research looks at how this will continue to shape the industry.
Bo Yu, JATO’s country general manager for Greater China, said: ‘So far we’ve seen the significant market share rise in the small and compact segments. This is mainly driven by the success of MG brand over the last two to three years, but we’ve also seen the progress in the middle sized segment as well.’
DM Keith’s Carter added that they’ve found they had to increase services to meet expectations of BYD owners.
He said: ‘We’ve been on this journey with BYD for two years now, so it started off slower.
‘We’ve found actually we’re getting compared by customers to Mercedes and Porsche, and they’re coming into us and saying, the experience I expect from an aftersales perspective is the equivalent of what I’ve been delivered in the past.
‘So we’ve made errors of judgment in the early days, and certainly, probably maybe in the last six months, we’ve changed our mindset in terms of preparing our aftersales function to support the consumer as well.’
TURN TO PAGE 16 FOR MORE COVERAGE
Stellantis boss Eurig Druce
JATO’s Bo Yu and Paul Hilton were joined on stage by Aaron Carter
Automotive consumers ‘more disloyal than ever’ as new brands make their mark
Car buyers are ‘more disloyal than ever’ and are far more open to switching to a new brand than in previous years.
That is according to fresh data from Google, which has been analysing automotive market trends over the past few years.
The research was presented on stage at Car Dealer Live, where the tech giant’s omnichannel strategist, Mohammad Lone, was on hand to talk guests through the findings.
A self-confessed petrol head, Lone revealed that last year saw a major hike of around 13% for automotive related searches on Google.
That rise was seen even more steeply on YouTube, where there was a 25% jump.
Lone says that people are mostly searching for issues around cost and car finance – despite recent uncertainty around the latter.
Discussing recent trends at the British Motor Museum, he said: ‘The profound trend we’ve been seeing is consumers are searching more than ever so when we look at year-on-year trends between 2024 and 2023 we see a 13% rise in searches for auto.
‘On YouTube we’ve seen an even bigger increase – there has been a 25% increase in views on automotive-related content.
‘Specifically, when we drill down into what people are searching more for there are two things that really stand out. In a time of a cost-ofliving crisis it is understandable that the two top trending things are finance and prices.
‘We have seen around an 11% increase in interest in price queries and about 8% in car finance.’
Speaking with Car Dealer’s James Baggott, Lone was asked about what impact the influx of new Chinese brands have had on consumer behaviour.
The expert said that brand loyalty has been disappearing since 2019, with people generally considering as many as seven manufacturers now – compared to just three last year.
Google’s data also revealed that a whopping 75% of customers now switch brands when changing cars, representing a complete collapse in customer loyalty.
Lone added: ‘Trends that we have been seeing since 2019 show generic searches constantly rising – so people not necessarily looking for specific brands but asking questions to Google about the overall market.
‘They’re asking it “What are the best SUVs?” rather than “What are the best Vauxhalls or VWs?”.
‘In addition to that, we’ve been seeing the increasing number of brands available today and consumers are following suit with that.
‘Our studies showed that 75% of consumers bought a different brand of car to the one that they had previously. When we look to three years ago, the average number of brands under consideration by the consumer was about four or three and last year we saw that number rise to seven.
‘Consumers are more disloyal in many ways than ever. They’re more open to being convinced by new brands and that’s where the Chinese brands – the non-traditional OEM brands as well –are really getting traction.’
Our studies showed that 75% of consumers bought a different brand of car to the one that they had previously.
Mohammad Lone, Google’s omnichannel strategist
James Baggott chats to Google’s Mohammad Lone
MOHAMMAD LONE, OMNICHANNEL STRATEGIST, GOOGLE
IN PICTURES
Replay all the exclusive Car Dealer Live interview sessions in full now
REPLAY tickets for this year’s Car Dealer Live conference are now available for those who missed out on the big event.
Our exclusive conference saw leading car dealers, manufacturers and industry experts come together for a day of thought-inspiring interviews.
Those who couldn’t make the event can stream all 11 sessions on the CarDealerLive.co.uk website now with a £220 replay ticket.
AWARDS YOUR CHANCE TO NAME THE BEST SUPPLIERS AND MANUFACTURERS
• Car Dealer Power is YOUR chance to honour the top suppliers
• Manufacturers are named and celebrated Car Dealer Power 2025 survey closes on May 19
The BYD Dolphin was named Car of the Year in 2024, with the BMW i5 and Suzuki Swift highly commended
by @JournoJack25
Car Dealer Power is back for 2025 and this is your chance to celebrate the best suppliers and manufacturers in the automotive industry.
We’re looking for the cream of the crop in the following categories
SUPPLIERS
Cleaning Product
Recruitment Agency
Used Car Valuations
Consumer Lead Generation
Dealer Management System
Website Provider for Independent Dealers
Website Provider for Franchised Dealers
Provenance Checks
Warranties
The annual Car Dealer Power survey returns after another action packed 12 months for the motor trade and we want to hear from you, the dealers.
This is YOUR opportunity to honour your favourite firms to do business with, as well as the best car manufacturers to partner with.
The survey is open now and will close on May 19. It only takes a few minutes to fill out, so get voting now!
Winners and highly commended placed firms will be named in 22 supplier categories, with the best car manufacturers to represent and the car of the year also being revealed.
Along with naming the best car manufacturer to represent and the car of the year, the industry’s best suppliers are also honoured.
From the best protection firms to finance providers, all sectors are covered and allow dealers to air their views on the best – and the worst.
The supplier categories are listed in the panel to the right of this story, and the winner of each receives a prestigious Car Dealer Power trophy.
Any car dealer can vote in the Car Dealer Power awards, while independents can skip straight to naming the best suppliers to do business with, and it only takes a few minutes.
Voting for Car Dealer Power 2025 closes on May 19.
Paint Protection
Auction House
Online Advertiser for New Cars
Consumer to Trade Stock Acquisition Platform
Online Advertiser for Used Cars
Finance (Sub-Prime)
Finance (Prime)
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BUSINESS
XPeng opens first dealers in the UK
CHINESE car brand XPeng has opened its first dealerships in the UK in time for deliveries of its new electric G6 SUV.
