Car Dealer Magazine: Issue 106

SCANDAL: MORE BAD NEWS FOR VAUXHALL AS FIRE CRISIS INTENSIFIES

Business Publication of the Year

Issue 106 | January 2017 | CarDealerMag.co.uk | £3.50

The Winners’ Issue

USED CAR HEROES

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IGNITION.

EDITORIAL HEAD OF NEWS AND FEATURES Rebecca Chaplin

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HEAD OF DESIGN Graeme Windell

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PRODUCTION EDITOR Dave Brown

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NEWS EDITOR Jack Evans

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SENIOR STAFF WRITER Andrew Evans

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STAFF WRITER Laura Thomson

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ADVERTISING SALES MANAGER Jon Hickey

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ACCOUNT MANAGER Michelle Searle

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SUITS CEO, BAIZE GROUP James Baggott james@thebaize.com Twitter: @CarDealerEd

MANAGING DIRECTOR BLACKBALL MEDIA Andy Entwistle andy@blackballmedia.co.uk Twitter: @CarDealerAndy Contributors Tom Barnard, John Bowman, Darren Cassey, Simon Davis Andrew Evans, Jonny Fleetwood, James Fossdyke, Ben Garside, Jack Healy, Chris Jervis, Victoria Jones, James Litton, Big Mike, Tim Naylor, Clare Newman.

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the season to be jolly WELCOME. ’Tis – particularly if you’re a car dealer. Yes, it’s finally that time of year (again) when we get to celebrate used car dealers and all the hard work they’ve put in over the past 12 months.

It’s also an excellent excuse for us to throw a huge party, drink and dance until the early hours. That’s right, it’s time for the Used Car Awards.

Once again, Mike Brewer took to the stage to welcome the used car industry and hand over awards to those who have shone, as voted for by their peers and verified by the Car Dealer team.

This year’s event was more impressive than ever before, with the RAC drinks reception, AA Cars Casino and iVendi after-party all adding to the affair.

There was plenty to celebrate, with many newcomers to the awards ceremony sweeping up prizes and proving you can’t sit on your laurels in this industry! Turn to pages 44 to 101 for a full round-up and to see who was crowned victorious in 2016.

If you find you’re scanning the pages and think you or someone you know should win, keep an eye out for next year’s nominations and make sure you’re in the mix. We’ve got a guide to how the awards are judged in the feature, too, just in case you’re wondering.

For the first time, we’ve added to our Used Car of the Year award with the introduction of five new categories for specific segments.

Expanding on last month’s RTOTY, we’ll be calling this UCOTY from now on – pronounced ‘you-coat-ee’, This is based purely on data from the industry of what is holding its money best after three years. You may be surprised by the results but you probably won’t if you keep your ear to the ground.

This month, our illustrious leader abandoned ship for a week to take on the tough task of sunning himself in Baja California. In between enjoying the glorious weather and Instagramming beach landscapes, he did test-drive Audi’s

best-selling car – the Q5. As the baby sister to his long-term Q7, which you may have read he quite likes, it was fairly predictable that he would think this is also fantastic. With good reason though, so turn to p38 to read exactly why.

I can’t throw too much shade on Baggo for his excursion across the pond this month, though, as only two weeks before I was in California for the LA Auto Show. Here, we got an opportunity to see exactly what those over the pond can expect on forecourts in the next year.

I can tell you, they really like a pick-up over there. Or anything big. I imagine the first question every US car buyer asks when walking into a dealership is ‘but how big is it?’

This was documented in a series of photos, now known as ‘My Small Friend Next To Huge Things In A Massive Country’, where I stood beside pick-up trucks, monuments and generally large American objects. I drew the line at a moose on the Volvo stand, much to my companion’s disappointment, although the rest can be seen on Twitter and in a gallery near you soon.

This issue is packed with goodies, too. Just in time for Christmas, we’ve got a gift guide for the petrolhead you know or just stuff-you’ll-want-to-buy-yourself.

There’s also factories from the sky – we guarantee you’ll be pulling that out on December 25 when the family gets bored of charades.

What I’m most excited about in this issue, though, is the Skoda Kodiaq. We first saw it at the Paris Motor Show, but Jack Evans got behind the wheel of one this month. It’s a very exciting proposition and set to be a game-changer for the brand. Have a read for yourself on p42.

That’s all from me. I hope you have a great Christmas and we’ll speak again in the new year!

Rebecca Chaplin Head of News and Features

CarDealerMag.co.uk | 03

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INSIDE. ISSUE 106 I JANUARY 2017

Dashboard

08 28

Feedback SMMT annual dinner Los Angeles Auto Show Firegate latest New look for Fiesta

Look who turned up at the SMMT’s annual dinner in London this year!

Looking for a last-minute Christmas gift?

We can help

10

Car factories from the air Rebecca Chaplin

Sampling the delights of the LA Auto Show

Gift guide Around the world Finance Big Mike

21

Forecourt

‘‘

Audi Q5 Skoda Kodiaq

BCA data shows no easing of demand for diesel cars – despite all the negative headlines.

Ford has taken the wraps off its new Fiesta

Simon Henstock

Focus On Auctions and trade remarketing MotoNovo Finance

120 Data File Car Dealer Club The Statistics Taking Stock Market Insight

44

If you missed it, you missed out!

This year’s Used Car Awards ceremony, hosted by the one and only Mike Brewer, was another great success

Auctions Money Talks Key Notes with Traka Suppliers Guide Long-termers James Baggott

06 08 10 20 21 22 25 28 31 32 37

38 42 103 113 114 116 118 119 120 123 125 126 128 130

OUR EVENTS...

As voted for by dealers, Car Dealer Power is unique. Watch this space for news of the 2017 awards – and find out who won in 2016 by going online to bit.ly/CDP2016

The Car Dealer Used Car Awards, sponsored by Black Horse, celebrate the used car industry.

Turn to page 44 for full coverage of this year’s successful event.

The UK’s biggest and best automotive trade expo will take place at Silverstone on May 23 – once again sponsored by GForces. More news soon, but save the date and we’ll see you there.

CarDealerMag.co.uk | 05

FEEDBACK. Your comments via email to dave@blackballmedia.co.uk

Our website at CarDealerMag.co.uk

Cars were far less hassle AGE IS catching up with me now. I’ve been doing this too long. I’ve just been going through some old photos (from an old hard drive) and have been reminded of what I was selling years ago, and how hassle-free those cars used to be – and I’m not wearing rose-tinted glasses!

I used to stock nice ’90s Mondeos, Escorts, Granadas, Scorpios, Cavaliers, Senators, Carltons, Omegas, XJ-40s, X300s, BMW E-36, E39, E-38, Merc W124/126, petrol Jeeps... I did like a lumpy bit of gear.

The worst I used to get were broken coil springs, worn-out lower arms, consumables and interior fans not working (any Vauxhall!), rarely had electrical and/or wallet-busting issues and the diesels were bomb-proof then too (don’t touch any diesels nowadays, as an aside).

It’s sobering to think that a new 1.8 LX Mondeo Estate was £15.5k back in 1996. The OEs were making a lot of money back then and to me they built a good car but charged for it. Now, I buy a car and I’m glad if it gets me home without some warning-light or limp-home scenario. tradex

Picture of the month We bet you’ve never seen one as big as that before!

It’s Car Dealer photographer Jonny Fleetwood and his amazing extendable tripod. Jonny put the specialist piece of equipment to good use when he was shooting the five winners of our Used Car of the Year categories in the 2016 Used Car Awards.

(You can find out which models were successful a bit later on in the magazine.) Jonny shunned his sensible ladder and chose instead to perch precariously on a pile of pallets. Definitely not a case of health and safety gone mad! He got down in one piece, we’re pleased to report.

You’re obviously quite a bit older than me, but you’re so right. I tend to stock older stuff, albeit low-mileage, well-looked-after stuff. I was joking with my dent man the other day that I still see an ‘09’ plate car as relatively new. Quite often think I should start buying newer stuff, but the risk of something (costly) going wrong puts me off! It’s only going to get worse....

Ocsltd

Totally agree – even the main dealers struggle to fix some faults these days. For the so-called advances in modern technology, I don’t think they have made the cars any better. justina3 I made the same point to Mrs Sparky when I spotted an old Citroen ZX diesel in Tesco last week and got all sentimental.

Sparky

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back in the day They’ll wait a week, then do it all again!

Seen Caralot have closed. Gutted for them.

I don’t know them personally but really liked the set-up and social media content.

Certainly a business that has given me inspiration at times. Tough old game that we are all in.

Rory RSC Very surprising and sad to see. Looking from the outside they looked to be doing everything right, great social media presence and marketing campaigns. I think the owner said they did too much too soon, maybe they over-extended themselves. Suppose it’s like a domino effect once you get that big with that many staff and that much stock. A few bad months and it starts to pile up.

MJ

The lads seem to be full of energy so I’m sure they will be ok, I wish them well for the future.

Sparky Like many more before and I’m sure many more after, I guess they’ll dust themselves off, have a week of sitting around thinking ‘what next?’ and then do it all over again.

It’s like a drug this industry... I’m hooked!

Mat C

Sign up to our forum at CarDealerMagazine.co.uk/forum

Top tweets from the Used Car Awards Well done to our friends Alexis and Scott @PrestigeDiesels for winning the first award at #UCAwards Danes Autos @danesautos Amazing night at @CarDealerMag #UCAwards last night – two amazing awards: ‘dealers’ dealer’ & ‘outstanding achievement’.

Credit to @MarshallGroup.

Daksh Gupta @MarshallMotorGp Enjoy your evening all you lovely people #UCAwards. Thanks to @mikebrewer and all the team, great night x Michelle Brewer @MrsMBrewer Thank you to @CarDealerMag for holding a fantastic awards evening and to @iVendiLtd for capping the evening off perfectly! #UCAwards Spidersnet @spidersnetUK

Coverage of the awards starts on page 44

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CarDealerMag.co.uk | 07

DASHBOARD. WARNING

Brexit could add £1,500 to price of a new car

Car dealerships ‘too focused on short-term sales’ bit.ly/short-term106

SMMT highlights ‘£74 billion’ need for motor industry to embrace digital technology ‘It’s the biggest step change for manufacturing since automation’

UK MOTORISTS could be charged an extra £1,500 for new cars imported from the European Union after Brexit, according to a new report.

Analysis by the Society of Motor Manufacturers and Traders (SMMT) warned that the list price of imported vehicles could soar if the cost of import tariffs are not absorbed by brands and retailers.

The UK’s decision to withdraw from the EU could add at least £2.7 billion to imports and £1.8 billion to exports each year, the SMMT predicted. The figures were based on a 10 per cent standard tariff on cars exported to and imported from the EU. UK carmakers are on track to set a new record for exports this year and increase production from levels achieved in 2015.

But SMMT president Gareth Jones described Brexit as the government’s ‘toughest challenge’ and said it was vital that ‘the right conditions for future competitiveness’ are put in place if the automotive industry is to keep growing.

CONGRATULATIONS!

Toyota’s Tony is new president TONY Walker, deputy managing director of Toyota Motor Manufacturing UK, will be the SMMT’s new president.

Outgoing president Gareth Jones said at the annual dinner: ‘I’m honoured to be the SMMT’s president but it’s time to hand over to someone new. I’m delighted to announce that the 80th and next SMMT president is Mr Tony Walker.

Congratulations, Tony. We all wish you much success.’

08 | CarDealerMag.co.uk

T

he government needs to invest in modernising the British motoring manufacturing industry, according to a new SMMT report.

‘The Digitalisation of the UK Automotive Industry’, released in conjunction with accountancy firm KPMG, highlights a potential gain of £74 billion by 2035 if the UK’s motoring industry is properly invested in, with a possible gain of ‘£6.9 billion every year by 2035’.

In the report, the SMMT states: ‘The transition to digital manufacturing represents the biggest step change for automotive manufacturing since the introduction of automation in production lines in the 1960s.’

SMMT chief executive Mike Hawes said: ‘We may be at the beginning of a new industrial era but with innovation and continuous improvement part of the automotive sector’s DNA, we are well placed to embrace the opportunity.

‘Significant capital investment will be necessary and we must put digitalisation at the heart of the UK’s industrial strategy to ensure we are equipped with the right skills, infrastructure and standards.

by JACK HEALY @jack_healy19 ‘The competition from other countries is intense, so we should follow the model that is proving so successful in the development of low-emission and connected and autonomous vehicles in the UK, with a collaborative approach between government and industry.’

The report highlights the improving technologies in the manufacturing sector, such as intelligent robotics, 3D printing and artificial intelligence, which can combine with new datamanagement techniques to improve efficiency and speed up production.

Germany was the first country to introduce such a policy, called ‘Industrie 4.0’, and it was soon followed by the US, which has the Industrial Internet Consortium with funding of $1 billion.

John Leech, head of automotive for KPMG in the UK, said: ‘The UK automotive industry is already the most productive in Europe but faces increasing competition from lower-cost countries and uncertainty following the UK’s vote to leave the EU.

Be proud of what you’ve achieved Hammond and May tell audience THE Grand Tour hosts Richard Hammond and James May, right, were surprise guests at the SMMT’s annual dinner in late November. The duo opened proceedings at Grosvenor House in central London, at what was the SMMT’s 100th such event.

After leaving Top Gear in 2015, the pair followed Jeremy Clarkson to their latest venture, The Grand Tour, which was plugged throughout their time on stage. Hammond and May both said they were delighted to attend, as they both wanted to acknowledge their support for the ‘thriving British motoring industry’, which had helped them become so passionate about cars

in the first place. Hammond said he wanted to ‘gingerly’ creep around the subject of Brexit, which drew laughter as it appeared to be a reference to former Top Gear host Chris Evans.

The duo congratulated the audience, which was filled with the country’s best and brightest from the motoring industry, and said: ‘We wouldn’t be in the position we are in without your hard work, production and skills, because we wouldn’t have anything to talk about. You should all be very proud of your work throughout the last year.’

‘The application of digital technologies to the design and manufacture of vehicles will help to secure the industry’s competitiveness in the decades to come. The industry has started to apply digital technologies with the vision of creating a common digital thread from the customer through the vehicle manufacturer and its supply chain.

‘It is now time for the UK government and industry to accelerate its collaboration into digital manufacturing technology, following the examples set by Germany, Japan and the US.’

