Car Dealer Magazine: Issue 81 by Blackball Media

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Issue 81 | December 2014 | CarDealerMag.co.uk | ÂŁ3.50

s o w t & s e u bl

vices r e s y c n e g r why the eme escue r r u o y o t g are comin

bangers4ben: We go mob handed to turin for charity

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IGNITION.

EDITORIAL PRODUCTION EDITOR Dave Brown

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head of design Graeme Windell

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SUITS MANAGING DIRECTOR James Baggott

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OPERATIONS DIRECTOR Andy Entwistle

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Contributors Tim Naylor, Nick King, Mike Jones, Jonathan Such, Ben Morley, Daljinder Nagra, Chris Lloyd, John Bowman, Becca Chaplin, Nigel Swan

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I bet you didn’t expect Welcome. Well, to see me here again. Sorry

about that, but when The Quiffed One decided to abandon ship to go and work in Tesco (I think that’s what he said, anyway), someone had to step in and guest-edit the issue. We were going to ask Vauxhall, but I think they’ve blocked my number, so as I now spend most of my time working out how many rubber bands I can fit around my pen pot (68 and counting) and creating Spotify playlists (current favourite: Now That’s What James Calls Music), the chaps decided to rope me in. My first task, they ordered, was to drive to Turin and back in a banger and survive only on bread held together with inedible ingredients (the French inexplicably class these as ‘sandwiches’) and red wine. The latter, I said, I could do, the bits involving the car and fake sandwiches, not so much. They sent me anyway, along with 39 other teams to tackle the French, Italians and the speed-allergic Swiss on a pan-European tour to an old factory. Sounds thrilling doesn’t it? Well, surprisingly, it was. I won’t go into all the detail of the eventful trip here – Jon Raey (remember him? And yes, I’ve spelt his name wrong on purpose because I know he LOVES that) and I report on the highlights later in the magazine, but I do want to say a huge thanks to everyone who took part. This year we raised a record amount of money for BEN – the automotive industry charity – and the event wouldn’t be the success it is if it wasn’t for dealers, like you, getting involved. Read about our adventures from page 50. POLICE, CAMERA, ACTION Don’t tell me you wouldn’t have done it if you weren’t me. You’ve been given control of a car magazine again, you want to drive some really cool cars that you might never get the chance to, so obviously I booked in as many police cars as I possibly could and drove them around with the lights

flashing and sirens blaring. And before you panic, I did it in the safe confines of Rockingham where the only thing likely to get pulled over was the safety car. Why? Because they told me I had to. There was a serious reason for my test though. I wanted to highlight the often-forgotten world of ‘blue light’ sales and what it means to dealers and the brands they represent. These fleet sales mean a lot of business for the network of the manufacturer that has bagged the deal, not only in terms of servicing, but also the sales fillip that comes with the kudos of having one of your cars in emergency services livery pounding the streets. Many buyers think that if the police (or any of our other vital emergency services) trust them, they must be good, and that means extra sales for you. Turn to page 66 for our exclusive feature. A NEW FACE Sadly this guest appearance in the editor’s chair will be short-lived. I’m only really keeping it warm for our new arrival, Colin Channon – a man with many years’ experience (and he’ll LOVE me for telling you that) – who will have joined the Blackball Media team by the time you read this. He used to be my boss when we worked together at a local newspaper and I know his keen news sense and passion for his readers will help keep Car Dealer at the top of its game. He’s new to the automotive industry, as you’ll read on page 8, so be kind while he learns the ropes. I’m sure you’ll love what he’s got in store for you all. Enjoy the issue.

James Baggott, (uninvited) guest editor

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INSIDE. ISSUE 81 I DECEMBER 2014

Dashboard

06 Car Dealer Club 10 Twitter’s mosty influential dealers 14 Nigel Mansell exclusive interview 22 Big Mike 37 Baggott 39 Real Deals 40 Feedback

Nigel Mansell exclusive What made the Formula One legend turned car dealer choose Mitsubishi as a manufacturer to represent?

Forecourt Ford Mondeo Skoda Fabia

42 8 ‘‘

Feel the force: The automakers supplying the emergency services

Meet thenew man in the editor’s chair at Car Dealer Magazine

Audi A6 Audi TT New Ford Mondeo driven – get Daljinder Nagra’s verdict

Features Bangers4BEN

Needless to say, we walked out of the store and never returned.

Ben Garside

Trading Up Feel the Force

Data File The Statistics Taking Stock Buyers’ Guide Auctions Trader Talk Market Insight Suppliers’ Guide with Litton Long-termers

CarDealer Bangers4BEN: Breakdowns, bananas, tunnels and trains... find out what happened when our barmy army of charity fundraisers hitPOWER the road to Turin

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Finding stock: What’s I thought it could be interesting to hear where you get your stock from, the things you like about various options, but more interestingly the things that annoy you, cost you time and money and that you wish could be avoided. I’m guessing many of you use auctions and trade-to-trade sites, but what about other sources and what would you change about them if you could? Chris, Direct2Dealers Although online buying is a great step forward to widen the net, it relies on the seller being honest – particularly if you are relying on an agent to collect the car. I’ve had some great buys (better than expected) and some rip-offs, where the seller has hidden behind the line, ‘I don’t mechanically check the car.’ A broken clutch is fairly obvious, I’d say! Still can’t beat ‘kicking the tyres’. Andy Entwistle Agree with Andy, some cars are just off-loaded problem cars, while trade-to-trade is just a way for some to sell at close to CAP clean, only to hide faults. To be fair, I have rejected a few cars with only a wasted petrol bill to pay. Wheelerdealer1 Unfortunately there are always going to be those who are not honest. Like you say, though, if you can do a final inspection and reject the vehicle if it is not as described, it does give you some protection. You could even ask the public to bring the car to you rather than collect it so you don’t even have to risk the fuel bill. If you could get this service for free, you could have very little to lose...? Chris, Direct2Dealers I tend to buy from BCA using BMW open and VWFS sales so most cars tend to be ‘honest’ cars and not there because of a host of faults. I use other online auctions and have had some good buys but I too dislike the way dealers try to hide behind the ‘don’t mechanically check the car’ line. I don’t expect a full service but a five-minute testdrive and a look under the engine isn’t that hard. Gavin@Rousdon

You have to be careful with the ‘not mechanically checked’ line. However, I sell on Dealer Auction, and some of the buyers are worse than retail customers when it comes checking the cars. The only stuff I buy from auctions is the nearly new, two-year-old stuff. Having worked as an inspector at auction sites, the reports are pretty bang-on physically. And I find there is enough information in the reports to give a good guide. CJ Underhill I source everything from ‘the block’ – both Manheim and BCA. A trader friend of mine at my local BCA branch has got the two-minute inspection down to a fine art. When there are some private punters hanging around a car he is interested in, he jumps in and ‘tests’ the clutch, loudly revving the engine and not clearing the clutch, so everyone hears grating gears. metcars I like his style! That is one way to try and get a car

for a good price. Next he will be taking stickers with him that look like scratches! Chris, Direct2Dealers I’ve been a remote buyer (or lazy) for years and I have great faith in online auctions these days; they have come on leaps and bounds. Of course, sometimes your grade two may turn out to be a grade four and vice versa, but on the whole they are on the money. However, I do wish BCA and Manheim would grade the interior. I recently bought a Peugeot SW from BCA which was lovely on the body but had sadly been lived in by a pack of wolves. If I’d known that, I’d have left it there, so I was a bit gutted. Thankfully though, after a couple of days’ hard labour and a few quid, it was a bobby dazzler and has now found a new owner, so in the end all was well. As for the fees, well, what we lose there we gain by having lower fuel costs, not to mention the savings on auction fry-ups and coffee! sparky

Picture of the month

Letter Jaguar F-Type is great value!

Great issue of Car Dealer this month (issue 80). Road Test of the Year is a great read – shame the F-Type didn’t take the top spot, but I guess you can’t win them all! I did think your description of its price tag as ‘whopping’ was unfair though. Surely, next to similarly-powered rivals like R8, Aston Vantage V8 and 911 it’s great value, no? Jon Morgan, senior product press officer, Jaguar UK

Size really does matter, as our esteemed managing director found out a mere three miles in to our Bangers4BEN adventure, much mentioned in this edition of Car Dealer. A lack of rear lights owing to a dodgy wiring set-up meant the boss really had to get his hands dirty this month! And this rather unflattering view of him was shared with his unfortunate friends and followers on social media. You can read more about Bangers4BEN later on in the magazine.

More and more of our readers are joining the debate – and it couldn’t be easier 06 | CarDealerMag.co.uk

On Twitter: Follow @CarDealerMag

Forum: CarDealerMagazine.co.uk/forum

the best option? Bangers4BEN

Top tweet

Lots of great memories and new friends

Perrys @perrysmotors The @NissanUK plant in Sunderland has now produced 2,000,000 Qashqais!!

So, where do we start? Most people made it home, but I think without the AA we may have struggled with a few cars! Anyone want to share their favourite / most amusing part of the event? Andy Entwistle Firstly a big thumbs-up to BEN, Car Dealer and the AA for organising it and keeping us going! My highlight had to be the Fiat factory. How many people get to watch The Italian Job and say they’ve been on that roof? The driving was hard but the nights were full of talk and

laughter, new friends have been made and memories embedded. I loved it as I’m sure everyone else did! Codeweavers Shaun I honestly think I could write a book on it. Big thanks to all who made it possible, such as the AA, BEN and Car Dealer. Secondly, big thanks to everyone we met, without the people who were there, it wouldn’t have been the same. Best bit? Being there! I cried with laughter and made some great friends. William Blackshaw

FEEDBACK

The battle of the gizmos: What are manufacturers playing at? Hi James! I have just read your article about needless optional extras on your website and I felt I just had to reply. I am a 67-year-old retired industrial gas engineer, so obviously I’m now regarded as a senile old fool by everyone under 30. That’s how us wrinklies are seen, but I don’t care! I spent at least three decades in my younger years working on all makes of cars as a hobby, from carrying out basic services to undertaking full engine rebuilds, so I can claim to know a bit about the workings of a motor car. Please accept my apologies if I’m wrong, but I get the distinct impression that you’ve never had much oil under your fingernails. I have to agree with some of your comments about the ridiculous so-called advances in the technology of some cars, with manufacturers now desperately trying to ‘out-gizmo’ each other in the struggle for sales! Your comments about the faulty fuel gauge on your car left me absolutely flabbergasted, however, and you quite clearly don’t understand how it works! For a start, most motoring organisations will tell you that ‘brimming’ your fuel tank is stupid. Petrol is constantly vapourising in your tank, and in hot weather, it’s been proven that you can lose up to five per cent of the fuel in your tank, which you’ve paid for. In the case of diesel, it can and does come sloshing out of

the tank, leaving a potentially-dangerous skid hazard on the exit of the filling-station. Many motorcyclists have come to grief this way! With your tank full to the brim, it’s never going to show any significant drop on your gauge for some time, as the float arm inside is going to be hard-up in the maximum travel position, until at least several litres of fuel have been consumed, and then it will begin to show a drop. The fuel gauge is only ever intended as rough guide as to when you should start thinking about getting more fuel. Most modern cars now have this wonderful facility of telling you how many miles to go until you’re empty. My B-Max gives out this lovely ‘bong’ like you hear on an aircraft, and the little fuel-pump is illuminated so I know I’ve got 50 miles left until I’m walking! Like you, I am a patriotic Ford owner, having owned a couple of Cortinas, two Orions, four Fusions, and now my first ever diesel, as mentioned, the B-Max, only because the road tax is only £20 instead of the ridiculous £170-odd on the Fusion. A couple of things that really bug me: the lack of a spare wheel on most cars today, and the lack of a temperature gauge on my B-Max. I’m going to have to hope that the temperature sensor does its job! Tony Anderman

n Read more about this story on page 32

Which colours do you go for... and which ones sell best? How much does the colour influence the price you pay and subsequently retail a used car for? If you take the Ford Focus as an example, would you pay a different price for a black example (12 per cent of the cars sold), over red (five per cent)? What about when it comes to the differences between a Black Zetec and a Black Titanium X? I accept that it would be relative to the age and mileage, and that models such as the STs will perform differently, as an Orange ST-3 will attract more than an Orange Zetec S (if you see one!). Philip Nothard I always prefer a darker colour: grey, black, silver, pepper red etc. I find these have always been popular with customers and I’ve struggled with colours such as white, gold and green. As for today’s market, I would pay extra for a darker colour as I know that would in all probability sell more quickly than, say, a white car with the same spec or mileage. Even if my profit margins were slightly lower, I’d rather have a car sold than waiting around taking up space. Sensei I stay away from yellow or green cars, or any sports cars in weird colours. Wheelerdealer1

to get involved! Sign up to our forum at CarDealerMagazine.co.uk/forum CarDealerMag.co.uk | 07

DASHBOARD. STATISTICS

50-plus car forecourts rise THE number of car dealers with forecourts of more than 50 cars has risen by almost 30 per cent in the past year. Latest stats from Auto Trader, the country’s largest online automotive marketplace, show the number increased from 1,367 to 1,773 in the year to September 2014. Nick King, research director at Auto Trader, said: ‘We’ve seen a significant increase in the size of many of our dealer partners’ stock profiles in the past year. It’s a trend we think is driven in part by an uptake in digital marketing and forecourt management tools.’

GARDX PROTECTION

Richard is made insurance boss RICHARD HAGE has been appointed head of insurance services at GardX Protection. Representing the company’s rapidly-expanding insurance brand, GardX Assure, he has spent the past 24 months creating and delivering innovative customer-centric products to the UK auto sector that has set GardX aside from its competitors.

Tesla embraces the Midlands with new store in Birmingham bit.ly/teslastore

Meet our new editor! Colin’s in the driving seat at Car Dealer Passionate and driven, experienced newspaper man will fit right in

xperienced news journalist Colin Channon has started his new job as editor of Car Dealer Magazine and Head of Editorial for parent company Blackball Media. Channon’s previous role was editorin-chief of Newsquest Essex, where he was responsible for two daily papers and 15 weekly papers. He said: ‘I’ve worked with some of the best journalists in the business during my career – I must have done because almost all the publications I’ve been at have won awards, and there’s no way I’m the reason why! ‘I’m really excited to be joining the team at Blackball Media at a very interesting time in its history. The output the company produces is fresh, exciting and engaging and I’ll be looking to ensure that brilliant work not only continues but gets even better.’ Channon returned to his home town of Gosport to take up the new post and brings a wealth of experience to the role. His career started at The News, Portsmouth, in a news role, before he moved

by REBECCA CHAPLIN @BelieveBecca

to The Evening Herald, Plymouth, as deputy sports editor, followed by a return to Portsmouth as sports editor. His first editorship was in West Sussex at the Chichester Observer, before he made the move to Essex to edit two daily papers: the Echo in the south of the county and the Gazette

in Colchester, in January this year. Channon added: ‘The opportunity to return to Gosport, where my family is based, and to work with the brilliant team at Blackball Media was very difficult to ignore. ‘I’m extremely excited about getting my teeth stuck into the automotive industry. ‘I love cars, and although the business is new to me, I’ll be bringing my news nose and experience to the fore to dig out the exclusives that have helped make Car Dealer a multiaward-winning title.’ Managing director of Blackball Media James Baggott added: ‘I’ve known Colin for many years and I have every confidence his super news sense, eye for design and passion for serving his readers will help take our editorial output to new heights. We didn’t want to appoint someone from the automotive industry who would come with a legacy. Colin is unknown to the motoring industry but what he’s achieved in the news world is seriously impressive. ‘He’s passionate and driven, just like the rest of the team at Blackball Media, and will fit right in.’

MOTOR VILLAGE

Flagship group has new website FIAT’S flagship dealer group has launched a new website following three months of development. The new site for Motor Village has a number of handy features, such as an easy-to-use introduction to the services offered for all the manufacturer’s marques. The site – at www.motorvillageuk.com – has been designed by specialist agency Visarc. 08 | CarDealerMag.co.uk

Pendragon has great expectations for the full year PENDRAGON plc has reported a strong performance for the third quarter of 2014, with operating profit up by 28.8 per cent and gross profitability up 4.9 per cent. And the two key brands at the UK’s largest automotive retailer – Stratstone and Evans Halshaw – are continuing

to perform better than they did in 2013. Also in the period from July 1 to October 31, 2014, aftersales and used departments increased profitability by around three per cent. Chief executive Trevor Finn said: ‘We continue to grow the business and deliver against our strategy. Strong

performance improvement continued across our used, aftersales and new departments in quarter three. ‘Given the continued strong performance in quarter three, we will be ahead of expectations for the full year.’ Market insight, p91

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DASHBOARD. FEATURE.

Ask Lawgistics Car Dealer Club lawyers at Lawgistics answer dealers’ legal questions. Join for £39.99 a year to get advice like this when you need it

I have a customer who put a £1,000 deposit down on a car. Two weeks later, he tells me he has changed his mind and is demanding I refund him the deposit. Do I have to give him his money back? If a customer changes his or her mind after putting a deposit on a car and says that they no longer want the car, in legal terms, they are in breach of the contract. For a contract to exist there need to be four elements: an offer, an acceptance, consideration (essentially some kind of payment, in this case the deposit) and an intention to be legally bound. Assuming the customer is not a minor (under 18) or mentally incapable of understanding what they are entering into, then if you have offered a car for sale and the customer has accepted the terms and paid a deposit, the contract is up and running. Both parties are then legally bound. For the customer who simply changes his or her mind, they have to be prepared to lose all of their deposit. You as the dealer will have probably paid out to prepare the car for the customer. That could mean anything from carrying out a full service, to an MOT, or a simple valet. You will also have taken the vehicle off sale and so have potentially lost out on a sale to a customer who wouldn’t have changed their mind. You may

even have contacted the DVLA to get the car put in the customer’s name, meaning there is now another owner on the log book – something which could potentially devalue the car. All in all, there will undoubtedly be a cost to you caused by the customer’s change of heart and so it’s absolutely correct that you should keep some or all of the deposit for your troubles. A client of ours recently found themselves on the other side of a deposit issue. He had put down £500 as a deposit on a car he had been asked to source on behalf of a customer. A few days later the seller decided he didn’t want to sell the vehicle after all (which could, of course, mean he got a better offer) and tried to argue that his solicitors had told him it was fine to pull out as there was no contract. We wrote a letter politely explaining that there was very much a contract (evidenced by an email from the seller confirming receipt of the deposit) and that if the seller didn’t continue the sale, we would advise our client to take court action for breach of contract. Potential outcomes from a breach of contract case are specific performance (that is the court ordering the seller to sell the car) or more likely given the practicalities of the situation, special damages which would be a financial amount to cover the loss of profit our client would have incurred. Not surprisingly, a deal was then done.

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Can the taxman demand upfront payments?

I recently heard a rumour that HMRC have been granted additional powers and can now demand ‘up-front payments’ when they believe you have not paid enough tax. Is this the case? Under Part 4 of the Finance Act 2014, HMRC are now entitled to issue onto a taxpayer, an Advance Payment Notice (APN). Currently, when undertaking a self-assessment tax return, the taxpayer retains any

sums in dispute until the dispute is concluded, after which the funds are either retained by the taxpayer, or paid to HMRC. This is now seen to be a form of

‘tax-avoidance’ and as such the rules have now changed. If you are served with an APN, HMRC can demand payment be made within 90 days, even if the dispute is yet to be settled. It can only apply when, firstly an inquiry had been made by HMRC, secondly, there is an advantage arising from the scheme, and thirdly, HMRC have sent prior notification that they believe your scheme involves tax avoidance.

Dealer refuses to give me a car I bought online

I recently bid for a car on an online auction website and was successful. The dealer confirmed the sale, sent me an invoice and we arranged for me to pick the car up. I then received a call saying there had been a mistake and unfortunately they had sold my winning car to another person. Personally I suspect they received a better offer and then decided to try to fob me off. Needless to say, I am angry that they should have behaved in this way. I contacted them and demanded they supply the vehicle to me but they have refused. What is my position? Although we usually consider the Sale of Goods Act as being about quality, fitness for purpose etc., there is another section (24) which gives the answer. Basically, if the dealer has sold the vehicle to you, as in this case, and then, providing he keeps possession of the vehicle until he sells it to the second person, then the second person will get good title, providing they were not aware it had previously been sold and they buy it in good faith. This, however, does not let the dealer off the hook. Although the first buyer loses title he can sue the dealer for an action of ‘conversion’. These particular circumstances highlight the need for you to keep accurate records by way of invoices, emails etc. so that dates and times can be logged. In some cases, where fraud occurs, the fraudster is very keen to switch sales quickly having acquired money for a vehicle and then disposing of it elsewhere. Both you and perhaps the police need to understand the timelines to be able to unravel the transactions.

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WHY I JOINED car dealer club Help with form-filling, personnel concerns and legal issues . . . Lawgistics’ work is simply invaluable to Guy

WANT TO UPGRADE YOUR MEMBERSHIP?

CAR Dealer Club member Guy Prince, from The Car Loan Warehouse, has been using Lawgistics’ services for two years now and told us that the company has effectively become both his HR department and legal team. As he’s involved in the motor trade – also owning a car dealership specialising in 4x4s called GAP Vehicles – he joined Car Dealer Club and took advantage of Lawgistics’ services when setting up his new financebased business. Prince said: ‘The business has been going for two years. In fact right at the beginning, Lawgistics helped me with obtaining my Consumer Credit Licence. They helped fill the form in, basically. It’s quite a topical thing at the moment as well and because of all of the new credit licensing we’re having to go through that process again.’ The Car Loan Warehouse is a finance broker, based in Alton, Hampshire, which assists dealers who haven’t been able to get finance from the main lenders, so without a Consumer Credit Licence there would be no business. ‘When you’re running a brokerage as we do, I couldn’t risk not getting one,’ explained Prince, ‘so we used Lawgistics and they were really helpful. Initially, it wasn’t quite as complicated as it is now but you still had to assure the Office of Fair Trading, as it was at the time, that you were worthy of having a credit licence. ‘We’re a finance broker so we help dealers with their declines and help them sell more cars. If they have customers who have been

LAWGISTICS’ basic membership – which you receive as a member of Car Dealer Club – is a cracking deal, but what if you need something that has extra clout? Larger dealer groups or a dealer embroiled in a big legal battle may require some more firepower, and the good news is that Club members get discounts on Lawgistics’ other packages. You’ll receive a £100 discount off the small business package (normally £595) – perfect for sole traders, a partnership or a small dealer group – and £250 off the professional package (normally £1,295). This is ideal for franchises, a dealer group or a car supermarket and covers all areas of legal law and documentation. There’s a package for everyone with Lawgistics.

turned down by the prime lenders, we’ve got lots of different people to help.’ Since then, Prince has also been able to use Lawgistics’ services for help with contracts and day-to-day legal queries. He said: ‘In the last couple of years they’ve also given us advice on employment contracts and how to word them. ‘They’ve also given other HR advice. For example, when it comes to giving an employee notice or something like that. Just general HR advice to make sure you’re not breaking the law.’ Over the years, The Car Loan Warehouse’s relationship with Lawgistics has flourished and the company moved up to full Car Dealer Club membership, which has saved them money in the long-term. Prince said: ‘I found them through Car Dealer magazine initially, and now they’re effectively our legal department and HR department, as well as offering other advice. It’s all rolled into one really because it’s cheaper than employing our own HR manager and legal person. We find that it’s very cost-effective. ‘I’ve used them for a few things now and it almost gets to the stage where you think, ‘‘I might need a solicitor for something complicated’’ and Lawgistics can make quite light work of it and sort things out for you.’

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DASHBOARD. INCHCAPE

11pc rise in sales for third quarter BRITAIN’S fifth largest dealer group, Inchcape, has reported an 11 per cent rise in third-quarter sales, benefiting from strong demand for new cars and the falling age of used vehicles. The firm, which operates in 26 countries and distributes cars for global brands including Audi and Jaguar, posted revenue of £1.7 billion between July 1 and September 30, up 10.6 per cent. The company said demand for new cars was ‘well ahead’ of last year. Market insight, p91

RENAULT

Mitsubishi dealerships welcome boost for electric motoring bit.ly/charge-points

Ten new SsangYong dealers sign up... and more are needed Range has been refreshed and confidence is growing, says firm’s CEO

en new dealers have signed-up to represent SsangYong, Korea’s oldest car brand, bringing to 20 the number of new dealers appointed this year in the UK. And the manufacturer is on the hunt for more dealer partners, having identified a number of open points across the UK. Paul Williams, CEO of SsangYong Motor UK, said: ’Confidence in the SsangYong brand is unquestionably growing, and our business proposition for dealers is increasingly being recognised as these 10 new appointments testify. ‘We warmly welcome each and every one to the SsangYong franchise, which has grown by 29 new dealerships in less than two years.

by DAVE BROWN @CarDealerDave

‘Our four-model range has been extensively refreshed. Face-lifted Korando, new Rexton W and Turismo, plus the greatly-improved Korando Sports pick-up offer dealers and their customers a complete range of SUV and 4×4 vehicles. ‘In addition, our all-new B-segment X100 crossover arrives in the middle of next year. That confidence is also translating into sales, with SsangYong now one of the fastest growing brands in the market this year.’ SsangYong is looking for the right quality dealers to represent the brand in a number of locations. There are a number of open points across England, Scotland and Wales

new appointments n Bescol Motors, Consett, County Durham n Falmouth Garage, Falmouth, Cornwall n Frasers of Falkirk n Klic Cars, Dumfries n Lindacre Ipswich n Minerva Cars, Bath n SERE, Belfast n Shukers, Shrewsbury, Shropshire n SMC Plymouth, Plymouth n Tanners of Cardiff including Aberdeen, Birmingham, Bradford, Greater Manchester, Leicester, Liverpool, London and the South-East, mid- and North Wales, Reading, Southampton, Teesside and Watford.

New man at helm of UK operations RENAULT Retail Group has announced the appointment of Richard Hemming as managing director of its UK operations. Hemming brings experience spanning more than 30 years in automotive retailing, most recently running the Audi Centre in Dublin, with previous roles as principal of Hemming Automotive and managing director of Ford Retail both in the UK and Austria.

TOYOTA

£1,350 boost for Barnardo’s THE children’s charity Barnardo’s is the latest good cause to benefit from the Toyota Fund for a Better Tomorrow, thanks to a nomination from a dealership near Paisley in Renfrewshire. The Arnold Clark Linwood Toyota centre put Barnardo’s forward as a worthy recipient of money from the fund, and the organisation has now received £1,350. ��| CarDealerMag.co.uk

You’re hired! JCT600 group welcomes 35 apprentices SIR ALAN SUGAR might be looking for just one apprentice at the moment – but at thriving dealer group JCT600 there are almost 100 of them! In September, the company recruited more apprentices than ever before, welcoming 35 young people to the 47 dealerships that make up the business. The apprentice scheme at JCT600 has been around for many

years but 2014 has seen it expand dramatically with a trebling in the number of people taken on. In total, the company employs 94 apprentices and there are plans to add even more next year. This year’s intake is the largest ever seen, with apprentices primarily taking on technician roles but also joining as parts and bodyshop advisers

at JCT600’s dealerships throughout Yorkshire, the north-east, the Humber, Derbyshire, Lincolnshire and Nottinghamshire. Chief executive John Tordoff said: ‘Our ongoing success is dependent on us being able to continue to attract and retain the best people and we are committed to investing in developing our team.’

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CarDealerMag.co.uk | 13

DASHBOARD.

Independent swoops in to take Twitter silver spot Portsmouth-based firm ‘shell-shocked’ after it is shown to be the second-most influential user of microblogging site – in its first appearance in our Top 100 list

TOP

MOST

INFLUENTIAL DEALERS ON TWITTER

n independent car dealer has stormed in to take second place in our updated list of the Top 100 Most Influential Dealers on Twitter. Prestige Diesels, which is based in Portsmouth, secured the incredible position despite it being the first time it had been included. Alexis Cassey, from the Ackworth Road company, told us: ‘I’m absolutely shell-shocked! Everyone just started tweeting me and I never thought little old us would be placed so high! ‘Twitter is just fantastic for the inquiries and relationships you build. It’s brilliant for getting your name out there and brand awareness.’ She added: ‘It’s all me with a little help from the rest of the team.’ Our current leader, Perrys, really brought its A-game, though. Not only did it smash its previous Klout score of 66 by two points but it also received the highest Klout score we’ve ever recorded.