The sites in Southampton and Nottingham are the first to open their doors, before another 20 or more showrooms will join Xpeng’s network in the next 12 months.
The Chinese manufacturer says they will allow customers to ‘receive guidances from brand specialists’, and reflect its core values of ‘innovation, accessibility and a seamless ownership experience’.
REBRAND
Vertu kills off two sub-brands
VERTU Motors has completed the rebrand of its Macklin and Bristol Street Motors dealerships in the UK but not before confirming the closure of one of its BMW sites.
Car Dealer reported last year that the Car Dealer Top 100 group had decided to kill off its two sub-brands and operate its entire network under the same ‘Vertu’ banner.
Six months from the initial announcement, boss Robert Forrester has confirmed the rebrand has been completed.
NEWS DIGEST
Government
confirms hybrids to be sold until
2035 while ZEV Mandate fines slashed
Hybrid cars will be allowed to be sold until 2035, the government has announced, as part of a package of changes that also includes a reduction in ZEV Mandate fines.
The government’s two-month-long consultation into the ban of the sale of new petrol and diesel cars in 2030 has confirmed this date will stay, but has also given clarity over hybrid cars.
Full-hybrids such as the Toyota Prius, plug-in hybrids like the Ford Kuga PHEV, as well as Nissan’s innovative e-Power system in its Qashqai SUV, will be allowed to be sold between 2030 and 2035.
In a document published on April 6, the government also confirmed that from 2030 carmakers will have to make sure that overall CO2 emissions from petrol and diesel cars are 10% lower than they were in 2021.
The changes only apply to cars, with the rules around vans remaining in place. Petrol, diesel, hybrid and plug-in hybrid vans will be allowed to be sold until 2035.
To support micro and smaller car manufacturers such McLaren, Aston Martin, Bentley, Lotus and Caterham,
these firms will be exempt from the 2030-2035 hybrid requirements, with small volume manufacturers (as opposed to micro volume manufacturers) being required to meet a ‘nominal’ reduction in CO2 across their fleets after 2030 ‘which will be agreed with them’.
The government has also looked at the fines imposed on carmakers who fail the zero-emission-vehicle quotas set by the ZEV Mandate.
From this year, the fine will be cut from £15,000 to £12,000 on every car and from £18,000 to £15,000 on every van.
In a move to appease Ford, Stellantis and Nissan, the government has introduced a way for manufacturers to transfer excess credits between cars and vans if they build both.
For example, should a manufacturer overachieve against the car targets but under-deliver with vans, it can transfer those excess car credits to its vans to achieve compliance with the ZEV Mandate.
Meanwhile, the rules for non-ZEV to ZEV transfer have been extended.
Best March for new car registrations since 2019 as EVs soar
LAST month was the best-performing March since 2019 with new car registrations soaring by 12.4%, figures show.
Data from the Society of Motor Manufacturers and Traders (SMMT) shows that 357,103 cars rolled out of showrooms wearing the latest 25-plate registration.
March saw a recovery in private buyers purchasing cars with a 14.5% increase, while fleet registrations rose by 11.5%, and business buyers dropped by 0.3%.
Registrations of battery electric vehicle unsurprisingly
rose by 43.2% as manufacturers slashed prices and incentivised customers, while hybrids were up 27.7% and PHEVs rose by 37.9%.
Battery EVs snatched a 19.4% market share, but the SMMT countered this by stating that the figure is some eight percentage points behind the ZEV Mandate target for this year, and the market share figure would have been artificially affected by customers racing to beat the VED hike on EVs from April 1.
The CarGurus & PistonHeads Difference
AWARDS
JLR pays tribute to dealer network
JLR has been celebrating the very best of its UK dealer network at its annual Retailer of the Year Awards.
The British outfit dished out 20 gongs at a glitzy ceremony hosted by TV star Clare Balding.
The awards recognise the achievements of teams across the Jaguar and Land Rover retailer network in the UK.
Hatfields Jaguar Hull and Lloyd Land Rover Carlisle won ‘Retailer of the Year’ awards respectively, with Hatfields also claiming the ‘Jaguar Retailer Group of the Year’ award.
COURTS
Used car salesman avoids jail term
A USED car salesman has avoided jail after admitting trying to sell a stolen Mercedes.
Jake Bush initially took the German motor in good faith but soon began to suspect it was stolen when he was unable to secure the vehicle’s log book.
Despite his suspicions, the 26-year-old made no effort to find out the truth or go to the authorities and even dragged his brother into the storm by asking him to prep the car for sale.
JLR pauses car deliveries to US as it considers how to deal with 25% US tariffs
Jaguar Land Rover (JLR) is to ‘pause’ the delivery of cars to the US as it examines how to ‘address the new trading terms’ of president Trump’s tariffs.
On Thursday April 3, a 25% levy on all foreign cars imported into the US came into effect, while a wider ‘baseline’ 10% tariff on goods imported from around the world kicked in on April 5.
APPOINTMENTS
Hedin director’s future in question
TREVOR Finn’s future at Hedin Automotive has been cast into doubt after a mysterious series of filings on the firm’s Companies House page.
Documents filed via the government website this month revealed that the former Pendragon boss had been terminated as a director with immediate effect.
The short document revealed that Finn had been terminated on February 26 before being made public the following day.
While no official reason was given, Car Dealer understood the decision was made following allegations about the 67-year-old’s personal conduct.
In a statement published on April 5, a JLR spokesperson said: ‘The USA is an important market for JLR’s luxury brands.
‘As we work to address the new trading terms with our business partners, we are taking some short-term actions including a shipment pause in April, as we develop our mid- to longer-term plans.’
Cazoo relaunches as used-car marketplace
CAZOO is to become the new flagship brand in the Motors network after the firm announced a relaunch of the used car marketplace.
The group has launched an allnew website for the Cazoo platform with bosses determined to transform the brand into a market leader.
The new site includes changes to Cazoo’s branding as part of an ‘extensive investment strategy’ aimed at challenging the likes of Auto Trader.
It comes less than a year after Motors acquired the Cazoo name last summer after the collapse of the failed used car dealer earlier in 2024.