CarDealerMag.co.uk | 09

DASHBOARD. LA AUTO SHOW

Scratch beneath the surface Super-size America doesn’t extend to this automotive event in America’s Golden State, reports James Baggott

F

or a land known for its love of excess, the LA motor show is a relatively bijou affair. Small, compact and easy to get around, it’s the polar opposite of the city that hosts it.

It makes little sense launching cars in a metropolis that’s smothered in a layer of smog, rammed with traffic and needs more cars like the ozone layer needs a bigger hole in it, but America, being America – it does it anyway.

Unlike the vast, monolithic motoring expos of Frankfurt and Paris, LA does things in bite-sized chunks (unlike its burgers).

The stands are more compact, the press corps less stressed and fewer in numbers, and the new car launches less frequent.

But that doesn’t mean there isn’t big news out here in the States – some manufacturers, especially those with a presence on this side of the pond, or with aspirations to have one, take the event pretty seriously.

Alfa Romeo is one such ambitious car maker.

The Italian firm showcased its new Stelvio SUV with a launch in a tent outside the main halls.

It was so packed, the over-zealous American fire regulations meant most journalists couldn’t even get in. Fortunately, the Porsche Macan and Jaguar F-Pace rival was quickly moved to the Alfa stand, where we got a proper look.

Rumours suggest it will arrive in the UK late in 2017 with a diesel engine first before a bi-turbo 2.9-litre V6 packing 503bhp follows soon after.

The spicy version will have four-wheel drive, the diesel making do with power via the rear wheels.

Some Italian flair in a sector not known for it will be most welcome.

Elsewhere, the Germans gave the clearest signs yet that another recession was imminent with the unveiling of the why-do-we-need-it MercedesMaybach S650 Cabriolet. Just 300 of the 621bhp

Jaguar’s futuristic I-Pace attracted attention monsters will be produced and, although pricing is yet to be released, don’t expect much change from £200k.

Mazda used the eve of the first press day to take the wraps off its new CX-5. At an event peppered with nonsense car design gobbledygook and interspersed with pictures of cheetahs and chopsticks that were being used to demonstrate Mazda’s new design direction, the manufacturer showed off a rather smart-looking SUV. It’s the best-selling model in Europe for the firm and its new nose, which has more than a hint of Jaguar F-Pace about it, points to the future look for all Mazdas. It also comes in a new red, that’s more red than the last red. Understood? Good.

Jaguar was another manufacturer that had decided to grab some early motoring show headlines, revealing its futuristic electric I-Pace to the world in its own unique style two full days before the event opened.

Using virtual reality headsets, it simultaneously launched the car in LA and London, with car designer Ian Callum showing off the firm’s first foray into EVs. LA was an apt showcase for a model that’ll sell 50 per cent of its volume in the States, and with a range of 310 miles on a single charge, chances are those buyers will be queuing up to get hold of one

THE MOTORS IN ‘THE GARAGE’...

10 | CarDealerMag.co.uk

... a fantastic array of modified American motors

Alfa Romeo Stelvio SUV when it goes into production next year. Finally, a Tesla rival from Britain? We hope so. Other notable launches included a world premiere for the largest of all Minis, the Countryman, and the new Volkswagen e-Golf with a range of 186 miles on a charge – up 50 per cent on its predecessor.

However, it was the real Americana that caught our eye in the subterranean halls under the main event. Dubbed ‘the garage’, they contained a host of modified motors that were a welcome relief from the corporate frontage of the manufacturer stands upstairs.

Modified Ferraris, Gulf-liveried Fords and bigwheeled classics were among the delights hidden away below the show’s huge halls. Just like the city then, proving that if you scratch beneath the surface a little you’ll find the real treats.

to find the real treats...

MOTOR SHOW DEBUT

New-look CX-5 debuts future Mazda design MAZDA has pulled the wraps off its new CX-5 and with it debuted a new bold, more premium look that will spread across the brand’s models.

At the launch of the new SUV at the LA motor show, the firm’s UK managing director, Jeremy Thomson said the car was ‘a stepping stone’ to the next generation of Mazdas.

‘The CX-5 is a very important car for Mazda,’ he explained. ‘It’s not just a facelift of a car that came out in 2012, but it hints at a design language that will flow through all our cars in the next few years.

‘We have one of the freshest product lineups in the industry and we will shortly launch a seventh generation of Mazdas in the UK. This CX-5 gives a good look at where we are going.’

The new CX-5 has a bold new grille – that at first glance could have been borrowed from the Jaguar F-Pace – smoother lines and sharp new lights. It is due to arrive in showrooms next summer and is likely to help increase sales from its current 9,000-a-year UK tally.

‘The CX-5 is hugely important to Mazda in the UK,’ added Thomson. ‘The C SUV segment has been growing for many years. When CX-5 arrived in 2012 it was relatively late into the evolution of that segment but my word has it made an impact – we have not even had to advertise the car on TV since its launch.

‘We have attracted the highest number

Above: Why do we need it? The MercedesMaybach S650 Cabriolet

of premium customers to Mazda with the CX-5 too. BMW, Mercedes and Audi owners swapped their cars for a CX-5 and I think that was down to its attractive running costs and decent specification. I can see this new model continuing that and helping increase sales.’

But does it look different enough? ‘I think it was always a very handsome car so it would have been a mistake to change it too much,’ said Thomson. ‘In key areas there are significant improvements. The front grille is dramatic and assertive and points very much to future Mazda design, which is exciting.’

Other highlights for the new model include a new ‘Soul Red Crystal’ paint, reduced road noise in the cabin and a new head-up display.

Prices have yet to be released but will be ‘competitive and reflect the improvements,’ added Thomson.

The Mazda CX-5, left, is inspected by the press at the LA motor show, above

TOP FIVE CARS FROM THE AUTO SHOW CarDealerMag.co.uk | 11

DASHBOARD. LA AUTO SHOW

Top five show cars The Los Angeles Auto Show is packed out with full-blown Americana and vehicles big enough to comfortably live in, but a selection of automotive firsts for the UK market was also unveiled. We took a trip across the pond to see them for the first time and here are our star cars from the event, courtesy of REBECCA CHAPLIN

Mazda CX-5

Another all-wheel-drive offering, this time from Japanese brand Mazda. The CX-5 SUV is its bestselling model in Europe but was due a refresh. It’s been given a cleaner exterior design, while the brand reports that all aspects of the car have been refined. It also debuts a new paint colour, called ‘Soul Red Crystal’, which has greater depth than ever before.

Mini Countryman

Despite its name, Mini has gone for bigger and better than ever once again with the new Countryman. It’s the most versatile version of the car yet, thanks to increased dimensions making the experience more comfortable for all those travelling in one. For the first time the model is being offered with a hybrid powertrain, which will achieve 134.5mpg and hit 60mph in 6.7 seconds.

Jaguar I-Pace

Jaguar’s electric vehicle concept follows in the footsteps of the successful SUV released last year, F-Pace. Jag says the car combines supercar looks, sports car performance and SUV space, and claims it will hit 60mph in around four seconds using the torquey electric system.

Alfa Romeo Stelvio Quadrifoglio

Following in the footsteps of almost every other car manufacturer, Alfa Romeo unveiled its very own SUV in LA called Stelvio. It’s named after the famous Italian mountain pass, and the carmaker hasn’t been shy with regard to boasting about its motoring credentials to match.

The car on the stand was in the brand’s high-powered QV guise and will be kitted out with a 503bhp, 2.9-litre V6 bi-turbo engine.

Mercedes-AMG E 63

It’s the most powerful and fastest-accelerating E-class yet. This executive saloon produces 604bhp and will hit 60mph in just 3.2 seconds.

Not only that but it’ll be more efficient than the previous model with cylinder deactivation fitted as standard. It will feature the AMG nine-speed multi-clutch automatic gearbox and the brand’s new all-wheel-drive system.

12 | CarDealerMag.co.uk

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CarDealerMag.co.uk | 13

?

Ask Auto Trader

Have a question, or a suggestion for next month’s topic?

I’d love to hear from you: marc.thornborough@ autotrader.co.uk

The secrets of sale success

It’s been a very busy year for dealers as they seek to make the most of sales opportunities but what are the most frequently asked questions as they seek to achieve this? Marc Thornborough, Auto Trader Brand Director, reveals the key questions and the answers that help dealers land sales success.

How can I generate more advert views for my vehicles?

How do I build trust with my prospective customers?

We’re all busy people, none more so than the independent dealer, but taking time to ensure your stock is properly presented is crucial to making sure you stand out amongst your competitors. The majority of car buyers will be viewing your cars via tablets and mobile and your car has to jump out from the page.

Recently we invited a dozen or so independent customers into our Manchester office. Doing some research I studied all of their websites, many had an ‘About us’ page. But, what I couldn’t find was a single person’s name or a human face or photograph of a person on any of these pages! Tell me who you are. There’s an old saying “people buy from people” so put your greatest asset (you and your people) on your website, who they are, how long they’ve been with you, etc.

There’s not one thing that can improve your advert performance but several things are critical. Take great photographs. I know, I know you’ve heard it all before but I’m still amazed at the amount of poor quality images and even vehicles with no images displayed for sale today.

I’d argue that making sure your vehicles are displayed effectively is the most important job in your business.

Another factor is price. Pricing your stock to the live market and monitoring it regularly will ensure it’s within the parameters of what people expect to pay. Too many dealers have a slash and burn philosophy, waiting weeks and sometimes months before making a drastic price reduction in a last ditch attempt to generate interest. Little and often in line with the rest of the live market means you’ll remain competitive on price, maybe even increasing the price if a car is highly desirable in your area.

The beauty of having daily performance metrics available to you in your Auto Trader Portal is that you can instantly see the impact any changes you make have had on your advert views within 24 hours.

Trust is built up over time and is a combination of many different factors. One factor being who you are. How many of you have an ‘About us’ section on your website? What does this actually tell prospective buyers about you?

One great example was a film from the owner of a business explaining how long they’d been established, what values they believed in, what the customer could expect when buying from them, their aftersales policy, etc.

Why do I need reviews when I have a page full of testimonials?

I’ve spoken to many independent dealers and analysed hundreds of dealers’ websites this year, most of which have testimonial pages. The difference between open reviews and testimonials is that reviews are more honest, trusted and credible then testimonials.

Testimonials are your PR, great stories from past

customers that you’ve chosen to display and anyone reading these knows that, they know that you’ve selected the best to reflect the best in you, and that’s good but it’s not great. As a prospective buyer of yours I want honest third party opinion of what it’s like to deal with all aspects of your business, from anyone dealing with you not just the ones you’ve decided to show me.

Having a bad review is as good as a great review because it gives you the opportunity to show exactly what you can do when things go wrong.

Nobody’s perfect and we all make mistakes but how you deal with these is critical and the beauty about open reviews is you always have the last word.

The reply facility tells future customers exactly how you reacted and will also shine a ‘light of credibility’ on all your other five star glowing reviews. I’m more likely to believe all the other reviews and balance out the two before I make the decision to contact you.

I have reviews of my business on other sites and social so why should I put them on Auto Trader?

Why make it difficult for me to find them? You need to have your reviews next to your products for sale. Take Amazon, right next to the listing of the object for sale is a review of the product from past purchasers. It helps inform my decision to purchase from you at point of purchase. Be transparent, don’t put a hurdle in my way, make it easy for me to find this out.

For more information and support please visit trade.autotrader.co.uk For the latest news, views and insight for the automotive retail community, follow @ATInsight on Twitter

14 | CarDealerMag.co.uk

DASHBOARD.

Hexagon brings its classic car sales under one roof It’s a fantastic move for our customers, says company chairman Paul Michaels

L

ondon dealer Hexagon has consolidated its modern classic and classic car sales operations under one roof at its flagship showroom, Hexagon Classics in north London.

In a move that will strengthen its status as one of the world’s leading classic car dealers and give customers a single destination for all their needs, Hexagon’s South Kensington showroom – which up until now has focused on classic cars from the ’50s, ’60s and ’70s – has been consolidated within Hexagon’s flagship site located near The Bishops Avenue.

This larger site, which was renovated at the start of this year, has been home to modern classics such as air-cooled Porsches. Continually developed, it has space for more than 70 of the world’s finest cars.

Stock will now range from historic Aston Martins – such as the DB4 and DB5 – to the Jaguar E-Type and Ferrari 512 BB right up to collectable Porsches such as the Carrera 3.2, 964, 993 and future classics.

Hexagon Classics also features Hexagon Classic Design, an inshowroom art gallery and store, which sells ceramics, sculptures and photography and hosts regular installations from leading artists.

With the consolidation of

Hexagon’s classic and modern classic car operations, Hexagon Classics brings together the world’s finest cars with a luxury lifestyle slant.

Hexagon chairman Paul Michaels said: ‘Our flagship north London site is perfectly located, spacious and looks sensational – it’s always been my intention to bring everything under one roof and we’re now finally at the point when we can do it.

‘For our customers this is a fantastic move, giving them one central point to immerse themselves in our stock. It also makes perfect sense for our staff.

‘Factor in the other elements of the business, such as Hexagon Classic Design, and Hexagon Classics is shaping up to be the true lifestyle experience I always wanted it to be.

‘We have lots of exciting plans for the coming years – watch this space.’

INSURANCE

Nearly all motor claims are paid ABOUT 99 per cent of motor insurance claims are successful.

The Association of British Insurers (ABI), which analysed claims made in 2014 and 2015, said payouts were made in all but one per cent of private motor insurance claims. The average payment was £2,347.

Meanwhile, about 84 per cent of home insurance claims made across 2014 and 2015 were successful.

The figure has increased from 79 per cent in 2013-14, and the ABI said this reflected efforts to increase customer awareness about what might or might not be covered. The average home insurance claim paid out is now £2,627.

Huw Evans, the ABI’s director general, said: ‘Insurance customers should take confidence that the vast majority of all claims are paid.’

CarDealerMag.co.uk | 15

16 | CarDealerMag.co.uk

MG network continuing to expand DURHAM: MG Motor UK has continued to extend its national dealer network with the appointment of Fred Henderson Ltd. The family-run business, based in Durham City, has more than 43 years’ experience in the motor industry. Established in 1973 by successful rally driver Fred Henderson, the business was originally in a disused workshop underneath the Durham City railway bridge. Henderson’s son, David, who is also a keen racer, joined the business in 2004 to concentrate on the workshop element and now holds the title of dealer principal.