TWITTER The 100 most influential DEALERS ON dealers on twitter INFLUENTIAL ers e low lout hang C Fol K

low Fol

@perrysmotors TOP @PrestigeDiesels

1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25

@Imperialcar @DriveBenfield @evanshalshawuk @MB_Retail @dicklovett @HarwoodsGroup @Sandicliffe @swanswaygroup @Vanarama @simonshieldcars @NewmarketCars @TCHarrisonFord @PorscheRetail @AVC_Leasing @SwannAutomotive @RidgewayGroup @stoneacremotors @cars_portsmouth @stratstoneuk @specialistcars1 @Saxton4x4 @jimreidvehicle @ToyotaofHunt

��| CarDealerMag.co.uk

Perrys Alexis Imperial Cars DriveBenfield Evans Halshaw Mercedes-Benz Retail Dick Lovett Harwoods Group Sandicliffe Swansway Group Vanarama Caroline Shield Newmarket Motor Co. T.C.Harrison Ford Porsche Retail Group All Vehicle Leasing Jay at Swann’s Ridgeway StoneacreMotorGroup Giles Usher Stratstone Umesh Samani Saxton 4x4 JimReidVehicleSales Toyota of Huntington

MOST

5293 3822 2619 6484 9618 6782 2029 6437 2402 2327 4590 4388 4289 1195 5619 3640 2498 5786 2207 2078 2255 3220 989 2877 1303

68 STATIC 66 NEW 66 +2 65 +5 64 +5 64 -3 64 +54 63 -1 63 +5 63 +85 62 NEW 62 -10 62 -9 62 -8 61 +2 61 NEW 61 -5 60 -10 60 STATIC 60 NEW 58 +11 57 -11 57 NEW 56 -3 56 NEW

26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 44 45 46 47 48 49 50

Key:

@ArnoldClark @RabyPorsche @DewsMotorGroup @motorpoint @StanPalmerHonda @hendygroup @VantageMotorGrp @CaptainCaralot @vertumotors @jct600 @DriveVauxhall @johnclarkmotors @BigCarsLtd @BristolStMotors @Autofarm @johnsonscars @rrg_group @griffinmill @Ocean_BMW @Carcraft @thecarpeople @AllCarLeasing @LINGsCARS @SturgessCarsLtd @JA_Autos

by Rebecca Chaplin @BelieveBecca This updated list will now be taken forward and reexamined so we can compile another top 100, which will be announced in advance of next year’s Car Dealer Conference in June. Anyone placed on that list will be invited to a special event at the conference at which they’ll be treated to some expert advice from some of the top names in the business. Car Dealer managing director James Baggott said: ‘The fight for top honours is a tough one and the fact that an independent dealer has managed to take silver shows just how much of a level playing field social media can be.’ If you think you should be included in the next list, tweet @CarDealerMag with your details and we’ll make sure your account is analysed in 2015.

Position change on May 2014 survey Arnold Clark Philip Raby Porsche Dews Motor Group Motorpoint Stan Palmer Honda Hendy Group Vantage Motor Group Captain Caralot Robert Forrester JCT600 Drive Vauxhall John Clark Big Cars Ltd BristolStreetMotors Autofarm 1973 LTD Johnsons Cars RRG Group Griffin Mill Garages Ocean BMW Carcraft The Car People AllCarLeasing.co.uk Ling Valentine Sturgess Motor Group JA Autos Ltd

7978 4108 3078 3472 2278 2180 1055 32956 4318 4008 1244 735 16100 4940 2343 1489 1354 646 10819 3911 2644 216 4332 1904 1618

55 55 55 54 53 53 53 52 52 52 52 52 51 51 51 51 51 51 50 50 50 50 49 49 49

-6 -14 -10 -13 +22 -9 -5 NEW -10 -10 NEW -14 NEW -24 +15 +19 NEW NEW NEW NEW NEW NEW -18 -15 NEW

How does Klout work? A Klout score is a number given between one and 100, which takes into consideration a user’s interaction on Twitter to work out their overall influence – the higher the number, the more influential the user. For our Top 100, where Klout scores were the same, follower numbers were taken into consideration.

51 52 53 54 55 56 57 58 59 60 61 62 63 64 65 66 67 68 69 70 71 72 73 74 75

@RobinLuscombe @Quicks_uk @AMARISUPERCARS @vehicle_lease @LeaseCar_UK @SytnerAudi @lambo7oaks @LookersGroup @BenfieldDacia @ivanhamillcars @HyltonMotors @MarshallMotorGp @BurrowsToyota @Lexus_Woodford @CriteriaCars @FairfaxHonda @STAFFORDAUDI @ArburyGroup @BenfieldSkoda @Shrewsbury_BMW @CarShopUK @PeterVardy @HawkinsMG @BramleyGarage @Shrewsbury_MINI

Luscombe’s Leeds 714 Quicks 6266 Amari SuperCars 3486 Concept Vehicle 3391 Lease Car UK 2929 Sytner Audi 1566 LamborghiniSevenoaks 1533 Lookers Group 1265 BenfieldDacia 701 Ivan Hamill Cars 467 Hylton Motor Group 10454 Daksh Gupta 3380 Burrows Toyota 2742 Lexus Woodford 1539 Ben 1251 Fairfax Honda 880 Stafford Audi 2512 Arbury Motor Group 820 Benfield Skoda 8396 Rybrook Shrewsbury 3645 CarShop UK 3588 Peter Vardy 3530 Hawkins Motor Group 2936 Bramley Motor Cars 2880 Rybrook Shrewsbury MINI 2472

49 48 48 48 48 48 48 48 48 48 47 47 47 47 47 47 47 47 46 46 46 46 46 46 46

NEW NEW NEW NEW NEW NEW NEW -12 NEW NEW -26 -31 NEW NEW -35 NEW NEW -4 -33 NEW NEW -44 -7 -9 NEW

76 @AstonMartinWork 77 @RidgewayVW 78 @wessexgarages 79 @SinclairAudi 80 @bolton_kia 81 @WindmillLeasing 82 @BenfieldToyota 83 @LowCostVans 84 @mikebrewermotors 85 @HR_Owen 86 @RidgewayAudi 87 @StebbingsCars 88 @BowkerBMW 89 @LexusBolton 90 @AlanDayVW 91 @vindisgroup 92 @WylamGarage 93 @RMBAuto 94 @ButlersVehicle 95 @AgnewGroup 96 @greenhous 97 @ThamesMotor 98 @AngusMacKinnonl 99 @Vertuhonda 100 @LancasterBMW

Aston Martin Works Ridgeway Volkswagen Wessex Garages Sinclair Audi Bolton Kia Windmill Leasing Benfield Toyota Rod Lloyd & Team Mike Brewer Motors H. R. Owen Ridgeway Audi Stebbings Cars Bowker BMW Lexus Bolton Alan Day Volkswagen Vindis Group Wylam Garage RMB Automotive ButlersVehicle Agnew Group Greenhous Thames Motor Group Angus MacKinnon LTD Vertu Honda Lancaster BMW

2427 2126 2117 1748 1599 1425 1006 624 8413 5048 2486 2017 1902 1765 1494 1424 1324 1129 1044 1042 1034 963 576 573 113

46 46 46 46 46 46 46 46 45 45 45 45 45 45 45 45 45 45 45 45 45 45 45 45 45

-34 NEW -52 -25 NEW NEW NEW NEW -13 -34 NEW -13 -55 NEW -52 -32 NEW -54 -32 -15 NEW -15 NEW NEW NEW

CarDealerMag.co.uk | 15

DASHBOARD. STATISTICS

Record-breaking car production THE UK automotive sector is worth a staggering £10.7 billion to the UK economy, figures released by the Government have revealed. The impressive statistic was published as it was anounced that the first nine months of 2014 have been the best for car manufacturing for six years. A total of 1,132,017 cars were produced in the UK from January to September. SMMT chief executive Mike Hawes said: ‘It is testament to the strength of the automotive industry that it continues to break records.’

TOYOTA

Vertu Motors announces acquisition of the Taxi Centre bit.ly/taxi-deal

Huge range expansion is on the way from dominant Audi Thought the brand had all the bases covered? You were wrong...

ust when you thought there were no niches left to fill, no types of passenger car yet to create, Audi announces it is to increase its product offering by 20 per cent over the next three years. Currently, the brand offers no fewer than 50 model variants across its range of 12 cars, though the Ingolstadt marque has confirmed this is to grow with the addition of 10 brand new model types. Audi is currently the largest premium manufacturer in the UK and is looking to press home its advantage over rivals BMW and Mercedes-Benz by bringing even

by Daljinder Nagra @DJonMotors more metal to showrooms. It is remaining tight-lipped about what exactly we can expect, though models at both ends of the range are likely, including a new sub-compact model and a flagship four-door coupe, expected to be called the A9, which will sit as a more sporting alternative to the current rangetopping A8 limousine. This isn’t just a case of making up the numbers, either. The new models represent a 22 billion euro investment by Audi in its research, development and manufacturing

facilities. More information is set to be revealed at the Los Angeles motor show. In the meantime, Audi fans can excite themselves with the prospect of a hot RS version of the striking new TT coupe. While it is officially yet to be confirmed, the recent announcement of the forthcoming RS3 hatchback, with its five-cylinder turbocharged engine, means it is increasingly likely there will be performance TT model sharing the same hardware. ‘It’s a fairly safe assumption,’ teased an Audi spokesman. Audi A6 road test, p46 Audi TT road test, p47

Lucky customer wins new Aygo CHESTERFIELD Toyota dealership Gordon Lamb has handed a brand new Aygo over to a lucky competition winner from Sheffield. Tracy Merriman was entered for a prize draw when she placed an order for a new car at the showroom. She had no idea she would be the lucky winner among hundreds of entries received during a weekend of Go Fun Yourself Aygo activities held in August.

INVESTIGATION

Survey reveals tyre horrors THE largest-ever nationwide investigation into part-worn tyres has revealed that more than a third of those inspected were faulty or damaged – meaning they should never have been sold. Among the faults found by the independent assessors were dangerous puncture repairs, exposed cords, damaged beads, penetration and evidence of being run under-inflated. ��| CarDealerMag.co.uk

15-month jail term for crook who sold stolen BMW A CROOK who sold a stolen BMW with false number plates has been jailed for 15 months. Thirty-four-year-old Talat Ali, of Rochdale, Greater Manchester, was involved in a car-ringing scam which led to the vehicle having the false plates fitted and being put up for sale on eBay. He sold it to an unsuspecting member of the public who quickly realised what had happened and got the police involved. Ali was sentenced to 10 months

in jail for handling stolen goods and five months for fraud by false representation. During the sale process he had used the alias ‘Tanvir Ali,’ the Manchester Evening News reported, and had admitted both charges at a previous hearing. The black BMW in question had been stolen in the Cheshire area in January this year, said the newspaper. A couple of weeks later, it was advertised online, with the seller named as Tanvir Ali. Although the

eventual purchaser made a number of bids, he lost the auction but ended up buying the car after a subsequent textmessage exchange with Ali. After taking possession of the car at a price of £14,000, the buyer became suspicious and detectives subsequently discovered it was the same one that had been stolen previously. Fingerprints on the vehicle confirmed Talat Ali’s involvement in the scam, the court heard.

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CarDealerMag.co.uk | 17

DASHBOARD.

Lotus chief : We must focus on our sales and dealerships CEO ‘would not exclude possibility of having 20 more outlets this year’

otus Group CEO Jean-Marc Gales has not ruled out adding 20 more dealerships in the next financial year to resurrect the British carmaker. Despite a reported increase in sales by almost 50 per cent, Gales, right, stated that this is not enough to support the car company. In September, the British sports car manufacturer announced it would be cutting its global workforce by a quarter as part of an essential restructure. The Lotus Group CEO has now told Automotive News that the next step to restore the business is a focus on sales and their dealer network. Gales said: ‘The focus has been on the commercial side, making sure we sell more cars, provide better coverage

and I would not exclude having 20 more dealers in this financial year.’ However, this doesn’t mean an end to cuts at the Norfolk-based business. Gales explained that they would need to continue to streamline the business to become profitable: ‘In the first four months of this financial year [which started in April], we sold 46 per cent more cars, but that’s still not sufficient to guarantee our future,’ he told Automotive News. ‘We need to continue to reduce costs, and we are fully aware of the hardship that brings for our workforce.’ The former second-in-command at the PSA Peugeot Citroen group did claim that Lotus would be back on its game in the near future though. Gales said: ‘We will return to profitability in the very foreseeable future.’

via our dealer network and develop a more precise marketing programme.’ He added: ‘We don’t have enough dealers, even in the UK. There is no dealer in London, and nor is there in Paris, Madrid, northern Italy, Hamburg or Berlin. ‘More dealers drive more sales. We have opened nine new dealers worldwide over the past six months,

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TRADING STANDARDS

Taking filters out is ‘terrible’ GARAGES have been caught out illegally removing diesel particulate filters to save customers the hefty cost of replacing them. The BBC’s regional TV news programme Inside Out identified five garages out of 10 in Staffordshire that were prepared to remove the filter that prevents harmful diesel soot emissions leaving the exhaust. Any car that has had its DPF removed should fail an MoT. However, one garage featured on the programme managed to dupe MoT testers by replacing the filter with an empty container. A trading standards spokesman said the removal of the filters was ‘terrible’ and told the BBC: ‘What we have here is some flagrant breaches that need investigating. Garages need to know they can’t get away with this.’

Now open for business: Hyundaiâ&#x20AC;&#x2122;s new digital showroom in Bluewater .â&#x20AC;&#x2030;.â&#x20AC;&#x2030;.â&#x20AC;&#x2030;and you read about it in Car Dealer first!

yundai Motor and digital retailer Rockar have unveiled the worldâ&#x20AC;&#x2122;s first digital automotive retail experience â&#x20AC;&#x201C; Rockar Hyundai. As reported in Car Dealer, Rockar Hyundai is an innovative approach to new car buying which meets the needs of modern shoppers who are comfortable with purchasing online. It provides a customer-focused experience that allows visitors to research, test-drive, part-exchange their old car and purchase a new Hyundai â&#x20AC;&#x201C; with cash or various finance packages â&#x20AC;&#x201C; all at the click of a mouse or touch of a button. Accessed via rockar.com, they can buy a car 24/7 in as little as five minutes from their home or office using a computer, tablet or smartphone. The online portal is

supported by a physical store at Bluewater in Kent, Europeâ&#x20AC;&#x2122;s leading retail, leisure and entertainment destination. It attracts 27 million visitors a year, and serves one of the largest and most affluent catchment areas in the UK. Staffed by â&#x20AC;&#x2DC;Rockar Angelsâ&#x20AC;&#x2122; rather than traditional salesmen and women, itâ&#x20AC;&#x2122;s designed to provide a buying experience that puts the customer in complete control. Simon Dixon, founder of Rockar. com, said: â&#x20AC;&#x2DC;The Rockar-Hyundai partnership has the customer at its heart. It is all about putting the customer in control. We want to make buying a new car a pleasure, whether theyâ&#x20AC;&#x2122;re at home on their sofa or at our modern digital store.â&#x20AC;&#x2122; Tony Whitehorn, president and CEO, Hyundai Motor UK,

DASHBOARD.

commented: â&#x20AC;&#x2DC;Hyundai believes in putting the customer first and making sure that they have a great experience when buying and owing a car. Traditional car dealerships will always have a vital role to play in the car buying and ownership experience. However, this online and in-store option gives customers another choice.â&#x20AC;&#x2122;

Digital decisions Hyundai is opening a car dealership in a store in Bluewater that will have no salesmen and transactions will all take place digitally. James Baggott reports on this remarkable project

yundai is claiming that its new digital dealership will be a â&#x20AC;&#x2DC;global firstâ&#x20AC;&#x2122; in motor retailing when it opens in the Bluewater shopping centre at the end of October â&#x20AC;&#x201C; without a salesman in sight. Customers will be able to buy their cars purely on iPads dotted around the store, completing the entire transaction â&#x20AC;&#x201C; from part-exchange price to finance application â&#x20AC;&#x201C; using the Apple devices and not once interacting with a salesman. â&#x20AC;&#x2DC;Product Angelsâ&#x20AC;&#x2122; will instead be on hand in the store to help if they get stuck, but they will categorically not be selling to the walk-in customers.

â&#x20AC;&#x2DC;This is all about the customer,â&#x20AC;&#x2122; explained Hyundai UK president and CEO Tony Whitehorn in an exclusive chat with Car Dealer magazine. â&#x20AC;&#x2DC;This is not to do with a salesman â&#x20AC;&#x201C; this is driven by what customers want. â&#x20AC;&#x2DC;There are lots of people who will never go into a shop or buy online because they want to go to a dealership, and thatâ&#x20AC;&#x2122;s fine, but this new offering is for those who want an alternative.â&#x20AC;&#x2122; The store has been opened by Rockar, which was founded by Simon Dixon. He was the man behind Dixon Motor Holdings and previously Jam Jar Cars, and Whitehorn explained that he approached the car firm two years ago with a

The Bluewater Hyundai store â&#x20AC;&#x201C; and our report from last monthâ&#x20AC;&#x2122;s issue

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CarDealerMag.co.uk | 19

â&#x20AC;&#x2DC;kernel of an ideaâ&#x20AC;&#x2122; that the two working on ever since. â&#x20AC;&#x2DC;Simon came to us wanting t cars online but we said no to th were going to do it then it had and bricks,â&#x20AC;&#x2122; said Whitehorn. â&#x20AC;&#x2DC;This is not a pop-up store. Simon has taken out a nine-yea lease at Bluewater and that is hugely expensive, but this is completely revolutionary. It is a whole new way of buying a car.â&#x20AC;&#x2122; Whitehorn thinks it is

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‘Help us mark our move to new premises,’ says Burton dealership bit.ly/burton-move

Exclusive RAC VIP Reception planned for Used Car Awards Guests will enjoy glass of bubbly and get to meet host Mike Brewer

he RAC has joined forces with Car Dealer Magazine to offer an exclusive VIP predinner drinks reception at our forthcoming Used Car Awards. The special event will offer 50 exclusively-invited dealers the chance to enjoy a champagne reception ahead of the glittering awards evening at The Brewery, London, on December 1. Guests of the Used Car Awards RAC VIP Reception will be granted early access to the venue and will get the chance to hear from awards host Mike Brewer in a special meet-and-greet session. ‘We are delighted to be able to team up with the Car Dealer Used Car Awards to offer some very special dealers the chance to enjoy a glass of champagne and early access to the event,’ explained RAC’s Mario Dolcezza. ‘We want to celebrate the very best used car dealers and teaming up with these prestigious awards will give us the chance to do just that. The RAC is only interested in supporting

by REBECCA CHAPLIN @BelieveBecca

the very best of the best dealers and this exclusive VIP reception will demonstrate exactly that. ‘We’ll be inviting the 50 guests in the coming weeks personally and I very much look forward to welcoming them on the night, talking business and helping them celebrate the brilliant achievement that is winning a Used Car Award from Car Dealer.’ This is the first time in the event’s history that this exclusive reception will take place and it is hoped that it will become the preparty to be seen at. James Baggott, managing director of Car Dealer Magazine, added: ‘We’re delighted the RAC has joined the impressive roll of sponsors supporting our gala event

COURT

Dealer fined for roadside sales MAGISTRATES have imposed a £100 fine on a used-car salesman who traded from a residential address without a licence. The dealer, Hasan Tasoglu, of Ash Grove, Palmers Green, in the London borough of Enfield, was prosecuted by the local council for having cars on sale in Albany Park Avenue, the Enfield Independent reported. Tottenham magistrates fined Tasoglu £100. He was also told to pay £600 costs and a £20 victim surcharge.

FORD and we love the innovative twist they’ve added to what was already set to be a dazzling night. ‘Early access to the venue, a glass of bubbly and the chance to hear from our awards host will make for a very special start to the night and I’m looking forward to dropping in on the reception myself – that’s if they’ll let me in!’ A full report on the winners of the Used Car Awards, sponsored by Black Horse, will appear in the next issue of the magazine. In the meantime, keep an eye out for the shortlist which will be revealed on our website at CarDealerMag.co.uk on Monday, November 17.

£5m investment in new showroom LIFESTYLE Ford has officially opened its new showroom in Old Guildford Road, Horsham. Construction of the building took just seven months to complete, and involved a total investment of £5 million. Mark Ovenden, chairman and managing director, Ford of Britain, officially unveiled a commemorative plaque. Lifestyle chairman Marc Matthew said: ‘The clean and sophisticated look will really appeal to our customers.’

BENTLEY

Wraps are taken off new website BENTLEY has revealed its new website, which it describes as ‘engaging, informative and flexible’. The new site, bentleymotors.com, has been designed to ‘serve up a luxury digital experience’. Bentley’s member of the board for sales, marketing and aftersales, Kevin Rose, said: ‘Our new website ensures consumers can connect with the world of Bentley wherever they are in the world.’ CarDealerMag.co.uk | 21

DASHBOARD.

Race on a Sunday, When we heard Nigel Mansell was opening a Mitsubishi dealership, we begged the manufacturer to set up an interview. After our 10th call it relented and gave us the motor trade exclusive. Rebecca Chaplin reports

f you’re looking for a unique selling point for your dealership they don’t come better than this. Sarah behind the reception desk might have a very pretty smile, sales executive Geoff might have all the answers, but neither is likely to leave your customers in a stunned state of disbelief as they walk through the door. At Jersey’s Mitsubishi dealership, though, they’ve got the golden ticket – and I’m not referring to the glitz on show upstairs. When customers come in to size up the spec on a Shogun or get the lowdown on an L200, they could be greeted by a very famous moustache. A moustache that’s attached to one of the most celebrated racers in history, the only person to hold the Formula One and Indy Car championship titles simultaneously. Nigel Mansell. His son Leo, 27, is in the driving seat here, guided by chairman of the business Nigel. In 2012, the pair set up shop, transforming a beautiful art deco building into a used car dealership with the most incredible collection of racing memorabilia. Now the duo have taken the plunge and signed on the dotted line to represent one of the fastest-growing brands in the UK – and I’ve travelled to Jersey to meet them. Leaving the airport terminals that appear to have been plucked from the ’70s, akin to your local bus station, complete with broken velour chairs, I drive towards the seafront and am shocked that I’m bombarded with huge modern dealerships looming over the roadside almost straight away. Crawling along in the earlymorning traffic, I’m surprised at just how much competition the Mansell family is facing here. As I approach the Mansell Collection, it almost jumps out at me on the busy La Route De St Aubin in St Helier, where it’s hard to see until the last moment. Surrounded by bustling fish and chip shops and launderettes, there’s certainly plenty of passing traffic to attract. However, there’s no huge forecourt or obvious customer car parking. Space, I soon find out, is at a premium on an island that’s just five by eight miles wide… Inside, it’s like a five star hotel – bright, light and beautifully appointed. There’s a classy seating area where I get comfortable and enjoy a wake-the-dead Italian black coffee fit for a café in Rome, and admire a collection of Nigel’s race suits and a signed T-shirt from motorcycle racing star Valentino Rossi. With Sky’s Formula ��| CarDealerMag.co.uk

Pride: Nigel Mansell and son Leo outside the art deco building housing the Mitsubishi showroom as well as their astounding racing collection 1 Show playing on multiple screens around the showroom, I’m questioning already whether I’m in a dealership or some F1 dreamscape. I actually can’t quite believe I’m here. I’ve loved Formula One for years, mostly because I’ve had to. In 1992, the year Nigel won the World Championship, my dad would steadfastly watch every round, when I could barely walk or talk and would have much preferred to be playing with

my doll’s house. But the influence has sunk in – I now can’t get enough of the sport and, incredibly, I was actually about to meet this motor racing legend. Any nerves I had before meeting Nigel soon disappear, though, as we get comfortable in his office. It’s how I imagine a solicitor’s office to look: classical curved wooden furniture and golfing trophies stacked around the perimeters – and the polar opposite to son Leo’s, which is

sell on a Monday

kitted out in modern black furnishings. The first question I really want an answer to is probably the same as everyone else’s: Is Nigel really selling the cars? ‘Absolutely 100 per cent,’ he says and goes on to explain that at present there are just three main salesmen – Leo, general manager Robbie Hannah and himself. So there’s actually a onein-three chance that buyers will be negotiating

with an F1 champ for their Mirage. Leo, who is sitting on the opposite side of the desk to his father, next to me, adds: ‘We’re doing 100 per cent of the selling at the moment. We’re still a very small team, but we’re growing quite quickly. Between Rob, myself and my dad we do all the selling,

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We are genuinely proud – and I think our customers can see that CarDealerMag.co.uk | 23

DASHBOARD. which keeps us busy.’ Nigel seems to be getting into the swing of selling, but then he has got form. Not only did he ruthlessly negotiate his F1 contracts – that’s why he got to keep all the trophies and cars he competed in (more of that later) – but he’s run dealerships before too. ferrari dealer ‘When I lived in England in the ’80s, we had about eight or nine different dealerships down in Bournemouth, so I’ve been in the trade before – I know all of the dodgy characters,’ he chuckles. Back then, Nigel owned TVR and Ferrari dealerships, which he eventually sold to the Westover Group, so why did he choose to go Japanese this time around and not start selling supercars again? ‘Selling Ferraris was truly fantastic, but it was a very up-and-down business,’ he explains. ‘We had one year where there was something like £20,000 premiums on a Ferrari, so whatever allocation you had it was wonderful because you made that much more money just by having one car. ‘But then the very next year you could have 15 of a certain model delivered, the market had flipped and you had to sell them at a loss. It could be a very tough job. I loved being a Ferrari dealer, but we had some challenges and that’s when I decided to sell.’ That’s not to say the Jersey market is an easy one in which to start up again – far from it. The island is not a big place – it has just 500 miles of roadway, but despite that lack of Tarmac, the Channel Island can still boast among the highest number of cars per household in the world. ‘The car industry is massive in Jersey,’ said Leo. ‘I think there are three or four cars per household. The frequency of people renewing their cars is good in Jersey as well, especially compared with the UK, making car sales a very competitive business.’ It helps that Nigel is used to a good fight – and I’m not referring to his notorious fisticuffs in the pit lane with Ayrton Senna, I’m referring to his steely resolve to get things done. ‘You have to fight for market share here because there are fewer than 100,000 people on the island,’ said the former world champ. ‘There has been a monopoly on the island for many years with the dominant dealer group who I think have around 60 per cent of the market.’ Leo and Nigel have gained valuable experience of the Jersey micro-business environment already, thanks to the used car business they launched around 18 months ago. That bespoke set-up aimed to match buyers with the cars they wanted, rather than the cars they happened to have in stock. It was a great success and filled them with the confidence they needed to look for a franchise to take on. But why Mitsubishi? Leo explained that this dealership was about creating a long-term, sustainable business for generations to come, and when the Mitsubishi opportunity came up it was the brand’s options for a wide range of customers that piqued their interest. ��| CarDealerMag.co.uk

Mansell junior explains: ‘The opportunity came about and we explored the products they had and saw the customer base we could acquire with their model range and we found that really exciting. It meant we could provide a car for everyone, whether that be a pick-up truck, a Mirage as a runabout, all the way up to a plug-in hybrid SUV.’ So how have the father-and-son team found representing the franchise so far? ‘Well, we’re six weeks in and it’s been very successful,’ said Leo. ‘We are genuinely proud – and that’s not just for the article – and I think our customers can see that and are very pleased to be buying the cars.’