Pre-tax profits fall at Hendy Group
DIRECTORS at Hendy Group have concluded that trading in 2023 was ‘acceptable’ despite profits tumbling, and announced the business will be turning a loss in 2024.
The Hampshire-based motor group has only just signed off accounts for the year ended December 31, 2023, and they highlight the challenging market conditions car dealers faced nearly two years ago.
Turnover for the Car Dealer Top 100-ranked firm jumped from £1bn in 2022 to £1.2bn in 2023, and consisted of £1.08bn in vehicle sales and £87.5m in aftersales.
BITE-SIZE
Click on the text box for the full story
DEALER: A former Cazoo site in Cardiff is to be transformed into a franchised dealership after it was acquired by Wessex Garages. The premises is one of several ex-Cazoo sites which has been vacant since the failed car dealer’s high profile collapse last year.
NEW CARS: UK new car production fell again in February with the SMMT bemoaning a lack of help for the industry in the Spring Statement. According to figures, 82,178 new cars and commercial vehicles rolled off British production lines in the second month of the year.
JOBS: Seat and Cupra are on the lookout for a new CEO after Wayne Griffiths announced his departure after more than four years at the helm. Griffiths stepped down at his own request and officially departed his role on March 31 to ‘pursue new challenges’.
COURTS: Five men have been jailed for running an illegal ‘chop shop’ which saw them dismantle and export stolen cars from a warehouse in Surrey. The group targeted high-end vehicles which they stripped down and sold all over the world.
INEOS: Ineos Automotive has poked fun at JLR with an advertising campaign. Called ‘Us vs. Them’, the campaign is designed to showcase the ‘distinctive personality’ of Ineos’ Grenadier off-roader, and ‘set the record straight’ that the car isn’t a Land Rover Defender copy.
NEWS DIGEST
Motorpoint has bounced back from its ‘most difficult year ever’ to return to profitability in 2025.
That is according to a trading update published by the firm earlier this month, which reveals that the used car supermarket group ‘significantly outperformed the wider used car market’ in the year ending March 31.
Tesla sales tumble after Musk backlash
TESLA’S global sales spiralled to their lowest level for almost three years in the first three months of 2025 as the company continues to feel the impact of Elon Musk’s controversial behaviour.
The EV giant saw sales tumble 13% over in Q1 amid international criticism of Musk and his apparent support for far right political causes.
Experts have also pointed to shrinking demand in China and an aging product lineup as major drivers of the poor result.
Documents submitted to the London Stock Exchange reveal that the company is expecting to make a pre-tax profit of between £4m and £4.3m.
The outfit’s full accounts are expected in June but such a result would represent a remarkable turnaround on 2024, when Motorpoint made an eye-watering loss of £8.2m.
Carmakers and trade bodies fined millions
A UK watchdog has ruled that the SMMT, JLR and Volkswagen are among 12 carmakers and industry bodies which ‘colluded to restrict competition’ over vehicle recycling.
The Competition and Markets Authority (CMA) found that ten brands and two trade bodies were involved in the illegal manipulation of agreeing not to compete with each other when advertising what percentage of their cars can be recycled.
Saxton 4×4 posts seven figure losses
SAXTON 4×4 made losses of almost £4m last year after profits were wiped out in a ‘challenging’ period.
The firm, which bills itself as Europe’s largest used Land Rover, SUV and luxury car dealership, posted pre-tax loss of £3.76m in the 12 months to the end of June 2024.
The result represents a collapse of 172% when compared to the £5.18m profit the outfit made in 2023.
Turnover was also down 19.2% on the previous year, with revenue dropping from £250.43m to £202.19m.
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DACIA BIGSTER
Power
The Bigster’s 1.8-litre petrol hybrid produces 153bhp and 172Nm of torque.
The Bigster arrives as Dacia’s largest and most practical model to date, but is it any good? James Baggott finds out.
WHAT IS IT?
Meet the Nissan Qashqai rival for Aldi shoppers – the Dacia Bigster. This is a medium-sized SUV that offers family transportation with no thrills, off-road looks and a cost-of-livingfriendly price tag.
At a time when most car makers are pushing prices up, Dacia has done everything possible to bring them down by offering a car with the bare essentials to make driving pleasurable, but without expensive and often unnecessary extras.
WHAT’S NEW?
This is a whole new model for Dacia and launches it into the highly competitive off-roader segment. Brits love these high-riding SUVs and across Europe, three million similar-sized models are sold every year – but their prices have ballooned.
The Bigster aims to supersize Dacia’s sales thanks to its middle-aisle £24,995 price tag and just enough accessories to keep drivers satisfied they’re not missing out.
WHAT’S UNDER THE BONNET?
The Bigster comes with a choice of hybrid engines, but the most popular will be the Hybrid 155. It constantly switches between a 107bhp 1.8-litre petrol engine and a 1.4kW battery. The latter is charged by the car and helps provide efficiency of 60.1mpg on the combined cycle. It will hit 60mph in 9.7 seconds and a top speed of 112mph.
Occasionally, it runs on EV power alone, but there’s no official range as the car chops and changes as it sees fit.
WHAT’S
IT LIKE TO DRIVE?
It’s not the smoothest of hybrids, but it works perfectly well and propels the Bigster along at a comfortable pace. On the road, we found the electric steering to be a little twitchy, needing constant adjustments to keep it on the straight and narrow.
The seats should really be a little more comfortable than they are and despite Dacia insisting it had worked hard to keep road noise down, we still found it a little loud. That said, it’s got a functional layout, feels solid on the road and is enjoyable to drive.
HOW DOES IT LOOK?
Dacia prides itself on its rugged-looking vehicles and the Bigster is no different. The chunky bumpers, side skirts and wheel arches are made from ‘Starkle’, a recycled plastic that sounds more like a rejected kids TV programme.
THE KNOWLEDGE
Dacia Bigster Hybrid 155 Extreme
Price (as tested): £29,495 Engine: 1.8-litre petrol hybrid
Power: 153bhp
Torque: 172Nm
O-60mph: 9.7 seconds
Max speed: 112mph
MPG (combined): 60.1 mpg
Emissions: 105g/km CO2
Style
The Bigster has a rugged look with chunky bumpers, side skirts and wheel arches.