CUMBRIA: One of the Lake District’s oldest automotive groups has established a new Renault and Dacia dealership at Levens, near Kendal. PV Dobson, a family-run business that first began trading in the South Lakeland and North Lancashire region in the 1940s, has invested in the Groupe Renault franchise for the first time after its decision to expand its portfolio coincided with Groupe Renault UK looking to enhance its dealer network following a period of sales growth.

The new dealership is based on a near-two-acre site that acts as a hub for the automotive company.

BIRTLEY: A Motorpoint site has formed a unique sporting partnership with Northumbria University.

The car supermarket, which operates out of Durham Road in Birtley, has agreed to provide the Northumbria Sports programme with a number of branded vehicles to help its elite athletes travel to tournaments throughout the country over the coming year. As part of the partnership, Motorpoint will again team up with the region’s only Netball Superleague outfit – Team Northumbria – for the forthcoming 2017 season.

Motorpoint in sporting partnership

TAYSIDE: A family-run business has opened its second Mitsubishi dealership in Tayside following the success of its showroom in Dundee. The arrival of Richard Lawson Mitsubishi in High Street, Burrelton, sees the business increase its coverage into the Perthshire area, adding to the Tayside area covered

by Autoecosse in Kingsway East, Dundee. Managing director Richard Lawson, who has been in the motor trade since 1971 and founded Autoecosse in Dundee in 2005, said: ‘I’m delighted to be opening our second Mitsubishi dealership.’

Family firm’s second Mitsubishi outlet

New Renault and Dacia outlet in the Lakes

EDINBURGH: Lookers Audi has topped off a major two-year investment programme in Scotland with a £2 million extension and showroom upgrade at its Edinburgh facility. Edinburgh Audi said the latest investment reflected the group’s confidence in Scotland and underpinned its long-term commitment to the region. As part of its investment, the company, which has established sites in Glasgow, Stirling, Ayr and Edinburgh, also opened a new £3.5 million Audi Approved new and used car base in Hamilton, South Lanarkshire, creating 30 new jobs.

Lookers Audi feeling confident in Scotland

What has been hitting the headlines on the home front? Here’s a round-up of stories

News from around the UK DASHBOARD.

CarDealerMag.co.uk | 17

New Jaguar and Land Rover outlet opens SUFFOLK: One of the UK’s top 10 motor retail groups, Marshall Motor Group, has opened a new Jaguar and Land Rover dealership in Ipswich. The new Jaguar Land Rover retail concept will showcase both brands operating side by side from the same location serving customers across Ipswich and beyond. The new Dual Arch Facility will include increased customer parking, a state-of-the-art workshop and a 100-vehicle display area. As with all new Jaguar Land Rover sites, the interior is characterised by the use of luxurious materials and high-end furniture.

DS Urban store opens in shopping centre

LONDON: DS Automobiles has launched its first DS Urban Store in Westfield London, where shoppers can get up close and personal with the complete DS range.

Westfield London is the perfect location for this as one of the UK’s most popular shopping destinations, with 27 million people visiting it in 2015. Yves Bonnefont, the chief executive officer of DS Automobiles, said: ‘The DS Urban Store opening in London represents an important step in the development of the DS network.

This new digitally interactive DS Urban Store concept is a strong asset to promote the brand.’

WEDNESBURY: Fast-growing car supermarket group The Trade Centre Wales is to open its second new superstore within nine months. The company will be crossing the border for the first time with the launch of a 12-acre, 1,200-car site in the Wednesbury area of the West Midlands early in 2017. The business will occupy what is currently a vacant car supermarket facility although the site needs significant work. Andy Coulthurst, CEO of The Trade Centre Wales, explained: ‘The premises need total reconfiguration.’

Trade Centre Wales expands... to England!

STOCKPORT: Lookers is bringing Volvo back to Stockport with a new Scandinavian-inspired showroom. The state-of-the-art facility is set to open next year after a £4 million investment. Purpose-built to meet the design specifications of the Volvo Retail Experience (VRE), the new-look showroom will have the capacity to display 10 cars in the showroom and 50 used cars on the forecourt. Until the official opening, Lookers Volvo is open to customers at a temporary facility in St Mary’s Way.

NORFOLK: Damage worth an estimated £45,000 was caused at a dealership after a driver lost control of their car in icy weather and ploughed into three Fords on the forecourt. The accident happened late in November at WS Kilbourn & Son in Mill Road, Hempnall. Nobody was hurt, although the car, reported to have been driven by a Hempnall resident, overturned. The Fords were written off. Dealership owner Mark Kilbourn told the Eastern Daily Press: ‘It happened about 6.30am. Three of our cars have been written off and a wall was damaged.’

Cars written off as driver loses grip on ice

LINCOLNSHIRE: Honda Grantham has celebrated its 20th anniversary with an extensive showroom makeover. It has been transformed into a state-ofthe-art retail store to support the dealership’s growth plans across new and approved used Honda cars and motorcycles. General manager Mark Goode, who has been at the dealership for more than 10 years, having worked his way up from sales executive, said: ‘This has been a really exciting time for Vertu Honda Grantham.

The new showroom helps us to provide customers with the complete Honda experience.’

MANCHESTER: The SsangYong range of 4x4s and SUVs is now available in Hyde, after the appointment of Premier SsangYong. The dealership will operate the SsangYong franchise from its premises at Pitt Street, Hyde, Greater Manchester. Nigel Bird, dealer principal, said: ‘We are delighted to have been appointed to represent SsangYong and greatly look forward to playing our part in its continuing success. SsangYong has a great range. We believe it will do extremely well in our area.’

£4m investment as Lookers set to return

Complete Honda experience on offer

New SsangYong dealer tells of his delight

18 | CarDealerMag.co.uk

DASHBOARD. SMMT FIGURES

Fall in demand sees decrease in production

VW appoints new group aftersales and customer quality director bit.ly/vwjob106

Boss of Motorpoint blames Brexit vote for drop in profit Solid performance is still expected from three new centres

CAR production has fallen for the first time in 14 months amid a decrease in domestic demand, according to a new study.

Just under 151,800 cars were built in October, a fall of one per cent on the same month last year, said the SMMT. Exports rose for the 15th month in a row, with 122,765 cars built for overseas markets, up by 1.7 per cent on a year ago, offsetting a 10.9 per cent decline in production for the home market.

The SMMT said the motor industry remained strong, though – up by 9.2 per cent so far this year, with more than 1.4 million vehicles being produced.

Mike Hawes, SMMT chief executive, said: ‘October’s figures underline the export-led nature of the industry, with eight out of 10 cars built for overseas customers.

‘Despite model changes which have ended the consistent growth pattern of the past year or so, we are still on track for a record number of exports.’

PORSCHE MISSION-E

20,000 annual sales predicted PORSCHE predicts its first allelectric sports car Mission-E will generate 20,000 sales a year globally when it is set to go on sale in 2019.

Deputy chairman of Porsche AG Uwe Hueck had already announced that the brand would need to produce 10,000 units a year to make a profit. However, he declined to reveal any sales targets.

But Porsche CEO Oliver Blume gave the estimate in an interview with the magazine Automobilwoche.

by JOHN BOWMAN john@blackballmedia.co.uk

T

he boss of car supermarket Motorpoint has blamed the Brexit vote result for the company’s dip in financial fortunes. The Derby-based vehicle retail empire, which has 11 retail sites across the UK, reported a drop in its operating profit of nearly a third for the first half of this financial year – down by 32 per cent from £10.3m to £7m on the same period last year – despite revenue increasing from £366.8m to £408.9m.

Pre-tax profit was down a huge 76 per cent, falling from £10.2m last year to £2.4m this year. Despite the drop, though, the company is making an interim dividend payment of 1.33p – its first since its £200m float in May. Managing director Mark Carpenter, pictured, said: ‘The uncertainty around the result of the EU referendum contributed to the group’s disappointing performance in the first half. However, we managed stock levels carefully, thereby maintaining

our industry-leading stock turn despite the short-term impact on margins. While some uncertainty around Brexit remains, the three new sites that we have opened in the last 12 months are performing well and we anticipate they will deliver a solid performance in the second half.

‘Despite the softening in consumer confidence, market conditions since the period end have remained stable, with a good level of stock availability, and margins have returned to normal levels.

‘We continue to invest in opening new sites, and we have recently acquired a leasehold site in Sheffield, which will open in spring 2017.’ He added that the company, which started in 1998 and now has more than 600 employees, was in a good position ‘to deliver a full-year performance in line with expectations’. In February, Motorpoint was again named by the Sunday Times as one of the best companies to work for – the second year running it has been listed for the honour.

Skoda surpasses one million units in 2016 SKODA surpassed the mark of one million vehicles delivered in 2016 in November, reaching the milestone about a month earlier than 2015 and delivering a seven-digit number of vehicles for the third year in a row.

The top model Skoda Superb has made a considerable contribution to this success. From January to November 24, almost 115,000 units of the flagship rolled off the production line – an increase of 85.2 per cent year-on-year.

The launch of the new large SUV model Skoda Kodiaq (see page 42) and the comprehensively upgraded Skoda Octavia promise further growth momentum for 2017.

Skoda CEO Bernhard Maier said: ‘The current financial year shows that Skoda can

sustainably tap into new customer segments with a modern model range on the international markets. We will also continue our growth course in 2017.

‘The new Skoda Kodiaq is going to play an important role in this; the model will expand our range in the growing SUV segment.’

The heart of the brand, Skoda Octavia, has made a significant contribution to the expected record

sales. Skoda delivered 361,700 units of its bestseller from January to October. In the coming year, major revisions are planned for the Octavia.

The successful model is set to further strengthen its successful position on the international markets.

Skoda will be launching its first large SUV on the markets next year. With the Kodiaq, the brand is launching its campaign in the currently largest and fastest-growing SUV segment.

The new model will open up new customer groups for the traditional brand. Orders are already being placed for the Kodiaq, which will be heading to the first customers in February. Beyond the positive outlook for 2017, Skoda has set the course for long-term growth.

CarDealerMag.co.uk | 19

DASHBOARD. CAR BUYING GROUP

Regional award for digital firm A START-UP digital motor firm has won a prestigious regional award.

The Car Buying Group, which was formed in 2014, has been named Young Business of the Year at the Yorkshire Post’s Excellence in Business Awards.

The win sees the Wakefield and Bradfordbased national firm recognised for its fast growth since forming the business. The awards ceremony was held at the Royal Armories in Leeds.

HONDA

Dave takes helm at Honda UK HONDA’S UK sales division has announced the appointment of Dave Hodgetts as its next managing director.

Hodgetts, above, will take control of the company’s sales operation for cars, motorcycles and power products from January 3.

He succeeds Philip Crossman who is retiring after 17 years at Honda. Hodgetts is 57 years old and married with two children. He has worked at Honda for 27 years.

RAC

More warranty agents on board THE number of agents selling RAC-branded warranty products to dealers has been increased by more than a third this month, with 14 added to bring the total to 50. More than 800 applicants were considered as part of the recruitment process.

Sean Kent, director, corporate and independent dealers at The Warranty Group, the RAC’s partner in the dealer sector, said: ‘We are very much in a growth phase at the moment.’

20 | CarDealerMag.co.uk

Firegate : More damaging publicity for Vauxhall Tabloid and BBC turn the heat up over Corsa blazes

by DAVE BROWN @CarDealerDave

V

auxhall has been facing more damaging accusations over the safety of its vehicles after The Sun published the results of an investigation into fires breaking out in Corsas and the BBC’s Watchdog television programme found that of 10 Corsas it examined three posed a fire risk.

According to the newspaper, analysis of a burnt-out Corsa D, a model introduced in 2006, found the fire had broken out ‘in the region of the heater system’. Meanwhile, the BBC One show revealed six fires in Corsa D models that had not been covered under recalls of the 1.4-litre turbocharged engines in April.

On a dedicated webpage on Vauxhall’s website, the manufacturer responded to these six cases, saying that in three of them there was no record of the customer contacting Vauxhall. In two of the cases where contact was made a vehicle inspection was rejected by the customer in one and the insurer in another. In the final case, the insurer made contact after the four months for an inspection and the vehicle was no longer available.

An expert told The Sun that heating problems that affected wiring in some Vauxhall Zafira models had been detected in the Corsa’s heating and ventilation components as well.

The investigator said the Corsa model also appeared to have similar heater components to the Hummer

H3 – a 4×4 manufactured by parent company General Motors (GM) that suffered similar issues.

The Zafira B and the H3 were subject to recalls in the UK and the US after a series of vehicle fires were blamed on faulty wiring in the heating systems.

A Vauxhall spokesman said: ‘Vauxhall confirms that there is a different vehicle heating and ventilation system configuration in Corsa D/E to the Hummer H3, inclusive of a different connector.

‘This is why the risk assessment applied to the Hummer H3 cannot be applied to Corsa D/E. Vauxhall has no confirmed reports of vehicle fires originating in the vehicle heating and ventilation system of the Vauxhall Corsa D/E.’ The Sun commissioned research by automotive forensic investigation firm GBB after several Corsa owners reported their cars had caught fire.

In a report, lead engineer Philip Hoyes said ‘resistive heating’ associated with failure in the Zafira B ‘has also been identified in the heater wiring harnesses of Vauxhall Corsa D models’. The report also said: ‘A fire-damaged Corsa D, with a history of wiring harness damage, was examined to reveal an origin of

The Sun’s front page earlier this month fire in the region of the heater system.

The wiring harness and the failure mode identified in Corsa D models appears similar to those of … Hummer H3 where a risk of fire led to recalls in 2015. I recommend that Vauxhall consider that the resistive heating that affected the Hummer vehicles produced by its parent company General Motors is also occurring in its UK Corsa model.’

According to campaigners, more than 300 Zafiras have caught fire in recent years, leaving their occupants with just a few seconds to escape.

In May, it was announced that more than 234,000 were to be recalled for a second time to improve the electrical components in the heating and ventilation system. It followed action last year by GM to recall nearly 200,000 H3s over concerns of fire breaking out.

Vauxhall ‘has taken too long’ to protect its customers VAUXHALL has not acted quickly enough to protect customers who are worried that their cars might burst into flames, according to the Driver and Vehicle Standards Agency.

The government body made the comment in reaction to the above investigation by The Sun. Gareth Llewellyn, chief executive

of the DVSA, said: ‘Our first priority is road safety and to protect the public from unsafe drivers and vehicles.