There have been challenges along the way, explained Nigel, mostly down to his hectic schedule. With commitments all over the world, including a heavy involvement at every Formula One round, fitting in the set-up of a brand-new franchise has been tough at times. ‘Some things have been very challenging, but I can say Mitsubishi has demonstrated extreme professionalism, and whatever issues there have been they’ve been overcome, and they’ve been overcome collectively, which I think is very good,’ explained Nigel. ‘Having been part of a family of other great manufacturers, and having driven for the likes of Ferrari and Honda and various others, I’ve

Main: Robbie Hannah, left, Nigel Mansell, centre, and Leo Mansell in the Mitsubishi showroom

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Far left: Rebecca learns about the dealership and collection from Nigel and Leo

We weren’t supported in any way by other dealers because we were perceived as a threat found that Mitsubishi does things incredibly professionally. When you work hand-in-glove with anybody, nothing is impossible to achieve, it just takes a bit of time to make things fit.’ The Mansells haven’t exactly been met with open and welcoming arms by other dealers on the island, though. ‘We weren’t supported in any way by other dealers because we were perceived as a threat,’ said Nigel. ‘We had a lot of dealers showing indifference, but we have now shown that we’re here to stay – we’re not going anywhere and I’ve even told a number of people that. ‘Things have settled down a little bit now, but we’ve still had a few hurdles to jump. We had to

demonstrate to other businesses that we had a very big resolve.’ That resolve can be demonstrated in their passion for selling – the father-and-son team seem just at home behind a sales desk as they do in the racing seats of the respective cars they campaigned around the world (Le Mans racer Leo is no slouch behind the wheel). And it’s clear they’re just as competitive… ‘I don’t think we have a particular sales technique, we just let the product sell itself,’ said Leo. ‘We give the customer all the information they need and we give them a fair price, there’s no hard sell here. ‘We just want the customers to enjoy the

experience when they visit us. If they want the car and the price is right for them, they’ll buy it. That’s our philosophy.’ However, it’s clear the duo never let a sales opportunity pass them by. Nigel explains: ‘Yesterday was pretty funny. Several days ago, I was driving through St Helier in a PHEV and I almost ran someone over. He said he didn’t hear me coming, because we were going slowly in electric mode. ‘He looked at the writing all over the car, realised it was a PHEV and started to take an interest – so I told him to take a look. He seemed interested and yesterday came back in for a test drive. CarDealerMag.co.uk | 25

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Q&A

Nigel Mansell What is your proudest moment in F1? Probably getting the drive from the late Colin Chapman and signing a massive contract. Then winning the first race in 1985, the European Grand Prix at Brands Hatch, then standing on the podium with the late, great Ayrton Senna in Hungary having won the World Championship. How did that feel? That was probably the most special moment in F1, to beat all of the gang. You work your whole life to be the best in the world and when you do it’s impressive. It feels amazing. Then I worked hard and did the double back-to-back in America. What was your greatest achievement? Staying alive. Honestly, because of the era we raced in, being alive really is an achievement. Yes, I sustained injuries, but I am sort of sane and coherent, a little bit deaf maybe. Modern F1 drivers don’t have to worry about that. How are you involved with F1 now? I work as an FIA steward at some of the races. It’s very different. I also work with the MSA and sit on the board. It’s tricky these days with health and safety. In my era, 24 of my teammates died – and in the past 20 years no-one, fortunately, has lost their life. What did you think of Bianchi’s crash? Jules is fighting for his life in Japan. The fact he is in that position is an incredible achievement, because motorsport is dangerous. When Ayrton Senna and Roland Ratzenberger lost their lives at Imola, the changes to racing and the tracks was unprecedented. Barriers were moved back, some by a few hundred

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metres, run-offs added so you can come off the track at 200mph and not hit anything and just drive back on. The changes have been quite amazing really. What do you think of F1 now? The longevity of a race car driver is incredible now. They have a much longer career, and of course the stats with the cars, the engineering and the work that the FIA and the manufacturers do is astonishing. The safety of the cars is now fantastic. But the driver, to a certain extent, is a passenger to the technology. When I was racing I had one or two engineers and we worked very closely – now they have a team of 30 to 50 engineers. Do you think it needs to go back to that? I think there needs to be a level playing field. I think just because you’ve got a massive manufacturer able to spend hundreds of millions more than another one then that’s not a level playing field. What about the driving aids? Yes, you have to have innovation, but I think there are certain aids on a car that should be

taken away so the driver can drive the car. A case in point is this fly-by-wire braking on the rear brakes, which is all controlled by a computer. The driver pushes a pedal and he’s only linked to the front wheels. Hydraulically, he does the front wheels, but the rear is all done by computer. Is that the way it should be? How does your life now compare to when you were racing? Extraordinary, really. I’ve had such an affinity with race fans all through my life. I call myself a people person, so I go out in the street and meet and talk to people as much as I can. But it does still get mad. At a recent function in Japan they had only employed two security guards – they were swamped. The next day they had 20 security guards! Does that get stressful? It does. I massively admire entrepreneurs, the people who have achieved something great but no-one knows who they are. They can do anything they want, anywhere in the world, and I’m basically like a prisoner in some ways because I don’t have that freedom. In some countries it can be very challenging. Do lessons learnt in F1 help selling cars? There are different drivers in the world. There are drivers and there are racers. I’ve always been a thoroughbred racer. Very quickly, racers make things happen. We can be quite boisterous at times, and that helps in business. Are you very proud of what you’ve achieved? It’s been an amazing life and one I’m very grateful that I can reflect on now and have time to look back and think ‘Did I really do that?’

Left: Our Rebecca gets to interview a legend Right: Leo and Nigel’s relaxed mood belies their serious approach to business ‘I drove first and blasted off down the road to show him the equipment on it and then I stopped to let him have a go. ‘Well, he got in and just started shaking. It was then I realised that he thought driving me around was something special – I just think I’m a normal person, which of course I am, but to other people I’m not really normal. ‘He’s going to come back for another test drive, though, and bring his wife, so hopefully we might have sold another one!’ Nigel has also clocked up some interesting sales too – one PHEV buyer shares his name with a certain clown that’s usually found flogging burgers for the Golden Arches. When I refused to believe there’s really a man called Ronald McDonald, who Nigel even described as a ‘famous restaurateur’, he gives me a wry smile and picks up his phone.

‘Could you just repeat that?’ he says proudly, as a colleague confirms that Mr McD does in fact have the same name as a clown and exists. Anyone would think Nigel had just won another World Championship, such is the size of his grin when he’s proved right. STUNNING SITE This sales success is helped by two other very important factors – firstly, the beautiful art deco building that the Mansells have poured bucketloads of cash into, making it one of the most stylish dealerships I’ve ever visited, and the fact that upstairs houses one of the most amazing collections of F1 memorabilia in the world. In fact, the latter can already boast about being the second-most-popular tourist attraction on Jersey. The Mansell Collection, despite having an

extremely modern dealership downstairs, has the atmosphere of an expensive hotel too. The 1930s building has inspired the theme that runs throughout and Nigel and Leo proudly show me around. ‘I had a vision in my head of what I wanted to see,’ Leo explains as I walk around with the pair in awe of the collection. ‘Combined with my mum and dad’s architectural opinions, we put this together. Most of it has come from seeing the building and wanting it to have a very clean feel. It’s been about embracing the art deco era and showing it off. That meant not hiding walls or beams. ‘To me the building just looked amazing. It was in a bit of a state of disrepair but we could see the potential, and when we tried to find decent space in Jersey we found that very difficult, so being able to have the space both downstairs and outside, and being very CarDealerMag.co.uk | 27

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close to town on a busy road was perfect.’ Although they wouldn’t tell me how much, it’s clear it has taken considerable sums of money to get the building up to scratch. And when they tell me that they had to build not one but two new roofs over the old listed one, it’s also clear that money wasn’t really an object when it came to putting this site together. Chatting to the Mansells about their plans, their work ethic and their hopes for the business, it’s also obvious that the customer experience is very high up on their list of priorities – and that shows in the dedication they’ve made in housing their showroom in this building. Nigel explains: ‘We found the location and it ��| CarDealerMag.co.uk

was one of those projects that excited me because it’s about renovating a historic building which was listed, and it was one of those occasions where the pieces just got put together from there. ‘We saw the space upstairs that I could see would work as the museum and then we knew we could set up a dealership downstairs. It was an exciting concept.’ one of a kind The museum truly is a one-of-a-kind display. Among its exhibits are an uncashed casino chip for $1m (yes, really), a dagger made from dinosaur bone he won in an IndyCar race and the F1

world champion’s driver’s title trophy – not to mention a number of the cars in which he won races. Mansell was very canny in his contract negotiations and ensured that they stipulated he could keep all trophies and winning cars. Unsurprisingly, this horde has been a massive attraction for fans from all over the world. Leo adds: ‘The museum has been amazingly successful. I think it’s fair to say far more successful than we ever thought it would be. ‘This year alone, I’d estimate there have been more than 12,000 people through the doors. Those sort of numbers keep you busy.’ Nigel is pleased with how it is shaping up too. ‘When we opened the museum last year

Q&A Leo Mansell

Is it true you’ve bought a 40th-anniversary Evo? Yes, the FQ-440. We were on a training course and I overheard that someone had withdrawn, so I literally said I’d have it there and then. If there’s only 40 of something in the world, you can’t go wrong.

Main: Part of the jawdropping collection of racing memorabilia Below: Nigel’s Ferrari F1 racesuit

If you could pick any car from any time, what would it be? I think an F40 – it is one of those iconic cars. I’ve always loved the GT40 as well. Just the look of it, the styling is stunning. To be honest, there are a million cars I would have in my garage if I could! What’s your favourite Mitsubishi and why? I think it’s got to be the FQ-440, but I won’t know until I see it. To be honest, I’ve been driving an L200 for the past few days and it’s brilliant. It’s fun and really practical. Also, now I’ve had a go in the PHEV I’ve got to admit it’s genuinely a lot of fun to drive. Do you have some golden rules for business? Don’t repeat the same mistake. I think naturally there are going to be mistakes and things you don’t get right, but once that’s happened and you’ve learnt from it, don’t let it happen again.

we were 69th on the attraction list of Jersey, and by the end of the year we were number two on TripAdvisor. People who visit go away very pleased and surprised at what is here and, more importantly, around 90 per cent of them look around the showroom too. ‘Some are particularly enthusiastic. We had one go around 20 cars and sit in every single one, and we had to say in the end, “Will you please stop touching everything, because we have to polish it after!” It was clear he wasn’t going to buy a car,’ laughs Nigel. It’s not uncommon to see father and son working side by side in a car dealership, but with competitive racers like these two I was desperate

to know if there had been any friction. Not so, says Nigel. ‘For me, it’s like a breath of fresh air. Leo is a great businessman. He’s a great credit to himself and very professional. ‘He’s articulate, he gets on with everybody and the biggest thing for me is I can trust him. Leo is my eldest son and he’s got my complete support, and hopefully vice versa.’ Leo seems coy when I ask him the same question – it’s clear to me that for him business is business. ‘I think we’ve got a really good balance,’ he adds. ‘If we’re talking about business it’s business and it’s not about being father and son. CarDealerMag.co.uk | 29

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Wicked wheels 2014 mitsubishi outlander phev

Max speed (mph) 0-60 (seconds)

106 11 89

Miles per gallon

148

SPECIFICATION

Max power (bhp) Engine capacity (cc)

1998

Weight (kg)

2310

Fuel capacity (litres) World Championships

45 0

The car that shook up the 4x4 market and finally saw SUVs equipped for roaming green fields exhibit thoroughly green credentials.

1992 Williams FW14B

Max speed (mph)

SPECIFICATION

0-60 (seconds)

230 3.2

Max power (bhp)

750

Miles per gallon

12.2

Engine capacity (cc)

3493

Weight (kg)

505

Fuel capacity (litres)

230

World Championships

The first championship-winning car designed by Adrian Newey, with 17 wins, 21 poles and 19 fastest laps, the FW14B took Nigel Mansell to victory in 1992. ��| CarDealerMag.co.uk

‘If we’re at home having Sunday lunch it’s about being father and son – I think it’s important to differentiate the two. ‘Naturally, having a father-son relationship means we have the trust and the closeness to be able to talk things through better. More so than if you would if you were just boss and employee. It’s working very well.’ what’s next? So, with that sorted, what’s next for the dynamic duo? I shouldn’t have been surprised when it becomes patently obvious they’ve got that clearly mapped out and are well on the way already. Next on the Mansell road map is a petrol

station and state-of-the-art service centre located just down from the Mitsubishi showroom on the other side of the road. It’s been given the same art deco styling on the outside, but inside it will give customers the Formula One experience with the latest kit. ‘The service centre will be second to none on the island,’ claims Leo about the site he is carefully designing. ‘It’s been a petrol station for generations. It’s changed hands over the years, as everything does on the island, and we’ve taken it back to the styling to try to mirror this place so you can see that the businesses are connected.’ Nigel adds: ‘It’s a massive undertaking, but, wow, we’re really going to have the most incredible petrol station and service centre down

Legend: Nigel Mansell with some of the racing cars that propelled him into the record books there. When you drive in, there’s going to be two roller doors and it is going to feel like a Formula One workshop, with state-of-the-art lifts rising out of the floor. ‘It will have toolboxes along the walls and it’s going to be a lively colour. It’ll even have special flooring like an F1 garage too. ‘The parts department will be to the side, where people can walk in, and there will be a rail where people can walk around and watch those at work. So when people come in to get their petrol, they’re going to be looking and saying “Wow”. Nowhere on the island will there be a workshop like this.’ It’s clear that things are working out quite nicely for the Mansells, just as they did on the

race track, so would they consider expanding the sales side of the business even further, perhaps by representing another manufacturer? ‘It’s a question a lot of people are asking and it’s something that might be possible in the future, but at the moment our focus is totally on Mitsubishi,’ explains Nigel. ‘I think if you do something extraordinarily well other people will notice, and if that happens we’ll consider it on its merits. ‘We’ve had other manufacturers already say they want us to come on board because they’ve seen what we’ve done in a very short period of time, but we want to make it as productive and successful with Mitsubishi as we can. ‘If there’s a premium brand that comes in the

future that genuinely wants to inquire then we would consider it.’ It’s clear from the short amount of time I spend with the Mansells that they’re just as tenacious and ambitious in business as they were on the race track, but what’s really heartening to hear is how passionate they are about the car business – and, more importantly, how dedicated they are to giving the very best service to their customers. ‘I’ve always maintained that if you try to do something you can’t go in half-hearted because it just won’t work,’ explains Nigel. ‘You’ve got to live, breathe, eat and sleep it. Leo has now caught that bug here – he lives, breathes, eats and sleeps this business. And that’s why I know it’ll be a success.’ [CD] CarDealerMag.co.uk | 31

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Two millionth Qashqai rolls out of Sunderland factory Nissan has its ‘strongest and most cohesive line-up ever’ says chairman

he two millionth Qashqai has rolled off the production line at Nissan’s factory in Sunderland. The car has reached its latest manufacturing milestone quicker than any other model in the history of the UK car industry. Designed, engineered and built in Nissan’s UK facilities for European customers, this latest can’t be wrong. This is further landmark caps a remarkable 2014 for evidence of their trust in our the Qashqai, with January’s launch of brand. Thank you to all of our loyal the new-generation model sparking customers and I congratulate all my a string of accolades including What colleagues in Sunderland for reaching Car? magazine’s highly coveted Car of this latest milestone. the Year award. ‘The Qashqai is one of 12 new Paul Willcox, chairman, Nissan models we have launched in the Europe, said: ‘The Qashqai is helping past1 12 18/12/2013 months in Europe, Nissan go from strength to strength Marsh_142x190mmAdvert_AW.pdf 12:32 which has given Nissan the strongest and most in Europe. Two million customers

cohesive line-up in our history.’ The two millionth Qashqai was a magnetic red model in the new n-tec grade which is destined for a UK customer. Introduced last month, the new grade includes unique new styling features as well as a range of Nissan Safety Shield technologies. Nissan has invested £534 million in the design, development and production of Qashqai in the UK, supporting more than 11,000 jobs in the UK car industry. Of the two million Qashqais made in Sunderland since December 2006, 85 per cent (1,706,633) have been exported to 132 international markets, from the Congo to Qatar. The car was the UK’s sixth best selling model in October, according to figures from the SMMT.

NEW DEALERSHIP

Tenth Infiniti centre opens THE UK’s tenth Infiniti Centre has been officially opened in Newcastle upon Tyne. Located on the city’s Silverlink Business Park, the new facility further strengthens Infiniti’s nationwide presence and gives the brand an important foothold just a few miles from the Sunderland factory where the first British-built Infiniti – the Q30 – will enter production next year. Its opening also marks the beginning of a new relationship between Infiniti and Gateshead-based Vertu Motors PLC – one of the country’s largest and most successful automotive retail groups – which will operate the new outlet. Steve Oliver, Infiniti’s director for northern Europe, said: ‘The North East has a pivotal role to play in Infiniti’s future.’

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Around the world Dealer news from somewhere other than here

CANADA

CAR buyers could be biting off more than they can chew on the finance front. In the past seven years, the amount of money tied up in loans has quadrupled to $64 billion (ÂŁ35 billion) and there are warnings that banks could be vulnerable to a greater number of defaults if a recession hits. Many traditional three- and five-year deals have been replaced by eight-year agreements.

USA

A Nissan dealership in Orlando, Florida, teamed up with an animal charity to hold a one-day pet adoption event at its premises. Reed Nissan put 100 dogs and cats on display that members of the public could take home. The company paid the US adoption fees due. The animal-friendly dealership had already given $100,000 (ÂŁ62,000) to the Pet Alliance charity, making a donation for every vehicle that it sold.

SOUTH AFRICA

South Africaâ&#x20AC;&#x2122;s new vehicle sales rose 11.5 per cent yearon-year in September to 60,854 units, according to data released by the countryâ&#x20AC;&#x2122;s trade and industry department and reported by the news agency Reuters. Export sales increased to 30,778 vehicles in September compared with 8,598 units during the same month last year.

CHINA

A CHINESE car salesman started a fire at an exhibition by attempting to jump-start a car with his phone charger. The vehicles were being put in place for the exhibition in Wuhan city, in Chinaâ&#x20AC;&#x2122;s Hubei province, but one of the display cars, a Cadillac Escalade, wouldnâ&#x20AC;&#x2122;t start. The car salesman then offered his phone charger to restart the Cadillac, but instead it caught fire. The blaze got worse when it ignited a second car that had a fuel leak.

INDIA

A USED car dealer shot and killed his wife after she reportedly objected to him indulging in an extra-marital affair. The Indian Express reported that the accused, a 53-year-old businessman, had a row with his wife at their home in Gurgaon then shot her nine times with a legallyowned pistol and went on the run.

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FINANCE. SEPTEMBER STATS

FLA reports a 12pc rise in finance deals NEW figures just released by the Finance & Leasing Association (FLA) show a 12 per cent growth in consumer new car finance for September, compared with the same month last year. It was the best September performance since the introduction of the twice-yearly release of new registration plates in 2001. The percentage of private new car sales financed by FLA members in the 12 months to September 2014 increased to 75.8 per cent, a figure that was a record high. The consumer used car finance market also saw growth in September, with volumes and values up by 15 per cent and 23 per cent respectively, compared with the same month in 2013. Paul Harrison, head of motor finance at the FLA, said: ‘Over £3.2 billion was provided by FLA members to help businesses and households fund car purchases in September. ‘Motor finance is a very competitive market, driven by savvy consumers shopping around to compare deals before visiting their local dealership. ‘Competition keeps prices keen and the level of customer service high.’

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Business as usual as Close Motor Finance rebrands Name change underscores our values of service and integrity, says MD

lose Motor Finance, one of the UK’s leading motor finance providers, has now rebranded – and has become Close Brothers Motor Finance. The company explained this is a strategic move to align the firm more closely with its parent company, Close Brothers, a leading UK merchant banking group and a member of the FTSE 250. The rebrand is an important step in the progress of the company and the new brand identity sees the adoption of a new trading name, an updated company logo, revised marketing material and updated website and systems. James Broadhead, pictured, managing director of Close Brothers Motor Finance, said: ‘The business was founded in 1988 and since then we have expanded steadily. ‘We are very proud of our heritage and the service we provide as an independent lender, but we also recognise the benefits of having the backing of a strong parent company and the rebrand reflects this.’ Broadhead was keen to point out that the emphasis continues to be on customers. He added: ‘It’s very much business as usual, and our dealers can be assured that they will still receive the same great, flexible service that they know and trust. We are continually looking for ways to

improve our service to our dealer partners and add value to their business. By aligning ourselves more closely with the wider Close Brothers group we underscore our values of service and integrity.’ Close Brothers Motor Finance, formerly Close Motor Finance, has been trading for more than 25 years and has become a prominent player in the UK motor finance industry. Working in partnership with more

than 8,000 dealer partners across the United Kingdom and Ireland, it provides specialist finance for new and used cars, motorbikes and light commercial vehicles. Close Brothers is a leading UK merchant banking group that provides lending, deposit taking, wealth management services and securities trading. The company employs more than 2,800 people, mainly in the UK.

Revealed: Top London boroughs for supercar spotting SUPERCAR spotters looking to ogle the latest automotive exotica might normally head to Knightsbridge, but the London postcode where the most luxury cars are bought is actually… Richmond, a few miles to the west. According to research by luxury car funder Oracle Finance, Richmond is home to the most supercar buyers as the firm has funded 19 per cent of its

London-based supercar deals in the affluent area. Unsurprisingly, Notting Hill was a close second with 14 per cent of the luxury finance packages written for buyers living in that area, and in a close third place was Harrow (13 per cent). Oracle Finance managing director Peter Brook said: ‘We do a lot of business with customers living in the

capital, but even I was surprised to find out the areas in which our clients who buy supercars live. ‘We specialise in finance for luxury and performance cars and a large proportion of our business is done with Londoners. Range Rovers are very popular with our customers in the capital, with Ferrari and Porsche a close second and third.’

..in association with

DEALFINDER.

Garside

FORD RANGER

The art of simple selling

Latest finance deals on PICK-UPS

THE Ford Ranger offers a payload of up to 1,340kg and can tow up to 3,500kg. Available in either 2WD or 4WD, it is practical for business customers or those choosing a pick-up to suit their leisure lifestyle. Buyers can choose from a single,

super or double cab. Those opting for the double cab will receive plenty of space and an extremely practical pick-up for the attractive monthly payment of only £369.00, at 4.2 per cent APR. This price will get customers the Ranger Limited Double Cab 2.2 TDCi with a manual gearbox. This luxurious model features 17-inch alloy wheels, leather seat trim and rear parking distance sensors. This deal is offered over 24 months. Buyers will have to supply a deposit of £7,859.77 and the first monthly payment is slightly more at £379. The optional final payment is £11,411, making the total payable by the customer £28,146.77.

TOYOTA HILUX THE Toyota Hilux is a popular choice when it comes to pick-ups, being reliable and practical, even in adverse conditions. Pick-ups should be hardy, of course, but the Hilux is particularly renowned for being sturdy and ready for anything. The Hilux is offered at £446.63 a month over a 36-month plan at 6.9 per cent APR. On this plan, buyers will receive the entrylevel Hilux Active, available to buy outright from £17,510. This gives the customer a double cab, 17-inch steel wheels, acadia hard-wearing seat fabric, a CD player with iPod and MP3, emergency brake assist and ladder

rack. This model with a 2.5 D-4D manual engine also offers 142bhp. The customer deposit is low at only £2,241. With the optional final payment of £7,327 included, buyers will pay a total of £25,200.85 for their vehicle.

VOLKSWAGEN AMAROK THE Volkswagen Amarok is probably the most stylish of our selection of pick-ups, featuring the refinement you would expect with any Volkswagen. However, it’s still extremely practical and robust.

Volkswagen calls it a true off-roader, and it’s undeniably prepared for any eventuality. The Amarok also has the lowest monthly payments, at only £269 a month over 36 months at 7 per cent APR. This is based on the entry level Amarok Startline 2.0-litre TDI, with 138bhp. As standard, this features 16-inch alloy wheels, a radio with MP3 player, semi-automatic air conditioning and electric windows. A customer deposit of £7,158.72 is required. With the optional final payment being £11,418.84, the total amount payable is £28,052.56.

time is money

here are a lot of articles, blogs and books suggesting tactics on how to sell more products or services. Most of these discuss the opportunities in front of us that we should be trying harder to close. While I’m not a salesman, nor do I pretend to be experienced in selling, I do have a lot of experience in buying, as I’m sure you do. How many times have you said, ‘I’m fine, I’m just looking’ only to then be continually harassed by a pushy salesman? Or how many instances can you recall where you have had someone try to sell you more products than you actually wanted to purchase? I’m guessing a lot and I feel your pain. I was recently in the market to buy a new phone for my partner; she wanted an iPhone 5C and was very specific in her requirements. This was mainly due to the colour as she always insists on her phone being pink, but was also due to the simplicity of owning and using Apple products. We visited a well-known high street phone shop and were greeted by a salesman who asked if he could help us in any way; so naturally, we asked him if we could look at our chosen phone. At this point, he decided to try and upsell us to the next model. It’s got a better camera, improved battery life and even thumb recognition, he told us. I then said: ‘We’re not interested, we want a 5C’ only for him to reply, ‘How about...?’ Needless to say we walked out of the shop and never returned; we actually ended up ordering the phone online from a different provider. We were customers wanting to purchase a product, and our simple sale was lost. Don’t over-complicate it; just ask the customer what they want and supply it!

‘Needless to say, we walked out of the shop and never returned.’

Who is Ben Garside?

Ben is marketing manager for First Response Finance. Call him on 07817 518739 or email ben.garside@frfl.co.uk

CarDealerMag.co.uk | 35

��| CarDealerMag.co.uk

big mike.

All Big Mike’s columns are on our website. Enjoy them here bit.ly/bigmike

Was old Jack hearing things? A drive round the block revealed all

hen you’ve worked in the motor trade for as long as I have, you’ll have met quite a few characters along the way. Some good, some bad, some plain hilarious… I was reminded of this the other day when I had a bitter-sweet phone call from a family I’ve dealt with for many years. The elder statesman of the family, Jack, had sadly passed away at the ripe old age of 90, and could I help them out by disposing of his cherished Rover 75 – a car I had sold him as his 80th birthday present to himself over a decade, and just 3,500 miles, ago? The car, as you’d expect, was lovely. A top-spec V6 Connoisseur model in shiny metallic red, with a total mileage of less than 40,000 from new. It was so lovely, in fact, that I’ve just transferred the V5 into my name and invested a little bit of time and effort in changing its 14-year-old cambelts, which isn’t the easiest of jobs on the Rover KV6 – but as per my rant in last month’s Big Mike, now that I can’t keep a car ‘in trade’ with a valid tax disc I may as well run one of my own. Anyway, driving the car home, I recalled with affection when I first sold it to Jack. The transaction wasn’t the easiest. Over the years, the old boy’s hearing had deteriorated, so discussing the finer details was a little difficult. I remember it well, funnily enough, as the car he traded in for the 75 was the most immaculate Austin Maestro I’d seen in years. But I digress. Having conducted most of the transaction using a combination of ballpoint pen, a large notepad with large writing (old Jack’s eyes weren’t much better than his ears) and a rather convoluted variant of street mime, a pile of dusty banknotes changed hands, some of which were the old, larger type and needed to be exchanged at a high-street bank, as Jack had no doubt spent the best part of the past 50 years stuffing them into a secret hidey-hole. Jack drove off into the sunset seemingly happy. Like I say, he was a lovely bloke, and definitely not the kind to complain willy-nilly, so it came as a bit of a surprise to me a couple of weeks later when he came back to the forecourt in the 75, complaining that the brakes were ‘making a hell of a racket’ and that there was clearly something wrong. Truth be told, I was almost scared to drive the car and check, because if it was a ‘hell of a racket’ for Jack, then chances are it was a health-endangering noise level to you or me. With some trepidation, I ventured out on to the road, and after a couple of miles was utterly flummoxed. Either

Big Mike Our man on the inside spills the beans on the car business...

the noise had cleared up of its own volition or something else was going wrong. Then I twigged… My conversation with Jack when he brought the car back had been easy to conduct. No mime. No paper. No huge writing required. So I drove back to the lot and asked Jack if he’d jump in the car with me and tell me when it was making a racket, as I simply couldn’t hear it myself. In he got, and as we approached the roundabout at the end of our road I could just about hear it – a faint but very definite screeching noise coming from the left of the car. Jack grimaced in what appeared to be almost pain. ‘There,’ he said. ‘It sounds like a bloody plane taking off. Can you not hear that, laddie?’ We carried on for a couple more miles. Every time I applied the brakes the whistle was there and Jack started to flap his arms around. The harder I braked, the more acute

‘Discussing the details of the transaction was a little difficult’ the noise became, until Jack asked me to stop and pull over because he could bear it no longer. As we pulled up by the side of the road (I braked very gently), I asked Jack if he could move his left hand towards and away from his left ear, where he was proudly sporting a new hearing aid. As I suspected, with each movement the whistling noise began – not as loud as when the Rover was braking, but loud enough to be audible from the other side of the car. As the laws of physics took command of Jack’s head and it moved forwards as the car decelerated, it would cause his hearing aid to whistle loudly as he had it turned up to such a high volume. I politely suggested he might want to turn it down a few notches whilst driving… Jack, once again, grimaced – but only for a couple of seconds before breaking into one of the longest, and loveliest, fits of laughter I’ve ever witnessed. It was, quite literally, a belly laugh so infectious that we couldn’t drive back to base for a whole five minutes as we were both gasping for breath and mopping up tears. One of the nicest moments of my career, and one I’m reminded of now every time I get behind the wheel of my own car.

Who is Big Mike?