There’s a distinctive front end with LED driving lights, a huge Dacia badge and the design echoes that classic utilitarian look the smaller Duster mastered.
WHAT’S IT LIKE INSIDE?
The interior is no-nonsense and functional, but with just enough flair to keep those buyers downgrading from more premium brands happy. Our test car had two 10.1-inch digital displays for the dash and multimedia system, Fisher Price chunky switchgear and plenty of proper buttons – something sadly missing on more expensive rivals.
Plastics feel hard wearing, the cabin is airy, thanks to a huge panoramic sunroof, and there’s loads of space in the back for your kids, dog or both.
WHAT’S THE SPEC LIKE?
We drove the top spec Extreme trim (£29,495), but even on the cheaper models, the brand has worked hard to give buyers the kit they want and ditch the things they don’t need that usually push prices up. Adaptive cruise control, a powered tailgate, heated seats and steering wheel and dual zone climate control are all available on the top trims.
We love the fact that all the mandatory (annoying) safety alerts – like lane keeping assist and speed limit warnings – are easy to turn off with one button too. Dacia engineers said it’s the first thing most owners do, so they’ve made it as easy as they can for them to do it.
VERDICT
Execs admit the Bigster name is a little ‘Marmite’. But in the words of the brand’s UK boss ‘if customers got used to the Duster – named after a cleaning cloth – then I’m sure they’ll soon get used to Bigster’. He’s probably not wrong.
Name aside, the Bigster will appeal to money-conscious middle-class shoppers who strive for Marks & Spencer quality at discount store prices. Just like buying Aldi’s own-brand Jaffa Cakes for a fraction of the price of the originals, this Dacia feels a little bit like you’re cheating the system. And buyers, just like us, will love that.
Cabin
The interior is no-nonsense and functional with chunky switch gear. The plastics also feel hard wearing.
The Bigster will appeal to money-conscious middleclass shoppers who strive for Marks & Spencer quality at discount store prices.
TARGET BUYERS: Families who appreciate great value for money.
JAMES BAGGOTT has launched a subscriber-only Substack newsletter. Every Friday, he digests the week’s news and gives his opinion on the biggest stories. Here’s a selection of his comments from the most recent newsletters. To subscribe, head to cardealer.substack.com
Vertu kills off Macklin and Bristol Street Motors names
JAMES’S VIEWS ON THE NEWS
Lexus most profitable brand for used car dealers in Carwow auctions
VERTU Motors has completed the rebrand of its Macklin and Bristol Street Motors sites, bringing all operations under the Vertu name. The move marks the end of the Bristol Street Motors brand, which dates back to 1924. Meanwhile, Vertu has also confirmed the closure of its BMW and Mini dealership in Barnstaple, citing cost pressures.
What do I think?
I’m quite sad to see both of these brands disappear. Watching Robert Forrester’s social media posts over the years, and more recently as he reminisces, has been a good reminder of how important these iconic names have been – Bristol Street Motors, especially. Times change and the industry moves on, but I still feel the love for these two brands and will be sorry to see them go. But will customers notice any difference? I doubt it.
Lexus delivered the highest dealer profits on Carwow’s auction platform in Q1, with an average margin of £2,896 per vehicle. Audi and Jeep followed closely with £2,583 and £2,571, respectively. Among individual models, the 2022 Range Rover Sport led with a potential £4,356 profit, while two battery electric vehicles – the 2019 Mercedes EQC and 2020 Tesla Model Y – also made the top 10. Carwow’s analysis, based on sale prices versus Cap retail values, highlights strong demand for premium used cars and increased profitability from electrified models.
What do I think?
While I love these lists, I always take them with a pinch of salt. What they never take into account is what dealers really sold these cars for, and the prep costs shelled out before they made the forecourts. Now I appreciate it’s hard to get hold of the sold data from car dealers, but I would hazard a guess there are few dealers out there taking plus-£2,500 out of the chassis on a used car.
‘The sweeping approach of the Court of Appeal in, effectively, treating motor dealer brokers as owing fiduciary duties to consumers in the generality of cases, goes too far. The FCA submits that motor dealer brokers do not typically owe fiduciary duties. Treating all motor dealer brokers as fiduciaries would be too sweeping an approach.’
Jemima Stratford KC, for the FCA, at the Supreme Court, as proceedings got underway in a case that will have ramifications across the car dealer and motor finance world.
Best picture
Ineos has paid for a billboard outside Lookers Jaguar Land Rover in West London, featuring a muddy Grenadier squaring off against a gleaming Defender with the tagline, ‘Let’s take this outside’. CEO Lynn Calder said the ad is a playful way to assert Ineos’ identity and end confusion, stating: ‘We’re not them and we’re not trying to be them.’ Despite the fact the ad is, er, near them…
‘Disappointing’ US tariffs could cost UK jobs
The SMMT has warned UK car makers may have to review output following president Trump’s imposition of a 25% tariff on cars imported into the US. The move, part of the US president’s ‘Liberation Day’, took effect immediately and could affect over £7.6bn worth of UK car exports. SMMT chief Mike Hawes called the tariffs ‘potentially damaging’. Talks between the UK and US are ongoing.
What do I think?
The more I read the more worried I get about the economic shocks these tariffs could have on our economy and around the world. In the UK, it’s not just the car industry that will feel the pain, although it will be severely hit. It’s highly unlikely US consumers will pay the increased prices which will result in falling sales across the board. That will impact firms here and likely lead to cuts and job losses. Analysts now fear the UK will enter recession as a result.
What I’ve heard
CAZOO is a name that fills most dealers with dread. For years its owners slagged off the motor trade and said those that worked in it were stuck in the past and ‘sharp elbowed’.
But that was then, this is now. Cazoo has new owners and joined the Motors network as a marketplace this week.
We chatted to Barry Judge, CEO of Motors, and he accepted that many dealers will be sceptical about the Cazoo brand. He called it a ‘fresh start’ and said it will ‘super charge’ the Motors network.