‘Vauxhall has confirmed to DVSA that it will provide owners who don’t feel safe using their Corsa D with alternative transport until their vehicle is repaired. We have made it clear that it is vital Vauxhall swiftly rectifies its

problems and it has taken too long for the manufacturer to protect its customers.

‘DVSA continues to press Vauxhall to meet its obligations and protect consumers.’

The DVSA is also working with the Department for Transport ‘to consider further action’, he said.

Now driverless cars can tow other vehicles! bit.ly/driverless-106

Auto Trader vows to keep Dealer Finance free for a year AUTO Trader has broadly increased its product range in recent months but there is more still to come, as CEO Trevor Mather has revealed.

The highlight of his briefing was that the Dealer Finance product, live to 500 dealers, will be guaranteed free for the next 12 months. ‘It’s still in trial mode, but anybody can have that product now. It’ll be free until at least 2018,’ said Mather.

He explained the thought process at Auto Trader behind the product –

which will tell consumers the monthly payments they could pay on a car – by saying at the briefing: ‘We want to ease the consumer pain-point of not knowing what will happen when they get to a dealership.

‘There’s been a pretty stagnant percentage of used car vehicles that have come under dealer finance.

‘A lot of people are still getting loans before they reach the dealership, either from a bank or car finance specialists and they’re

generally unsecured loans. You can usually get a better deal in a dealership and most consumers don’t know that.

‘So we’re trying to get that advertised so you increase the percentage of finance products that are sold in the dealership.’

The Part-Ex Guide was also launched earlier this year and the Auto Trader boss was proud to announce that 67 per cent of its dealers had opted for the product.

Ford goes for more mature look with the new Fiesta Objective is to take model upmarket in response to customer calls

S

pending 30 of the past 40 years at the top of the UK sales charts, there’s no vehicle on sale today more important than the Ford Fiesta – and Ford pulled the covers off the new Fiesta at its Go Further 2016 event in Cologne in front of 2,500 dealers, media and employees.

The Fiesta has been treated to a more mature approach to its styling when compared with its predecessor. The front end has been completely redesigned as has the rear of the car, with the rear lights that were positioned on the C-pillar of the previous car model moved to just below the boot window line.

On the inside, the array of buttons from the previous car has been replaced with an eight-inch touchscreen that features Ford’s new Sync 3 infotainment system. This incorporates navigation, DAB radio and improved voice commands, along with Apple Carplay and Android Auto for improved smartphone connectivity.

The engine line-up for the Fiesta has also been revised,

by ANDREW EVANS @snavEwerdnA with petrol and diesel options from 69bhp to 148bhp, including a new, entry-level 1.1-litre TiVCT petrol.

All models with more than 98bhp come equipped with full disc brakes, allowing for a vast improvement in stopping distances.

New for this generation is the SUV-inspired Fiesta Active. The first vehicle to be introduced to the new line of ruggedised Active vehicles, it features black cladding on the front and rear bumpers and side skirts, while the ride height has been increased by 18mm.

Ford also unveiled a high-end version of the Fiesta as part of the Vignale model range. Like the other Vignale models – Mondeo, S-Max,

Edge and Kuga – the Fiesta’s comes equipped with a plush leather interior, large eight-spoke alloys, contrast stitching throughout the cabin and plenty of Vignale badging.

Speaking on sales projections for the new Fiesta, Roelant de Waard, vice-president of marketing, sales and service at Ford of Europe, said: ‘Our objective is to take the Fiesta upmarket. We could have gone to maximise sales, but for us it’s more important to respond to the customers in the market, which says ‘We like an industry that is spending more on smaller cars and we would like you to design a car for that’.

‘The first price for the Fiesta will look a lot higher, but that is deceiving because it will actually not have gone up much, it just starts with a higher specification.’

Pricing is unconfirmed at the moment, with the new car set to go on sale in the UK in time for the September 2017 plate change.

FACEBOOK POST

Former Caralot boss speaks out after closure

CARALOT co-founder Jamie Caple has spoken out about the demise of the company.

In a personal blog post on Facebook, Caple, pictured, hints that he’s starting all over again – and wishes his former business partner Nick Donald all the best for the future, despite the fact that their professional relationship broke down.

Derby-based Caralot featured regularly in the pages of Car Dealer Magazine in its six years of trading. Repeat winners at the Used Car Awards, the business was also the subject of an in-depth profile piece early in 2015.

But speculation that the end was near came in November and the company went into liquidation.

Donald, who was the remaining director, said the business might have got too big too quickly.

On Facebook, Caple apologised ‘to anyone who has been negatively affected by the closure of the company’, and said: ‘It was never meant to end this way.’

FORD

Galaxy is fastest selling car – again!

THE Ford Galaxy has clocked up a remarkable three months in a row as the UK’s fastestselling used car.

The people carrier took just 19 days from landing on the forecourt to finding a customer. The Galaxy was also the nation’s number-one seller in October (when it took an average of 11 days to sell) and September (12 days).

It’s the first time a model has racked up three consecutive months as the fastest-selling used car.

CarDealerMag.co.uk | 21

DASHBOARD.

10 of the most famous car For any car enthusiast, the places where cars are actually made are a source of endless wonder. These incredible factories churn out the objects of our affection on a minute-byminute basis, but sometimes it’s difficult to appreciate their sheer scale and majesty.

Thanks to the magic of Google Maps, though, we’ve been taking an aerial look at 10 of the most famous vehicle factories in the world. ANDREW EVANS reports.

Map data: Google, DigitalGlobe

Ferrari – Maranello

The most famous car brand in the world naturally has one of the most famous factories. Maranello is a motorhead’s Mecca, and there’s a museum on site to cater for all of the Ferrari fans. Across the way is Ferrari’s own Fiorano test track, where the famous road cars and even the company’s F1 cars get shakedown tests.

Map data: Google, DigitalGlobe

Mazda – Hiroshima

This is the home of the Mazda MX-5, one of the world’s most famous cars and the perpetual answer to any petrolhead question of ‘What car should I buy?’ Located about three miles from the hypocentre of the first atomic bomb used in war, the Hiroshima plant is one of the symbols of what amazing success can come from devastation.

Map data: Google, DigitalGlobe

Ford – Dearborn

Dearborn and Ford are practically inseparable entities, as this image shows. Just about everything in the area is named after some part of the Ford Motor Company. In the east of our image you can see the Rouge River manufacturing complex, with the test circuit of the development centre to the west and Ford’s HQ north of the track.

22 | CarDealerMag.co.uk

Map data: Google, DigitalGlobe

Map data: Google, DigitalGlobe

Toyota – Toyota City

If it’s difficult to separate Ford from Dearborn, it’s impossible to distinguish Toyota from its host city… also called Toyota. Part of the Aichi Prefecture and neighbouring the city of Nagoya, the city changed its name from Koromo to Toyota in 1959 because of the economic importance of its major employer.

factories from the air Map data: Google, DigitalGlobe

Map data: Google, DigitalGlobe

Nissan – Sunderland

Nissan’s Sunderland factory is the epicentre of the UK’s car manufacturing industry. The Japanese brand builds more cars here each year for both its main Nissan brand and the Infiniti sports/luxury marque than the entire nation of Italy builds across all manufacturers… impressive work indeed from our friends in the north-east.

Volkswagen – Wolfsburg

Wolfsburg is one of the more impressive facilities here, particularly considering that it was largely flattened at the end of 1945. The car maker is now so synonymous with the town that even the local football team, Bundesliga side VfB Wolfsburg, play in the Volkswagen Stadium on the right of the image.

Aston Martin & Jaguar Land Rover – Gaydon Among the smaller facilities here, both Aston Martin and Jaguar Land Rover have factories on the Gaydon site (to the top right of the shot). This particular plot is notable for having both the Heritage Motor Museum and an absolutely colossal test track behind it, where the two brands’ 200mph+ cars are routinely tested.

Map data: Google, DigitalGlobe

Fiat – Lingotto

It’s possible that this factory is the most famous of any on this list, thanks to its appearance in the original Italian Job film in 1969. Built with a banked oval test circuit on the roof, it’s not just an iconic factory but an iconic building. Although no cars are actually made here any more, it seemed a shame to leave it out of our top 10.

Map data: Google, DigitalGlobe

BMW – Munich

The huge manufacturing facility in Munich is the most easily identifiable from the air thanks to the large BMW logo (centre right of the image). Packing in a sprawling factory (complete with secret pick-up trucks), a museum, BMW exhibition and a visitors’ centre, the Munich plant is undoubtedly one of the world’s most famous.

Map data: Google, DigitalGlobe

Tesla – Reno

The colossal Tesla Gigafactory near Reno in Nevada doesn’t technically build any cars – that’s all done at the Tesla factory in California – but it’s a vital part of the Tesla production chain. A joint venture between Tesla and Panasonic, the Gigafactory produces the batteries for all Tesla models and is the largest building in the world by physical footprint.

CarDealerMag.co.uk | 23

Thank you to all our partners for going the extra mile with us.

Let’s toast to 2017, another successful year ahead of us.

Merry Christmas and Happy New Year. 24 | CarDealerMag.co.uk

0845 6838 7958 contactme@mapfre.co.uk www.mapfreabraxas.co.uk

DASHBOARD.

We’re entering the age of the modern classic – and that includes me A

s I type this I am exactly eight hours away from turning 25. When I first came up with this as a topic for my latest column I thought it was a fantastic idea; now I’m just finding it mildly depressing.

Things have changed quite a lot in the past quartercentury. Cars have got faster, I’ve got slower; cars have got more efficient, my metabolism has slowed down considerably; car design has advanced, I’m still wearing clothes from when I was 14; automotive technology has improved, while I’ve finally got round to buying that Apple Watch (see previous rant in issue 100).

In many ways, 1991 – the year of my birth – was a great year. Unfortunately, I can’t remember any of it, and Wikipedia seems to be particularly unforthcoming about this period.

When it comes to cars though, well, not a lot happened in 1991 either. In the UK, the third generation of Vauxhall Astra – not even a good one – was launched just before I was born, while Ford did introduce Cosworth versions of the Granada Scorpio and Escort, plus XR3i and RS2000 versions of that too. Those are pretty well regarded, to be fair.

Renault had discontinued my favourite car in the ’80s, the first-gen Renault 5 Turbo, which I don’t think I’ll ever forgive it for, but in 1991 it launched the Clio. I’ll give them that – they were on to something there.

Then another of my favourite cars, the Fiat 126, bit the dust but it was replaced by the Cinquecento in December 1991. Actually for my birthday – I think that was in the original marketing pack.

I know you’re going to say I’ve missed out some blinders – but I’ll remind you again, I wasn’t quite reading Autocar at that age – so answers on the back of a postcard if you have anything to add.

Anyway, there is a point to this brief history lesson on cars that are the same age as me.

Turn back the clock to the 1980s and there was a hell of a lot of great cars. Motors such as the Peugeot 205GTi, Mk1 Fiesta and the original Golf, which are fetching big money now – some more than others, but they’re all increasing in price.

We’re moving into the time of the ‘modern classic’ – those cars of the late ’80s onwards that might not be quite old enough to rank as a true classic car yet but are also growing in people’s estimations as those desirable

Rebecca

cars from within living memory. Looking at the cars I listed earlier, and generally the offering from the ’90s, I don’t see a great deal of potential.

The cars just don’t quite have the unmistakable characteristics of those designed in the ’80s. But then again, could you ever have predicted someone would pay more than £30,000 for a Peugeot 205GTi? Everything just got a bit softer round the edges in the ’90s. The favourite colour of the car marketeer was… silver, and everything looks marginally more depressing.

I’ve seen photos of a Nissan Micra parked next to some windmills and a Honda Civic on a broken bridge while I was searching for inspiration for this article.

I don’t think that I even need to justify that with a comment, but I can’t say those scenarios make me want to purchase a car.

It is inevitable, don’t get me wrong. What goes around

Chaplin ‘I’ll remind you again, THE VIEW FROM BEHIND THE SCENES

I wasn’t quite reading Autocar at that age.’ comes around, and these cars will be the next generation that falls into favour as those who drove them 20 years ago begin to reminisce – more than likely falsely – about just how charming they were to drive.

My old boss once said to me: ‘I have no sympathy for classic car owners, they bring it on themselves.’ We do and we will continue to do so, as we buy cars that were once considered simple runarounds as pieces of automotive history for far more than their original list price.

While I also share the slightly curvier outlines of those ’90s motors, I struggle to maintain a straight line when walking – although I always seem to have been that way – and parts are becoming more expensive (at least that’s what my family are finding when I send over my birthday and Christmas presents list). However, I’m hoping that I too can be classed as a modern classic.

That would at least soften the blow slightly of becoming an official adult and knowing that the next significant birthday will be 30.

So, let’s raise a glass and say happy quartercentury to those cars of 1991 that, just like myself, are now becoming modern classics.

Who is Rebecca Chaplin?

Rebecca is head of news and features at Blackball Media and presents news programmes and features on its online video channel Trade Plates TV CarDealerMag.co.uk | 25

Use Auto Trader dealer reviews to build trust in your dealership

To find out more visit:

trade.autotrader.co.uk/at-dealer-reviews 26 | CarDealerMag.co.uk

CarDealerMag.co.uk | 27

DASHBOARD.

The perfect presents for petrolheads Here’s what has caught our collective eye as some of the best motoring gifts on the market – not just for Christmas but any time of the year.

By James Fossdyke and Simon Davis

Ferrari Cavallino T250 headphones

These premium headphones from Ferrari would make a perfect gift for the car-loving audiophile in your life. The Cavallino T250 headphones feature noise-cancelling technology, classic good looks and an incredibly comfortable fit. The snazzy design is inspired by the craftsmanship found on Ferrari’s GT cars. Prices start at around £177.

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ith the leaves well and truly littering the ground, Bonfire Night a distant memory, and a distinct nip in the air, it can only mean one thing – it’s Chrisssstmasssssss!

Are you stuck for inspiration as the minutes tick away to the big day? Or do you just fancy treating yourself? Well, feast your eyes on this lovely lot. We reckon they’d make any motoring enthusiast’s day any day of the year!

Alfa Romeo Damson Twist Bluetooth speaker

Alfa Romeo has lent the allure of its historic badge to audio specialists Damson, resulting in this clever unit. Painted in Italian racing scarlet and featuring the Alfa logo on the top, this unit connects to a phone or MP3 player via Bluetooth, then plays music through whichever surface it’s in contact with. At £60, it isn’t cheap – but you do get a protective bag thrown in.