Well, that would be telling. What we do know is he’s had 30 years in the car trade and picked up some terrific tales along the way. CarDealerMag.co.uk | 37

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Why I’m calling on car companies to tackle a growing problem

ext time you’re sitting in a traffic jam, or waiting at the lights, take a little look around you – especially if it’s during a dark commute home – and I’m willing to wager you’ll be surrounded by countless illuminated, bowed heads of motorists checking their phones. When you’re on the motorway, try it again – these dark nights are the perfect time, because you can spot them easily, like rule-breaking beacons. They’ll be in the slow lane if they’re trying to be careful, or in the fast lane if they’re being especially reckless, faces lit up by the torch-like screens of irresponsibility. I’ve found it’s incredibly rare to take a trip with any driver these days and for them not to fiddle with their phone at least once during the journey. With music streaming services such as Spotify working through car audio systems, social media constantly pinging away with notifications, not to mention text messages and emails, the temptation to not touch the phone is too hard for most to resist. Can you honestly say – on your children’s lives – that you’ve never touched your phone while driving? I can’t. And I’m pretty sure every single driver on the roads with a phone will say the same. In fact, a recent survey backs up that theory. British Car Auctions recently quizzed 445 motorists and 95 per cent of them said they’d seen another driver using a mobile phone. Some 82 per cent of them had seen someone texting or emailing too and to make matters worse 42 per cent admitted to doing it themselves. It seems to me that the problem is getting worse, not better. The official advice is to turn it off, but the problem there is that our phones have become intrinsically linked to our cars. Most modern models offer Bluetooth connectivity that lets you take calls at the wheel, stream music from your handset, while some even let you access the web from the car using your phone’s signal. While I can’t deny all these features are handy – could it be that car manufacturers are sending out the wrong message? Are they condoning the use of a mobile phone behind the wheel by implementing all this technology? A delve into the murky world of the world wide web and that bastion of informative reporting, the Daily Mail, reveals a report from Canada which found drivers talking on handsfree devices were ‘far more likely to make errors on the road’. And, come on, admit it, when you’re having a conversation on handsfree are you REALLY paying attention properly? Be honest now… I contacted the Association of Chief Police Officers to

ask them what would happen to a driver who had an accident while talking, perfectly legally, on a handsfree kit. A spokesman said the likelihood was that the driver would be prosecuted for driving without due care and attention or, in more extreme cases, for dangerous driving. And it’s already happened. One case in 2008 involved lorry driver Mervyn Richmond, 49, who had been talking to his mother for 23 minutes using Bluetooth in his cab when he ran into the back of a Transit van, killing its passenger. He was jailed for four-and-a-half years for dangerous driving. Roger Vincent, of the Royal Society for the Prevention of Accidents, told the Daily Mail at the time: ‘When you are using any mobile while driving you are four times more likely to have an accident.’ FOUR times. So here’s my idea. I think it’s time for a manufacturer to introduce a device that stops your phone working when the engine is on. A sort of enforced airplane mode that means no calls, texts, emails or data can be received, but music

James Baggott ‘Cars could become the EDITOR’S NOTE: JUST SWITCH YOUR PHONE OFF IN THE CAR, JAMES, AND LISTEN TO RADIO 2!

sole isolation zone of the modern world’

can still be played if it’s plugged in. That port could be in the glovebox, in a box that is automatically locked when the engine is running perhaps. Sounds extreme, I know, but car manufacturers – and you, the dealers that sell their cars – have a responsibility to ensure drivers know how dangerous using handsfree is, let alone touching the phone and writing a text message. It would take a brave manufacturer to make the move, but it could be a winner. I actually look forward to long-haul flights knowing I won’t get a signal and will be able to enjoy some quality time spent unshackled from my iPhone. But airlines are set to ruin that with wifi. Trains are bad enough, but imagine long-haul with your neighbour FaceTiming his kids. Doesn’t bear thinking about, does it? I think cars could become the sole isolation zone of the modern world. The only part of your connected life that’s unplugged, a location to enjoy some thinking time without the distraction of Facebook likes or emails from the boss; a place to simply enjoy the journey. With mobile phone use behind the wheel increasing, now has to be the time to take drastic measures. But is there a car maker brave enough to make the move first? Who knows? What do you think? Tweet me @CarDealerEd and let me know.

Who is James Baggott?

He’s the founder of Car Dealer Magazine and managing director of parent company @BlackballMedia, an automotive services provider. He now spends most of his time on Twitter @CarDealerEd and annoying the rest of us. CarDealerMag.co.uk | 39

REAL DEALS.

Travel back to the ’80s courtesy of this rare Capri Brooklands ANDY ENTWISTLE finds a beautifully preserved Ford relic that will evoke happy TV memories

ook at those bucket seats, look at that steering wheel, look at the slab-fronted dash, then look at that bonnet! This could only be from one era – those wonderful Eighties. There have been murmurings recently that Ford may be considering a replacement for the Capri. Now that the Blue Oval is back on best form, producing some great-handling cars again, it could prove to be a wise move. Let’s just hope it puts the memory of the Cougar and Probe well and truly behind us, though. In the meantime, here at Real Deals we’ve uncovered a bit of a gem being sold by Christchurch Motor Company in Dorset. This isn’t the firm’s normal fare, but sitting among the Golfs and Kas is this very rare 1987-registered Ford Capri Brooklands. The last-run limited-edition Brooklands was based on the already stonking 2.8i and featured a limited slip differential, full leather Recaro interior and 15-inch versions of the seven-spoke 13-inch wheels fitted to the superseded Capri Injection Special. Ford originally intended to make 500 turbocharged vehicles and name it the Capri 500 but a last-minute change meant a name alteration to Capri 280, with a total of 1,038 being built. There was no immediate successor to the Capri, as Ford felt there

Relive those halcyon Eighties days with this rare Ford Capri Brooklands ��| CarDealerMag.co.uk

wasn’t adequate demand for a car of this type in Europe to justify a direct replacement. Capri sales had been declining since 1980, with hot hatches such as the XR2, XR3 and XR4 becoming popular. When the last Capri was made on December 19, 1986, more than 1.8 million cars had rolled off the production lines. Production had ended at Halewood in 1976 and the Capri was made exclusively in Germany from 1976 to 1986. The most popular by sales volume was the Mk I, because it sold well in North America and Australia, while the Mk II and Mk III were only exported outside Europe (to Asia and New Zealand) in limited numbers. Our particular example was first registered in Jersey and supplied by Falles Garage Ford, then sold to the garage owner’s friend, who returned to live in the UK in 1999. He then reluctantly sold it to the third owner in 2000, who has owned it to date. Having covered a shade over 40k, she has a

wonderful service history, having been fettled at regular intervals. The condition is fantastic for a 27-year-old car, which has never been restored thanks to the care she’s received through her life, helped by the mild Jersey climate. Christchurch Motor Company describes this as a great investment given their limited numbers and we tend to agree. There are believed to be fewer than 400 of them left. At £14,950, this seems like an absolute bargain and a great way to relive those days of our youth when we all yearned for one of these but were too young and poor to run one, never mind buy one! Call Christchurch on 01202 479305 to see if you can do a deal. If a Capri was good enough for The Professionals and Minder, it’s certainly good enough for us! [CD]

TFC Motor has launched Inisium to help dealers meet needs of credit impaired car buyers Experienced motor nance lender The Funding Corpora on Motor (TFC Motor) has launched Inisium – a new alterna ve nance product intended to help motor dealers expand their customer base. The company says that Inisium has been structured specically for credit challenged buyers, including those whose higher incomes don't limit their choice solely to budget vehicles. It will, believes TFC Motor, meet an important and growing need for loans which recognise that many customers with a poor credit history have now overcome their previous nancial di cul%es. TFC Motor says that Inisium marks a fresh commitment by the rm to partnering with independent motor retailers, dealer groups, car supermarkets and nance brokers.

Inisium Features • Same day payout • Same day commission • Real people here to help • Business Partners set up within 24 hours • Flexible underwri ng 7 days a week Inisium is a Hire Purchase product which o ers a level of borrowing consistent with the person's ability to a ord the repayments, plus terms of up to ve years with no ini%al deposit. According to TFC Managing Director

The alterna ve Hire Purchase product

The Funding Corpora on Motor has launched Inisium, an alterna ve Hire Purchase product that can o er you a li le bit more.

Same day payout

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01244 200645 or email us: inisium@ cmotor.com

InisiumTM is powered by The Funding Corpora on (2) Limited trading as The Funding Corpora on Motor. Authorised by the Financial Conduct Authority (IP number: 546772). Registered in England number 4757277. Registered O ce: Interna onal House, Kingseld Court, Chester Business Park, Chester CH4 9RF. CA500/10/14

David Challinor the facility will benet all borrowers: "A decade or so ago, mainstream lenders tended to overlook minor credit blemishes – but since the credit crunch, it's been almost a case of one strike, and you're out," he said. "This leaves a large number of people with comfortable earnings and secure employment whose purchasing power is capped by previous credit blemishes. "Inisium will enable car retailers to promote themselves to a much wider market" said Mr Challinor. The facility will be available with full on line management, and same day advance and commission payments. TFC Motor’s parent company, The Funding Corpora%on (TFC) was shortlisted this year as nalist for the

‘Car Finance Provider of the Year’ accolade from Credit Today magazine it also won the ‘Responsible Lender of the Year’ %tle in 2011. Mr Challinor says TFC Motor is keen to develop a close partnership with dealers which o er Inisium, and to become an invaluable ally in their business objec%ves. "The retail motor industry is constantly changing, and Inisium will similarly evolve as a lending product to help our partners improve their bo om line whilst ensuring that their customers get a fair deal." added Mr Challinor.

InisiumTM is powered by The Funding Corpora%on (2) Limited trading as The Funding Corpora%on Motor. Authorised by the Financial Conduct Authority (IP number: 546772). Registered in England number 4757277. Registered O ce: Interna%onal House, Kingseld Court, Chester Business Park, Chester CH4 9RF. CA500/10/14

CarDealerMag.co.uk | 41

forecourt.

Ford Mondeo Mark Ovenden, the managing director of Ford of Britain, talks to Daljinder Nagra about the new model, as well as discussing the Blue Oval’s plans for its future in the UK Just how important is the Mondeo for Ford of Britain? It’s very important. It is the flagship for our range in many ways. It’s relatively small volume compared with the volumes we do on Focus and Fiesta but it’s a very profitable segment of the market. It allows us to showcase a lot of the wonderful new technologies we are introducing, so yes it is very important to us. What are you most proud of with the new model? Going right back to when Richard Parry Jones masterminded the first generation back in 1993, the driving dynamics have been what sets the Mondeo apart from any other car. Also the styling – this generation Mondeo is easily the most beautiful one we’ve done and in my personal view it now finally looks like it drives. The final area I’m proud of is the substantial amount of new technology that has gone into the car, particularly the new safety kit. When will Vignale reach UK showrooms and what will the sub brand mean for Mondeo customers? The Vignale range will go on sale in the second quarter of 2015 and will enable us to stretch the Mondeo brand a little bit more upmarket than we’ve been able to do previously. We’re very confident we can do that, as we already enjoy a very high uptake of Titanium and Titanium X trim levels – Vignale sits above those. It will offer existing Ford customers who just want that little

bit more luxury and sophistication in their cars a choice within the Ford brand, and it will enable people who would otherwise be considering a premium brand to look at an offering from Ford.

‘Everyone!’, though there is a C-D segment target customer. They’ll be male, 45-50, above-average income. Mondeo has a wide-ranging appeal but that will be the typical target customer.

Which model do you expect to be the UK bestseller? It is most likely to be the five-door hatchback diesel, in either Zetec or Titanium trim.

Do you think the car’s styling and levels of technology may attract younger buyers? I don’t see why it shouldn’t. I think the styling is very exciting. In the same way as when the current Fiesta came out, and people looked at the styling and said ‘I want one of those’, before they found out about the powertrains and driving dynamics, I think the same applies to Mondeo, and it will attract all sorts of people, including a slightly younger demographic.

How important do you think the hybrid model will be to UK buyers? I think it is potentially very important. It’s important to offer the power of choice across the range. We’ve positioned the hybrid to take around four per cent of sales currently, though we’re more than capable of taking that higher if there is sufficient demand. By pricing it at the same level as the diesel, we have given it the best chance for people to see if they want to take on board this new technology. Do you think there will be scope for a plug-in hybrid variant in the future? We have the capability to do plug-in, particularly in the US, but there are currently no plans to offer such a model in Britain. Is there a particular demographic you’re looking to attract with the new car? I guess the flippant marketing answer would be

What are Ford’s big plans for the rest of the year? September was our best month for commercial vehicles ever, and that is something I want to continue the momentum on. The launch of new Mondeo and Focus are other areas we’re concentrating on. We’ve also announced and begun implementation on the Ford Store strategy, whereby we’ve installed the first site on Edgware Road in London. We’ve identified 65 possible locations, of which 30 are likely to be fully operational Ford Stores by the end of Q1 2015, plus another 15, which will take a bit longer to get to that stage.

on test

Mondeo is now in its fourth iteration and this is the first one created under the ‘One What is it? The fourth generation of Ford’s flagship car is the first Mondeo to be developed under the company’s ‘One Ford’ policy of creating a single car to appeal to markets around the world. It’ll be available in the UK in hatchback and estate body styles and as a four-door saloon in hybrid guise only, and boasts sharp new styling, aimed at presenting a more prestigious image. It’s a similar story inside, with an increased toy count and generous space both in the front and rear.

What’s under the bonnet? The familiar mix of turbocharged petrol and diesel engines, with a couple of surprises. ��| CarDealerMag.co.uk

Heading the petrol range is a 2.0-litre Ecoboost unit, available in 237bhp and 200bhp states of tune, but which are likely to be rare sights on British roads. More popular will be Ford’s new 158bhp 1.5-litre Ecoboost unit. A three-cylinder, 1.0-litre Ecoboost engine will also be offered in due course. Of greater interest to UK drivers will probably be the diesel offerings, of which there are three: a 113bhp 1.6-litre and a 2.0-litre, offered

with 148bhp and 178bhp, with a 207bhp twinturbocharged 2.0-litre diesel joining the range later this year. All new for the Mondeo is a hybrid version, using a 2.0-litre petrol engine mated to an electric motor for a combined power output of 184bhp and CO2 emissions of 99g/km.

What’s the spec like? Buyers will have a choice of four trim levels. The entry-level ‘Style’ grade is pitched more towards fleet use, though comes with crucial kit such as cruise control, dual-zone climate control and Ford’s SYNC 2 infotainment system. ‘Zetec’ – tipped to be the UK bestseller – adds to this tally with a heated front windscreen, electric windows all around,

INSIDE

Lounging space makes premium German rivals seem positively pokey. Impressive toy count, too

ENGINES

the knowledge

Clever 1.5-litre Ecoboost petrol a highlight among the plethora of options

LOOKS

Familiar Mondeo DNA with new headturning front-end styling. A winner

Ford’ policy of aiming for global appeal. Will it do the trick? front fog lamps, power folding mirrors and bodycoloured bumpers. ‘Titanium’ includes, for example, 17-inch alloys, sports seats, sat nav, and automatic lights and wipers, while in conjunction with ‘Titanium’ trim is the X Pack, with bonuses such as leather upholstery, LED headlamps and keyless entry.

What’s it like to drive? That the new model inherits the Mondeo DNA is evident in the first 500 yards of driving. The ride is well judged, shielding occupants from the worst imperfections on the road. Body control, too, is very good. There is, however, a slight lack of sharpness compared with the outgoing model, highlighted by a switch to an electric power steering system that is slightly less direct and forthcoming with feedback.

WHAT DO THE PRESS THINK? Autocar said: ‘The Mondeo only gets more likeable the longer you sit in it. The difference Ford has harped on about for so long is still there; immediately recognisable in the car’s ability to cosset over longer distances and gradually convincing in the well-tuned control weights.’

WHAT DO WE THINK? Another stellar performance from Ford. The new Mondeo keeps the likeable traits of its forebear, namely its huge cabin and boot, comfortable ride and engaging drive, and is better in almost every other area, with greater levels of technology, an improved infotainment system and a refreshed cabin boasting better quality materials.

Model: Ford Mondeo 2.0 TDCi 180 Titanium manual Price: £24,245 Engine: 2.0-litre, four-cylinder, turbo diesel Power: 178bhp Max speed: 140mph 0-60mph: 8.4s MPG (comb’d): 64.2 Emissions: 115g/km Residual values (three years): tbc

target buyers: Business users and families who appreciate quality and value over badge prestige

the rivals:

Volkswagen Passat, Audi A4, Vauxhall Insignia

Key Selling Points: 1. Generous cabin space front and rear 2. Engaging driving experience 3. Impressive levels of technology available

Deal Clincher:

For the first time, it’s a big Ford you could really desire CarDealerMag.co.uk | 43

forecourt.

Skoda Fabia Alasdair Stewart, the UK brand director for Skoda, talks to Christofer Lloyd about personalisation and PCP as well as Monte Carlo versions What are the Fabia’s main selling points compared with your rivals? When we set the concept up, we always look at a basket of competitors – we include the Fiesta, Corsa, and there’s always a reference to the Volkswagen Group car, so Polo. The market leader in there is Fiesta. We’re not looking for that type of volume but we are looking to increase our sales volume. So next year we’re trying with the estate and the hatch. We’re hoping for about 22,000 cars or so. The past couple of years we’ve done well with special editions – run-out cars if you like – like the Black Edition. We’ve done an £8,995 car at the beginning of the year, which also went very well. I think we’re pitched right with the new car. What’s really important is that the residuals on the new one are much stronger than they are on the outgoing one. The new one’s coming in at a very strong residual, so the PCP payment will be very, very competitive. Maybe we’ll come in with a 4.9 per cent PCP rate or something and put a service plan with it. We’ll have a very good offer. The Corsa is available from around £9,000, the Fiesta £9,700. Is it a conscious move to not compete at the lower end of the price scale? Look at what our base car is starting with: Bluetooth, keyless entry. All of those things aren’t on the Fiesta. So we’re starting with increased spec. So when you do pound-for-pound indexing you’ll find that actually we’re pretty competitive on the price.

Do you hope to compete with other brands on the personalisation front? I think it fits with the positioning of the car. I don’t say we’re trying to be like Bentley, in the way that we’ll match your shade of lipstick to the colour of the car. But I think we’ve got a satisfactory level of individualisation. It’s about 50 options and variations of roofs and wheels and dashes and things like that. That puts a little bit of youthfulness into what is already a youthful design. It won’t necessarily alienate our older buyers, because if the current customers don’t want it they don’t need to have it and the car doesn’t fall down without it. But it gives younger people a nice option. And I’m not saying older people won’t like it either. You mentioned finance packages and touched on 4.9 per cent... We haven’t decided that yet. We’ll think about how we do that. What will be important is not so much the rate but the monthly payment. In the showroom that’s got to make sense. The monthly payment for the new Fabia must be a little above the old one and a little above the Citigo and a little less than the Rapid. That’s complicated, because not all of the residuals are the same. It sounds like there’s no plan to introduce a slightly more affordable model. No. We’ve obviously got Citigo, which starts around there.

And no vRS version either? I talked to some of the guys, and said if there’s demand for a vRS could we do it? The answer is yes… if there was demand. That doesn’t just mean demand from the UK. If we could sell 1,000 or 2,000 of them, could Germany sell a few and so forth. They’ve talked about a Monte Carlo version. Plans for the Monte Carlo version don’t at the moment talk about a little bit more power. I don’t think it needs to be a huge amount of more power. It could be 10 brake horsepower more and then people can say I’ve got the most powerful version. Bentley always used to do limited editions and put five brake horsepower more on and that always had people flocking in. We haven’t heard much about the estate version... When we talk to our retailers the estate was an important part of the mix. This year we’ll do 3,000 estates and 13,000 hatches. It looks fantastic, to be honest. It looks not unlike the size of an Octavia estate inside. It’s also gone lower and wider. Because the old one sits really high it doesn’t look so nice. But the new one actually looks like a proper estate car. It looks really good. That ‘AO’ sector [small estate market] is not a big market but we have about a 30 per cent share. So we do exceptionally well in that part of the market. It’s not a very big sector, though.

on test

New-look supermini hopes to remain the darling of the older generation – while also What is it? The Skoda Fabia is the Czech company’s secondsmallest car – a supermini that competes with the likes of the Ford Fiesta, Vauxhall Corsa, Volkswagen Polo and Seat Ibiza, along with the bargain-basement Dacia Sandero – the cheapest new car on the market. The new car aims to capture the attention of younger buyers – as well as the older market – with sharper lines, a number of personalisation options and, crucially, competitive finance deals.

What’s under the bonnet? Four petrol and three diesel models will be available. These vary from a 59bhp 1.0-litre petrol ��| CarDealerMag.co.uk

the diesel units – increases of between five and 16mpg over the current model. All engines bar the entry-level 1.0-litre petrols scamper to 62mph in around 11 seconds or less. The 1.0-litre models offer a significant step down in performance, with the 59bhp version needing 15.7 seconds to hit 62mph, while the 74bhp versions takes a second less. to a turbocharged 1.2-litre 109bhp unit and a 104bhp 1.4-litre diesel. All petrol units fall into the £20-per-year car tax bracket, while the diesels are free to tax under the current system. Economy stands at 58.9 to 60.1mpg for the petrols and 78.5 to 83.1mpg for

What’s the spec like? The new Fabia is available in three trim levels – S, SE and SE L – which all offer a decent haul of equipment for a supermini. All models include six airbags, Bluetooth connectivity, a digital radio, electrically adjustable

INSIDE

The interior isn’t as chic as rival superminis, but it is solid and easy to use, with a number of personalisation options available

ENGINES

The best-seller should be the 1.0-litre 74bhp model. Despite mediocre acceleration figures on paper, this motor feels punchy

the knowledge

STYLING

Opt for a bright paint job and the Fabia looks sharp and modern, though it does lag behind the Fiat 500 and Mini for charm

catching the eye of the younger one. How does it fare? and heated door mirrors plus storage compartments under the front seats. SE trim additions include 15-inch alloy wheels, air conditioning, an alarm, trip computer and speed limiter function. SE L spec also includes climate control, cruise control, front and rear floor mats, keyless entry and daytime running lights. New kit appearing in the Fabia for the first time includes keyless entry, front and rear parking sensors and automatic lights and wipers.

What’s it like to drive? The best-seller of the range is expected to be the 74bhp 1.0-litre petrol. Despite its mediocre official acceleration figure, this motor pulls eagerly and revs very smoothly, making it suited to both urban driving

and faster roads. Refinement levels are also high with little engine or wind noise at speed.

WHAT DO THE PRESS THINK? Auto Express said: ‘All-new Skoda Fabia is more practical than ever with more space, style and clever features. But it lacks traditional Skoda value.’

WHAT DO WE THINK? The Fabia is a very competitive supermini, which offers a smooth ride and safe handling, along with a long list of standard equipment. Prices are higher than several supermini rivals but the Fabia feels like a substantial machine that should last the test of time, and buyers are now able to personalise their car for a more distinctive look.

Model: S koda Fabia 1.0 75 SE L Price: £13,610 Engine: 1.0-litre, three-cylinder petrol Power: 74bhp, 95Nm Max speed: 107mph 0-62mph: 14.7s MPG (comb’d): 58.9 Emissions: 108g/km Residual values (three years): tbc

target buyers:

Mature drivers and younger motorists looking for an affordable supermini

the rivals:

Ford Fiesta, Vauxhall Corsa, Seat Ibiza and VW Polo

Key Selling Points: 1. Long list of equipment 2. Comfortable for passengers 3. Strong value, although not the cheapest

Deal Clincher:

Maintains traditional Skoda appeal but adds more style and many personalisation options CarDealerMag.co.uk | 45

forecourt. INSIDE

LOOKS

Subtle facelift keeps the A6 looking leaner and meaner than ever

Peerless build quality, high levels of refinement and an impressive gadget count make the A6 an executive express par excellence.

ENGINE

Audi A6

2.0-litre turbodiesel provides ample power. Can get gruff when stretched, though

A certain amount of car cosmetic surgery has been carried out to keep the A6 young and beautiful, Daljinder Nagra discovers What is it? Audi’s slick and handsome A6 saloon has undergone a nip and tuck to keep it looking youthful. Outside, there are sharper lines, most noticeable in the wider, flatter grille, which is flanked by new, slimmer headlight units. The interior is also subject to minor cosmetic tweaks, while the refreshed A6 also gets new glass-fibre suspension springs, saving around 5kg over conventional steel items.

What’s under the bonnet? Aside from the appealing fuel economy and emissions, this 2.0-litre diesel offers credible performance. Fitted with Audi’s slick-shifting seven-speed S Tronic gearbox, the A6 ultra is able to romp to 62mph in 8.2 seconds, before running out of steam at 144mph. The refreshed range also includes the fiery S6 performance range-topper, with its turbocharged 4.0-litre V8 and Audi’s sublime 3.0litre bi-turbo diesel motor, although predictably neither of them can ��| CarDealerMag.co.uk

match the ultra for both its parsimony move, it’s clear the A6 has been set and cleanliness. up for relaxed cruising; its light, vague steering a perfect accompaniment What’s the spec like? to the motorway cruise, though less Two trim levels are offered: SE impressive on twisting roads. and S line, with even entry-level The ride, too, is largely comfortable, models being generously equipped. though it does have a firm edge. The Highlights include four-zone climate upside of this, however, is that the A6 control, 17-inch alloy wheels, keyless feels taut and in control of its mass ignition, a refreshed music interface in the bends. The four-cylinder diesel and bi-xenon headlights. motor acquits itself well, too. Opt for the higher S line trim and standard equipment also grows to WHAT DO THE include LED headlamps, 18-inch alloy PRESS THINK? wheels and leather upholstery. Autocar said: ‘If you’re in the Being an Audi, the A6 comes market for an economical, spacious with an extensive options list, with and quietly gratifying car then high-tech items such as reversing and this variant of the Audi A6 is night-vision cameras, and a plethora highly recommended. of electronic driver aids. But go over the top with the extra kit and the list WHAT DO WE THINK? price soon balloons dramatically. The Audi A6 ultra offers enough power to suit the needs of the vast What’s it like to majority of drivers. If you’re looking drive? for an upmarket executive express Particularly impressive is cabin or family holdall that will blend refinement, with the clatter of the effortlessly into your life and won’t diesel motor well subdued. On the break the bank, it takes some beating.

the knowledge Model: Audi A6 2.0 TDI ultra S Tronic Price: £33,485 Engine: 2.0-litre, four-cylinder, turbo diesel Power: 187bhp, 400Nm Max speed: 144mph 0-60mph: 8.2s MPG (comb’d): 67.3 Emissions: 116g/km Residual values (three years): tbc

target buyers:

Business users wanting prestige German motoring but not the tax bill to go with it

the rivals:

BMW 5-Series, Mercedes E-Class, Lexus GS300h

Key Selling Points:

1. Impressive blend of performance and economy 2. Subtly updated cabin among best in the business 3. Large selection of high-end technology available

Deal Clincher: It’s the entry-level A6, but generous standard specification means there’s no way of telling

INSIDE

Smart new instrument binnacle clears dashboard clutter for a sleek, driverfocused design

LOOKS

More aggressive styling broadens the TT’s showroom appeal

ENGINE

227bhp turbo petrol unit is the pick of the current range

Audi TT

Daljinder Nagra finds that thanks to some modest tinkering, the TT has gone from being a good car to a great one What is it? For the latest model, Audi has bestowed the TT with a new chassis, a body made from a lightweight cocktail of steel and aluminium, and a range of updated engines. The up-to-date theme is continued on the inside, with the debut of Audi’s new Virtual Cockpit. This clever integration of the media/ nav system is standard and provides a crystal-clear view of all relevant information – and it looks damn cool.

What’s under the bonnet? Buyers currently have a choice of two engines: a 227bhp 2.0-litre turbocharged petrol and 181bhp 2.0litre turbodiesel, of which the former is available in four-wheel-drive guise. Those craving more performance should wait for the 306bhp TTS, due to arrive around March next year.

What’s the spec like? The TT is offered in two trim levels: Sport and S line, the latter of which

sees the TT fitted with lower sports suspension (which can be switched back to comfort spec at no cost), LED headlamps with integrated cleaning function and extended aluminium trim in the cabin. Standard specification is reasonable, however, with the Virtual Cockpit, air conditioning, DAB digital radio, and Alcantara and leather upholstery included on all models.

What’s it like to drive? Those looking for a mad, bad, hairychested driving experience will be better off looking elsewhere. What you do get – particularly in quattro-equipped cars – is vice-like grip, no matter what the conditions. Performance was more than adequate, with brisk acceleration. Even more impressive was the level of comfort. Forego the juddering sports suspension and the TT has a suppleness to it that makes it an ideal everyday tool. And that, in a nutshell, is the TT’s brilliance. For a two-seater

sports model, it’s as painless a daily proposition as a VW Golf – and there aren’t many sleek coupes you can say that about.

WHAT DO THE PRESS THINK? Auto Express said: ‘The driving experience is sharper and more engaging than TTs of old. With very smooth stability control intervention and a clever electric differential the front-drive TT has surprisingly good traction, while the revised quattro drivetrain in AWD versions has been designed to offer even more agility and all-weather grip.’

WHAT DO WE tHINK? Audi was never going to mess around too much with what has been a spectacularly successful recipe. The new TT keeps the strengths of the outgoing version but adds a welcome and well-considered dash of dynamism and aggressive attitude. The Audi TT was always a good car but now it’s a great one.

the knowledge Model: Audi TT 2.0 TFSI quattro S line S tronic Price: £45,335 (as tested) Engine: 2.0-litre, four-cylinder turbo petrol Power: 227bhp, 370Nm Max speed: 155mph 0-60mph: 5.3s MPG (comb’d): 44.1 Emissions: 149g/km Residual values (three years): tbc

target buyers:

Fashionistas and keen drivers wanting a sporty number that can cope with the everyday

the rivals:

Mercedes-Benz SLK, BMW 2 Series, Nissan 370Z

Key Selling Points:

1. Tech-laden cabin is a joy to spend time in 2. Aggressive new styling gives real road presence 3. Powerful petrol engine won’t melt your fuel card

Deal Clincher: Finally, a TT that will appeal to drivers as well as posers CarDealerMag.co.uk | 47

Weâ&#x20AC;&#x2122;re coming to you cap in hand.

$VLGH IURP RQO\ SD\LQJ IRU WKH TXDOLÂ¿ HG OHDGV \RXU VWRFN JHQHUDWHV did you know that we also place an agreed cap on your monthly invoice, regardless of how many leads your stock may generate thereafter? This way you only pay for what you get, and you never pay more than you expect. With no monthly listing fee, no stock limits and no hidden extras, youâ&#x20AC;&#x2122;ve no reason not to promote your stock to our growing audience of car buyers.

Increase your reach, not your risk.

0843 178 6156

www.sunmotors.co.uk

ï¿½ï¿½| CarDealerMag.co.uk

www.driving.co.uk

They say never go into business with family or friends, but something told me that the chaps at Caralot didn’t really adhere to the norm. I mean, having a meeting about used car sales DQG RQOLQH FODVVL¿ HGV ZKLOVW SOD\LQJ GDUWV LV not what you’d exactly call normal. Founded by two childhood friends, Jamie Caple and Nick Donald, Caralot has enjoyed huge success since it’s launch just over four years ago. Starting out with just seven cars, the pair now have an average stock of over PRWRUV DQG D WHDP RI ¿ IWHHQ SHRSOH “We want everyone to leave here having had the best possible experience of used car sales, whether they buy a car or not.” says Caple.