Subscribe to James’s weekly newsletter at cardealer.substack.com – out every Friday and directly emailed to your inbox
dealership
Swansway Motor Group is set to open its third BYD dealership as part of a major investment in Stoke-onTrent. The new franchise will be housed at a former Bravoauto site, which the group has acquired and is rapidly refurbishing to accommodate both a BYD showroom and a Motor Match used car operation. Scheduled to open in early May, the site will feature a 10-car BYD showroom and marks Swansway’s sixth Motor Match location.
What do I think?
Dealers who advertise with the firm will automatically get their cars on the site. Judge said he thinks Cazoo will be a ‘real challenger’ to the established market leader (Auto Trader).
In his chat with Car Dealer, he said: ‘Cazoo is the first real challenger to enter the automotive advertising market with the awareness, trust and investment needed to provide a strong alternative.
‘With substantial backing to drive future growth, this marks an exciting shift for an industry that has long been dominated by a single player.’
You’ll remember a few weeks ago I wrote about how BYD was hoping to sell more cars in Q1 than it did in the entire of 2024. Well, it managed it, selling 9,271 in the first three months of the year (8,787 in 2024). This is a brand that is on a roll and proves that with some proper investment, great dealer partners (like Swansway), and some good deals, there are customers out there for these cars. If I was a betting man, I’d be backing BYD to be the one to succeed here in the UK.
CAR NEWS ROUND-UP
Manufacturers have been refining their models and producing new ones. We look at some of the results...
New Renault 5 Turbo 3E is a 547bhp pocket rocket
C-HR+ SUV added to Toyota electric line-up
TOYOTA has unveiled a new electric model with the C-HR+ SUV.
Under the bonnet, there will be a choice of two battery packs, with a 57.7kWh and a larger 77kWh unit available. The former comes with front-wheel-drive, while the latter can be specified with all-wheel-drive.
Toyota says the maximum driving range is 373 miles, while all models can be charged at up to 150kW from a DC rapid charger.
RENAULT has announced the hotly anticipated R5 Turbo 3E will come with 547bhp and be limited to 1,980 examples. Under the bonnet, there is a 70kWh lithium-ion battery and two electric motors, which Renault claims can do 248 miles on a single charge. It boasts 800-volt technology too, allowing the car to be charged at speeds of up to 350kW – a 15 to 80% top up in just 15 minutes.
New Bigster arrives priced at £24,995
DACIA has announced its new Bigster model is now available to order in the UK.
The firm’s largest model has a choice of three powertrains; a 1.2-litre three-cylinder turbocharged petrol engine with 48V mild-hybrid tech, a regular hybrid, featuring a 1.8-litre four-cylinder petrol, and the option of a four-wheeldrive variant. Prices kick off at £24,995
Bigster driven, p24
In terms of acceleration, the Turbo 3E can do 0-60mph in under 3.3 seconds with a top speed of 167mph.
Its exterior features deep front bumpers, flared wheel arches and large air intakes to help cool the brakes.
Inside, the dashboard includes a 10.1-inch driver’s display and a 10.25-inch infotainment screen. There are sports bucket seats with six-point seat belt harnesses.
New A6 Avant offers petrol or diesel power
AUDI has revealed its latest estate model with the A6 Avant. It will come with a choice of petrol or diesel engine, both with mild-hybrid assistance. Each engine is 2 litres, with 201bhp. The petrol is front-wheel-drive while the diesel uses Audi’s Quattro allwheel-drive system. They both feature Audi’s mild-hybrid plus technology, which allows the car to run purely on electric power while at slower speeds.
D-Max AT35’s new ‘Basecamp’ variant
ISUZU has revealed that the D-Max AT35 pickup truck has received a camping makeover called the ‘Basecamp’, built under the Icelandic specialist company, Arctic Trucks.
On the outside, the truck features 35-inch tyres, raised suspension, a rooftop tent, a rooftop light bar and side steps. Inside includes an electric coolbox, a kitchen and a shower room featuring a power shower.
AUDI
ISUZU DACIA
TOYOTA
RENAULT
Volvo’s new ES90 arrives as brand’s latest EV
VOLVO has expanded its current line-up of electric vehicles with the new ES90.
Arriving as a blend of fastback, saloon and SUV bodystyles, the new ES90 is also the first Volvo to get an 800-volt charging infrastructure, which allows for super-fast top-ups and a longer range. Volvo claims that 186 miles of range could be added in 10 minutes and, fully charged, the ES90 should deliver up to 435 miles of range.
RZ receives improved electric range
LEXUS has revealed that the RZ electric SUV has received updates including an improved electric driving range.
The car now comes with a 77kWh battery pack and electric motor, which the firm claims can take it 357 miles on a single charge compared to 297 miles, previously.
The interior design has been updated with new Ultrasuede on the door cards, is made from plant-based materials.
New CLA comes with a 492-mile electric variant
MERCEDES has unveiled its nextgen CLA saloon, which comes with hybrid or electric power.
The electric model features an 85kWh battery and an electric motor with 800-volt technology, allowing for charging of up to 320kW, with Mercedes claiming the car can gain 202 miles of range in 10 minutes.
The firm also says the car can travel up to 492 miles on a single charge – one of the best in class.
NEWS AND THOUGHTS FROM THE CAR DEALER PODCASTS
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I started the business up selling from my driveway and then I needed more space as you can only sell a couple from the driveway at best.
Jonathan Chorley-Burdett
SVM Automotive
From flogging kitchens to selling used cars out of a ‘greenhouse’: The SVM Automotive story
Every used car dealer needs a USP – a little something that helps them to stand out from the crowd.
For some it can be quirky videos, while others benefit from an interesting backdrop for photos. However, we’re not sure that too many have anything quite as unique as the team down at SVM Automotive.
The Bournemouth-based dealership operates out of an enormous ‘polytunnel’ – more traditionally used for growing tomatoes than flipping cars.
The huge structure has space for up to 16 cars to be safely stocked inside, with SVM benefitting from significantly lower overheads than the costs usually associated with a more traditional showroom.