Omologato Hesketh racing chrono

Omologato has a good reputation for building stylish, motoring-themed watches, and this Hesketh Racing timepiece is yet another. Inspired by the champagnefuelled exploits of the 1970s‚ the Hesketh F1 team and its star driver, James Hunt, the chronograph’s face features the team’s famous bear mascot and the UK flag. You can pick one up from Omologato for £279.

28 | CarDealerMag.co.uk

Haynes Manuals

Do you have a serial DIY enthusiast in your family? Someone who is always tinkering under the bonnet of their pride and joy? Perhaps you know someone who would simply like to learn a bit more about the ins and outs of how their car works. Regardless, a Haynes Manual makes for a brilliant Christmas gift for the wannabe (or professional) mechanic in your family. Prices start at around £20.

Land Rover Nike Air Sport golf bag

Land Rover isn’t especially well known for its links with the game of golf, but a tie-up with sports company Nike has seen this branded golf bag join the manufacturer’s merchandise range. With eight segments for organising clubs and a stand, this £135 carry bag is a subtle and classy treat for any golf-loving Land Rover fan.

Audi iPhone 6/6S case

Like a lot of car manufacturers these days, Audi doesn’t just make saloons, estates and SUVs. It also has a range of other accessories you can get your hands on, such as this wireless charging case for the iPhone 6 or 6S. It works with Audi’s Phone Box option for its vehicles, and will allow its owner to charge their smartphone without having to fuss around with cables – provided they actually own an Audi, that is! The smart-looking iPhone case can be purchased for £35 from the Audi website.

Bentley Ride-On Continental GT

Car-mad youngsters love a ride-on car, even when it’s styled like a Tonka toy, so just imagine how they are going to feel if they get one of these? Based on the big Continental GT grand tourer, this electric ride-on boasts a horn and a storage space under the seat.

The paintwork is a genuine match for the car’s hue, but unlike the real thing this one is properly affordable, coming in at just £95.

Lego Caterham

This is a gift that will appeal to petrolheads both young and old. The Lego Caterham Seven 620R is part of Lego’s Ideas series. Comprising a considerable 771 bricks, the Caterham will provide the perfect activity for the car fanatic in your family. With its striking yellow and black colour scheme, it would also make an eye-catching decoration in your child’s bedroom. You can get your hands on one for just £69.99.

CarDealerMag.co.uk | 29

AutoTrust

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Warranty for your business and your customers. Call us on 0344 573 8002 to learn more.

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DASHBOARD.

Around the world Dealer news from somewhere other than here

BAHRAIN

MCLAREN Automotive has appointed Kanoo Motors SPC as the retail partner for Bahrain. Customers and fans will be able to see the range of luxury handcrafted cars from McLaren at the McLaren Bahrain showroom next to Moda Mall at the World Trade Centre. Currently available from McLaren Bahrain is the Super Series, comprising the groundbreaking McLaren 650S in Coupé and Spider derivatives.

AMERICA

A CAR dealer in Miami celebrated former Cuban president Fidel Castro’s death by offering buyers discounts of up to £12,000 on one day in early December.

Arnaldo Bomnin, who arrived in the US from Cuba 20 years ago and owns Bomnin Chevrolet, said he was hoping and praying for some ‘positive changes to come in the country’s future’. Castro died on November 25 aged 90.

SOUTH AFRICA

SIX new cars were stolen from a dealership in Greytown, about 90 miles from Durban in the eastern part of South Africa. Two men approached the female security guard at Mascor Toyota and asked how many guards there were.

When she replied she was the only one, they tied her up before brazenly driving off in the vehicles with accomplices.

CHINA

AUDI dealers are campaigning against the introduction of an agreement that would pave the way for the country’s largest carmaker – SAIC Motor Corp – to build and sell Audi vehicles there. The dealers say the new arrangement would hit their profits and are demanding tens of billions of yuan, the Chinese currency, in compensation. An Audi China spokesman told the Wall Street Journal: ‘We take the interests of our dealers very seriously and will continue to address these interests in direct and open talks with our network partners.’

AUSTRALIA

MAZDA is the car brand that’s best for customer satisfaction in Australia, according to the latest JD Power study. The Japanese manufacturer finished with 834 points on a 1,000-point scale to beat rivals such as Toyota (824), Subaru (816) and Kia (812). And the automotive industry in Australia is looking pretty healthy overall, with customer retention and profitability both improving.

www.desperateseller.co.uk | www.facebook.com/desperateseller.co.uk | twitter.com/despseller

CarDealerMag.co.uk | 31

FINANCE.

Autumn Statement: Good and bad news for drivers Fuel duty hike scrapped again but cost of petrol and diesel may still rise

A

rise in insurance premium tax and the cancellation of the proposed fuel duty increase were among the measures affecting motorists in this year’s Autumn Statement by the Chancellor of the Exchequer.

Philip Hammond told the House of Commons that the tax will go up from 10 per cent to 12 per cent, and the government will change the laws regarding whiplash compensation, which it is claimed will save motorists an average of £40 per year.

He also announced that the proposed 2p per litre fuel duty rise, planned for next April, would now be pushed back until April 2018.

‘Today we stand on the side of millions of hard-working people in our country by cancelling the fuel duty rise for the seventh successive year,’ he said.

This will save motorists an average of £130 per year, and the average van driver £350 per year. The current fuel duty freeze is now the longest the UK has witnessed in 40 years.

Commenting on the insurance premium tax rise, RAC director of insurance Mark Godfrey said: ‘After a recent double rise in insurance premium tax, this further increase is a slap in the face for motorists who will surely see their premiums once again increase. It will mean three rises in two years and a more than doubling of IPT from five per cent to 12 per cent, making insurance premium tax the stealth tax of our time.

‘We are also concerned that the government’s whiplash

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Philip Hammond with the all-important statement 16:00:06

by JOHN BOWMAN john@blackballmedia.co.uk reforms, while welcomed, will not achieve savings for motorists, as only a small number of insurers have so far committed to passing the savings on.

‘The chancellor may now be at risk of encouraging some hard-pressed motorists to break the law by driving without car insurance, which will further increase premiums for lawabiding drivers. We would urge the government in the name of road safety to reconsider this rise.’

Meanwhile, RAC fuel spokesman Simon Williams said: ‘The chancellor’s commitment to freeze fuel duty will be greeted with relief by motorists and businesses at a time when we know drivers are concerned that fuel prices will rise significantly over the next six months. The Chancellor’s decision to extend the freeze shows that he understands that motorists are the backbone of the British economy.

‘It is vital that in such uncertain times the government can give as much certainty to them as possible.’

The government has also pledged £390 million to ensure the UK can build on its competitive advantage in low-emissions vehicles as well as the development of connected autonomous vehicles. In addition, there will be a 100 per cent first year capital allowance for the installation of electric vehicle charging infrastructure.

In addition, Hammond promised an investment of £1.1 billion to help develop English local transport networks, where he said ‘small investments can often offer big wins’.

An extra £220 million will also be given to help address traffic pinch points on strategic roads around the country.

REACTION

So what’s the future looking like for us?

LEADING figures in the automotive industry spoke out about the effects of the Autumn Statement on dealers and motorists.

James Tew, chief executive at iVendi, said: ‘There are individual things in the Autumn Statement that are reasonably positive news for the motor industry and car drivers in general. However, these are overshadowed by the overall economic outlook.

‘I personally don’t envy the chancellor the job of sorting out the situation in which the UK currently finds itself.’

Rupert Pontin, Glass’s director of valuations, said: ‘While the underlying strength of the economy is pretty good, at least in comparison with other, similar countries, we are entering a period where growth will slow, inflation will rise and borrowing will be higher. None of these things is good for the general economy and certainly not encouraging signs for the motor or fleet industries or for private or business motorists.’

Paul Burgess, chief executive at Startline Motor Finance, said: ‘We live in confusing and contradictory times, and today’s Autumn Statement reflects this.

‘While, using some of the key measures, the UK economy is not doing too badly at all, we are set to enter a period of some turbulence.’

IN ASSOCIATION WITH

Four steps to keeping those resolutions throughout next year C

hristmas is fast approaching and the majority of us are looking forward to a well-earned break as well as planning their New Year’s Eve celebrations – oh, and resolutions...

According to a ComRes poll for Bupa from November 2015, 32 per cent of Britons planned to make a new year resolution. Across all polls, health is usually the priority for those committing to a change in the new year.

This is usually regarding weight loss, an improved fitness regime or eating more healthily.

Outside of these, we have quitting smoking or reducing alcohol consumption.

Another is monetary, going for that new job or striving for a promotion.

Ben

Garside

TIME IS ‘This is not an unusual MONEY figure and is applicable to most people.’

But how many resolutions fail?

In the same study, it was found that 63 per cent admitted failing in the past. This is not an unusual figure and is applicable to most people around the world, with only 44 per cent getting past the end of January and only 20 per cent continuing for more than three months!

There is a way to succeed, though: treat your resolutions just like you would your business strategy.

Trying to quit smoking isn’t an easy task and can’t happen overnight. You need to be focused and plan it thoroughly. So this is how you can make a success of your new year’s resolution...

I refer to a book by Richard Rumelt called Good Strategy Bad Strategy: The Difference And Why It Matters. This

‘clears out the mumbo jumbo and muddled thinking underlying too many strategies and provides a clear way to create and implement a powerful action-oriented strategy for the real world’.

It breaks down strategy into four simple headings: The Kernel: This is the core content of a strategy – for example, losing weight or stopping smoking. Let’s use the example of stopping smoking.

Diagnosis: This is creating an overview that will let you know what’s going on and diagnosing the actual situation that you’re in. So, for our example, we would diagnose what the key causes are that mean you smoke: drinking, stress, etc.

Guiding Policy: This is your overarching approach to overcoming the obstacles and/or finding opportunities that you have highlighted within your diagnosis. This is also channelling actions in certain directions and

Turn over page for more finance stories not others. For instance, one of your policies may be ‘I must focus on the positives of not smoking and not the negatives of cravings.’

Coherent Actions: These do not need to spell out what you are going to do, but there must be clarity around the actions. These should also build upon each other and assist in your end goal. For example, if you had found that drinking was one of the key areas in your diagnosis, then you could have an action of: ‘I will not visit the pub more than once a week, or when I go to the pub I will not stay longer than one hour.’

I hope this helps you and that you have a wonderful Christmas and a prosperous new year!

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 | 33

DEALFINDER.

FINANCE. YOUR ESSENTIAL GUIDE TO . . . MID-SIZE COUPES AUDI A5 COUPE

BMW 4 SERIES COUPE THE BMW 4 Series exudes class from every angle. Practicalitywise, it stands just below the 5 Series in terms of space, meaning it offers a perfectly reasonable amount of room. As standard, it comes with Auto Start-Stop, Park Distance Control and Dynamic Stability control that helps to ensure an assured drive.

BMW retailers are offering the 420i Sport Coupé for £399 per month on a 36-month BMW Select deal.

Following a customer deposit of £3,238.49 and a dealer contribution of £2,789.37, the customer pays 35 instalments of £399. At the end of the deal, the total amount paid is £17,203.49 (£19,992.86 including the dealer contribution) and to hold on to the vehicle at the end of the contract, the optional payment is £13,482.88. The overall total paid by the customer comes to £30,686.37, which is £1,088.63 less than the OTR price.

THE Audi A5 is full of the latest goodies from the manufacturer’s technology pot. Equipped with the Virtual Cockpit, parking system plus and pop-up bonnet for pedestrian protection, the A5 is clean, sporty-looking and comfortable. For added performance capabilities, the S-Line model is fitted with sports suspension.

The A5 S-Line comes with a two-litre diesel engine and is available on a 36-month deal for £359 per month at Audi dealerships. Following an initial payment of £7,025.41 and a dealer contribution of £2,500, the customer pays 35 monthly instalments of £359. At the end of the deal, the customer will have paid £19,590.41 (£22,090.41 including the dealer contribution) and to keep the vehicle permanently, a payment of £19,457.45 is required.

If that payment is made, the final total paid by the customer is £39,047.86 – £2,447.86 more than the on-the-road price.

MotoNovo staff on the move into bright new city centre office Employees of thriving firm enjoy first-class working environment

F

ast-growing MotoNovo Finance has begun the move of more than 400 head office staff into its new Cardiff city centre office. The move sees MotoNovo moving into the first five floors of One Central Square, the first part of the newly-formed Cardiff Central Enterprise Zone.

MotoNovo’s expansion follows a period of sustained growth driven largely by its innovative, engaged culture, which saw it announced this year as sixth in The Sunday Times ‘100 best companies to work for’ list.

The business’s new HQ provides 888 desks installed across 71,500 sq ft of new office space, providing an innovative environment that will see ‘Team MotoNovo’ expand to more than 1,000 Car Dealer Banner 2.pdf 1 05/08/2016 16:01:17

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by DAVE BROWN @CarDealerDave

members by 2020. The bright and imaginatively designed new headquarters has seen 1,827 metres of pipework, 15,000 metres of electrical cable and 1,604 penny washers installed at the site over the course of 18 weeks.

The relocation has been supported by significant investment from parent company FirstRand Bank Ltd and further investment from the Welsh government, which has seen MotoNovo stay close to its Welsh roots.

MotoNovo Group chief executive Mark Standish reflected: ‘MotoNovo Finance’s history is strongly

Mark Standish in the new offices rooted in Cardiff, having been born here as Carlyle Finance back in the 1970s.

‘Since then, we’ve enjoyed sustained growth, both in volume and in reputation, and this achievement is a testament to what happens when a talented team come together in pursuit of inspirational and stretching goals.

‘The new One Central Square offices provide our staff with a first-class working environment, with the space and facilities to operate at maximum potential. We continually strive to create a culture in which people move up, not on, so being able to provide the team with offices they can be proud of is hugely significant. With this move complete, we are ready to concentrate on the next phase of our growth plans.’

Car Dealer Advert Column.pdf 8 05/08/2016 15:52:05

IN ASSOCIATION WITH

MERCEDES-BENZ E-CLASS COUPE OCCUPYING the middle ground in the Mercedes range, E-Class models combine practicality and performance, and in the E-Class Coupe, there’s an extra dash of dynamic styling. With many useful features as standard, such as Collision Prevention Assist Plus, Attention Assist and Mercedes’ Comand infotainment system, the car is well equipped in all areas.