Caralot are clear advocates of the Internet and scooped this year’s Click Award (AutoTrader) for ‘Best use of Social Media’. “Social proof is a key part of the buying process in today’s used car market.” says Caple. With a Google+ score of 4.7/5, and a huge following on both Twitter and Facebook, Caralot clearly put a great deal of value on the growth in peer-to-peer recommendations via such sites.

Caple continues “And if choose to buy a car from us, we want to make sure that buy their next one from us

they then they too.”

Jamie and Nick put the company’s success down to their mindset. “We’re living the dream each and every day, and if a little bit of that dream rubs off on our staff and customers, then that’s great.” “We’re old school sales people embracing the new rules of selling used cars. We’re also closet superheroes, but that’s another story.”

“We want everyone to recommend us to their friends and family, it’s that simple”

www.caralot.co.uk

“Sunmotors has changed the way we think about online classiﬁed, delivering us additional leads r and sales at very little cost to ou business.” Jamie Caple, Creative Director, Caralot

Join hundreds of dealers like Caralot, enjoying the risk free way to list your used car stock.

0843 178 6157 CarDealerMag.co.uk | 49

feature.

the ITALIAN

MOB

��| CarDealerMag.co.uk

PICTURES: jon reay

Bananas, breakdowns, triumphs and tunnels . . . this year’s Bangers4BEN rally had it all. James Baggott and Jon Reay report on a trip that was almost over before it had begun The Stelvio Pass. A fabled road for car lovers. A mecca for motor heads. An ultimate destination goal for those of us with petrol running through our veins – and the hook for this year’s Bangers4BEN rally. Our annual jaunt across Europe in cars costing less than £750 has helped to raise more than £100,000 for BEN, the automotive industry charity, in the past six years, with destinations such as the Nurburgring, Monaco and Barcelona ticked off the bucket list. But this year’s Italian Job had not one, but two, reasons for car lovers to hit the road in their old faithfuls. Starting in Dover, our teams would head first to Mulhouse in eastern France, and what we can only describe as an industrial estate with a hotel. Then we would cross the Swiss border on our way to the famous Stelvio Pass, push on to Lake Como and finally the old Fiat factory in Turin, made famous by three iconic Minis, one Michael Caine, and a chase around a roof-top test track. This year the event sold out three months before the teams were due to head off, with an impressive 40 cars set to line up on the start line in Dover in varying states of dress. The stage was certainly set for this year’s B4B to be a legendary one. But before we got going, we needed a car ourselves – and with the twists and turns of the Stelvio to enjoy, I was ready to endure many,

many, many miles of motorway torture for a few hours’ stolen rear-wheel drive action on the hairpins of the most famous road in the world. So the search began for an MX-5. Not only is it celebrating its 25th anniversary this year, but the little sports car is all the things a good banger needs to be: Affordable, reasonably bullet-proof and readily available. Within days I was bidding on the car you see before you. H593DBD (Don’t Break Down) had been written off twice, was 50 shades of red and was being sold by possibly the most illiterate eBay seller you’ll ever meet. How can you spell ‘rouf’ wrong? Possibly due to the description making a tweet look wordy, or perhaps due to the fact that the pictures appeared to have been taken on a Nokia 3210, the Mazda had attracted few bids. And by few I mean none. With a starting price of £500 and no reserve, I placed the winning bid and a few weeks later it was being laughed at by my colleagues in the office car park. One of those laughing hardest was my he-didn’t-know-it-at-thetime driving partner for the trip, Jon Reay. Jon: And can you blame me? I’ve seen a few heaps in my time (I do live in Gosport, after all) but Baggo’s ‘bargain’ MX-5 was a bit of a state. It wasn’t the flat paint, corroded alloys or the Scrapheap Challenge-like sill welds that were making me chuckle, though – it was the way

CarDealerMag.co.uk | 51

feature.

Passenger story

The Stelvio Pass and Fiat Factory were the ultimate goal, but the drive was just for pure enjoyment and I went along for the ride! Day one I did all the Sudoku, crosswords and quizzes in the Saturday paper, by day two we’d run through all the CDs we could find before the trip and with no iPod connection were facing disaster! Fortunately, there was no pressure to plan the route so the danger of marital discord was averted. Our luxe-barge (a 1999 Safrane) purred along the autoroutes and even, despite the numerous warnings from those in the know at home, her electrics survived the trip. However, the driver’s side wiper packed up in a downpour in Turin! The Stelvio Pass didn’t disappoint even when we went up and down twice disregarding the increasingly frantic squeals from our sat nav and a soaring temperature gauge. But at least we still had brakes, unlike others… Sue (co-driver/passenger) & Jonathan Rawlinson, Renault Safrane, Rawlinson, Bury St Edmonds

��| CarDealerMag.co.uk

Baggott still hasn’t mastered getting in a convertible with the roof on the rear brakes spontaneously combusted on its maiden voyage to Morrisons that pushed me over the edge. If only I’d known…

Surprisingly the Alfa didn’t break down

Baggott: Oh yeah, that happened. It’s amazing how much you choose to ignore when you’ve found The One. Knowing we had a near 2,000mile journey to tackle in the little Mazda, I decided to have it fettled. The fire incident merely highlighted the need for attention. Our tame motor mechanic PJ gave it a new set of rubber, rebuilt the spontaneously combusting stoppers and prodded around under the engine bay a bit. Meanwhile, I concentrated on the aesthetics – we wrapped the exterior in carbon fibre (for added lightness) thanks to the experts at Wraptition.co.uk, and added a Bluetoothstreaming equipped Sony stereo and The Worst Sat Nav Ever from Halfords. Jon meanwhile made a few tweaks to the interior. Jon: Having made peace with the fact that I’d be driving the Fiery Death Cabrio to Italy and back, I decided a few things had to change – starting with the I-wish-I-was-a-drift-god aftermarket steering wheel. Aside from being generally hideous, it was falling apart at the seams and had been far too intimate with the previous owner’s hands for my liking. A trip to the local MX5 parts warehouse later and I’d fitted a tasteful new wooden(ish) item, while Baggo’s Amazon prowess soon saw an on-brand 8-ball gear knob turn up in the post too. All that was required now was a general spruce-up, courtesy of

some supplies I nicked while the cleaners weren’t looking. Job done. Baggott: Oh, and I had to change my co-driver’s name. He was currently down on both sides as Ann Other. So, using Tippex, ‘Japanese Boy’ was added on one side, and ‘Louie Spence’ on the other. Both perfectly describing my navigator. Finally we took one last trip to Halfords for some badging. Nothing winds car lovers up more than a falsely-badged M car so we made sure we had one of those. And a Type R badge. And a Turbo badge. Oh, and a Sport one for good measure... They had to be worth at least 33bhp surely?

Jon: So with the MX-5 sufficiently tarted up, we set off for Dover on Friday evening with a spring in our step. Having driven it around for a few days, even I was vaguely confident that we might make it to at least the Dover branch of Burger King before it set us both alight. It wasn’t to be. Three miles after we started, there was a curious flashing from a Lexus driver behind us – and not because he particularly liked our boot addenda. A quick glance at our Mazda in a bus stop revealed that we had no rear lights whatsoever – something of an issue, given our car’s new stealth look and the 150 miles of dark motorway that lay ahead. CarDealerMag.co.uk | 53

feature. Baggott: Three bleeding miles. We were still in the ‘city limits’ of Gosport before our trip looked like it was going to end before it had even started. I did what I usually do in times of crisis and called Car Dealer operations director Andy Entwistle who had already got his BMW Z3 banger safely to Dover. Fortunately he was with the assembled AA teams who, as always, would be following our rallyists across the continent in case of mechanical failure. Little did they realise they’d be called into action so quickly. After a couple of diagnostics questions, they deduced a fuse had blown... possibly something to do with the recently-fitted audio equipment. Fortunately we were just a few yards from a garage that sold fuses and I tried to work out where to stick them. After ignoring Jon’s suggestions, I found the correct slots, inserted a small red thing and the lights flickered into action. Nice. We had a celebratory Big Mac to mark the fact that I had managed to solve a broken-down car without A Real Man in sight. Jon: Well, sort of. After some prodding under the dashboard, Baggo had managed to coax the rear fog light into life, but nothing else. Somehow though, we made it to our overnight stop beneath the white cliffs without being squished by a foreign lorry. Naturally, we arrived just as the notso-Premier-Inn’s bar was closing, but we did get the chance to snoop around some of our poorlywired Mazda’s competition. HPI’s Saab 9-3 was, unsurprisingly, the first we spotted; looking surprisingly appealing in its shiny tangerine wrap. The Codeweavers team had been on the Tango too, with a Dukes of Hazzardinspired Honda Accord. Whoever said reliability wasn’t exciting? These paled in comparison to the real head-turner of the line-up, though: the Blackshaws labrador. Once a humble Suzuki Ignis, William and Gareth had miraculously transformed the dreary Japanese hatchback into a loveable mutt – complete with fur coat and sticky-out tongue. As we discovered the next morning, even the Port of Dover’s steely-eyed crews were won over. Our car, on the other hand, was stopped for trying to queue-jump. Hmm. Baggott: On board the P&O ferry, the assembled teams gathered by what is quite possibly the most expensive Starbucks coffee outlet in the world. We caused quite a stir in our varying states of dress. Our Blackball Media pool table outfits were relatively inconspicuous compared with the Bananas in Pyjamas duo from In Automotive who might as well have been Justin Bieber such were the levels of attention they were attracting. We had two fighter pilots, the Mario Bros, Wacky Racers and some posh men in suits. Most of the teams had made a real effort dressing their cars and themselves and looked fantastic. It certainly made for a very interesting sight in the queue for duty-free... Jon: Indeed, our outfits had been well beaten in the adventurous stakes. But no matter: our plucky little Mazda would just have to make up ��| CarDealerMag.co.uk

Take a brake

The trip had countless highlights for us and our General Lee-themed Honda, but the most memorable of them all had to be making it to the top of the Stelvio. Driving through the Swiss mountains up the Stelvio Pass was incredible and scary at the same time. Some of the pass has no barriers so it was very nerve-racking looking down and seeing the sheer drop of the mountain. At the top we were 2,757m high and the smell from the brakes of the Accord confirmed it. The AA advised us not to head down the other side, which was good advice considering the fate of some of our fellow competitors. The whole event was truly memorable – we loved it. Charlotte Tomlinson & Shaun Harris, Honda Accord, Codeweavers

Insert joke about balls here

Booze cruise

Andy takes control. As usual

There’s never been a gathering quite like this...

I’ve never laughed quite as much as I did when I saw Team Car Dealer languishing at the side of the road, bonnet up, steam pouring out of their Mazda, which had recently passed us at the speed of sound. What’s that about slow and steady wins the race? Bangers4Ben was something we only found out about thanks to Car Dealer’s weekly email, and thank God we did. What a blast. It was so much fun driving around Europe with a load of lunatics. Our only problem arose when we loaded up in Calais with wine (60 bottles), cider (18 litres), beer and enough cheese to make our car smell like a teenager’s bedroom. Our Beemer (which had already been lowered) sat so low that the rear tyres were rubbing the arches all the way back home… Peter Danes & Darren Honeywell, BMW 325Ci Sport, Danes Autos

CarDealerMag.co.uk | 55

feature. Mazda had a drinking problem. Baggott had a bladder problem

Our Mazda MX-kettle

Walkies!

Biggles to the rescue

Baggott offers bribes

for our poor performance, and make up it did. We weren’t the first off the boat, but after powering past almost everyone in the convoy with a friendly wave (and the roof down, of course) we were soon leading the pack. Unfortunately, being a superbike owner and thus a middle-aged man, my co-pilot’s bladder needed emptying almost as soon as it hit the Mazda’s WD40-stained seats. One lengthy pit-stop later (‘pit’ being the operative word where French rest stops are concerned…) and we were safely back at the back. But no matter. Another spell with the pedal pushed firmly to the floor and we were miles ahead once again. The speed came at a cost, though. After our first refuel of the day, I hopped into the driver’s seat to give James’s rusty hips a chance to recover, only to immediately regret my decision. Pulling away from a set of toll booths, my perfect pace was rewarded with… smoke. And then some more smoke. And then a lot more. Having watched far too many Watchdog ��| CarDealerMag.co.uk

Our dog-themed Suzuki attracted more attention than a topless model in a prison. Particularly when it came to plod. After one toll booth we were flagged down by the fuzz purely because they wanted to get a picture with their own police dog next to ours. We felt refusing would probably lead to some chokey on the continent, and we weren’t up for that. I also nearly left co-pilot Gareth attached to a toll booth. He climbed out to pay, and I drove off thinking he’d finished, only to see his feet left dangling out of the window as he clung on to the machine trying to get his credit card back. He looked like a human lead for our dog car… William Blackshaw & Gareth Carter, Suzuki Ignis, Blackshaws

Two cars. In France

Only OEM coolant used

reconstructions in my time, I knew exactly what to do: slam on the brakes and panic. Coasting the old girl into a conveniently-placed side road, we popped the bonnet (or rather James did – I was rolling on the ground and preparing to get into the recovery position) to see a burst radiator hose. Oops. Thankfully, the ‘smoke’ that had sent me into a panic attack was in fact steam, made brown by the MX-5’s 23-year-old radiator. A few moments later, and after a panicked phone call to Andy (see what I mean?), the cavalry had arrived – firstly in the form of the fixer himself, driven by mechanic PJ, and secondly our two pairs of AA men. In a scene reminiscent of a poorly-executed hospital drama, all six men helped fix the Mazzer’s poorly pipe. The two journalists at the scene, meanwhile, took the opportunity to stuff their faces with digestives. Baggott: And panic, my peroxide-headed friend, is exactly what you did. You were so scared when

Yes, we were as surprised as they were that it was still running

Martini’s budgets hit new low the steam started to seep from the carbonfibred body that you actually ran TOWARDS the motorway you’d just handbrake turned off. God knows what you’re like when the kettle boils... Fortunately our yellow-jacketed pit stop crew managed to fix the Mazda in an Vettel-rivalling 33 seconds and we were soon on our way again, the proud owners of the First To Breakdown Award yet again. The trip south to Mulhouse was extremely and mind-numbingly dull. You’ve got to admire France for its ability to create toll roads that the entire country refuses to use, thus leaving them empty for us tourists, but did they have to build them through the most boring fields? Landscape to savour this was not. Jon forced me to listen to S Club 7 – I thought he was trying to keep me awake through torture, but when he started singing along it was obvious HE LIKED IT. Jon: S Club 7? Libellous lies... Besides, you can’t

talk – that ‘just this one, I promise’ Belinda Carlisle track seemed to last a long time. France’s terrifically empty roads did help our pace, but the newly-repaired Mazda wasn’t inspiring huge confidence. It might have had a shiny new radiator pipe at the top of the engine bay, but the AA chaps were kind enough to remind us of the fragile vintage one that remained underneath. 110km/h it is, then. Still, we made it to the hotel in one piece – albeit very tired, very late and very bored.

in handy, creating a seal between the passenger window and the roof as it had somehow stopped working overnight. Still, although getting louder, the little 1.6-litre was in fine form so we hit the road with Switzerland and the Stelvio Pass in our targets. That was if we could navigate speed-andyou’ll-be-castrated Switzerland without passing out with boredom. The Swiss can fine you for driving just 1kph over the speed limit. So we did what any sane Brit would do, drove as fast as we could out of the country as possible…

Baggott: So two breakdowns down and we’d only just made it to our first stop in Mulhouse. Brilliant. Still, the only way was up… and up. We woke up late to find the AA men working hard on our plucky Mazda. With some rewiring that would impress a car thief, the boys in yellow and black had plugged the rear brake lights up to the rear fog light so at least now we had some proper rear illuminations. Our bodge-it black tape came

Jon: …well, sort of. Unfortunately, our pace was cut short by one of the foibles of open-top motoring: noise. Although we’d come prepared for the cold with our infinitely stupid hats, we hadn’t considered Switzerland’s seemingly endless range of tunnels, travelling through which with a lorry beside you is enough to drown out even Baggott’s ridiculous 90s rave playlists. After a few stops to weigh up CarDealerMag.co.uk | 57

feature. whether we should plug our ears with miniature Toblerones, the hideous noise thankfully ceased, and we were soon into the chocolate box-like villages the Swiss are so proud of – and it’s clear to see why. Admittedly we weren’t quite going at the sort of drowsy pace that the Emmentaleating locals would appreciate, but we did at least manage to catch up with Dane’s Autos in their smart-looking Beemer. This was particularly handy, as it gave us an extra pair of brains to pick in an attempt to find out how on earth – in the middle of the Swiss countryside – we’d ended up boarding the Channel Tunnel. As it turns out, the Swiss love their car trains almost as much as their kill-on-sight-enforced speed limits, but this wasn’t terribly reassuring to my co-pilot, who was quietly worried that we’d skipped all the best driving roads. Thankfully, this was far from the case: going underground had saved us almost an hour of crawling through villages behind gawping coach trips. Instead we’d been spat out somewhere much nearer the Italian border, and ultimately much nearer our intended stop off: the Stelvio Pass. Some more foot-down action from the badgerhaired one and we were soon flying past other teams again, climbing up into the clouds as we went. Some sideways chicanes later (and some much tamer ones, owing to local plod in his Subaru taking an interest) and we’d finally reached our destination. Naturally, we did what any Italian would do, and celebrated with a pizza – the toppings of which were named after the road itself, no less. Baggott: The Stelvio was taking its toll on some of the other competitors though. The Thunderbirds inspired, whale-tail-winged Audi 80 of the AA had blown a header tank thanks to the super-heating the climb to the summit had caused. Fortunately, with two AA men behind the wheel the problem was easy to fix. Sadly the next issue we encountered wasn’t. With the descent down the famous road ahead of our teams, we barrelled down the hairpins, passing 5mph motorhomes in the process, loving life behind the wheel of our rear-wheel-drive Mazda. About 40 minutes later we’d shed about 5mm of tread on the rear and were running on a quarter of a tank, but with smiles on our faces we were heading to our overnight stop at Lake Como. And then the phone rang. It was Kelly Neal from BEN. ‘James, I’ve made a mistake,’ she said. ‘The hotel is on the other side of the mountain’. Oh. We turned around, headed BACK up the Stelvio and then coasted 25 miles down the other side to save what little remaining fuel we had. Jon: Thankfully we did manage to find some super-unleaded (which, I maintain, made no difference to a 20-year-old 1.6 Mazda engine whatsoever) and quickly picked up the pace. After many, many miles of tourist-clogged Italian villages, we eventually hit the motorway towards our Lake Como hotel, with thoughts of putting ��| CarDealerMag.co.uk

LOUD NOISES

Brush with the law

We tried to select our car based on durability, comfort and economy, all of which were dispelled when we saw what £180 gets you. Enter a 169k-mile, 530d BMW with air-con, electric windows, CD player, and heated seats. All of which didn’t work. Our biggest scrape came in a petrol station when the cashier tried to make us pay for the car that had used our pump before us – and driven off. In broken English we protested our innocence, but still the police were called. They checked the CCTV, saw we weren’t having them on and we were sent on our way an hour later – without an apology in sight. Colin Gleghorn & Mark Deacon, BMW 530D, Fourmative and MKM Agri

We somehow ended up on the Northern Line

Minor celebrities

We knew we were going to love every minute of this trip when we turned up at the ferry as two Bananas in Pyjamas and got more attention than Ant and Dec. I’ll especially remember recreating the famous scene from the film Titanic at the front of the ferry – much to the amusement of the other passengers. It’s amazing what you can get away with when dressed as a banana. Unfortunately we didn’t actually make it to Turin – a faulty sat nav led us instead to Milan – at least that’s our excuse and we’re sticking to it. But we did hugely enjoy the trip, especially the pizza we enjoyed at the top of the Stelvio. Alex Wall & Kieran Bamber, Vauxhall Astra, Team InAutomotive

What’s that coming over the hill... is it a Punto?

CarDealerMag.co.uk | 59

feature. If I hear one more person mention blowing doors off...

THERE’S NO ESCAPE!

Beautifully clipped apex

the day to rest by sitting alongside the open water with a beer. That dream never quite materialised though, firstly thanks to UselessNav 3000 taking us on a 35km detour back the way we’d just come, and secondly because – short of the big puddles on the industrial estate surrounding it – our hotel wasn’t near anything resembling a lake. This made the mood in the Mazda camp very sour indeed. Hoping to remedy this with a case of hotel beers, we soon found this to be harder than we’d thought. Evidently, the Italians aren’t very fond of James Baggott (presumably they all read his Ferrari column) and after first refusing to let him pay for our Heinekens, they phoned his room to accuse him of stealing them. Bellissimo. Baggott: You say steal, I say borrow and not give back... Anyway, after eating the only pasta in Italy that doesn’t taste or look like pasta, and some chicken that was presumably made in a plastic factory, we passed out. We woke early the next day with a pasta hangover to find there had been some ��| CarDealerMag.co.uk

ALL WAS well going up the Stelvio Pass, apart from some slight concerns that our ex-police Vauxhall Omega was going to overheat – but the real problems came on the way down. Following our friends from Southcombe Garage, and some lunatics in an MX-5, we shot off down the other side of the mountain. Then the burning smell started. Not long after the brakes stopped working. And when I say stopped working I really mean it. If it wasn’t for a conveniently-placed gravel trap we’d have probably still been flying through the air about now. I’ve always wondered what it would be like hitting one of those escape roads… now I know. John Miskin & Nick Allen, Vauxhall Omega, Sportif Motor Group

Baggott: King of the hill

drama in the night. Three teams from Bosch were heading to the hotel late in the evening when they stopped to check a map only to be ram-raided by a non-insured Italian van driver. Thankfully, their Volvo bore the brunt of the crash, but two sore necks and a bad back later, and a night dealing with Italian police and hospitals meant our operations director and the BEN team, not to mention the Bosch collective, were feeling a little worse for wear. It was left to me to phone our only contact at the old Fiat factory – made famous by The Italian Job chase scene – who had been primed to let our teams celebrate the pinnacle of their trip and organise the chance to get some pics on the roof. It didn’t go well. I called him, he said something Italian, and I said ‘It’s James from Car Dealer,’ which might as well have been ‘I’m an alien from the Moon’ because he didn’t understand a word of it. After some pidgin Italian which involved some of the only words I know – spaghetti, carbonara, etc, I swear he thought I was

Tunnel vision... yet again

calling about PPI and he did as I would have done, and hung up. He was our only hope of getting on to the roof and after stupidly answering my first call, Needlessly Overtly Italian Security Man flatly refused to answer again. There was only one thing for it – we’d have to drive to the factory-nowshopping-centre and pray to the Fiat gods that we could blag our way on to the roof of the building without them thinking we were Al Qaeda… Jon: What’s worse, we’d woken up to discover that the Italian equivalents of Michael Fish had set a severe weather warning for most of the country. For a party of cars that barely had functioning windscreens, let alone windscreen wipers, this was a real concern. Bravely – or stupidly – though, we decided to ignore the warnings and set off into the howling wind and rain regardless. Impressively, the little MX-5 skipped across the wet roads without complaint. Celebrating, we stopped for a coffee at an impressive-looking motorway service station espresso bar.

We storm the factory roof

Some gesticulation at a confused barista later and we were sipping two steaming cups of… hot milk. As we didn’t fancy being lulled into a cosy mid-morning nap, we binned these and hopped back into the Mazda, concentrating on our bigger issue of the day: breaking into the factory. Some frantic Googling in conjunction with a sleep-deprived Andy revealed that the maze-like factory’s roof had a whole manner of different entrances, and that our best bet – short of a pair of bolt cutters – was to do some old-fashioned begging. Some hours later we’d arrived, and despite some Fast and Furious-style drifts around Turin’s wet streets, we were at panic stations. Italian Security Man still wasn’t answering, and every other contact we tried had as good as said ‘Forgeddabouddit’. While we, now running empty on caffeine, were busy banging our heads on the Mazda’s carbon-fibre bonnet, CitNOW’s Alistair Jeff had managed to negotiate us onto the roof: pleading with the staff at the centre’s attached hotel to let us up for a picture.

Baggott: So this is what success looks like: A lift made for 15 people with 30 people crammed into it. But we didn’t care, we were running high on life, we’d driven bangers costing less than £750 nearly 1,000 miles to Turin, we’d survived the Stelvio Pass (just), and now we were Michael Caine on the famous banked roof minus some cool Minis. The faces of the assembled teams said it all – there was relief, there was happiness and there were a lot of people saying ‘Doors, Blown Off and Bloody’ in the same sentence. We gathered for the strangest family portrait ever and congratulated each other for making it there alive while raising money for BEN in one of the most fun ways possible. Bangers4BEN 2014 was complete, we were on course to raise more money than ever before and had chalked up some memories that will never be forgotten. Now all there was to deal with was the small task of 800 miles back home. Jon… I think it’s your turn to drive… CarDealerMag.co.uk | 61

feature.

Bangers4BEN Awards Best Fancy Dress

Best-Dressed Car

Well, it couldn’t go to anyone else really. We loved our very own Bananamen who got some very strange looks pretty much everywhere they went. Kudos to InAutomotive’s Kieran Bamber and Alex Wall for their slippery-fruit-based outfits.

Best Tweet

If you were following the hashtag #b4b14 you would have seen some brilliant updates from the teams as they crossed Europe. We narrowed the many tweets down to a top three. In bronze place were those banana men again who recreated the famous back cuddle from Titanic on the ferry on the way over. A beautiful moment. In a close battle for first place were Blackshaws with that infamous tweet with the Italian police. The fact they managed to persuade usually-angry plod to mock it up certainly impressed us. ��| CarDealerMag.co.uk

The winner of the Best Dressed Car couldn’t really go to anyone other than Blackshaws’ William Blackshaw and co-driver Gareth Carter who created the most-talked-about motor on the trip, the Suzuki Ignis Dog. It managed to attract attention wherever it went… mostly from plod. We were assured this picture was harmless ‘fun’ after the police asked for a picture with the car. The dog will be auctioned off at the BEN Ball in December to raise even more money for the charity.

But our favourite goes to the Sun Motors and Captain Caralot team who had obviously put a lot of thought into what they’d do if (or when) their million-mile Mondeo croaked. The fact they brought a Millennium Falcon Haynes Manual along for the entire ride, just in case it died, was worthy of the Best Tweet of the trip in our opinion.

Captain Caralot – whose identity is a closely guarded secret – collects his award from Kelly Neal

Record-breaking amount raised Bangers4BEN 2014 has been the most successful rally ever for automotive industry charity BEN – raising a combined total of more than £35,000. Some 40 teams from across the motor trade competed in the event and raised a whopping £12,513 for BEN ahead of the rally in sponsorship. On October 29, most of the cars that took part were sold in a special BCA auction at Blackbushe. Not all the cars that took part made it there, so they are not listed below. Rules state that only those sold in the auction can be included in the overall results. The sale raised £15,500 – that was topped up with £3,798 from BCA, which represented

Don’t tell Toyota we’ve classed this as a banger...

fees and donations collected from the sale. This was then added to £1,250 raised from private sales of cars, and £2,000 from entry fees, to give BEN its record-breaking total of £35,061. ‘We are so grateful to Car Dealer for their support and we are chuffed to bits that it has raised a record amount this year,’ said Kelly Neal, events manager for BEN.

The grand total will be topped up even further when the Blackshaws entry – the Suzuki Ignis dog – is auctioned at the BEN Ball on December 10. Congratulations go to Gen3 (above) who raised the most amount in the auction and take overall spoils in Bangers4BEN 2014. If you’d like to register your interest in next year’s event, email james@blackballmedia.co.uk. [CD]

How our bangers fared at auction 1.

Company Gen-3 Glasscoat

Car Toyota Yaris (2007)

Bought for £1

Sold for £2,200

Profit +£2,199

2. 3. 4. 5. 6. 7 8. 9. 10. 11. 12. 13. 14. 15. 16. 17. 18. 18. 20. 21. 22. 23. 24. 25. 26. 27. 28. 29. 30. 31.