The only downside for boss Jonathan Chorley-Burdett is the extra heat – although even that has its benefits.
Appearing as a guest on a recent episode of the Car Dealer Podcast, he joked: ‘I’m sweating as it is at the moment but I feel like by the end of this podcast, I might have grown an inch!
‘I started the business up selling from my driveway and then I needed more space as you can only sell a couple from the driveway at best.
‘It was doing quite well and I thought, “let’s move to somewhere else” so I moved into a small town called Charminster.
‘That started up as being an eight-car pitch but I wasn’t really allowed to do car sales from there and I was in desperate need to find somewhere else because the council were on my case.
‘Fortunately, one of my best friends has got a motorcycle dealership on the same compound and he just said, “Well, what about the polytunnel that’s just come up, I’ve just been sent an email?”
‘This was on the day that it needed to be decided what was happening [with the business] so I came down, had a look and I could get 15, 16 cars inside the polytunnel depending on the size of the cars.
‘I thought I’d just take it so I took it on. That was in May last year and here we are now.
‘I’ve taken on the part that’s just behind the polytunnel as well, I’ve been able to build a nice big office and I can take on about 50 cars now on this pitch.
‘It’s turned in to be a bit of a godsend and I can’t complain at the overheads because it’s extremely reasonable.’
How AI can help dealers offer round-the-clock service
AI TECHNOLOGY is like having an ’employee that never takes time off’ and can help car dealers offer round-the-clock customer service.
That is according to one leading expert, who believes that the systems can ‘mesh with humans’ to help drive retailer efficiency.
Ben Cooper, Impel’s international MD, says that dealers could be using AI to book in appointments and chase up leads, as well as interacting with customers.
Appearing on a recent episode of the Car Dealer Podcast, he explained the importance of having a good chatbot, which can engage with
buyers ‘meaningfully’ outside of usual business hours.
‘It’s the employee that never takes time off, they’re never sick, they’re never on a cigarette break, they never take holiday –they’re on 24/7,’ he told hosts James Baggott and Jon Reay.
‘We integrate globally with over 8,000 dealers now and so we see a lot of activity from a CRM perspective. On average, we see 40 to 45% of all sales inquiries and finance inquiries coming in outside of dealership hours.
‘Now, every dealership has different hours, but we set them in our system, so we see that out as of hours.
‘If you’re looking for a new vehicle, you’re online at 10 o’clock at night, you submit an inquiry. In the best case scenario, maybe you get a call back at 10 o’clock the next morning, but you’re likely at work, you’re busy, you’re doing things.
‘Having the ability to have AI follow up, not just immediately, but meaningfully as well, being able to answer customers’ questions means that you can take that customer out of the market, you can book an appointment and teams are able to walk in in the morning and there’ll be appointments rather than leads to follow up with.’
SVM AUTOMOTIVE
FINANCE NEWS
COURTS
FCA says landmark Court of Appeal ruling ‘goes too far’
by Jack Williams @JournoJack25
The Financial Conduct Authority (FCA) has said that last year’s landmark Court of Appeal ruling against Close Brothers and FirstRand Bank ‘goes too far’.
The case, which sparked chaos in the car finance sector last October, ruled that ‘secret’ commission payments to car dealers as part of finance arrangements made before 2021 without the motorist’s ‘fully informed consent’, were unlawful.
Jemima Stratford KC, for the FCA, said: ‘The sweeping approach of the Court of Appeal in, effectively, treating motor dealer brokers as owing fiduciary duties to consumers in the generality of cases, goes too far.’
In a letter to the Supreme Court in December last year, the FCA said that almost 99% of the roughly 32 million car finance agreements entered into since 2007 involved a commission payment to a broker.
The current appeal centres around three motorists who bought their cars before 2021.
The Court of Appeal ruled that the trio had not been told either clearly enough or
at all that the car dealers, acting as credit brokers, would receive a commission from the lenders for introducing business to them, and should receive compensation.
The lenders are challenging the ruling at the Supreme Court, with lawyers for FirstRand telling justices that the decision was an ‘egregious error’.
The three drivers – Marcus Johnson, Andrew Wrench and Amy Hopcraft –oppose the challenge.
Elsewhere in proceedings, the court heard written submissions from Mark Howard KC, for FirstRand, which provided finance to both Johnson and Wrench.
He labelled the original Court of Appeal ruling ‘novel’ and said it ‘came as a very considerable surprise to the industry’, before adding: ‘Something has gone wrong.’
He said FirstRand did not owe a duty to Johnson or Wrench as they ‘never undertook to act loyally on their behalf’, and that it was ‘highly improbable’ that they would do so.
Close Brothers’ £100m loss amid car finance crisis BUSINESS
CLOSE Brothers has seen its share price slump after the finance house announced losses in excess of £100m.
The lender has published its half-year results for the six months to the end of January.
Accounts show that Close Brothers made a statutory pre-tax loss of £103.8m in the first half of its financial year – a complete collapse on the £87m profits reported last year.
Following the news, shares in the company slumped by 14%. It comes after Close Brothers put aside £165m to deal with the car finance crisis, ahead of its Supreme Court appeal.
The firm added that half-year results were also impacted by £8.4m for complaints, handling and operational and legal costs linked to motor finance commissions.
Chief executive Mike Morgan, who took the top job at Close Brothers in January, said: ‘Despite the short-term impact of the motor finance commissions uncertainty on our financial performance, our core banking model remains resilient.
‘We continue to deliver a robust underlying profit in our banking business.’
TIME IS MONEY
RICHARD PYGOTT
Tough times...we’ve got you covered
I’ve worked at First Response Finance for 15 years now, and in that time, I’ve seen the world change, and then change again. Each shift brings new challenges, and the motor trade has never been a stranger to uncertainty. But the past few years? They’ve tested our industry in ways I couldn’t have imagined.
It’s fair to say that the outlook at the moment isn’t the best either. Tariffs from the US have seen stock markets fall, the finance sector is bracing for a ruling from the highest court in the land, manufacturers are being hit with multi-million-pound fines over recycling issues, and even some franchise dealers are closing sites. To top it off “Awful April” has delivered another blow to customers finances, with household bills rising again, when people were already struggling.