At Mercedes-Benz centres, the E-Class Coupe 220d AMG Line is available for £399 per month on a 36-month personal contract plan.

Following a customer deposit of £5,499 and a dealer contribution of £6,538.78, the customer makes 35 monthly payments of £399.

At the end of the agreement, the total paid by the customer will have been £19,464 (£26,002.78 including dealer contribution) and to hold on to the vehicle, an optional purchase payment of £17,210 is required.

This means a total amount of £36,674 is paid by the customer, making it £3,281 less than the OTR price.

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FLA FIGURES

POS car finance market continues growing in line with expectations NEW figures that have been released by the Finance & Leasing Association show that new business in the point-of-sale (POS) consumer new car finance market grew nine per cent by value and three per cent by volume in September, compared with the same month last year. In Q3 2016 as a whole, new business was up seven per cent by value and three per cent by volume.

The percentage of private new car sales financed by FLA members through the POS reached 86.2 per cent in the 12 months to September, up from 85.5 per cent in the 12 months to August.

The POS consumer used car finance market also reported new business growth in September of eight per cent by value and five per cent by volume.

Geraldine Kilkelly, head of research and chief economist at the FLA, said: ‘The POS consumer car finance market continued to grow in line with expectations in September.

‘This contributed to strong single-digit new business volumes growth of nine per cent in the first nine months of 2016.’

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STARTLINE Motor Finance K has launched a ‘Transparency Initiative’ to cover its relationships with dealers.

The motor finance provider says that it is keen to be as open, honest and informative as possible with dealers about the ways in which it operates and makes decisions.

CEO Paul Burgess said: ‘The idea came out of a number of visits that we arranged with prospective customers where we invited them to Glasgow to see first-hand how our business operates, allowing them time with the key trading departments to focus on particular areas of interest. The reaction to this was excellent and the dealers involved – each of whom soon became customers – were very appreciative of our approach to forming a relationship.’

CarDealerMag.co.uk | 35

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Call us today and harness the power of RAC Approved status.

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36 | CarDealerMag.co.uk

BIG MIKE.

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

The worrying signs that economic history might be repeated

I

was having a tidy-up in my office the other week and stumbled across the very first few issues of Car Dealer, published in 2008.

In the last issue of that year, equivalent to this one, I was talking about how times were getting increasingly difficult in the motor trade. They’re not easy today, but for a very different set of reasons – and I’m afraid you’ll have to excuse me if I get a bit political.

Back then, the governmental landscape was different.

Barack Obama was yet to be elected president of the USA, with a blithering, gun-toting idiot still in charge of the Free West. Meanwhile, in the UK, we were led by an unelected prime minister after the previous incumbent had finally fallen on his sword (the more things change, the more they stay the same, after all…)

With an even more blithering idiot about to park his ample rump in the Oval Office, maybe we’ll see history repeat itself. But let’s hope not. At the end of 2008, the global economy was an absolute shambles.

Major banks had collapsed, two of the biggest car manufacturers in the world had filed for ‘bankruptcy protection’, which to me sounds like something I should look into myself: say ‘sorry’ publicly, change the name of your company by one symbol, pay off your debts with taxpayers’ money and rush headlong into making all the same mistakes again… Hmmmm.

In 2009, in order to ‘bolster the economy’, the UK government concocted its scrappage scheme. This, they assured us, would encourage those who hadn’t seen their savings eaten up by a nationalised bank to spend their hard-earned on a new car. Great. Except, at this end of the trade, it practically wiped me out – I was specialising in three-to-six-year-old mainstream fodder at the time, and those looking to trade in a tidy 10-year-old Volvo or Saab were exactly the kind of people I wanted across my threshold. I’d have a smart, well-looked-after trade-in that would still be worth upwards of £1,500 and a happy customer who’d come back again three or four years later.

Instead, many of them dashed off to their nearest supplier of Korean-manufactured a utomotive white goods, taking £2k off the government as their cash on the bonnet and instantly wiping out a huge swathe of decent, well-maintained and nice old cars that would have kept many an independent trader and his family in hot meals.

To make matters worse, the finance market

Big Mike OUR MAN ON THE INSIDE SPILLS THE BEANS ON THE CAR BUSINESS...

was on its proverbial. There was a day when all you had to do was sneeze in a bank and they’d give you a credit card or a loan. Beyond that, the sub-prime market was securing funding for people you wouldn’t have trusted to borrow 50p for a cup of tea, and ensuring that they, too, could walk on to a forecourt like mine and drive away in something that would never be serviced again.

A decade ago, people without money were buying houses on 125 per cent mortgages based on a projected future value. Cars were stupidly easy to sell, and supply was strong. Then came the ‘credit crunch’ – in that column back in 2008, I spoke about crunchy credit and how it had led to some incredible sub-£2,000 bargains in the classifieds.

My exact wording was this: If you can afford to keep buying, stock up now while the silliness lasts, because as

‘At the end of 2008, the global economy was a total shambles.’ soon as the next bird flu epidemic, ill-advised military skirmish or celebrity divorce hits the headlines, the media focus will divert away from crunchy credit and we’ll all stop panicking our arses off. I was a bit wrong, as a couple of months later the scrappage scheme came along and the bargains disappeared. We still had bird flu, celebrity divorces and ill-advised military skirmishes, though, so I wasn’t entirely off key.

As we head into 2017, we’re more or less back where we were in 2007, with freely available finance, ballooning house prices and an unelected prime minister, and I can’t help but think we’re about to see economic history repeating its cycle.

And that concerns me, because if the scrappage scheme makes a comeback (and it has been touted, especially towards diesel cars that aren’t as clean as we were once told they were) then I’ll be out of business this time round, as I don’t sell much modern stuff any more.

That’s if there’s a modern diesel that lasts 10 years before it chucks its particulate filter or dual mass flywheel, but that’s a topic for a future column. Merry Christmas.

Who is Big Mike?

Well, that would be telling. What we do know is he’s had more than 40 years in the car trade and picked up some incredible tales along the way.

CarDealerMag.co.uk | 37

FORECOURT.

Audi Q5

THE KNOWLEDGE Model: Price as tested: Engine: Power: Torque: Max speed: 0-60mph: Economy: Emissions:

Audi Q5 £38,270 1,968cc TDI 187bhp 400Nm 135mph 7.7 seconds 56.5mpg 132g/km

TARGET BUYERS: Buyers are 87 per cent middleaged men, who live sporty lifestyles.

THE RIVALS: Mercedes GLC, BMW X3, Jaguar F-Pace.

KEY SELLING POINTS: 1. It’s packed with clever tech.

2. It’s more efficient than ever.

3. Stylish good looks.

DEAL CLINCHER: Great tech and brilliant driving dynamics are hard to ignore.

on test

How do you improve an SUV that has been a best-seller WHAT IS IT? Replacing ultra-successful cars is never easy for a manufacturer. But when the model you’re refreshing has been at the top of the sales charts in its class for every one of the years it has been on sale, that task becomes all the more difficult. And that’s the challenge Audi has faced with the Q5. The midsized model has been the brand’s best-selling SUV since it went on sale in 2008, finding an incredible 1.6m homes across the world. This is the refreshed off-roader, charged with continuing that impressive feat. Built at the manufacturer’s most advanced ‘smart factory’ in Mexico, it’s been packed with clever technology and features revised engines and a smart, fresh look that the maker hopes will continue to win over buyers. But has it done enough to steer buyers away from new pretenders to its crown, such as the Jaguar F-Pace?

WHAT’S UNDER THE BONNET? There are three engine options – but the best-seller,

38 | CarDealerMag.co.uk

and our pick of the bunch, is the 187bhp, 400Nm, 2.0-litre TDI, which will account for 60 per cent of sales in the UK. This comes as standard with a clever new Quattro Ultra all-wheel-drive system that can switch seamlessly between two- and fourwheel drive automatically. This makes the car more efficient without losing out on traction. Fuel economy is 56.5mpg with emissions of 132g/ km. It’s the quickest SUV in its class too, hitting 60mph in 7.7 seconds and going on to a top speed of 135mph. A 2.0-litre TFSI petrol option with 250bhp is also available, capable of returning 40.9mpg and emitting 157g/km. A feisty 3.0-litre V6 TDi completes the line-up, producing 284bhp and a stonking 620Nm of torque.

WHAT’S THE SPEC LIKE? The new Q5 may be a little less flashy than its Jaguar rival, but that smart new nose, dramatic headlights and sharp body creases all serve to give it fantastic presence on the road. That’s

Jaguar F-Pace worries Audi as the new Q5 is launched AUDI may have the midsized SUV market pretty much sewn up with its best-selling Q5 – but the manufacturer is keeping an ever-watchful eye on the upstart Jaguar F-Pace.

When pressed for information on their thoughts on the biggest rivals for the all-new Audi model, Q5 product managers Kirstin Freudenhagen and Michaela Benz were positively cagey about revealing any.

However, when pushed further, they both admitted the usual suspects, the BMW X3 and Mercedes GLC, were a concern, but when quizzed on a third they surprisingly singled out the new Jaguar as a worry.

A spokesman for Audi AG said: ‘Some people buy on looks for sure, and Jaguar did a really good job with the F-Pace. And for sure it is fresh on the market, but design-wise it is subjective. However, it is on our radar.’

‘On our radar’ is German car manufacturer speak for ‘We’ve studied it carefully and are more worried than we would be usually’.

However, it seems the product team behind the new Q5 don’t share their spokesman’s views that the Coventry contender will be a match for German engineering.

Product marketing manager Benz said: ‘Yes, the F-Pace is stylish. It does have a unique look, but it is not the same quality that we have. If you just look at the design, yes it looks nice.

But if you get closer and use it, and look at the interior and you use all the parts and the navigation system, it’s just not the same.

‘When you compare the F-Pace to the Audi it’s still a big difference. The craftsmanship of the Audi is our main focus and we hope that will shine through.’

Fighting talk indeed. There’s no doubt Jaguar’s stylish new F-Pace is winning buyers.

Thanks to striking good looks and perceived sporting credentials, it has been having a big impact in the manufacturer’s double-digit sales growth in recent months.

Audi plans to strike back with the launch of its new Q5 in January and with it will come a fresh new look, a host of new technology and an even better driving experience.

Although the Audi is quicker on paper, the comparable F-Pace beats it on emissions and residual values, and as the new kid on the block it’s certainly winning buyers looking for something different with its cool new design.

Whether that is enough to make a dent in a car that has found 1.6 million homes for Audi since its launch in 2008 remains to be seen, but Jaguar will certainly be hoping it can.

since its launch? James Baggott finds the recipe for success just got tastier... helped by a wonderfully squat stance and perfect proportions. The only thing that jars is the fake exhaust-like trim on the rear bumper.

Inside, the quality is clear. Solid, good-quality materials are everywhere and the leather seats, which are standard across the range, are comfortable and perfectly adjustable. It’s easy to get settled behind the wheel too, with plenty of space around the driver and logically placed controls for the fabulous multimedia system.

Inside, there’s a three-zone climate control system, a Bang & Olufsen optional sound system and the optional virtual cockpit, which replaces the dials with a 12.3-inch high-resolution display that can switch between dials or a full-screen sat nav display.

WHAT’S IT LIKE TO DRIVE? The new Q5 is quite simply brilliant to drive. We tested the car on a variety

of terrain – from motorway to cities, beaches to dirt tracks, and it took them all in its stride. On the road it’s quiet, refined and accomplished, while in the grit it was surefooted and secure.

The revised 2.0-litre diesel engine is punchy enough for a car of this size and works brilliantly when combined with the 7-speed S tronic gearbox. We did find the automatic tripped itself up on a couple of occasions, stuttering a little as it looked for a gear, but overall it’s the best choice of transmission by far.

WHAT DO THE PRESS THINK? Autocar was impressed, awarding it four stars: ‘It’s hardly quick, yet it does have a decent smattering of torque to play with between 1,750 and 3,000rpm, so you don’t have to wring its neck.’

Auto Express also handed it four stars, adding: ‘It has the smoothest diesel in its class, is good to drive, offers plenty of space, should be cheap to run and feels beautifully finished.’

WHAT DO WE THINK? Audi has moved the game on with its new Q5 but not ruined a recipe that has won it so many admirers. Stylish, comfortable and great to drive, it’s now packed with even more clever technology and features. With best-in-class performance and economy, and some highly tempting optional extras, we’d be very surprised if any of its rivals managed to usurp it at the top of the sales charts any time soon.

CarDealerMag.co.uk | 39

FORECOURT.

Audi Q5

James Baggott highlights seven great features of the car

Virtual cockpit

Personal route assist

Quattro Ultra

The new Q5 four-cylinder models feature a clever Quattro system that can swap seamlessly between two- and four-wheeldrive in milliseconds. When it’s not needed, the system disengages the rear-axle drive, but if it detects it’s needed, it couples it back up. This boosts efficiency without reducing traction or driving dynamics.

LED headlights

Dramatic new adaptive headlights are an optional extra on the Q5. They provide maximum illumination of the road ahead but won’t dazzle other road users. They do this by blocking off oncoming cars while still offering high beam in other areas, and automatically extend at motorway speeds of 68mph or more. They can be easily switched between left- and right-handdrive modes using GPS.

40 | CarDealerMag.co.uk

The new Q5 can ‘learn’ your most popular routes and then warn you if traffic conditions are different to normal.

Once activated, the system picks up on your most frequent destinations and then, if it spots a jam, can warn you in advance – even if the navigation system isn’t active.

Audi’s fabled virtual cockpit is available as an option for the first time in the new Q5. First debuted on the TT, it replaces the standard dials with a 12.3-inch display that drivers can set up how they like. Dial sizes can be manipulated or the whole screen switched to a sat nav display. It’s really rather good.

Brilliant residuals

Audi beats its three main competitors in the residual values stakes comfortably, with CAP predicting a return of 48 per cent after 36 months and 60,000 miles. This beats the Mercedes GLC (45 per cent), BMW X3 (42 per cent) and Volvo XC60 (33 per cent) with room to spare.

Audi’s meteoric rise continues

Audi has gone from selling 14,344 cars in 1991 with a market share of just 0.6 per cent to the premium behemoth it is now – last year selling 166,709 cars with 6.3 per cent of the market. BMW only beat the maker by a few hundred cars in 2015.

Since 2001, Audi has increased its range from 17 cars to the 47 it offers today.