InAutomotive.com Aston Barclay Bosch 1 Oakley Service Station Car Dealer Team One Marshall Motor Group Two Fourmative Barley Green Garage Marshall Motor Group 1 Father and Son Team The AA The AA Bosch 3 Danes Autos Templar Cars Codeweavers Pinewood Technologies The AA Sportif Vauxhall Sunday Times Driving Southcombe Garage Car Dealer Team Two News UK Automotive Branson Cars MoneyBarn Independent Garage Association (RMI) SunMotors.co.uk HPI Rawlinson Group Bosch 2

Vauxhall Astra (2004) £0 Skoda Fabia (2001) £100 BMW 320 (2003) £750 Mercedes-Benz 400 SEL (1992) £500 BMW Z3 (1997) £400 Citroen Berlingo (2001) £50 BMW 530D (1999) £180 Ford Mondeo (2001) £1 Lexus LS400 (1997) £1 Jaguar X-Type (2002) £700 Mazda 323 (2002) £250 Peugeot 406 LX HDI £350 Toyota Celica (2002) £750 BMW 325ci (2001) £950 Ford Focus (2002) £500 Honda Accord (2002) £575 Alfa Romeo 147 (2003) £250 Audi 80 (1994) £300 Vauxhall Omega CDX (2001) £350 Honda Prelude (1999) £500 BMW 523i SE (1998) £344 Mazda MX5 (1990) £500 Peugeot 307XSi (2002) £500 Fiat Punto (2001) £650 Alfa Romeo 147 T Spark (2004) £725 BMW 523i SE (1997) £550 Ford Mondeo (2003) £500 Saab 9-3 SE (1999) £745 Renault Safrane (1998) £600 Toyota Celica (1993) £750 Total auction: Other (private) sales: Total fundraising: Funds from BCA, fees and donations from the sale Entry fees

£825 £900 £1,375 £1,075 £750 £350 £400 £175 £150 £800 £325 £350 £750 £850 £400 £475 £125 £175 £175 £375 £175 £250 £250 £400 £475 £225 £150 £350 £75 £150 £15,500 £1,250 £12,513 £3,798 £2,000

+£825 +£800 +£625 +£575 +£350 +£300 +£220 +£174 +£149 +£100 +£75 £0 £0 -£100 -£100 -£100 -£125 -£125 -£175 -£125 -£169 -£250 -£250 -£250 -£250 -£325 -£350 -£395 -£525 -£600

Grand total raised:

A big thank you

£35,061

Thanks to The AA for following us for four days just in case someone broke down. We’re glad we kept them busy. Thanks to BCA for hosting this year’s auction and topping it up with such a superb amount of money. Thanks to Wraptition for wrapping our car, to Halfords for the stereo, to all the teams who took part and to our friends at BEN for organising.

CarDealerMag.co.uk | 63

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transact

FEATURE.

TRADING UP

Too good to be true... Fundraiser ANDY ENTWISTLE discovers that online fraudsters are still plying their trade

e all like to do our bit for charity, which is why we are running Trading Up in the mag each month. As regular readers will know, our aim is to boost the coffers of Great Ormond Street Hospital with a bit of clever wheeling and dealing in the used car market. Using our automotive know-how (rather limited) and the support of this wonderful industry of ours (somewhat more plentiful), we are attempting to turn the princely sum of £2,000 into a top-end sports car, which will be sold in aid of the famous medical establishment. Bearing in mind our ambitious target, you might think that our latest sale, which netted us a modest profit of £500, wasn’t really much of a triumph. However, here at Blackball Towers we aren’t greedy. So, when someone heard that we had a nice XR2 in the garage and was looking to relive their youth, they came down and made us an offer. A bit of haggling that Mr Brewer would be proud of got us to the £500 profit mark, taking

our grand total to date to over £5k. Those with a better memory than mine might remember that we have in the wings a rather rare Rover 220 ‘Tomcat’ Coupe, with only 57K on the clock and having had two owners, the first of whom was Prince Charles. Given its provenance, we wanted to make sure that the car was topdollar, so she’s currently sitting in our friendly bodyshop being made to look perfect. I have high hopes for the Rover, but then again I did say that about the Jag we had. (That car didn’t give us quite the boost we were hoping for, and required a fair bit of attention in the process.) So the Trading Up parking bay is a bit empty. This led me to hit the online auction sites. We spotted a nice 2006 BMW 320 Coupe that was within our budget and a bit of a bargain, so I dropped the seller a line. Two days later a

response landed in my inbox. The alarm bells should have started ringing when the message came in at 2am and included mis-spelt phrases such as ‘manufacturer maintenance histrey’, but it was bargain and would have been easy to shift so I asked to see the car. Two days later (this was obviously a slow typist) I got another response. ‘The car is in Portugal,’ I was told. ‘But I’m happy to ship it back if you pay the shipping company who will hold the money until it arrives and you are happy.’ This was a big scam a few years ago and back in my HPI days I dealt with more than a few consumers who had fallen for it. Sadly the car doesn’t exist, nor does the ship, or indeed the shipping company, despite the very impressive websites they normally create. I thought that this scam had gone away, but obviously not. It just goes to show if it sounds too good to be true, it usually is. Unless you know the seller, don’t buy a car unseen!

STORY SO FAR... Suzuki Vitara Paid: £1,500 Spent: £300 Sold: £1,950

Toyota Rav4 Paid: £2,000 Spent: £200 Sold: £3,000

Mazda MX5 Paid: £1,500 Spent: £200 Sold: £1,900

Jaguar XJS Paid: £2,200 Spent: £0 Sold: £2,600

Audi A6 Allroad Paid: £2,250 Spent: £500 Sold: £2,650

Ford Fiesta XR2 Paid: £1900 Spent: £250 Sold: £2650

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• Motor Trade Liability

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• Uninsured Driver Cover CarDealerMag.co.uk | 65

FEATURE. police cars MEGA TEST

feel the

mitsubishi shogun

force

Page 76

kia optima Page 72

hyundai i30 Page 71

skoda octavia It’s a tough life as a police vehicle. James Batchelor and Padraig Mallett find out what makes certain brands the top choices for the boys and girls in blue ��| CarDealerMag.co.uk

Page 74

e’ve all been there. We’re in a hurry ourselves, but then all of a sudden, we hear the urgent wail of a police car or ambulance’s siren and have to pull over to the side of the road. Of course, we don’t know what the emergency is. Perhaps there has

been a brutal double murder just a few streets away. Maybe a cat’s stuck up a tree somewhere, or it could be that a 25-stone layabout is choking to death on a Chicken McNugget whilst watching the Jeremy Kyle Show. We’re totally in the dark. And in all likelihood, we’ll use the pause in our journey to check our phones rather than think too much about the drama unfolding nearby or

PICTURES: PETER SPINNEY

ford transit custom

skoda rapid

Page 69

Page 74

mitsubishi asx Page 76

volvo v60 Page 68

kia sportage Page 72

even wonder what sort of vehicle is hurtling past us. But the supply and maintenance of these vehicles is big business – and there are armies of people up and down the UK working away to adapt everyday crossovers, vans and estate cars for use by the people we rely on to keep us safe. Over the next few pages, we’ll be chatting to some of the manufacturers who keep the

emergency services on the road. It’s interesting reading – with a key point being that if motorists DO actually pay attention to the vehicles that are adapted for the boys in blue, a subtle message will be planted in their minds that, ‘if it’s good enough for them, it’s good enough for me’. We chat, too, to a manufacturer which has gained kudos by supplying cars to movie makers

with the glamour of the silver screen providing something of a halo effect for its range. But above all else, this was a feature we had great fun putting together. After all, we spent two days racing round Rockingham Motor Speedway acting out scenes from Hot Fuzz in amongst the serious journalism we were engaged in... CarDealerMag.co.uk | 67

FEATURE. police cars | Volvo V60 D5 Polestar |

ot many car manufacturers can claim they have produced an iconic police car – but Volvo can. With its throaty five-cylinder 2.4-litre engine and room to carry every type of police gear excluding the kitchen sink, the V70 T5 was well loved by police forces across the UK. Ian Reger, special vehicle manager at Volvo Car UK, said: ‘If you speak to some police officers, they would say that the Volvo V70 T5 was the best police car ever made. It earned so much respect because of its all-round performance and carrying capacity, as well as the fact that it was robust. There are still quite a lot of police forces running T5s even though we stopped supplying them four and a half years ago. ‘There are still eight- and nine-year-old V70 T5s being used operationally, which is pretty much unheard of. High-performance cars are traditionally only kept for three years – although this is getting longer because of forces having to meet strict budgets. It’s a testament to the strength and reliability of the vehicles we supply.’ And Volvo has been supplying police cars for a long time. ‘We sold our first police car in the UK in 1964 to Hampshire Police,’ said Reger. ‘At that time, police forces were using Wolseleys and Rovers – UK manufacturers were naturally favoured as providers of police cars. ‘If we weren’t the first, we were certainly one of the first foreign car companies to supply cars to UK police forces. Since then, at some point or other, every police force in the UK has used Volvo products. It’s a very, very strong relationship we have with the police.’ Volvo has been building police cars since the 1930s for the Swedish police, and globally its

��| CarDealerMag.co.uk

key markets for supplying ‘blue light’ vehicles are Scandinavia, the UK, Belgium, Holland and Switzerland – but the firm supplies cars to a whole range of European countries. ‘We are also targeting key markets in eastern Europe, Germany and the USA,’ explains Reger. Volvo has been supplying cars to the police for many decades now – so there must be some strong reasons for it. Reger explains: ‘The main advantages to us supplying cars to the police are that it’s a market in which we can supply a large number of cars to. It’s also a high-profile market – everyone takes note of a liveried police car. But the high-profile side has changed over the years; traditionally, we have supplied traffic cars and armed response vehicles. You don’t see the motorway patrol car any more, as the Highways Agency or cameras handle that. We also supply as many unmarked cars as we do marked cars. ‘Between 200 and 400 cars are supplied to police forces a year. It’s a peak-and-trough market – it’s a four-year framework. We have just signed another agreement to supply cars, as you have to be an approved supplier. And for a police force to buy our cars, the vehicles need to be put through a brake test and an electromagnetic test.’ Volvo’s status in police circles took a massive boost in respect in the mid-1990s when the firm launched the high-performance 850 T5. And it was followed by a succession of V70 T5s that, as we have already discovered, are regarded as legendary among officers. But although things cannot stay the same, the future is looking rosy… Says Reger: ‘V60 will potentially be our main police car. As operational requirements change, police forces don’t need to carry so much stuff any more. We think the V60 is ideal for the modern police force.’ James Batchelor (@JRRBatchelor)

THE KNOWLEDGE: Model: Volvo V60 D5 Polestar Engine: 2.4-litre, turbocharged diesel Power: 230bhp Max speed: 143mph 0-60mph: 7.3s

| ford transit custom |

hink of the vehicles that have served with police forces over the decades and a good few of them would be wearing the Blue Oval. Anglias, Zephyrs, Escorts, Cortinas, Granadas, Focuses and Mondeos are just a few of the memorable names – and probably the one that has the strongest police record is the Transit. The van, with its large payload and car-like handling, was a bank robber’s favourite set of wheels in the ’60s – second only to the Jaguar MK2. And much like the Jag, police forces across the country discovered that ‘if you can’t beat ’em, join ’em’. The die was cast for the Ford Transit to be police forces’ van of choice. ‘Ford has had a long and established relationship with the police,’ says Terry Adams, Ford’s direct sales manager for police, fire and ambulance. ‘This goes back for well over 60 years. ‘In the early days it was supplying a black car that was converted in a very simple way by the police forces, with standard production vehicles being used. As vehicle demands grew and more equipment was being carried, standard production cars started to have more modifications carried out, from uprated brakes, heavy-duty batteries, suspension and specialist headlinings (zipped for access to blue light wiring).’ And this Ford Transit Custom is highly modified. Upfront it’s traditional Transit apart from the lack of a radio, with a special switch panel to control all manner of light and siren combinations. But it’s to the rear where it bears no similarity to White Van Man’s Trannie, for there’s a highly secure lockable cell, a passenger compartment and a box to carry a police dog in.

Ford’s Specialist Vehicle Preparation facility in Essex can kit out a Transit to suit any force’s needs, from police cell (like ours) to full riot van. ‘SVP is Ford Motor Company’s “one-stop” supplier for all emergency service vehicles,’ explains Adams. ‘It employs around 40 people and handles between 2,500 and 3,000 vehicles per annum. But why is having police forces across the country relying on the Transit such a good thing for Ford? It’s simple, believes Adams. ‘Ford has long and established relationships with all the emergency services, which comes on the back of a reliable and suitable product range. Ford has one of the largest dealer networks in the UK and provides great support through parts and service. With the high mileages that the police cover in a short time period, any product concerns are highlighted at an early stage.’ And the Transit is just one Ford vehicle the police love, as Adams explains. ‘The Ford Focus is probably the key car product that we sell to the police. It has been proved to be so reliable, with some cars still being used with more than 180,000 miles on the clock.’ He has countless tales of Ford products being more than up to the job. One, above all others, proves just how tough the Transit is. ‘Reliability is also key on vans and the Transit has proved this time after time,’ he recalls. ‘Two years ago, the Isle of Man experienced some very heavy snow. A Transit cell van was completely snowed under, and after four days of it being buried, the crew finally managed to gain access to it. They got in through the rear and it started first time and reversed straight out of the snow drift! Proof Transits are tough!’ James Batchelor (@JRRBatchelor)

THE KNOWLEDGE: Model: Ford Transit Custom Van 330 L1 H1 2.2TDCi 155PS Engine: 2.2-litre, turbocharged diesel Power: 153bhp Max speed: 98mph 0-60mph: n/a

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FEATURE. police cars | Hyundai i30 |

t took two years for Hyundai to be awarded ‘preferred supplier’ status by the National Association of Police Fleet Managers – and the company is under no illusions about what it means. ‘We were one of four manufacturers that were eligible for immediate response vehicles – that was our really big breakthrough,’ says Martin Wilson, Hyundai Motor UK’s fleet director. ‘For a lot of the police fleet managers it was the first exposure to Hyundai, and it was a shift from the norm in moving away from the more established brands such as Ford and Vauxhall with their Focus and Astra models.’ With police forces used to opting for triedand-tested models from more home-grown car manufacturers, the decision to ‘go Korean’ was not taken lightly. But the strength of Hyundai’s products won the day, says Wilson. ‘There is pressure politically to choose traditional brands, but once fleets such as the police saw the quality and reliability of our cars, it has been a key driver in us winning this type of business.’ As part of the process, the National Association of Police Fleet Managers put cars through rigorous tests and analysed performance, quality, reliability, running costs and resale values. A manufacturer’s products have to be up to the job to pass these, and once awarded it’s a four-year tender – and police forces up and down the country have not shied away from the Korean company’s offering. ‘We supply cars to virtually all of the police forces in the UK – some of the key areas would be the Metropolitan Police, Sussex, Cambridgeshire, Manchester, Merseyside and Lancashire. In the past three years, we have supplied around 2,000

vehicles for police use,’ says Wilson. Individual forces are able to choose their specification of Hyundai police car too. ‘We do give police forces an individual specification – cars that we wouldn’t normally sell to retail customers,’ explains Wilson. ‘The main criteria they want are for them to be stripped out and we work very closely with our factories to built individually specced police cars. This can vary between forces – but there is a police-spec i20 and i30 which all of the forces use, however.’ But why was Hyundai so keen to get in the police’s good books and supply cars to them? ‘The key benefits for us are that it’s great PR,’ explains Wilson. ‘A fully-liveried i30 squad car says a lot about the brand. It tells potential customers that the car is reliable and safe, and gives them a warm feeling that if the car is good enough for the police it’s probably good enough for them too. ‘Also fleet customers like the kudos of police forces such as the Met using Hyundai products.’ Don’t think the world of winning police contracts is always a light-hearted affair, either – business is business. ‘Another big breakthrough for us was getting certain police forces to use our products rather than cars which are built in that particular area,’ recalls Wilson. ‘One incident springs to mind and that was Merseyside Police, who were under a lot of pressure – both politically and from the media – to use the locally-built Astra. ‘What was amazing was how keen the police were to get behind our product and get it on board.’ James Batchelor (@JRRBatchelor)

THE KNOWLEDGE: Model: Hyundai i30 Engine: 1.6-litre, turbocharged diesel Power: 108bhp Max speed: 115mph 0-60mph: 11.3s

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FEATURE. police cars | kia sportage & optima |

ia doesn’t currently provide vehicles for the emergency services. However, its cars have been used in various film and TV productions. For example, the Optima and Sportage played central action roles in the Bond movie Skyfall. During the sequence they are featured in, Daniel Craig – who plays 007 – can be seen followed by several Kias in full police livery, with lights flashing and sirens sounding, as he chases down the villain, played by Hollywood A-lister Javier Bardem. Kia provided the cars via a prop company and communications director Stephen Kitson said: ‘We are very proud to have been asked to support the production crew with vehicles and to have Optima and Sportage at the heart of this part of the film.’ Kia’s involvement in film and television came about via an external agency, which suggested to it that police vehicles were a good way to find ready audiences for its cars, as film and TV producers were always looking for such vehicles, while producers looking for ��| CarDealerMag.co.uk

‘lead character’ cars tended also to seek financial support. Kitson said: ‘This played into our hands with Skyfall in particular, as our involvement with that film cost us only the provision of the vehicles, while the two brands featuring in major roles contributed huge sums of money.’ The Optima also featured in Steve Coogan’s film Alan Partridge: Alpha Papa. ‘In the case of Alan Partridge, the producers wanted a car brand that was prepared to take a risk, given the character’s supposed nerdy image. Our view was that there was an element of reverse benefit. Partridge’s choice of car could be seen as being derogatory, but in actual fact it showed Kia didn’t take itself too seriously, and it therefore had a higher impact simply because of our willingness to play that part. ‘The cars receive no particular preparation as they are run as a “fleet” by our placement partner. They are regularly serviced, cleaned and maintained by the agency, and any “planned” damage has to be agreed with us in advance. This is usually repaired at the film company’s cost – unless individually agreed otherwise.

THE KNOWLEDGE: Model: Kia Sportage Engine: 2.0-litre diesel AWD Power: 180 bhp Max speed: 121 mph 0-60mph: 9.4s ‘In terms of how this benefits Kia as a brand, being seen on TV – we feature in EastEnders, Coronation Street, Scott & Bailey and other UK series, plus specials such as the latest 24, for example – means potential customers become more aware of the brand. ‘Recognition of the individual nameplate and the Kia range generally means we are more likely to be considered by customers and in many cases this leads to specific inquiries. ‘For example, when Top Gear used Cee’d and Sportage in its Twickenham rugby game, our website became such a target in the two hours after the broadcast that it almost crashed!’ Padraig Mallett (@PoddyMallett)

THE KNOWLEDGE: Model: Kia Optima Engine: 1.7-litre CRDi Power: 134 bhp Max Speed: 125 mph 0-60mph: 10.2s

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FEATURE. police cars | skoda rapid & Octavia |

THE KNOWLEDGE: Model: Skoda Rapid Engine: 1.6 TDI Power: 104bhp Max speed: 118mph 0-60mph: 10.6sec

ll of the vehicles that Skoda supplies to the emergency services are handed over by the local retailer, says Patrick McGillycuddy, head of fleet at Skoda. ‘They liaise and work with the converter to ensure we deliver the car on time with our expertise and support and they are very much involved in the service, maintenance and repair of those vehicles as well. ‘Our retailer network is a key part of our service to the emergency service sector.’ At the Volkswagen Group, of which Skoda is a wholly-owned subsidiary, there is a dedicated team that supports them from a technical point of view, which allows the sales team to concentrate on what it does best. Skoda has a central demonstration fleet for the brand, of which there is a number of vehicles that have been converted into police cars or paramedic cars. ‘We work with various different departments to make sure we have the right spec or we can offer a very good solution to our customers around that,’ explained McGillycuddy. Recent examples of Skoda’s work with the emergency services include the Octavia Estate ��| CarDealerMag.co.uk

4x4s. ‘We’ve looked at the load-carrying capacity the paramedics work with, we worked with a couple of the ambulance services around delivering uprated suspension kits, etc, so they can then handle speed bumps with fully-loaded cars. So we work with our factory, with our emergency service team and with the customer around what’s the best fit and that’s been very successful,’ says McGillycuddy. The vehicles Skoda provided us with for this feature included the high-performance Octavia VRS, which is capable of reaching 154mph. ‘The VRS goes off for conversion with our third-party convertors, which is aligned with what that force’s specification is. There are very few changes in terms of engine modifications, so the product that comes off the line at the factory is fit for purpose. The complete product range is tested and compliance-tested to all the Home Office standards and MPIA standards around the brake testing, etc, so our cars are pretty much fit for purpose off the line.’ Also featured is the fuel-efficient Rapid, which offers customers value for money. ‘In terms of the Rapid, generally we are looking to supply them with “bobby beat” cars, which I

guess is the best expression for them. We work with the police service and they are pretty much a standard car, which controls the valuefor-money aspect, so they don’t have to conduct a lot of conversions.’ All of Skoda’s vehicles come as standard and the convertors then adapt them accordingly. ‘There isn’t a police specification, though that is something we’re looking at for future requirements. If there are certain elements that are standard on a car that the police force doesn’t require, then we can then supply it from the line without certain equipment. That is something we are pursuing for next year and beyond.’ According to McGillycuddy, Skoda has had reasonable levels of success in this sector so far, and it hopes to increase the amount of business it does with the police with its new model range. ‘We’ve just launched the new-generation Scout. That car was particularly successful with the rapid-response vehicles for the paramedics, so we expect our new Scout to be even more successful. It’s the next generation of the product, it’s a bigger product, a far more accomplished product and therefore even more competitive and competent. ‘The Yeti has done particularly well. Certainly,

THE KNOWLEDGE: Model: Skoda Octavia VRS Engine: 2.0 litre TSi petrol Power: 217bhp Max speed: 154mph 0-60mph: 6.8 seconds

the fire and rescue service likes the Yeti for its off-road capabilities as a command and control vehicle. The Superb works particularly well with certain police forces, as some of the cars they use cross a variety of roles. So we have what we understand to be a relatively good market share for the segment that we compete in.’ Another factor that could potentially help with future sales at Skoda is the fact that a new framework is to be launched next year. The Crown Commercial Service is merging the historic public sector framework and separate emergency services framework. The seal of approval from this sector also means a lot to Skoda. ‘It is a valid channel to do

business in but it’s also an endorsement of our product. The emergency services put their cars through some pretty tough routines, which puts the endurance and durability of the product to the test. It acts as a great validation to the wider market that our products are trusted by the emergency services in the UK.’ Validation from this sector can have wider implications on a brand as a whole. ‘We know that when people sit in our cars and experience our cars, that kind of advocacy from our drivers is very powerful for our brand. So having advocates for our brand works really strongly. We know that generally people who drive our product love our product and they are great advocates. People who

drive our product are always blown away by the quality, the practicality and the value for money.’ Padraig Mallett (@PoddyMallett) CarDealerMag.co.uk | 75

FEATURE. police cars | MITSUBISHI SHOGUN & ASX |

SVO – or Mitsubishi Specialist Vehicle Operations – has been around for 12 years. And over that period, its customer base has expanded enormously. Established by Mitsubishi Motors in the UK in 2002, word of its services spread as its reputation grew and MSVO gained a place as a major player in the specialist fleet marketplace. MSVO is growing, too. It currently employs 13 people and is in the process of expanding its workshop. It will be looking to take on more staff next year to help with the parts department and will be taking on another technician as well. Clients include the Highways Agency, the Environment Agency, the MoD, plus police forces and fire and rescue services across the UK, to name but a few. Darren Hughes, operations manager at MSVO, said that their sales team go out to police forces or any fleet customer that is looking for something a little bit different that the dealers can’t usually do. ‘Whether it is racking solutions, lighting equipment, whether it is amber or blue, etc. – the accessories that we offer are anything a normal dealer can’t do. ‘Work can be something as simple as a threeto four-hour build that may involve tyres and a speed limiter, or it could be a big build such as a police or Highways Agency vehicle, meaning a 40to 45-hour build. This would include full livery, full lighting equipment, light bar, grille lights and rear lights. ‘We look to do this all at Mitsubishi and with the three-year Mitsubishi warranty that you get with a Mitsubishi vehicle. We cover all those accessories and parts fitted under that as well.’ He added: ‘We are a one-stop shop, from the initial purchase of a vehicle, to the servicing of that vehicle throughout its life, right through to helping with decommissioning a vehicle when it’s reached the end of its life span. We do it all here at MSVO.’ Vehicle partners from the fleet builds are growing all the time and MSVO is seeing more and more vehicles going into dealers. ‘Some dealers shy away from police work because they’ve never dealt with it before. There is an awful lot of electric equipment going on, but they should know that MSVO is here to support the dealers to make sure the customer’s car is fixed as quickly as possible. We try to support our dealers as much as we possibly can.’ MSVO tends to sell around 450 vehicles a year. ‘With regard to the police, we are looking at 150 police vehicles a year. Then on top of that we have the Highways Agency, the Environment Agency and Water Agency, and other amber-light sectors,’ says Hughes. It’s estimated that the amount of customers that deal directly with MSVO, as opposed to going through a Mitsubishi dealer, is around the 50-50 mark. ‘It varies a lot really. We do part-builds, full builds and then there are the police forces that ��| CarDealerMag.co.uk

THE KNOWLEDGE: Model: Mitsubishi Shogun Engine: 3.2-litre DI-D diesel Power: 147bhp Max speed: 112mph 0-60mph: 9.7s

do it all themselves.’ Recent examples of work from MSVO have included projects with the Highways Agency. Sometimes the specifications on its vehicles don’t change at all. ‘They’re happy with the spec and we just build it how we do it normally. Other times, like this time around, they wanted to completely change the racking system, so instead of making it from all steel we’ve made it from a special plastic so that the noise is reduced. The MoD police is another group we are working quite closely with, and their dog vans are a big project that we have currently going on. ‘We’re designing dog vans with two kennels, a storage unit inside each Shogun and an Outlander Commercial. So that’s a big project we have going on at the minute and we have to make sure that the spec, the size and kennels are all right for the customer.’

In terms of the Shogun and ASX featured, he said: ‘Those two cars are our demos, but what we do with our demos is build them to the latest spec. We try to change a bit with different suppliers of lighting equipment and we try to do things differently each time, to give us a better view on how things work. ‘But we also try to build in such a way that when they go off for demo, people think: “That works perfectly for us.” ‘The MoD police is a perfect example of this. Off the back of our Shogun demo and our Outlander demo they purchased exactly the same vehicle with racking to suit them. ‘The two vehicles featured here have standard police equipment and we do it in such a way that people will think: “Do you know what? We would like exactly the same sort of build and

those are the types of vehicles we want to buy.” So the Shogun and the ASX both go out for police demo use and we do the same with the Outlander as well.’ The benefits of supplying to the emergency services include the good relationships that are forged as a result. ‘Mitsubishi’s relationship with the MoD is very good and they love our products. We want our products to be on the road as much as possible. ‘The main problem the emergency services have with vehicles is when there is a problem with a vehicle it needs to be fixed as soon as possible, so our main goal is as soon as there’s a problem we do what we have to do quickly to get it fixed. And as long as you do that I think this means an awful lot to the police force.’ [CD] Padraig Mallett (@PoddyMallett)

THE KNOWLEDGE: Model: Mitsubishi ASX Engine: 1.6-litre petrol Power: 86bhp Max speed: 113mph 0-60mph: 11.4s

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HPI. So much more than a check.

40 30 20

6 0 70 8 0

10 0

110 120

130 140

HPI Checks have been the lifeblood of the used vehicle market for years. But HPI offers you so much more than the peace of mind these provide. We are constantly developing products designed to help your business. From ensuring the cars you sell are fit to sell as described, to helping you clinch the deal, we’re there to drive your business.

In a nutshell – No HPI. No buy.

Check for yourself at hpi.co.uk/trade or call us on 0845 300 8914

��| CarDealerMag.co.uk

focus on.

FindsYouCars.com

Turning the market on its head FINDS YOU CARS

W: findsyoucars.com T: 0121 224 7334

magine a world in which you’re provided with details of buyers who are after exactly the kind of cars you have in stock. You have their contact details, you know they’re in the market for a new vehicle… all you have to do is call them. Sounds too good to be true? Well, it isn’t! It’s exactly how FindsYouCars.com operates. It’s a system that has turned the car-buying process on its head – and is proving exceedingly popular with buyers and dealers alike. In essence, car buyers place the modernday equivalent of a ‘wanted ad’ on the FindsYouCars website. Dealers with matching stock are then provided with the buyer’s details, and it’s up to that dealer to contact their prospective customer and set the sales process in motion. Quite simply, it’s a great way to get leads.

CEO Guy Walker, pictured, told us: ‘We have an advert that shows a woman wearing a sandwich board. The board says: ‘‘Wanted – Mercedes C-Class, three years old, £19,000. Call me’’. ‘And that sums up what we do. Buyers advertise what they are looking for in the same way that a corporate procurement department would look for a supplier.’ He went on: ‘We’ll take what the buyer is looking for, and we’ll match that against stock held by dealers. We don’t supply lists to the buyers, we inform the dealers that someone is looking for a car like one they have in stock and it’s up to the dealer to get in touch. We have changed the dynamic of the whole market. And it’s a particularly appealing prospect for dealers good at distance selling.’ Walker was keen to emphasise a few other key points about working with FindsYouCars.com.

For a start, the product is priced very keenly – and prices, worked out as a cost-per-lead rather than a subscription, won’t be going up anytime soon because the company is looking to expand into other areas and doesn’t need to ‘max out’ its profits in the automotive sector. And the service complements, rather than replaces, existing arrangements that dealerships have with classified sites – and comes into its own during quiet times in your showroom. FindsYouCars.com is attracting dealers of all shapes and sizes and Walker said the company was keen to work with more independents. ‘These people offer a fantastic service and are really well trusted by buyers,’ he told us. ‘We represent a great proposition here because these dealers don’t tend to advertise all their cars on classified sites the whole time.’ [CD] by Dave Brown (@CarDealerDave)

If You’ve got the car — We’ll make the intro’

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We have what you need. We have more candidates, more recruiters and fill more vacancies than any other UK automotive recruitment company. We have over 100,000 candidates only a phone call away from one of our 45 automotive recruitment specialists. Dealer Principals, Sales and Aftersales Managers, Vehicle Technicians, Service Advisors, Sales Executives – Fact is, there isn’t a vacancy in the motor trade we can’t fill.