It would be easy to get bogged down in the negatives. But if there’s one thing I’ve learned over the years, it’s that the motor industry always rises to the challenge.
I’ve watched dealers adapt time and time again, finding new ways to attract customers, leaning more into digital marketing, diversifying stock, and making the most of every opportunity that comes knocking. In my experience dealers don’t want for perfect conditions, they crack on regardless.
I’ve seen the grit behind the scenes, I’ve seen independents outlast the big names. I’ve seen showrooms go digital overnight. I’ve seen setbacks one month turn into record-breaking wins the next. That’s not luck, that’s determination and hard work.
We’ve had our fair share of challenges at First Response Finance too, sweeping regulatory changes, economic downturns, and new competitors entering the market.
But, like the rest of the industry, our hard work and doing what’s best for our dealer partners has kept us in the motor finance trade for over 20 years, making us not only resilient but also an award-winning company to boot.
When dealers were unsure about the FCA taking over from the OFT, we offered our dealer partners advice, when covid hit, we were open to assist dealers with anything they needed and not just sales, because we knew a friendly voice back in those lonely days went a long way.
We help our dealer partners grow everyday by offering them free customer leads, free point of sale, help with marketing strategies and helping them sell more cars on finance.
Richard Pygott is digital marketer for First Response. Call him on 0115 946 6365 or email richard. pygott@frfl.co.uk
Like the rest of the market, we’re here for the long haul, and whatever the industry throws at us next - we’ll always be just a phone call or face to face visit away as and when our dealer partners need us.
This industry isn’t perfect. It never has been. But it is strong, and if the last 15 years have taught me anything, it’s that the motor trade doesn’t back down, it adapts, it evolves, and it finds a way through.
If you want to work with a finance company that has your back, through good times and bad, give us a call or visit our dealersite for more information.
If there’s one thing I’ve learned over the years, it’s that the motor industry always rises to the challenge.
SUPPLIERS GUIDE
LOOKING FOR A MOTOR TRADE SUPPLIER? YOU CAN FIND THE DETAILS OF SELECTED COMPANIES HERE
Auctions & Trade-To-Trade Sales
BCA
W: bca.co.uk
T: 0344 875 3480
Finance
E: customerservices@bca.com
Info: BCA’s remarketing programmes deliver volume, choice and availability for buyers, and speed, efficiency and market-leading returns for sellers.
Automotive E-Commerce
ATG
W: atg.auto
T: 0844 264 3519
Info: Leading provider of retailing solutions, Automotive Transformation Group maximises sales for retailers, OEMs, financiers and fleet suppliers by making car buying easier for their consumers.
Data
Real World Analytics
W: realworldanalytics.com
T: 0808 1890 617
E: auto@realworldanalytics.com
Info: We are a SaaS-based data analytics solution provider for multisite dealers. Our business intelligence tools help customers make faster and better decisions.
DMS
DealerDesk
W: dealerdesk.co.uk
E: contact@dealerdesk.co.uk
Info: Modernise your stock management, advertising, communication, sales and website. DealerDesk provides you with easyto-use tools designed to simplify your dealership management.
Finance
Blue Motor Finance
W: blue.co.uk
T: 020 3005 9331
E: dealersupport@blue.co.uk
Info: Blue is transforming the car finance market, making car ownership simple and flexible and providing motor traders with access to essential finance.
Finance
Close Brothers
Motor Finance
W: closemotorfinance.co.uk/
Info: Close Brothers Motor Finance are a specialist finance provider, working with over 8,000 dealer partners to offer flexible finance solutions for car, motorcycle and LCV customers.
First Response
W: dealer.firstresponsefinance.co.uk
T: 0115 671 1755
E: marketing@frfl.co.uk
Info: First Response is an awardwinning UK finance company providing simple financial solutions. Get in touch and let us help increase your profits.
Finance
Forza Finance
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.
HR & People Management
HR Manager
W: hrmanager.co.uk
T: 01480 455500
E: info@hrmanager.co.uk
Info: HR Manager is Lawgistics’ new digital compliance portal designed to assist employers in managing their legal obligations, responsibilities and duties.
Insurance
Tradesure
W: tradesureinsurance.co.uk
T: 0121 248 9313
Info: Providing motor trade insurance to full- and part-time motor traders in the UK, the Tradesure team are reliable professionals who know how to help you.
Key Control
Traka
W: traka-automotive.com
T: 0333 355 3726
E: automotive@traka.com
Info: Bespoke software and electronic key management cabinets to deliver the most effective solution to dealerships to manage their keys and vehicles.
Lead Management
GardX AD-Vantage
Lead Management
iVendi
W: ivendi.com
T: 0330 229 0028
E: tellmemore@ivendi.com
Info: iVendi delivers a fully connected platform that engages consumers, converts buyers and manages transactions of vehicles online and in the showroom.
Legal & Compliance
Lawgistics
W: lawgistics.co.uk
T: 01480 455500
E: sales@lawgistics.co.uk
Info: The legal experts for the motor trade, giving advice and support to our industry for over 15 years. Not anti-consumer, just pro-trader.
Marketing, PR & Video
OnCue Communications
W: oncuecomms.com
T: 020 8125 3880
Info: We are a leading provider of PR, video and events services to the automotive industry. The PR team has a proven track record of securing high-value, big-impact media coverage.
Marketing, PR & Video
Marketing Delivery
W: marketingdelivery.co.uk/
T: 01892 599911
E: get.in.touch@marketingdelivery.co.uk
Info: Our SocialStock helps target prospects with tailored stock remarketing and social media advertising tools, and automated lead capture for Facebook.
Oil & Lubricants
Mobil™
W: mobil.co.uk
T: 0800 0857 420
Trade Bodies
Ben
W: ben.org.uk
T: 0808 131 1333
Info: Ben is a not-for-profit organisation that partners with the automotive industry to provide support for life to its people and their families.
Vehicle Photography
Dealer 360
W: dealer360.co.uk
T: 01270 780855
E: nicky.spratt@ukturntables.com
Info: UK makers of photo booths incorporating our turntables for car, van and motorcycle dealers. Our software controls turntable and cameras – a onestop solution.