Adaptive suspension

Optional air suspension is available for the first time on the Q5 and is well worth the extra money it will cost buyers. In off-road mode it increases the standard ride height by 45mm and in all-road mode by 25mm.

Switch the car into Dynamic mode and it’ll lower it by 15mm, making it look even more squat.

CarDealerMag.co.uk | 41

FORECOURT.

Skoda Kodiaq James Snowden, product marketing manager at Skoda UK, says Kodiaq can attract premium buyers What does the Kodiaq mean to Skoda?

It’s a massively important car for us. Obviously, we saw with Superb the effect that great design has brought to the brand and we’ve seen massive success with it as a result. The Superb sits in a very important segment. When we look at Kodiaq and translate the design that you’ve seen with Superb on to a product such as an SUV – a segment that’s worth about 14 per cent of the UK market and growing – it’s going to give us great opportunity for growth. It’s really important and we’re excited about it because we’ve got lots of people putting their hands up to order one and our retailers want to get their hands on the car – they’ve had a chance to see it and we’ve had some really positive feedback.

Have the retailers had an early look at the cars before they go on sale?

We took them out to an event in April this year when we had a worldwide dealer conference.

There, they saw a static display of the Kodiaq.

We also had a UK dealer conference in October and again they saw a static display. I was up on stage at that event and we just highlighted some of the main points of the car. We haven’t been able to offer them a chance to drive the car just yet, but they’ve been able to see it and get inside.

Do you think Kodiaq will draw customers from traditionally premium brands?

I think we’ve seen that certainly with Superb.

When we look at some of the new car buyer survey results, what we’re seeing, more than

ever before, is that we’re pulling customers from the conventional Skoda heartland but we’re also seeing Jaguar and BMW customers come in to look at the car. I think this proves that with a great design and a great product, we can pull from premium – and that’s something we can do with Kodiaq too.

Do those new customers bring with them a new set of challenges to the brand that’s used to catering for customers that are perhaps lower down the price bracket?

I think so. From a retailer proposition and certainly from a part-exchange proposition, we’re going to be seeing lots of different people coming in to our retailers and that’s going to present some challenges and an understanding of a different customer base or a different type of customer than we have dealt with before. We’ve got some good skill sets out there in the network and I’m sure we can rise to the challenge – it will be a great opportunity.

Did you have any challenges with Kodiaq in its development?

Obviously, most of the product development happens at a global level from the factory so we can’t take any credit for that in the UK. However, what we do try to do is specify the product that we think is right for the market. As an example of that, we would put big alloy wheels on cars across our range because that’s a feature customers in the UK market want. We will

specify that product in a little bit more detail so there is more of an understanding.

Do you know how many predicted sales you have for Kodiaq?

We’re obviously still working out the sales numbers with the factory but we would expect somewhere in the range of 8,000. That’s from its launch in April.

Do you think the Kodiaq is going to be popular with business users because of the high amount of standard equipment that comes with the car?

I think businesses are a very important segment but I think the predominance, of course, will be retail.

With the launch of the Kodiaq, where do you think Skoda can go from here?

Yeti will be moving into its final year next year and we’ll have a replacement for it coming in 2017. That gives us a great opportunity to modernise that car and give us some relevance in the ASUV segment as we call it. This has been growing in the UK market too, so that gives us huge opportunities.

on test

Jack Evans is impressed by the cutting-edge exterior looks of Skoda’s latest offering

WHAT IS IT? Skoda is breaking into a completely new segment.

Well known now for making reliable and wellpriced cars, the Kodiaq represents an extension of that ethos. With the decline of the MPV and the rise of the SUV, it’s a natural progression for the company – but it has to get it right first time if it hopes to succeed.

WHAT’S UNDER THE BONNET? From launch, the Kodiaq is available with two petrol engines: a 1.4-litre turbocharged unit producing 123bhp and a 2.0-litre turbocharged one putting out 178bhp. If you’re looking for a diesel, there’s also a 2.0-litre turbocharged unit that produces either 148bhp or 187bhp and will 42 | CarDealerMag.co.uk

be the better choice for people who cover more annual miles. You’ve also got the option of either a six-speed manual, six-speed DSG or seven-speed DSG gearbox. Four-wheel drive can be specified on all powertrains, though you’ll see a slight premium for this option.

WHAT’S THE SPEC LIKE? Base-level S Kodiaqs – equipped with the 1.4-litre petrol engine only – get 17-inch alloy wheels, air conditioning and a leather multifunction steering wheel, plus DAB radio and smartphone connectivity. It’s not a bad deal, with prices starting at £21,495. It’s unsurprising, as Skoda cars have always excelled at offering consumers quite a lot for their money. Middle-grade SE cars get 18-

inch alloy wheels, cruise control and rear parking sensors. There’s also an infotainment system controlled via an eight-inch display. Top-spec cars get 19-inch alloys, Alcantara upholstery and full LED headlights.

WHAT’S IT LIKE TO DRIVE? It can feel a little intimidating when you first get in – this is a big car. However, once you’re up and running, these reservations quickly disappear, as it’s surprisingly nimble on weaving roads. The steering is quite light, which can make it feel a little nervous at high speeds, but you get used to this. The advantage of such light steering is that the Kodiaq is a breeze to drive around town – although its size can sometimes be a hindrance.

SPACIOUS INTERIOR

The interior space puts it in contention with some of the best in its segment.

ENGINE LINE-UP

The Kodiaq has a great range of engines on offer, with something to suit everyone.

THE KNOWLEDGE

HIGH SPECIFICATION

Even the entry-level Kodiaq is kitted out with plenty of extras.

– not forgetting the up-to-the-minute technology WHAT DO THE PRESS THINK? Autocar said: ‘The new Kodiaq combines sevenseat usability with neat tech and decent value for money.’ Auto Express said: ‘The Skoda Kodiaq is an impressive amount of car for the money, and powered by the 1.4 TSI is a smooth performer. For city dwellers or those doing low miles it will be a great fit. However, the torquier, more effortless and considerably more economical diesel is still a better fit for an SUV of this size.’

WHAT DO WE THINK? The Kodiaq is one of the most attractive real-life prospects to come out of 2016. It’s well priced, well specified and well finished, and that’s a hard combination to ignore. Yes, it’s not exceptionally

exciting inside, but everything is put together well and it feels as though it’s going to stand up to the kind of abuse that family life can give a car.

Add to that a competitive entry price point, as well as a good range of engines and gearboxes, and you have a package that will really give its rivals a bit of a fright.

The seven-seat option is also a game-changer, as it means that the Kodiaq can really offer something for just about everyone. Just remember that on models lower than ‘Edition’ cars, it’s a £1,000 optional extra, and isn’t available on S cars.

It would appear that Skoda is managing to shake off the last of its image of old and the Kodiaq, with its cutting-edge exterior looks and interior technology, is a heavy contributor to that change.

Model: Skoda Kodiaq Price as tested: £27,045 Engine: 2.0-litre TDI Power: 148bhp Torque: 240Nm Max speed: 121mph 0-60mph: 9.7 seconds MPG: 51.4 Emissions (g/km): 144g/km

TARGET BUYERS: Young families and those who want to transport seven people in comfort.

THE RIVALS: Seat Ateca, Audi Q5, Nissan X-Trail.

KEY SELLING POINTS: 1. Attractive base price.

2. Seven-seat option available.

3. Decent specification.

DEAL CLINCHER: The Kodiaq is well priced, and will gain support from those who want a larger car but don’t want to pay a premium.

CarDealerMag.co.uk | 43

Used Car Awards 2016

Why these awards are so important for everyone FIVE STEPS TO AWARD HEAVEN 44 | CarDealerMag.co.uk

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I WAS delighted to see so many of the great and the good of this brilliant industry joining us at The Brewery for what was a very special evening.

There were 26 awards to celebrate, with a host of very worthy winners in this vital cornerstone of the automotive business.

Some 4.1 million used cars changed hands in the first half of the year – that’s the highest number on record, according to the SMMT. That number rises to a whopping 6.3 million when you take into account those sold in the year to date – all of which points towards a record year for used car sales in 2016. Big numbers indeed, and proof – if ever it Throughout the year, we receive hundreds of nominations from dealers and their business partners and customers from across the UK.

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was needed – of the sheer size and scale of this country’s used car industry.

Our Used Car Awards are very much a gold standard within the industry – and that’s not just hype. It was evidenced by the fact that this year’s event was the most fiercely fought over we’ve seen in its five-year history. We had more nominations than ever and there were some incredibly tough categories for our judges to call.

We were still shocked, though, at how many dealers – dealers who believe they are the best of the best – failed to respond to our inquiries. That’s a real shame. However, on the flip side, the top Each entry comes under scrutiny and our first task is to eliminate those dealers who don’t come up to scratch in our first round of mystery shopping.

dealers were very good indeed – they went above and beyond the call of duty and showed the very best professionalism in this competitive business.

Our winners shouldn’t underestimate at all the achievement that a win stands for. They deserve to shout about their success from the rooftops, because they have absolutely earned it.

A tremendous amount of work goes into holding the Used Car Awards, but the event simply couldn’t have happened without our fantastic sponsors, so they all deserve huge thanks. Firstly, we were thrilled and proud to have the brilliant finance company Black Horse back as our headline

3

After more exhaustive phoning, emailing and visiting dealerships, we work out our shortlist in each category – lists of seven potential winners.

sponsor. Then there was the RAC, which put on a special welcome drinks reception, AA Cars, which sponsored the casino, and iVendi, which hosted our special after-party – plus, of course, there were our individual award sponsors. It was a truly fantastic night and you can relive it all over the following 55 pages in our bumper coverage of the event.

Now to start planning #UCAwards 2017!

James Baggott Chief Executive Officer, The Baize Group

4

These lists, published in advance of the awards, are each whittled down to contain five potential winners on the awards night itself...

5

... before Mike Brewer announces our winner and two highly commended winners in each category.

CarDealerMag.co.uk | 45

Awards in pictures A perfect excuse to party but there’s a serious point to it all THE Used Car Awards remain the highlight of the Car Dealer calendar. They’re an excellent excuse to get the best and the brightest from the used car segment together for one big end-of-year party.

That said, there is a far more serious reason why we gather everyone together under one roof.

A lot of hard work goes on, each and every day, in the used car trade and it’s not unknown for dealers to get a bit of a bad rap at the first sign of problems. So our Used Car Awards are an opportunity to recognise all of the fantastic businesses and people that make our sector so great.

Our returning host – TV’s Mr Wheeler Dealer, aka Mike Brewer – told guests: ‘It’s a huge thrill to be here because it’s such an important event in the automotive calendar. For those of us whose lifeblood is second-hand motors, these awards really do mean something – to dealers and to their customers. An unfortunate fact of life is that the used car trade gets a bad reputation thanks to a few bad apples.

‘And not only is it unfortunate but it’s also unfair, because I know how ridiculously hard you all work and what a thoroughly fine job you all do.

‘Basically, you smash it each and every day. So the Used Car Awards do an important job in reminding everyone of the high calibre and shining professionalism that runs through every aspect of this business. That’s why I look forward so much to presenting the trophies. After all, why should we hide our light under our bushel?

‘Congratulate yourselves on a job well done and long may these awards continue – a big thank-you to Car Dealer Magazine for making it all possible.’

Tim Smith, head of the north division of motor finance at Black Horse Finance, told how the increased pressures of this year had made each award more important.

He said: ‘2016 has been a year of political and economic surprises. Regulatory changes and changes in consumer behaviour have been a key focus for us all, but the industry has embraced the change and had a really successful year.

‘And that is a testament to the people and the innovations that we’re recognising.’

46 | CarDealerMag.co.uk

CarDealerMag.co.uk | 47

JOURNEY

MANAGE YOUR

CONSUMER digital

to

physical

engage

convert

transact

Contact us to discuss how we can help you manage your consumer’s journey 0845 226 0503 info@ivendi.com www.ivendi.com/CD 48 | CarDealerMag.co.uk

Social Media User of the Year Sponsored by iVendi Presented by Russell White, head of sales operations at iVendi

Scott Shilcock (left) and Alexis Cassey from Prestige Diesels & Sports with Russell White and Mike Brewer (right)

Winner: Prestige Diesels & Sports Highly commended: Alexanders Prestige and Harwoods Group SOCIAL media can be incredibly effective when it comes to sales and marketing. Twitter and Facebook in particular are powerful platforms, and used well, they can really help you boost your bottom line.

Our high achievers here are companies that really do know their hashtags from their handles. Well done to our two highly commended winners – Alexanders Prestige and Harwoods Group – but our winner is a company that has enjoyed well-deserved success at the Used Car Awards before.

When it comes to social media, they are head and shoulders above everyone else. They have more than 18,500 followers on Twitter and an

impressive Klout score of 80. The winner of the Social Media User of the Year category this year was Prestige Diesels & Sports.

Alexis Cassey who is a partner in the business, said: It’s been a really good year and I think especially with the social media, I’ve mastered the Facebook wall. Facebook is definitely something you have to work on and I’m definitely getting there.’

Co-partner Scott Shilcock said: ‘A big thankyou to my other half because she does put in so much time and so much effort and I don’t think people realise that it’s not easy. She’s on all the time and looking after other people’s social media as well. She’s always there to help them.’

Alexanders Prestige owner Andrew North (left) and operations director Irfan Khalid (right) collect their highly commended certificate from Mike Brewer

2011 The year that Portsmouthbased Prestige Diesels & Sports opened for business.

Brewer’s verdict: It’s just incredible to see these guys back again. Scott and Alexis work so hard – especially in this important field. They sure know how to use social media to its best advantage.

CarDealerMag.co.uk | 49

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Dealers’ Dealer of the Year Sponsored by Plan Insurance Brokers Presented by Dan Dove, customer services manager at Plan Insurance Brokers

Daksh Gupta (centre) flanked

by Dan Dove (left) and Mike Brewer

Winner: Daksh Gupta THIS award is always a special one, as the winner takes home the prize knowing that he or she has the respect and affection of their peers in the industry.

The best dealers operate with integrity and professionalism at every turn and that’s certainly true of our winner this year.

In the nominations we received, he was described as having a first-class business brain, excellent people skills and an uncanny ability to predict future trends.

Colleagues throughout the industry told us that he’s always willing to chat and help and, despite being incredibly busy, can always find time to offer wise words of advice.

In July this year he raised more than £150,000 for the automotive charity Ben, of which he is vice-president, by taking on a

skydive challenge from 13,000 feet.