Get in touch with us today to find your perfect placement.

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focus on.

Perfect Placement

Family values are just perfect PERFECT PLACEMENT

t’s always good to lead the field – and the team at Perfect Placement seem very confident that they occupy the number one spot when it comes to automotive recruitment. The company’s website proudly proclaims it’s ‘the UK’s leading automotive recruiting consultancy’ and there is plenty of evidence to back that up. Car Dealer recently caught up with Dan Unstead, divisional director of the Norwich-based company, and he was in no doubt that the claim was justified. ‘Yes, it’s a bold statement to make,’ he acknowledged. ‘But we make it confidently because we know that we place more candidates into more automotive roles than any of our competitors. ‘Out of our 50-strong workforce, we Dan Unstead have 34 people involved in actually recruiting staff. It’s a volume that none of our competitors get anywhere near. And in the year to date, we have placed in excess of 2,500 candidates and been entrusted to work on 6,000 vacancies. These are phenomenal numbers and represent a 30 per cent growth on this time last year.’ As well as searching for candidates for its vast array of automotive-sector clients, Perfect Placement has been on the lookout for staff itself – certain in the knowledge that the thorough consultation work needed to place the right candidate in the right role takes time and effort. Unstead explained: ‘Even though the size of the business has changed, our mindset hasn’t. We’re obsessive about delivering great customer service, and as we’ve attracted more clients and candidates, we’ve needed more people ourselves.

W: perfectplacement.co.uk T: 01603 701 077 ‘In fact, the quality of the service we provide is key to us being number one in our field. With the level of staffing we have, there is enough time to do exactly what we should be doing – consulting. ‘With us, nothing is rushed. Everything is done at the right pace. We go out and visit our clients and meet with them face-to-face to fully understand what they are looking for. And when you’ve got time on your side like that, you can create better matches. The true definition of a consultant is an expert in their field and that’s what we do on a day-to-day basis.’ For anyone wondering whether Perfect Placement can help them find that key member of staff, the answer is a resounding yes. The company works with partners across the entire spectrum of the retail sector in both passenger and commercial vehicles, and also specialises in accident repair as well as finance and leasing. As well as all that, Perfect Placement enjoys good relations with all of the major PLCs and can count among its clients a large number of small and medium-sized independent companies, many of whom have a fairly constant requirement for well-trained staff. Unstead told us: ‘At the heart of our operation is the passenger car retail franchise business. The positions that exist in that sector, such as vehicle technicians, service advisers and sales executives, are the lifeblood of our industry.’ So if you have yet to form a relationship with Perfect Placement, what’s the ethos that drives it forward? ‘We’re a family business and that’s where our values come from. When people come and work here, they very much become part of the family,’ explained Unstead. ‘And when

award-winning service There’s no question that Perfect Placement is highly regarded by the UK’s car dealers – the company was voted Recruitment Agency of the Year in the Car Dealer Power Awards Car Dealer Power this year and in 2013. triumph for Perfect And it’s also Placement popular with the automotive industry charity BEN. The company is an active supporter of the charity and acts as one of its media partners. This year Perfect Placement raised more than £1,700 when staff members took part in the annual Endure 24-hour race near Reading in Berkshire. And they will also be playing a big part in helping the annual BEN ball make as much money as possible by attending the event in December and providing the charity with a high-tech lot for the silent auction.

it comes to the people we work on behalf of, we hold on to that.’ Don’t for a second think that this caring philosophy takes priority over the serious business of finding the right people for the right job, however. Perfect Placement operates as a well-oiled machine with a structure in place to make sure clients and candidates are kept fully up to date and never left out of the loop. Part of the reason for this is that the 34 expert consultants we’ve already mentioned can rely on a first-class support team. ‘We have an administration team we would refer to as recruitment executives,’ explained Unstead. ‘They form the backbone of our day-to-day business, and do a lot of essential work such as sourcing new candidates’ CVs and making sure that our jobs are advertised swiftly. Like many offices, they’re further supported by an accounts team as well as a telephone reception team. So we have 50 people in total and we anticipate that this time next year we will have a team of 65+ in place.’ A growing client base, a talented team, and a caring yet businesslike approach. Sounds like Perfect Placement could be perfect for you. [CD] by Dave Brown (@CarDealerDave) CarDealerMag.co.uk | 81

focus on.

Glass’s

Plenty to shout about GLASS’S

W: glassbusiness.co.uk T: 01932 823 823

emember the days when the internet was described as the information superhighway? Although that description seems a little antiquated these days, it was actually pretty accurate. For companies such as Glass’s, who were in the information business long before Google or Facebook were ever born or thought of, the advent of the web was great news, providing as it did a fantastic new way for the company to support its customers. These days, new online products and developments are being unveiled all the time, with the aim of making dealers’ lives easier and ultimately helping them secure more sales and make more profit. The company is of course most famous for its printed Glass’s Guide, the bible of the car valuations world. But now there’s a comprehensive digital offering as well, which is increasing in popularity all the time – and no wonder. Alongside the recent launch of a digital version of the Guide, Glass’s offer a range of online valuation tools that dealers can use to run their businesses successfully. GlassNet for example is a desktop system that allows sales teams to quickly identify vehicles and value them accurately using exact specifications and adjustments. Within that, RADAR which is also available as an app, provides customers with live retail pricing and is a product containing a wealth of information showing real time local, regional and national sales activity. Imagine the car market as the Stock Exchange, with prices fluctuating day by day. RADAR can absorb all those movements – sometimes minuscule, sometimes more significant – and feed them through so dealers are completely up-to-date with their ever-changing local market place. Car Dealer recently caught up with Glass’s

‘‘

managing director, Ed Hummel, who explained: ‘We use technology that analyses the majority of used cars advertised on the internet each day to create a “live” price. We can show dealers which cars are selling quickly based on how long the advert remains live for. Furthermore, we can show regional pricing for individual vehicles. ‘This is incredibly valuable. Our dealer customers really like that technology. There are about 3,100 of them using it through the GlassNet platform and more dealers are using our web service to integrate this data into their own showroom systems.’ A great example of the integration of Glass’s data is via their trade and live retail valuations partnership with Reef Business Systems. Reef customers have the ability to make use of Glass’s data within their deal optimisation process to make a much more informed decision on the part-exchange element of any transaction. Hummel said: ‘We recently received some insightful feedback from a franchise dealer who took the decision to retail an unfamiliar part-exchange offering. This decision was made easier as the customer could clearly see the profit opportunity was significant when looking at Glass’s Trade & Live Retail values, which were further enhanced with the critical average day to sell information for their location, also provided by Glass’s. ‘The vehicle in question would have historically been underwritten via the local specialist dealer, but on this occasion an informed decision was made and within days a healthy profit was returned.’ A crucial watchword for Glass’s and its customers as

The future of our business really involves integrating our really good data into our customers’ business systems. ��| CarDealerMag.co.uk

2015 approaches is integration. ‘We work hard to integrate our data into our customers’ processes via their own internal business applications or the many leading sector showroom & DMS systems,’ explained Hummel. ‘The future of our business really involves integrating our really good data into our customers’ business systems. This seriously enhances not only our offering to customers and the wider market but also that of our software and system partner applications. This ultimately saves time, removes human error and generally aids the smoother running of their businesses. ‘And efficiency is absolutely key. All our customers are trying to control costs. One way you can better control costs is by having a more efficient end-to-end process. Whatever business you might be in, whether you’re in the business of selling new or used cars; the funding of cars; insuring cars or building cars; it’s about us really understanding the value that we’re adding to our customers’ businesses within their systems and their processes. That way, the use of our data is actually more efficient for them.’ And what about the app we mentioned earlier? It’s a development that is taking the used car world by storm, and something that Hummel is very excited about. Ed Hummel ‘The Glass’s

LOOKING AFTER OUR CUSTOMERS As you might expect from Glass’s, the company is very clear about the way it looks after its customers. So anyone yet to form a relationship with the team can rest assured the process will be smooth, seamless and totally hassle-free. Managing director Ed Hummel told us: ‘Our strategy alongside offering the best-quality data to our customers is all about customer relationships. We really get close to our customers and try to understand what pain points they have and help them overcome some of those challenges. ‘The one thing that we do slightly differently to our competitors is that we talk to our customers on a regular basis. And we work with customers of all shapes and sizes. In fact, most dealers in the UK are using Glass’s data in some way.’

Guide app effectively contains three times more information than the printed book,’ he told us. ‘Obviously, when downloaded to a smartphone, it can fit in your pocket and it’s very cleverly compressed so it takes up no more space on your phone than a small, traditional app in terms of memory. ‘We are delighted that it has been really well received. We have almost 1,000 dealer customers using it. We launched it in the summer and we have

been offering our existing printed guide customers the opportunity to switch across. It allows us to get data to them more quickly and gives them far more data than we can get into the printed book. ‘It’s very easy to use. If you’re on a 3G / 4G signal, or near wi-fi, you have VRM look-up, but it works offline as well with access to over 33,000 vehicles on the device.’ With a simple-to-use mileage adjustment tool and unlimited registration look-ups it’s hardly surprising

the app has gone down well with dealers. All of this might sound pretty impressive – but the team at Glass’s HQ in Weybridge, Surrey, have even more to shout about – and the work that’s been undertaken in 2014 has seen the business undergo something of a transformation. The company has got involved in the world of forecast data with a particular eye on helping its finance customers – but perhaps of more relevance to the UK’s car dealers, it has worked tirelessly to improve the quality of its data too. ‘That splits into three broad areas,’ Hummel told us, ‘valuations; technical and specification data; and service, maintenance and repair. We’re now in a position where we have benchmark quality. We can prove the quality of those three data sets. ‘We’ve pretty much got coverage of every vehicle that has ever been registered in the UK going back 10 years. And we have a fair bit of data on vehicles going back further than that.’ After a recent flurry of major commercial wins Hummel is bullish about the future. ‘We’ve been going through a period of transition. ‘The business has needed to address some long-standing challenges and although we still have more work to do, I firmly believe that we are heading in the right direction. Importantly our customers are seeing this too.’ [CD] by Dave Brown (@CarDealerDave) CarDealerMag.co.uk | 83

DATA FILE.

Thestatistics n

SMMT Sales Data

Taking Stock

October surge sees registrations break 2m barrier for 2014 Figures look likely to level off from now on, but electric cars power ahead

ew car registration figures rose 14.2 per cent during October, according to the latest SMMT figures – taking the total number of cars registered so far this year past the two million mark. A total of 179,714 units were registered during the month, taking the total for the first 10 months of 2014 to 2,137,910. Mike Hawes, SMMT chief executive, said: ‘The October new car market outperformed expectations, with registrations showing the strongest growth in a month since March’s 18 per cent rise. With economic confidence still rising, customers continue to benefit from attractive financial packages on exciting new models. ‘We still expect the overall market to level off as we head towards 2015, but the exception to that rule will be alternatively-fuelled vehicles, demand for which will continue to accelerate.’ The October figures from the SMMT marked the first time the market has

passed two million in October since 2007. Although October’s performance exceeded expectations, demand for new cars is set to stabilise in the coming months, as Hawes indicated. But the increasing demand for alternatively-fuelled vehicles shows no sign of slowing down, with the market up more than 50 per cent in both October itself and the year-to-date. Richard Lowe, head of retail and wholesale at Barclays, said: ‘October basked in the warm glow of September’s plate change, as consumers enthusiastically snapped up new vehicles. The variety of quality products and tempting finance offers meant that retail buyers continued to beat a path to dealers’ doors. ‘The current challenge for dealerships is to sell any surplus stock quickly to avoid a glut of unwanted product, which could depress values and potentially impact the PCP market.’ No prizes for guessing which two models were the best-sellers for October – yes, the usual suspects from

SMMT sales data Oct/year to date

Top

Most-improved manufacturers in October

the Blue Oval. Fiesta and Focus took first and second place with 9,157 and 7,116 registrations respectively. The rest of the top 10 was made up as follows: Vauxhall Corsa (6,184); Volkswagen Golf (5,683); Nissan Juke (4,331); Nissan Qashqai (4,287); Vollkswagen Polo (3,968); Audi A3 (3,902); Mini (3,755) and Vauxhall Astra (3,561). The SMMT included in their October figures an analysis of sales of ‘alternatively-fuelled’ vehicles. The organisation said: ‘Petrol-electric hybrids have long been the most popular choice for AFV buyers, but other variants are gaining in popularity. ‘Registrations of pure electric cars have more than doubled over last year, while those of plug-in hybrid and range-extended models look set to quadruple by the end of 2014. Key to this surge in popularity is a constantly increasing range of models available. ‘In 2011, buyers were restricted to just six plug-in models. Now there are 20 to choose from, in a range of styles.’

New models and technology keep Ford at no. 1 UK MARKET leader Ford recorded 101,037 64-plate registrations during September and October. This is the highest number of Ford sales over a two-month period since March/April 2008. Mark Ovenden, Ford of Britain chairman and managing director, said: ‘In a buoyant UK market, Ford beat the total vehicle sales growth in October, to maintain our strong sales momentum. ��| CarDealerMag.co.uk

‘Fiesta and Focus continue to lead the UK market while the success of our extended Ford CV family can be measured by the fact that total Transit nameplate sales exceed those of any car – apart from Fiesta and Focus. ‘These sales results are founded on a continuous stream of new models and innovative technology delivered through our dealer partners.’

+422%

Mitsubishi +306% Maserati

+203%

Subaru

+105%

Ssangyong +104%

Bottom

Worst-performing manufacturers in October Proton

-100%

Perodua

-100%

Mia

-100%

Chevrolet

-98%

Lotus

-71%

JAGUAR +19.39

HONDA -16.84 Figures supplied by SMMT

Marque Abarth Alfa Romeo Aston Martin Audi Bentley BMW Chevrolet Chrysler Citroen Dacia Fiat Ford Honda Hyundai Infiniti Jaguar Jeep Kia Land Rover Lexus Lotus Maserati Mazda Mercedes-Benz MG Mia Mini Mitsubishi Nissan Perodua Peugeot Porsche Proton Renault Saab Seat Skoda Smart SsangYong Subaru Suzuki Toyota Vauxhall Volkswagen Volvo Other British Other imports Total

Oct 2014

2014

117 356 55 12,893 131 10,558 10 108 5,748 2,047 4,646 24,221 3,028 5,892 53 1,127 398 5,981 3,695 1,096 8 97 2,336 8,741 188 0 5,262 1,784 11,934 0 5,867 948 0 4,754 2 3,450 5,078 183 127 216 1,744 6,233 19,005 15,495 3,946 64 92 179,714

% market share 0.07 0.20 0.03 7.17 0.07 5.87 0.01 0.06 3.20 1.14 2.59 13.48 1.68 3.28 0.03 0.63 0.22 3.33 2.06 0.61 0.00 0.05 1.30 4.86 0.10 0.00 2.93 0.99 6.64 0.00 3.26 0.53 0.00 2.65 0.00 1.92 2.83 0.10 0.07 0.12 0.97 3.47 10.58 8.62 2.20 0.04 0.05

Oct 2013

2013

100 416 66 10,720 115 8,493 700 139 5,211 1,442 4,096 21,325 3,641 5,509 40 944 342 5,103 3,965 719 28 32 1,779 8,346 36 5 3,904 439 8,346 9 6,859 715 2 3,761 0 2,903 5,641 365 62 105 1,369 5,963 18,116 12,594 2,772 34 43 157,314

% market share 0.06 0.26 0.04 6.81 0.07 5.40 0.44 0.09 3.31 0.92 2.60 13.56 2.31 3.50 0.03 0.60 0.22 3.24 2.52 0.46 0.02 0.02 1.13 5.31 0.02 0.00 2.48 0.28 5.31 0.01 4.36 0.45 0.00 2.39 0.00 1.85 3.59 0.23 0.04 0.07 0.87 3.79 11.52 8.01 1.76 0.02 0.03

% change 17.00 -14.42 -16.67 20.27 13.91 24.31 -98.57 -22.30 10.31 41.96 13.43 13.58 -16.84 6.95 32.50 19.39 16.37 17.21 -6.81 52.43 -71.43 203.13 31.31 4.73 422.22 -100.00 34.78 306.38 42.99 -100.00 -14.46 32.59 -100.00 26.40 0.00 18.84 -9.98 -49.86 104.84 105.71 27.39 4.53 4.91 23.03 42.35 88.24 113.95 14.24

2014 1,403 4,820 750 139,380 1,291 124,078 2,774 1,781 72,290 20,630 58,427 286,975 47,130 71,456 644 15,754 3,242 68,519 49,178 9,725 188 1,018 33,709 107,837 2,028 5 41,846 12,946 118,824 27 91,285 7,431 1 55,486 3 46,061 65,464 4,199 1,342 2,356 33,175 82,288 229,362 184,157 34,730 688 1,207 2,137,910

Year-to-date (YTD) % market share 0.07 0.23 0.04 6.52 0.06 5.80 0.13 0.08 3.38 0.96 2.73 13.42 2.20 3.34 0.03 0.74 0.15 3.20 2.30 0.45 0.01 0.05 1.58 5.04 0.09 0.00 1.96 0.61 5.56 0.00 4.27 0.35 0.00 2.60 0.00 2.15 3.06 0.20 0.06 0.11 1.55 3.85 10.73 8.61 1.62 0.03 0.06

2013

1,214 4,912 791 124,981 1,056 113,806 10,682 2,376 68,984 13,073 51,683 270,342 49,135 66,719 345 14,200 1,800 63,410 47,881 7,769 169 271 27,806 94,970 309 5 44,168 7,855 102,887 202 92,878 6,736 20 36,081 3 38,371 55,217 4,681 567 1,862 28,556 78,794 218,473 167,130 27,623 678 767 1,952,238

% market share 0.06 0.25 0.04 6.40 0.05 5.83 0.55 0.12 3.53 0.67 2.65 13.85 2.52 3.42 0.02 0.73 0.09 3.25 2.45 0.40 0.01 0.01 1.42 4.86 0.02 0.00 2.26 0.40 5.27 0.01 4.76 0.35 0.00 1.85 0.00 1.97 2.83 0.24 0.03 0.10 1.46 4.04 11.19 8.56 1.41 0.03 0.04

% change 15.57 -1.87 -5.18 11.52 22.25 9.03 -74.03 -25.04 4.79 57.81 13.05 6.15 -4.08 7.10 86.67 10.94 80.11 8.06 2.71 25.18 11.24 275.65 21.23 13.55 556.31 0.00 -5.26 64.81 15.49 -86.63 -1.72 10.32 -95.00 53.78 0.00 20.04 18.56 -10.30 136.68 26.53 16.18 4.43 4.98 10.19 25.73 1.47 57.37 9.51

CarDealerMag.co.uk | 85

TAKING STOCK. Remarketing specialist BCA gives its thoughts on matters that are important to dealers for the months ahead . . .

The fascinating figures that show what your customers are REALLY looking for... B

CA’s annual Used Car Market Report has just been published and away from the big market figures which show that used car sales hit 7.4 million units last year, fuelling a record market value of £42.7 billion, there are some fascinating insights into consumer behaviour when it comes to choosing, buying and running a used car. The report, written by Peter Cooke, emeritus professor at Buckingham Universituy’s Centre for Automotive Management, says that an improving economy and a better selection of ‘younger’ used cars in the marketplace has helped to stimulate demand among the public.

‘The number of families owning at least one car slipped three points to 69 per cent in 2014.’ Choosing a dealer The ‘right car at the right price’ was cited by 39 per cent in this year’s survey, and that remains the biggest influence on car buyers when deciding which particular used car retailer to buy from. A quarter of respondents expect a ‘good deal on the car’, whereas a fifth of motorists look to ‘deal locally’, ‘trade in their car’ and do business with a ‘reliable and trustworthy dealer’. While car owners invariably consider more than one option, the number of car owners looking to do business with a ‘franchised dealer’ rose one point to 49 per cent this year, with 46 per cent of people hoping to trade in their current vehicle. Sixteen per cent will buy from an ‘independent used car retailer’ and nine per cent from an ‘internet trader’.

Those who choose a petrol fuelled car

38%

Choosing a used car Personal experience remains the most powerful influence when choosing a used car, with 28 per cent citing this as important. The views of family and friends are also significant, with 26 per cent choosing this factor, with a test-drive important to 16 per cent. What influences the search for used cars? Asked what most influences the way they search for a used car, three out of five survey respondents said they were motivated most by ‘price range’, while two out of five took note of ‘brand’.

Popular petrol When choosing what type of fuel they want for their next car, a used petrol car is the most popular choice at 38 per cent, followed by a used diesel at 19 per cent. Six per cent say they will buy a nearlynew car, split 50:50 between petrol and diesel. Three per cent will buy a used hybrid and one per cent a used alternatively-fuelled (electric) car. Eleven per cent will buy new (six per cent petrol, four per cent diesel, one per cent alternative). Buying new or buying used? Twelve per cent of car owners said they would ‘certainly’ think about buying a new car instead of a used one next time they change, if a low or 0 per cent interest loan was on offer at the time. A further 23 per cent of respondents thought it was ‘quite likely’ they would be interested. What type of car to buy? Looking at the type of used car owned, hatchbacks’ used car market share dropped five per cent to 44 per cent. Estates’ popularity increased four per cent to 12 per cent and saloons’ share rose two per cent to 19 per cent. MPVs’ share of the market edged up one point to eight per cent, while sports cars and coupes were static at six per cent.

Those who will buy from an internet trader

Cars per household drops The number of families owning at least one car slipped three points to 69 per cent in 2014 – a drop from the record figure of 77 per cent seen in 2010. With the exception of 45- to 54-year-old respondents, all other age and socio-economic groups recorded a fall in their household car ownership ratio this year. The cars of the future? When asked ‘how they thought technology might affect motoring over the next five years’, around half of car owners felt ‘cars will become more fuel efficient with better fuel consumption’ and ‘electric cars will become more commonplace’. A third believe ‘safety will improve because of automatic braking and other driving aids’. ��| CarDealerMag.co.uk

Buyers’ guide

Discovery 2 We help you choose the best stock for your forecourt. This month, we check out the Land Rover Discovery 2

t’s that time of year again! As soon as we hit bad weather, there will be a rush of people running for a 4x4. We know it happens and we love it. Last year a few people were caught out by stocking up on lumpy off-roaders, only to find that the winter (apart from being wet) wasn’t too extreme. As a result, many found themselves stuck with expensive 4x4s at the wrong end of the season, resulting in many dealers taking a further soaking when spring hit. However, any savvy dealer knows it’s wise to be prepared, so this month in the Buyers’ Guide, we introduce the Discovery 2. Yes, this is now an ageing piece of kit, but the Discovery 2 is still a very desirable and soughtafter go-anywhere car. They still command up to £10k for a late (2004) TD5 model, but can be had for nearer £5k if you can get your hands on an older one. This could be the perfect way to make sure you’re prepared for that cold snap,

without investing a fortune in stock you might not be able to shift. Renowned for its go-anywhere capability, the Discovery 2 was a major step forward on the D1. It is comfortable, roomy and practical. Sevenseaters are best, thanks to the forward-facing third row (Discovery 1 has side-facing seats). The Discovery 2 is still known for being a little patchy on build quality and somewhat unreliable, but despite this, a well-looked-after example will be a robust car that retains its value well.

WHAT TO LOOK FOR As well as the issues outlined in the blue boxes at the bottom of the page, here are a few things to look out for. Problems with the air suspension are common and although rusting body issues that plagued the Discovery 1 were sorted out, watch out for terminal chassis rot. Cracked cylinder heads can be an issue on TD5s as they

will have done higher mileage. Poor running will immediately highlight this problem. Check for white deposits on the V8. These could be a sign of a cracked cylinder block or liners, which is not uncommon on these engines. As with most ageing vehicles with air suspension, the Discovery 2 is no different. Check which type of rear suspension is fitted and, if it is the SLS air suspension, check that the air bags aren’t cracked and that the vehicle stands ‘square’ and level as it should do. If there is a problem with the air suspension, you can purchase a kit to convert the rear to coil springs. The complex electronically-controlled handling functions can go wrong. A warning light on the dash could mean a large bill. ACE Pipes are showing corrosion on early models. This might be evident behind the off-side front wheel.

THE RIGHT BUY Seven-seaters command a premium of up to £700 and autos are also more sought-after. 2002 facelift cars attract a premium. Our best buy? A 2.5TD5 Auto ES in silver with black leather or blue with tan. By Andy Entwistle (@CarDealerAndy)

HUB SENSORS

Faults here can be common and are usually caused by worn brake pads. Check wheel hubs for play to identify any potential problems.

CHASSIS RUST

The upturned section of the rear chassis immediately forward of the rear crossmember is prone to rusting. This can be welded but is structural so it’s an important MoT item – check carefully.

DAMAGE RISK

The most serious known issue is a TD5 oil pump sump bolt that can work loose and come undone, which means the oil pump sprocket comes off and damages the engine. This mostly affects pre-2000 cars. CarDealerMag.co.uk | 87

auctions.

Motorpoint helps smash world record bit.ly/strong-simon

Manheim launches Live Chat for the trade Company aims to build individual relationships with its buyers

‘Online purchasing is on the rise and, through Live Chat, we can develop individual relationships with each of our buyers and provide them with the most rounded customer service experience possible. Since Live Chat was launched to Manheim Online last month, we’ve seen an impressive upsurge in the number of site visitors. In the first week alone, we undertook more than 50 Live Chat conversations.’ Manheim currently offers a variety of channels through which motor retailers can purchase stock throughout the year, including a chain of 18 physical auction centres across the UK, via its awardwinning online platform Simulcast and through its 24/7 stock listings and regular Bid & Buy Now events.

Flotation plan shelved because of ‘volatility’ BCA Marketplace has done a U-turn on a planned initial public offering which aimed to raise £200 million. The company attributed its decision to unpredictable global financial markets. BCA now joins a string of other companies, including Virgin Money, which have cancelled proposed listings on the stock market. BCA said: ‘Given the volatility in Car dealer cowboythe ads 28/8/13 global equity markets, board and

auction stations

Diesel dilemma is over

anheim, the world’s leading vehicle remarketing organisation, has launched its virtual Live Chat system to trade buyers. The software, which has been rolled out across Manheim Online, allows buyers and dealers to engage in real-time conversations with the trade sales team via the Bid & Buy Now section of the Manheim Remarketing website. In an industry-first move, buyers can also make bids through the virtual platform. The feature looks set to improve Manheim’s already awardwinning customer service by offering a comprehensive real-time provision that adds flexibility to the relationship between buyers and the Manheim trade sales team. Dave Parry, general manager of Manheim Online, said: ‘Rolling out Live Chat to trade buyers is the logical next step for Manheim’s online trading capabilities. We’ve always prided ourselves on practising innovative, customer-focused trading at Manheim and Live Chat is at the very forefront of that.

Henstock

shareholders of BCA Marketplace have chosen not to proceed with its initial public offering at this time. The board and shareholders were very encouraged by the engagement and interest in BCA shown by investors and remain excited about supporting the next phase of the group’s growth.’ It was predicted that the car auction company could be worth as much as 15:49 Page 1 £1.2 billion, including debt.

No cowboys. Just Just trade trade professionals. professionals.

as there really a time when selling a used diesel car to a motorist was a relatively onerous task? Years of exposure to almost agricultural diesel engines put off most motorists, who perceived them as sluggish, unresponsive and ‘dirty’, even while grudgingly admitting the benefits of cheaper running costs and longevity. These days, thanks largely to some fantastic product from manufacturers, a diesel car is a premium item and a popular choice. Diesel-engined used cars represented 37 per cent of the market in the 2014 BCA Used Car Market consumer survey, a one per-cent rise, year-on-year. Why the popularity? Much of it is down to the fleet market where it has been tax-efficient for company drivers to choose a diesel variant. Company operators remain the biggest buyers of new diesel cars. This has created a pool of desirable one-owner, well-specified used diesels that motorists want. Motorists, of course, remain very cost-conscious in these post-recessionary times, with many still remembering the bitter sting of spiralling fuel costs a couple of years ago. While a used diesel is generally a little more expensive on a like-for-like basis, those prepared to take the long view see the lower running costs and better MPG as a good return on their investment. Underlining this, the 2014 BCA consumer survey asked motorists what were the reasons they purchased a diesel. The biggest response (51 per cent) was for the better fuel consumption, with ‘cheaper to run’ and ‘more reliable engine’ also scoring highly at 21 per cent and 18 per cent respectively. There were plenty of other positive findings too, all adding up to an attractive, profitable and burgeoning market place for retail dealers to service. There is certainly no dilemma for diesel these days!

‘Motorists are still very cost conscious after the recession.’

Who is Simon Henstock?

Simon is UK network operations director for BCA. Visit british-car-auctions.co.uk or call 0845 600 6644.