Vehicle Tracking
Meta Trak
W: metatrak.co.uk
T: 020 8867 2340
E: enquiries@metatrak.co.uk
Info: Total vehicle security. Clever tracking technology, advanced immobilisation, 24/7 monitoring and an easy-to-use app. Security. Connectivity. Peace of mind.
Warranty Providers
AutoProtect
W: autoprotect.co.uk
T: 01279 406888
E: sales@autoprotect.net
Info: AutoProtect offers a full portfolio of award-winning protection products, including GAP. We lead the market with an ‘Excellent’ rating on Trustpilot.
Warranty Providers
Car Care Plan
W: carcareplan.com
T: 0344 573 8000
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.
Info: Whether using Mobil 1™ or Mobil Super™, Mobil™ engine oils meet or exceed the latest standards of the oil industry and vehicle manufacturers.
Recruitment
WeRecruit Auto
W: werecruitauto.co.uk
T: 01603 550041
Info: Permanent recruitment – here to assist businesses within the automotive sector find the best fit for their company in terms of skillset, experience and culture.
Info: Car Care Plan is a leading provider of motor protection products, trusted around the world to deliver quality protection with integrity and a customer-oriented outlook.
Warranty Providers
Centurion Warranties
W: centurionwarranties.co.uk
T: 0800 368 7420
E: support@cwuk.net
Info: Centurion offers comprehensive aftermarket warranty solutions to motor dealers across the UK who sell first-owned vehicles through to high-end, prestige and sports cars.
Warranty Providers
Händler Protect
W: handlerprotect.com
T: 0800 088 7889
E: sales@handlerprotect.com
Info: Händler Protect is an exclusive dealer warranty provider. Proud to partner and represent more than 1,000-plus ‘active’ independent motor dealers across the UK each month.
Warranty Providers
Warrantywise
W: warrantywise.co.uk/dealer
T: 0800 001 4551
E: dealers@warrantywise.co.uk
Info: Warrantywise sells over 100,000 warranties per year.
Quentin Willson personally designed Warrantywise to be the UK’s best used car warranty.
These Listings Work!
More Sales For You
W: Your website address
T: 020 8125 3880 (that’s us!)
E: sales@blackballmedia.co.uk
Info: The Suppliers Guide lets dealers find the companies they need to help them with their business. Make sure you’re here. Contact us via the above number or email address.
Website Design & Digital Marketing
Bluesky Interactive
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.
Website Design & Digital Marketing
Haswent
W: haswent.com
T: 020 3920 6164
E: hello@haswent.com
Info: Composer is a next-gen automotive platform. You have extensive stock management options, and you’ll gain a brilliantly responsive new website.
Website Design & Digital Marketing
Spidersnet
W: spidersnet.co.uk
T: 01273 837749
E: hello@spidersnet.co.uk
Info: Websites that are designed to increase the number of customers for dealers. We have solutions for all budgets and needs. All solutions include our DMS Autopromotor.
NISSAN QASHQAI
One of Nissan’s most popular models has been given a midlife makeover, but what’s it like to live with? Dave Brown finds out.
Well, March is here and spring has sprung – and almost as if to mark the move to a new season, we’ve had a change of Nissan long-term loan car.
Our luxurious, all-electric Ariya has been replaced by a smart, new(ish) Qashqai. Not just any Qashqai, mind you – OW24KLU is an N-Design model, a variant that’s only been on sale for a few months.
The Qashqai is of course, Nissan’s comfortable and practical family crossover credited with creating a whole new segment of the automotive marketplace. It’s been around for almost 20 years but its desirability shows no sign of waning.
In fact, the Qashqai was given a comprehensive refresh last year with Nissan claiming its new styling exudes a ‘sharp and modern dynamism’.
The new N-Design grade was conceived to appeal to customers who like their mode of transport to be particularly bold, and boasts a number of unique aesthetic touches. On the exterior, the lower body portions below the doors and wheel arches are body-coloured, and the 20-inch alloy wheels feature a new design, which deliver added on-road presence.
There are several other design features that really make the car stand out, but perhaps I can concentrate on just a couple. Firstly, a mention for the glass panoramic roof which (when not decorated by the local avian population) helps create a striking impression from the outside, with the effect equally stunning if you’re inside the vehicle.
Secondly, the front grille of the Qashqai now consists of dozens of high-gloss, three dimensional comma-shaped elements. Cleverly, they appear to float in the space between the lip of the bonnet and the numberplate holder. Very cool. And our car has a magnetic blue twotone paint job (an optional extra at £745) which makes it very easy on the eye.
So what’s life like inside? Well, the Qashqai has always been a comfortable car to drive and that very much remains the case. It’s the tech where Nissan have moved the game on.
The refreshed Qashqai is the first vehicle in Nissan’s European range with Google built-in as part of the NissanConnect infotainment system.
It comes with Google Maps as standard, and, once signed-in with a personal Google Account, drivers can access their favourite locations and points of interest. This means there’s no need to connect a mobile phone for up-to-date road and route information. Over-the-air updates ensure the map information is always current.
If there is a drawback here, and it’s a small one, the map is slightly distracting simply because the level of detail makes it fascinating to look at. There’s a golf course near me and every individual bunker is visible! I even thought I saw my mate Jeff looking for his ball in the rough the other day. Very impressive technology.
So far, the car has had a pretty busy time with us, although not particularly glamorous. The spacious boot has been put to good use as I’ve tackled a few springtime jobs in the garage and garden.
The Qashqai is due its first service in the next week or so too, just to check everything is A-OK as the car approaches the 10,000-mile mark. Nothing I’ve experienced so far suggests there are any issues whatsoever, but watch this space.
Qashqai
This month’s highlight:
We’re loving some of the new design features on ‘our’ Qashqai including the new grille and the wonderful panoramic roof.
OTHER CARS WE’RE DRIVING
Mileage: 3,314
We’ve been enjoying our first month with this spicy Spanish hot hatchback.
We’re relishing the chance to find out if the electric Megane stands out from its competitors. Mileage: 1,040