Strictly Trade only (VAT No. and verified bank details reqd). Purpose built 12 acre auction complex . Enclosed and heated auction halls. Fleet Car Sales every Monday & Thursday. Excellent variety of weekly stock from premium sources. Collection of vehicles 24 hours a day. Fixed cost buyer’s premium. Excellent on-site restaurant. Call now for account applications. Brindley Road, Stephenson Industrial Estate, Coalville, Leicestershire LE67 3HG T: 01530 833535 email: info@fleetauctiongroup.com www.fleetauctiongroup.com

��| CarDealerMag.co.uk

The technology and electronic devices in new cars is becoming increasingly more advanced, making life easier and more exhilarating for the driver which is proving to be a distinct sales advantage over the competition.

ShowPower is one of the best Sales tools you could own and has revolutionised the way car technologies are demonstrated.

However, when it is completely impractical to have an engine running in a Dealership Showroom, during a Launch or at a Motor Show the question is... How do you demonstrate this amazing gadgetry to give you that advantage? The simple answer is ShowPower! If a car needs power, ShowPower can power it. ShowPower produces battery packs to car manufacturers and dealerships to power Showroom and Show Stand demonstrations. For your off the shelf or bespoke ShowPower solution please contact: Scott Cutmore | ShowPower Director | sales@showpower.uk.com | 07940 533 004 Visit our website for product details and information on our in-car lighting systems: www.showpower.uk.com CarDealerMag.co.uk | 89

TRADER TALK.

..in association with AutoTrader

When popularity fails to mean desirability

Car buyers are in a bullish mood at the moment, but take care before buying stock and consider factors such as seasonal demand and preferences in your local area

onsumer confidence is riding high. The proportion of visitors to Auto Trader seeking cars under three years has risen significantly in the past few months. In August alone, the figure rose from 24.3 per cent to 33.5 per cent year-on-year. More consumers are actively seeking out newer, more expensive models – a trend that complements the soaring new car market. According to the SMMT, sales rose by nine per cent over the first three quarters of 2014, with September reporting a bumper 425,861 units worth an estimated £6 billion to UK plc. Land Rover’s September boost One of the big winners among the car makers has been Land Rover. Its sales rose by 14.5 per cent in September – not a surprise given that five out of the hottest 10 searches on Auto Trader the preceding month were Land Rover models. The launch of the Discovery Sport at the Paris Motor Show has added to consumer interest and the Midlands 4x4 maker was once again the hottest brand on the Auto Trader site in

Who is Nick King?

September, improving its proportion of searches by more than any other manufacturer. Of course, sales of 4x4s traditionally do well at this time of year. And the ebb and flow of seasonal demand can be seen when comparing the relative strength of the 4x4 sector in the autumn and winter with its weakness in sunnier months of the year. The same trend, albeit in reverse, can be observed for sales of sports cars. Buying the right stock Being mindful of seasonal demand is one of the factors to consider when choosing the right stock for a forecourt. A yellow Mazda MX5 might be perfect for the spring, but that hot prospect may just turn into an autumn liability if it fails to sell, as depreciation and gloomier weather take the shine off its initial promise. However, the process of choosing the right stock for a forecourt needs to drill down a little deeper than big-picture, seasonal trends. Good-quality cars may be in short supply, but focusing on local demand will help source the

most desirable stock; cars that will sell quickly and maximise profits for the successful retailer. Search popularity v desirability But a note of caution: a car’s search popularity on Auto Trader is not necessarily the same as desirability on a local level. The latter is a combination of current demand, historic speed of sale, supply of similar vehicles in the area and the potential to make a good margin. Intelligence-led tools such as Auto Trader’s i-Control instantly collate these metrics for retailers, displaying a simple desirability rating running from one to five, helping complement a ‘golden gut’ that comes from years of experience buying the right cars. In doing so, i-Control can reveal some interesting things that may sound counterintuitive. That good-looking BMW 3 Series for example, consistently the most popular car by search volumes on the Auto Trader website, may return a far lower desirability rating in one part of the UK than a Vauxhall Tigra or Honda Civic diesel. There’s food for thought.

Nick is market research director of Auto Trader, the UK’s number one digital market place for new and used cars. Visit autotrader.co.uk ��| CarDealerMag.co.uk

MARKET INSIGHT.

..in association with ASE-global.com

Read all about it! Inchcape, Lookers and Vertu all report strong rise in new car sales

Growth in UK car parc spawns upswing in aftersales that is set to continue for quite a while

ctober saw a plethora of announcements with Q3 trading updates at Inchcape and Lookers, and an H1 interim announcement at Vertu. All three companies saw strong like-for-like growth in new car sales, with cautious optimism the theme across the board. The growth in the UK car parc is starting to produce growth in aftersales, which is expected to remain the case for some time. The continuing strengthening in balance sheets and reductions in net debt will no doubt

continue to fuel the appetite for acquisitions. October share price movements held up well against the volatile FTSE movements and were buoyed by the strong sets of results announced. Financial performance Internationally, Inchcape saw worldwide like-forlike sales up 11.6 per cent compared with Q3 2013, and they are running at 9.4 per cent higher for the nine-month period to 30 September. Particular highlights are the strong performances in the Far East (Singapore and Hong Kong in particular) continuing to outstrip a difficult trading environment in Russia. It was pleasing to see something of an upward turn in new car sales in Greece, which will hopefully bode well for the rest of southern Europe. Closer to home, UK like-for-like sales grew by 11.8 per cent, with strong growth in new car sales in the premium and luxury ranges. Lookers reported record results for the Q3 period, above both the previous year and budget. New car like-for-like sales were 11.7 per cent ahead of the previous year, with particularly strong increases in fleet sales, which were 19.5 per cent higher. The performance of used vehicles continues on an upward trajectory, having increased by more than 30 per cent in the past two years and 5.4 per cent in the quarter. Continuing investment in the functionality of the Lookers.com website helped drive a greater number of leads and inquiries and contributed to the growth in margin. Vertu’s half-year results were 48.8 per cent up on the previous year at a PBT level, with like-for-like sales increases from 11.6 per cent on used vehicles to 12.4 per cent on fleet and 28.6 per cent on commercial vehicles. New retail like-for-like sales were up 11.8 per cent. The positive trading outlook continued

Share price movement from January 1 to September 29, 2014

Share price movement from January 1 to October 30, 2014

Pendragon

95.62%

89.78%

Vertu

92.02%

99.16%

Lookers

107.19%

107.13%

Inchcape

109.11%

111.07%

Cambria

102%

94%

Caffyns

102.78%

97.22%

into September, with new retail sales up 9.3 per cent and used car sales up 11.3 per cent on a like-for-like basis. Net cash inflow from operations exceeded £15m, with net cash balances up to £34.4m. The company looks set fair to pursue the strong acquisition pipeline in the coming months. Transactional activity There were no transactions during the month. However, cash generation remains strong, and with the long acquisition pipelines in evidence, you should look out for further consolidation over the coming months. Board composition and activity/ directors’ holdings Inchcape continued on its £100m share buyback programme and has now purchased 4.1m shares at an average price of 662p for a total consideration of £27.1m. Peter Jones, who will take up office as nonexecutive chairman on January 1, 2015, increased his shareholding in Vertu by 500,000 in October and now holds 0.29 per cent of the share capital. BlackRock Investment Management increased its shareholding in Lookers during the month and now holds 5.05 per cent of the voting rights. Pendragon announced on October 29 a listing application for the admission of 1.7m of new ordinary shares in the company. This represents shares issued pursuant to the exercise of warrants on October 27, 2014 that were issued to the company’s lenders as part of the refinancing of bank facilities in 2009.

Who is Mike Jones? He’s the chairman of dealer profitability specialist ASE plc. You can read ASE’s column here every month CarDealerMag.co.uk | 91

data file.

James Litton Trader tales

Cut out gimmicks to make video work well

he role of video has been slow to evolve in the motor trade, but more retailers can use the technology in both sales and aftersales, thanks to companies such as CitNOW. My wife had her BMW serviced a couple of months ago and I was sent the hyperlink to the technicians’ visual health check. We are using similar methods for used car presentations to help customers who live a distance away make a decision, but how effective is the employment of video in other aspects of the process? My local BMW retailer is targeting its sales staff with an amount of videos per week, evidenced by a customer telling me they were sent a video by the salesman thanking them for their recent visit and confirming their next appointment. Nice. Looks good. But the customer has to open the e-mail, read it, open the hyperlink, wait for it to download, watch it and delete it. Why not just send a text or, if you want to be really slick, get their Twitter or Instagram handle and bash them out a tweet? There is also the inconsistency of video production. Some sales people appear on video as if they have done a season or two at Butlin’s, but some of our technicians struggle to communicate in anything more than grunts and head shakes. Is there a future role for a presenter? A big retailer could possibly justify a specialist, but I’m not sure it has universal potential. I totally understand the need for a distance-customer to have a really well-presented video that is both professional and informative, but I have to say that everything else strikes me as rather gimmicky. I have been writing for Car Dealer for more than three years now and one of my regular themes is customer experience and how inconsistent we are as an industry. Video presentation, along with transaction managers and product specialists, all smack of re-invention of the wheel retailing to me. The trade is following this path because we simply do not have people of the right calibre delivering excellent customer service or commercially attractive deals consistently enough. You could have a video directed by Steven Spielberg and starring Brad Pitt, but if you don’t get the figures right, the customer will buy elsewhere.

‘We simply do not have people of the right calibre delivering excellent customer service or commercially attractive deals

Who is James Litton?

James is sales manager at Mercedes-Benz of Taunton. He always has something to say about the industry he loves. ��| CarDealerMag.co.uk

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When things turned chilli with the boss

o I hated my old boss. He was just one of those ‘I’m better than everyone’ kind of blokes. The kind you want to slap. One thing that would really get me was the morning meetings. He would call us into his office as usual and would boast at least once about his fancy coffee machine that was on his desk. ‘It’s all about the blend and quality of the coffee machine, boys,’ he’d say. Then he’d tell us all: ‘Never touch this. It’s mine and for coffee enthusiasts only.’ You see, we had to endure the slightly-better-than-dishwater stuff that flowed out of the 20-year-old machine in the staff room. The smell of his morning brew was amazing and we’d have to sit there listening to him going, ‘Ahhhh, that’s a good coffee’ after every sip. It just wound me up. Like he was so special that he had his own coffee machine. More like no-one wanted to share a cup with him anyway so he had his own! Anyway, he’d had it in for me for about a month. He’d make snide remarks about me and sarcastic comments when I’d talk about my pipeline in the meetings. Everyone could see it. I think he thought I was an easy target because I was the newest of the team. I’d had about as much as I could take from this VERY annoying guy, so I thought I’d spice up his morning coffee and see how he liked being the laughing stock for a change. I got in early, chucked some chilli powder in the top of his ‘special machine’ and waited for the meeting. The strong smell of coffee concealed the presence of the spicy condiment and he made his drink as usual. I waited with bated breath for him to take a sip – and I wasn’t disappointed! He took a gulp and immediately started coughing and making choking noises. Anyway, it turns out he was highly allergic to the spice and had to reach for an adrenaline shot from his top drawer. After about half an hour he was OK but still very sweaty and red-faced. I hadn’t known about his allergy, but he hadn’t known I was allergic to having the mick taken out of me on a daily basis! Honours even, I say.

‘He took a gulp and started coughing and making kind of choking noises.’

Tell us your story

Have you something to confess? We’d love to hear your tale of woe. Email the editor (you can find our details on page three) or post them on our new forum – simply type cardealermagazine.co.uk/forum into a web browser and get confessing! CarDealerMag.co.uk | 93

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‘Mechanics and motorists at risk without licensing’ IMI is seeking to hold meetings with the leaders of the three main political parties to push the case for regulation of motor trade workers

he Institute of the Motor Industry is calling for the licensing of the retail motor trade – as new research reveals that 70 per cent of motorists believe it already exists. The Institute, the professional organisation for people working in the motor industry, has also revealed that there is an underlying ignorance about the qualifications required for anyone to motor industry. Fifty-nine per cent of work on a motor vehicle. drivers said they wouldn’t let anyone Almost three quarters (71 per cent) work on their car who didn’t know of motorists surveyed by the IMI said what they were doing, but only 10 per they believed anyone working on a car cent knew how to check a technician’s commercially would need a licence to qualifications. The IMI says UK do so. In actual fact, there is currently consumers are completely unaware of no regulation of individuals in the how vulnerable they are.

Only

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Garages to get better value THE Parts Alliance, the UK’s leading automotive parts buying and distribution group, is partnering with online servicing and repairs aggregator WhoCanFixMyCar.com. The aim is to provide motorists with quality parts and value in their vehicle repairs and servicing through their local independent garage. The partnership will also benefit The Parts Alliance customer garages through an increase in inquiries, along with fast and easy quoting and auto-parts purchasing processes. Alistair Preston, co-founder of WhoCanFixMyCar.com, said: ‘We are delighted to be working with The Parts Alliance. We are going to provide even more value to motorists and garages.’

Reach new heights... need apply!

��| CarDealerMag.co.uk

Steve Nash, CEO of the organisation, said: ‘The majority of motorists choose a garage or mechanic without sufficient information to verify their competence to do the job. This is a serious cause for concern. There is no industry-wide licence in place to ensure service technicians are properly qualified. ‘And without the proper training, car mechanics are increasingly putting themselves and motorists at risk. ‘By our calculations, there are 148,000 mechanics whose skills and current competence we cannot verify. It is vital that this issue is addressed quickly.’ The IMI is seeking meetings with the leaders of all the main political parties to push for licensing.

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...with a career at Vertu Motors

Welcome to Vertu Motors PLC, the largest growing motor retailer in the UK Whether you’re starting your career or changing jobs, it is important that you apply to join a company that is right for you, one that shares your values, will appreciate your work ethic and reward your achievements. It is not that different from buying a car. Get it right and you’ll feel good every time you make a journey. Get it wrong, however, and you’ll never feel satisfied. Choosing an employer is similar but, considering how much time we spend at work, it is far more important to get that choice right. After all, this is a decision that will literally change the course of your life. You need to know, however, that we are equally choosey when deciding who will make this journey with us. You would expect no less.

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the fleet.

LATEST FROM THE FLEET... New arrival:

Mazda6 It might be an estate car, but it’s certainly an enjoyable drive... but why must I wait to listen to my music?

he first time I spotted a Mazda 6 Tourer I was smitten. It was pulling out of my road and looked resplendent in the now famous Mazda Soul Red, with big alloy wheels filling the arches. Now, just over a year later, I’m staring at the exact same specification car on my drive every morning. There’s something about a decent-looking estate that floats my boat and the Mazda is one handsome motor. The manufacturer’s current design language is a triumph in my opinion and from the rear three quarters I can’t think of prettier estate. VO64 ENJ joined the fleet around four weeks ago and since then I’ve been clocking up some serious mileage. At first I cursed former editor Batch for specifying it – he listened to me when it came to colour (£660 option) and wheel choices, but opted for white leather interior at £200 (which my four-yearold thinks is a plain canvas) and a manual gearbox. A manual, Batch, seriously? That said, I’ve actually got used to it. It’s a brilliant six-speed box and a pleasure to use. Combined with the frankly amazing 2.2-diesel unit it’s impressively rapid too. That engine is an absolute marvel – it revs far higher than any diesel I’ve ever experienced and when it reaches the upper range it begins to sound

The Bluetooth system is disappointingly sluggish A much-needed wash and brush-up after a long run

like a highly-strung petrol. And it just keeps pulling – this might be an estate car, but it’s great fun to drive. Inside, white leather aside, it’s a pleasant place to spend time and there is acres of space. The boot is a whopper, which comes with not one, but two covers and I love the way two neat handles near the rear hatch flop the back seats down independently. I took my snowboard in for a service recently and that function came in very handy indeed when loading. I’ve been particularly impressed with its fuel economy too. Official figures are 61.4mpg, but we’re beating that by some margin. Might be something to do with the long hauls on motorways I’ve been clocking up lately, but I

the knowledge Model: Mazda 6 2.2D 175s Sport Nav Tourer Price: £27,955 (as tested) Engine: 2.2-litre diesel Power: 173bhp, 420Nm Max speed: 137mph 0-60mph: 7.8s Emissions: 121g/km Mileage this month: 1,256 This month’s highlight Not realising how long the car’s name is until writing this report.

like the fact petrol stations can be avoided. All that said, there are a couple of minor irritations that could potentially cause hairpulling stress as time goes on. The first is the automatic locking doors. When I get home I jump out, walk around the front to get my bag out of the passenger side, only to find the car has locked itself. It’s the same with the boot. I’m hoping there’s an easy fix in the settings somewhere that stops this. Secondly – and more annoyingly – is the sheer sluggishness of the Bluetooth system. It takes – and I know this accurately, because I’ve timed it – more than seven minutes to connect to your phone to stream music. It comes up with some excuse about not being able to work while downloading phone data, but I never asked it to download my phone data. All I want is access Now That’s What I Call Music! It’s so bad I can get in the car and drive all the way to the supermarket in silence as the unit tries to connect. I’m hoping this is a fault that someone can show me how to fix... Any ideas please let me know. That said, I’m enjoying ‘owning’ a car I admired for months and the way VO64 ENJ drives is more than making up for my lack of tunes… for the early part of my journeys at least. James Baggott (@CarDealerEd)

CarDealerMag.co.uk | 95

the fleet.

LATEST FROM THE FLEET... New arrival:

Second report:

Third report:

MitsubishiASX

DaciaDuster

Chris Lloyd has a few visibility issues while driving in town

Enjoying life with a capable and comfortable crossover

It’s chock-a-block in Chelsea as the Duster gets stuck in a jam

OUR XC70 long termer may have gone back to Sweden or wherever old Volvo press cars go to pasture, but we haven’t been denied a bit of Swedish metal this month, thanks to the arrival of a V40 Cross Country D4. As a big Volvo fan I was happy to see another Swedemobile arrive at our offices, thanks to the company’s ability to blend supremely comfortable interiors, smooth rides and strong diesel engines. So does the Cross Country live up to expectations? Well, partly. The V40 has ushered me along several long journeys without fuss. The D4 motor is punchy, smooth and refined, while volume levels in the cabin are low on the motorway. Despite the slightly jacked-up ride height ushered in by Cross Country spec, the CC still drives well. The suspension and tyres iron out the worst that British roads can throw at them, while it seems to cope with corners well. But the memory that sticks with me is the atrocious visibility and ridiculously wide turning circle that seems to turn three-point turns into 27-point turns. Blend these two traits together and, despite being Volvo’s smallest car, the V40 makes town driving much more demanding than it should be; an equivalent Golf never feels so unwieldy or hard to see out of. We’ll see if this is something we get used to, or an ongoing irritation. Christofer Lloyd (@christoferlloyd)

IT WAS a happy day when I took control of the keys to the ASX. Without wishing to sound ungrateful to Mitsubishi, its iconic pick-up the L200, which was kindly loaned to us beforehand, just isn’t my kind of vehicle – sorry, Mitsubishi – so I could barely contain my glee at the ASX’s arrival. As such, it could do no wrong in my eyes from the word go, but in fact it really has been a beauty from the moment I pressed the Start/Stop button and clutch pedal for the first time. It’s a true transport of delight – effortless to drive, with chic and comfy styling to match. I was pleasantly surprised to discover a handy turn of speed for a nippy pull-away when in second, and I’m in extreme danger of getting spoiled by all the extras such as the panoramic glass roof plus rain and dusk sensors. There was one heart-stopping moment, though, when the sat-nav suddenly gave up the ghost and no amount of polite cajoling and button-pressing could encourage the grey screen to flicker back into route-guiding life. Fortunately, normal helpful service was resumed the next time I switched the engine on. That niggle aside, I really don’t want to let this crossover go. It’s a vehicle that certainly deserves a wider audience, so here’s hoping Mitsubishi’s new multi-media campaign does for the ASX what it did for the Outlander PHEV. John Bowman (john@blackballmedia.co.uk)

AARGH! As I drove down Fulham Road in west London one Saturday afternoon recently it dawned on me that I had made a schoolboy error. I’d failed to check whether Chelsea were playing at their home ground of Stamford Bridge and had encountered thousands of blue-shirted football fans, an enormous amount of traffic congestion, and the worrying prospect of being late for a rather important engagement of my own a few miles away, coincidentally with a start time of 3pm as well. Now although I can find my way around a few areas of the capital with a reasonable degree of confidence, there are vast sections of it I very rarely visit, so it was time to give the sat-nav in the Duster a little trial. And it was then that a minor irritation with the car came to light. You see, the infotainment system is positioned reasonably logically, but the driver has glance down awkwardly to operate it. The screen kind of points towards the stomach of the person sitting in the middle of the back seat, if you see what I mean. I hadn’t really noticed this when bimbling around suburban south Hampshire and simply flicking between Radio 2 and Radio 5 Live, but programming a destination for the car did seem like a bit of a pain. Apart from that though, the car, which proved perfectly capable of handling a LOT of London traffic, coped a lot better during the afternoon than its driver, Frazzled of Fareham. Dave Brown (@CarDealerDave)

Volvo V40

the knowledge Model: Volvo V40 Cross Country D4 Price: £36,045 (as tested) Engine: 1969cc, 4 cylinder, turbo-charged Power: 190bhp, 1750Nm Max speed: 130mph 0-60mph: 7.1s Emissions: 104g/km Mileage this month: 565 This month’s highlight Cruising up and down the M3 in comfort with the D4 motor providing quick and smooth progress. ��| CarDealerMag.co.uk

the knowledge Model: Mitsubishi ASX 4 Manual Price: £23,249 (as tested) Engine: 1.8-litre diesel Power: 114bhp, 300Nm Max speed: 115mph 0-60mph: 10.6s Emissions: 136g/km Mileage this month: 1,347 This month’s highlight Seeing the satnav back in action after a minor ‘hiccup’ caused me some concern.

the knowledge Model: Dacia Duster Laureate dCi 110 4x4 Price: £16,380 (as tested) Engine: 1.5-litre, turbocharged diesel Power: 109bhp, 240Nm Max speed: 104mph 0-60mph: 12.3s Emissions: 137g/km Mileage this month: 1060 This month’s highlight Mastering the sat nav in the busy streets of West London (Chelsea 2, QPR 1 if you’re interested).

longtermers

Third report:

Fourth report:

Fourteenth report:

NissanQashqai

AudiA3

KiaCarens

Competitive Ben has two games he wants to win

It’s a popular car, but is the sat nav up to the job?

Becca sees friends, buys furniture... and has a mishap

ONE of the many problems with me is that I’m quite competitive. Okay, that’s a lie, I’m actually very competitive. If there is something to be won, or beaten, I have to do it. If I don’t, it can almost literally be the end of my world for at least five minutes or so. The Qashqai manages to appeal to my competitive nature at least twice in every journey. But the problem is, the two ‘contests’ in question directly conflict each other. If I win one, I’m almost certain to lose the other. Which leaves me with something of a quandary. The first of these hotly-contested challenges is one that I’m sure most warm-blooded males can relate to. I like to call it ‘beat the sat nav’. If the sat nav says I’m going to be home at 18:35, every fibre in my body wants to be home by at least 18:30, if not earlier. I have to admit that that I usually win. However, that victory is not without sacrifice. The sacrifice being my other favourite game; ‘beat the MPG’. The Qashqai clearly knows my dilemma and does try to help me out by returning impressive fuel economy figures, even whilst I’m trying to claw back three minutes on a clear stretch of the M6. The boosted 1.2-litre engine manages to sip gently at the unleaded. I’m regularly seeing mid to high 40’s on the MPG calculator AND I’m getting home earlier. I believe that’s known as a win.

Ben Morley (ben@blackballmedia.co.uk)

the knowledge Model: Nissan Qashqai Tekna Price: £23,670 (as tested) Engine: 1.2-litre turbocharged petrol Power: 115bhp, 190Nm Max speed: 115mph 0-60mph: 10.9s Emissions: 129g/km Mileage this month: 861 This month’s highlight Beating the sat nav by a full seven minutes recently. Did I mention I was a bit competitive?

IT SEEMS our Audi A3 has won almost universal approval from the Car Dealer office. Its upmarket design, high-quality cabin and quite frankly astonishing fuel economy has seen it become rather popular, leading to some quite unseemly squabbling for the keys. I, on the other hand, was rather less than enthusiastic. However, my tune certainly changed when I slumped into the A3 for a long motorway schlep after a late night in the office. Despite the car’s compact size, it was easy for me to get my not inconsiderable frame comfortable behind the wheel; the driver’s seat offering a great amount of adjustment. Things got better on the open road. Audi has successfully managed to distill a big car feel into this compact car, and cruising the motorway, I didn’t find myself looking longingly at passing exec saloons, like I do in most small cars. No wonder these things are so popular. The only bugbear? It’s the sat nav. Last month it took my colleague Andy a little while to become familiar. Now, not being such a technological Luddite, I managed to get it up and running without a problem, the handwriting recognition pad making it laughably easy. The problem I found is that it doesn’t automatically reroute around detected traffic jams, which left me sat in a queue for a well over an hour.

Daljinder Nagra (@DJonMotors)

the knowledge Model: Audi A3 Sportback S line 2.0 TDI Price: £31,130 (as tested) Engine: 2.0-litre turbocharged diesel Power: 182bhp, 380Nm Max speed: 145mph 0-60mph: 7.2s Emissions: 110g/km Mileage this month: 702 This month’s highlight Having my mind changed – because Audi have delivered a big car feel in a small car package.

FROM taxi, to van, to a bit of a sorry end, it would be fair to say we’ve been working the Kia Carens hard this month – and it’s tackled everything like a trouper – almost. I’d managed to snaffle the keys to the Carens for a few days and to begin with, everything went well. A spur-of-the-moment drive to a friend’s house in Croydon was on the cards and having space for seven in the car meant some other friends and I could all travel together. The following day, with my mates all safely delivered home, the seats in the Kia were laid out flat to allow me to pack a table and four chairs in the back with no fuss. I’d bought them on eBay and thought they’d be perfect for my flat. However, there is a sad end to this story and it involves an event the Carens was unable to avoid. We are clearly all fantastic drivers at Car Dealer, however, the same cannot be said for other motorists and through no fault of its own the poor Carens has been involved in a smash. I know what you’re thinking but this hero among cars wasn’t scaling a mountain or roaming in the desert when this happened. No, it was an even harsher landscape – a British A-road early on a weekday morning. Unfortunately the Carens came off worst in this VERY low-impact accident, as you can see from the photo above, and she’s having a welldeserved break for the time being.

Becca Chaplin (@Believe Becca)

the knowledge Model: Kia Carens ‘3’ 1.7 CRDi Price: £23,895 (as tested) Engine: 1.7-litre, turbocharged diesel Power: 134bhp, 330Nm Max speed: 119mph 0-60mph: 10s Emissions: 132g/km Mileage this month: 588 This month’s highlight A night away with some friends before disaster befell our much-loved Carens. CarDealerMag.co.uk | 97

data fiLe.

Playing by the rules of the game takes some time and attention

reeting a counterpart from a rival financial services organisation at a recent trade association conference, I asked the routine question ‘So, how is business for you then?’ and, in hindsight, maybe I shouldn’t have been surprised at the answer: ‘Well, this certainly isn’t helping things is it?’ The ‘this’ my acquaintance was referring to was the new landscape under the FCA, with all of the presentations on the day intending to give the participants further insight into the application process for full authorisation and how to analyse your business conduct and risk. The programme then moved on to diversification of products and looked at when and how you need to notify the regulator of any changes you may make. To some people – particularly those who left the conference early – these subject matters may be seen as boring and nothing more than a hindrance to the process of making as much on the bottom line as possible. On the other hand, the people within our industry who want to succeed (even though the subject of regulation can sometimes make your head hurt!) persevere with labourintensive days in an attempt to obtain the knowledge required to make any necessary changes to their business. These changes will, in turn, lead to a successful application for full authorisation and ultimately ensure the longevity of their businesses. A representative from the FCA spoke on the day, and it was very interesting to hear some of his feedback. This included the insight that more than a quarter of businesses are applying for the wrong permissions as

Jonathan

Such TIME IS MONEY

they go for full authorisation, and that others are having to make amendments to their business models. Once again, maybe I shouldn’t be surprised that people are not putting the right amount of time and attention into this subject matter in order to get it right, but I do keep asking myself the same questions. For example, whose responsibility is it within these businesses to do it? If you are in the ‘camp’ of being unsure of what you need to do then my advice is quite simple – seek specialist regulatory advice from a company that knows what it is doing. Yes, it might cost you some money, but there are people out there who can point you in the right direction,

‘ Are you feeling unsure? My advice is simple – seek specialist advice’ which will save any issues further down the line. Those who see this all as time-consuming and are delaying tackling the regulatory area and shelving looking at the full authorisation application form (which you can do even before your application window commences) need to heighten the importance of this subject matter and focus on it fast, as this is your responsibility. It was apparent from listening to the FCA that it is very stern in its views and intolerant of poor conduct and poor preparation. This doesn’t need to concern you or put you off from transferring to full authorisation, it just means that you need to start playing the game with a new set of rules: the fair ones.

Who is Jonathan Such? Such is head of sales for First Response Finance. You can contact him on 07917 781608 or email jons@frfl.co.uk

Coming next month

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