Our winner is the CEO of the UK’s seventhlargest UK dealer group, representing 24 brands. It has a £2.3 billion turnover, 4,100 members of staff and is the 19th best employer in the UK. This year’s Dealers’ Dealer of the Year was Daksh Gupta – the boss of Marshall Motor Holdings. He said: ‘I’m genuinely shocked. It’s a real privilege to pick this up. I’m not sure what you’ve got to do exactly but whatever I’ve done I’m sure it’s related to the business, and from my perspective this is for all of the people at the business for all their hard work. I’m really lucky and have a fantastic team around me and they’ve got to take the credit for all the hard work. I’ve got the easy job.’

And there was another surprise in store for Gupta later in the proceedings – see page 83.

Daksh Gupta takes the plunge for charity

1909

Marshall of Cambridge is established as a chauffeur-drive firm in a small lock-up garage.

The company grew and grew, and when Daksh Gupta took over as boss in 2008 its turnover was £300m.

Brewer’s verdict: This is a thoroughly well-deserved win for Daksh. He’s one of the most respected names in the business and an all-round Mr Nice Guy! CarDealerMag.co.uk | 51

Supporting independent garages for 103 years

• Your trade body - for 103 years • Your ombudsman - for 53 years • Your voice - when it matters • All you need - any time Find out more - 0845 305 4230 52 | CarDealerMag.co.uk

www.IndependentGarageAssociation.co.uk

Service & Repair Outlet of the Year Sponsored by Independent Garage Association Presented by Stuart James, director of the Independent Garage Association

Stuart James (left) and Mike Brewer (right) with Steve and Zandra Tallett of Crescent Motoring Services

Winner: Crescent Motoring Services Highly commended: Cairnlea Garage and Derby Servicesure Autocentre SALES figures are all-important – that goes without saying. But servicing and repair work is just as crucial. Without top-quality businesses operating in this arena, the whole of the used car industry would find itself in deep trouble pretty quickly.

In this category, we were looking for companies that were trustworthy, reliable and delivered truly excellent customer service.

Well done to our two highly commendeds: Cairnlea Garage and Derby Servicesure Autocentre.

Our winner, though, is a service and repair business with hundreds of happy customers. As well as being honest and reliable, the company

offers free vehicle collection and delivery within 10 miles, plus a free courtesy car.

Our judges were particularly impressed with its website, which is equipped with lots of great self-service options.

The Service & Repair Outlet of the Year was Crescent Motoring Services. Owner Steve Tallett said the win came as a total surprise. ‘It’s always nice to be nominated but it’s fantastic to win.

We do put a lot of effort into looking after our customers and it’s paid off over the years.’

He added: ‘We have won a lot of awards and we went for this two years ago and we got highly commended so it’s nice to actually get the trophy.’

Do you work in the service and repair or aftersales sectors? Check out our sister publication Workshop. Call 023 9252 2434 to find out more and subscribe.

Brewer’s verdict: Who doesn’t love getting down and dirty with their cars? The Crescent crew, though, have really set the bar high with their attention to detail in all aspects of this sector.

CarDealerMag.co.uk | 53

54 | CarDealerMag.co.uk

Best Dealership Use of Video Sponsored by OnCue Communications Presented by Tom Barnard, managing director of OnCue Communications

Tom Barnard (second from right), Mike Brewer (right) and the Redgate Lodge team

Winner: Redgate Lodge Highly commended: Luscombe Motors and McCarthy Cars A QUICK glance at YouTube or the BBC’s iPlayer will tell you that video is what the web’s all about these days. Clever dealers know that – and they make sure that their websites are full of great video content.

In this category, the judges were looking for dealerships that used video effectively and innovatively, and also to keep customers in the loop. The fun side of things also played a part and the judges watched plenty of entertaining footage designed to raise a smile.

Our two highly commended winners in this category were Luscombe Motors and McCarthy Cars. Well done to all involved.

But our winner was a company that uses video to highlight its great-quality stock.

When our judges checked this business out, every car had its own personalised video – the only one of our nominees to do so.

This is really impressive and certainly very useful to potential customers.

This year’s winner in the Best Use of Video category was Redgate Lodge, and the team said: ‘We are honestly absolutely buzzing. We are so proud of everybody that’s been involved in this. We make sure that every single car has a video presentation and it’s a lot of work involved in it, but we separate ourselves from everybody else by doing that.’

Robin Luscombe wets his whistle as Mike Brewer hands him his certificate for being highly commended

£15,000 Redgate Lodge’s fundraising target for Cancer Research UK, thanks to its 1985 Volkswagen Golf GTI convertible giveaway – people donate £5 to enter the prize draw.

Brewer’s verdict: Video may have killed the radio star, if a certain pop hit would have us believe, but it’s a vitally important medium for dealerships now and our winner embraces it spectacularly.

CarDealerMag.co.uk | 55

CA OU LL U TH SN OW OW T EA Y RN OU O FIN C OV D O ER ULD

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*

Used Car Product of the Year Sponsored by Smart Driver Club Presented by Rebecca Kerr, relationship director at Smart Driver Club

Rebecca Kerr and Mike Brewer (right) with Alan Cooper – Codeweavers’ national sales manager

Winner: SliderCalc from Codeweavers Highly commended: Cooper Solutions – Full Appraisal & 360 For The Forecourt USED car dealers are, as we all know, extremely busy people. So any product or innovation that helps them make more money or save time – or maybe even both! – is bound to be well received by them.

We had some strong contenders in this category, with Cooper Solutions and 360 For The Forecourt worthy runners-up.

But the number one here received more nominations than any other product and was, in fact, already an award winner.

Enabling your customers to slide their way to their perfect finance quote, it was even described as ‘the best product ever’ by one nominee as it’s so simple and effective.

Our Used Car Product of the Year for 2016 was Codeweaver’s SliderCalc.

Codeweavers national sales manager Alan Cooper said: ‘It feels fantastic to win. It was a bit of a shock, because although we knew we were up for the award we didn’t think we were going to win, but it’s really good.’

He added that they were looking forward to a ‘massive’ 2017, saying: ‘We’ve kind of integrated into used car websites now. It’s always been a franchise dealer and manufacturer product, but over the past 18 months we’ve really gone into the used car market as well as used car dealers, and we’ve got about nearly 1,000 used car dealers on the net now.’

360 For The Forecourt was pleased to be highly commended in this category

2002

Codeweavers has grown from having just three people in 2002 to become a large team including developers, infrastructure engineers and product owners.

Brewer’s verdict: The used car market is changing all the time – and technology is always evolving, too. SliderCalc is so clever and easy to use, even I got the hang of it really quickly! Top work, guys.

CarDealerMag.co.uk | 57

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58 | CarDealerMag.co.uk

Dealer Used Car Website of the Year Sponsored by CarGurus Presented by Diego Sanson, vice-president international at CarGurus

Diego Sanson (left) with Harwoods Group marketing manager Brett Ward and Mike Brewer (right)

Winner: Harwoods Group Highly commended: Quirks Car Company and Saxton 4x4 A CAR DEALER’S website is their shop window to the world. Live chat, video, social media links... there’s so much to think about, it’s difficult to keep up sometimes!

In this category we looked at a wide range of criteria, such as rankings on search engines, usability and responsive design, to name but a few. Our two highly commended winners – Quirks Car Company and Saxton 4x4 – can be proud of their great achievement, so well done.

We had a high volume of nominations for our winner, all praising this particular website. The stunning imagery reflects the premium brands the company works with – and the site is much more than just a list of cars for sale. Blogs,

customer reviews and career opportunities are all part of the mix.

The winner of the Dealer Used Car Website of the Year category was Harwoods Group, which has been in business since 1931.

Afterwards, group marketing manager Brett Ward said: ‘Harwoods are grateful once again to receive the Best Website Award from the Car Dealer team. We’re constantly improving the user experience and haven’t finished quite yet for this year, let alone the plans for 2017.

‘It was a great night once again at The Brewery and we would like to thank our hosts for the evening, iVendi, for all their help and support throughout the year.’

The showrooms of our two highly commended winners

Brewer’s verdict: The people at Harwoods have really smashed it in the important and wonderful world of the worldwide web. Truly high-class stuff for high-class cars. Congratulations!

CarDealerMag.co.uk | 59

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T: 01603 717187 E:Info@progressrecruitment.co.uk Website: www.progressrecruitmentsolutions.co.uk 60 | CarDealerMag.co.uk

Manufacturer Used Car Scheme of the Year Sponsored by Progress Recruitment Solutions Presented by Laura Rycroft, company director of Progress Recruitment Solutions

Laura Rycroft and Mike Brewer (right) with David McCluskey, national used vehicle sales and remarketing manager at Kia Motors UK

Winner: Kia Approved Used Highly commended: Mazda Approved Used and Volkswagen Das Welt Auto PEACE of mind is so important to people when they’re buying a used car.

Buying new means there are plenty of safety nets provided, but that isn’t always the way in the second-hand market.

That’s why a good manufacturer used car scheme is so important – and why this particular award is so fiercely contested.

Our two highly commended winners in this category were Mazda Approved Used and Volkswagen Das Welt Auto.

Our winner, though, stands head and shoulders above the rest at a time when the majority of used car schemes offer similar levels of cover to this manufacturer. Others have

been trying to catch up but our winner remains out in front. For the second year running, the Manufacturer Used Car Scheme of the Year is Kia Approved Used.

David McCluskey, national used vehicle sales and remarketing manager at Kia Motors UK, said: ‘We’re absolutely thrilled. We use this as an opportunity to thank our used car team who are scattered across the country, as well as those people who work for us administratively on the logistics side. And we’ve won this award before, so we’re doubly pleased.’

And he vowed that they would be back at the Car Dealer Used Car Awards next year, come what may!

Volkswagen UK’s national used car manager Barny Francis (left) and used vehicle development manager Rachel Beddington are presented with the manufacturer’s certificate by Mike Brewer

7 The number of years that a Kia Approved Used car warranty runs for – the only warranty of its type of that length.

Brewer’s verdict: Kia has got what seems to be an unbeatable armoury for its Approved Used package, so it’s no surprise really to see it take this trophy again. Well done to you!

CarDealerMag.co.uk | 61

Would like to congratulate everyone who was nominated, highly commended and won awards at the Used Car Awards.

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62 | CarDealerMag.co.uk

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Manufacturer Used Car Website of the Year Sponsored by Codeweavers Presented by Shaun Harris, sales director at Codeweavers

Shaun Harris (left) and Mike Brewer (right) with Giles Rayner, Nissan’s national used vehicle remarketing manager

Winner: Nissan Highly commended: Audi and Mazda MANUFACTURERS have big bucks to spend on their websites but splashing the cash doesn’t always get the right results. Websites that lack the right purpose, look over-complicated or are too sales-heavy all risk putting punters off.

We had some of the biggest names in the industry avoiding the pitfalls to be shortlisted, with Audi and Mazda to be congratulated for being highly commended.

But our winning website in this category ticked all the right boxes.

It’s visually appealing, and features 360-degree images of vehicles plus a configurator that’s easy to navigate, making the customer journey straightforward.

And it comes from a brand that’s flying high – and has recently announced a bright future for its massively successful factory in the north-east of England.

Our winner of the Manufacturer Used Car Website of the Year for 2016 was Nissan.

Giles Rayner, Nissan UK’s national used vehicle remarketing manager, said: ‘It feels great to win this. I want to say thank you to everyone for nominating us for the award.

‘It’s really great for the dealers because the website is for the dealers. We want to drive inquiries from real customers to the dealers in order for them to sell their used cars. That is what it’s for.’

Snapshots of Audi and Mazda’s websites for their used cars

Brewer’s verdict: Nissan has a terrific website for its used cars. It tells the punter everything that they want and need to know about the vehicles in a clear, simple, yet powerful way.

CarDealerMag.co.uk | 63

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64 | CarDealerMag.co.uk

Newcomer Dealership of the Year Sponsored by Subaru Presented by Alex Sheward, used car manager for Subaru UK

From left: Alex Sheward, Whitethor Cars’ interim sales manager Aidan McCarthy and CEO Mohammed Benlaadar, and Mike Brewer

Winner: Whitethor Cars Highly commended: Noble Cars and Supermini UK IT WOULD be fair to forgive a new dealership for being a little off the pace perhaps, as they find their feet in this very competitive industry of ours. But our winners in this category really have hit the ground running. And it’s interesting to note that previous winners have gone on to become well-established players.

Our highly commended winners were Noble Cars and Supermini UK – congratulations to them both.

In choosing to be very selective about the calibre of its stock, and with professional, friendly and knowledgeable staff, our overall winner is proud to say that it makes the car-buying experience pleasurable for any

customer. And our judges can certainly back that up. With a mystery shopping score equalling that of many bigger groups, our winner in the Newcomer of the Year category was Whitethor Cars of Leicestershire.

Chief executive Mohammed Benlaadar said: ‘It’s like “wow” to think that two years ago I was selling cars from my drive and now I’ve got a team behind me so that we can focus on making sure customer satisfaction is paramount.

‘We aim to sell beautiful cars and beautiful packages. We don’t just look at the profit margin, we look at customer satisfaction.’

Thanking staff and family for their support, he said: ‘To be here having this award is just great.’

Bradley Noble (right), director of Noble Cars, is given the company’s highly commended certificate by Mike Brewer

4.1 million The number of used cars sold in the first half of 2016 – a record figure. Source: SMMT

Brewer’s verdict: The team at Whitethor were well deserving of this award. Enthusiastic and dynamic, they know what they want and they’ve definitely got what it takes.

CarDealerMag.co.uk | 65

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Specialist Used Car Dealership of the Year Sponsored by AutoVolo Presented by Stefan Voloseniuc, CEO of AutoVolo

From left: AutoVolo CEO Stefan Voloseniuc, Alexanders Prestige operations director Irfan Khalid and owner Andrew North, and Mike Brewer

Winner: Alexanders Prestige Highly commended: Lewis James Prestige and Romans International OVER the past few years, there has been a steady increase in the number of specialist dealers across the UK. There are certainly some very impressive outfits out there. In fact, the average score in this category was higher than any other in our mystery shopping.

And you might expect that when you look at the kind of stock profile of our contenders.

The two highly commended winners were Lewis James Prestige and Romans International, which was a great achievement – well done to both of them.

Our winners in this category pride themselves on running a respectable, trustworthy business.

They aim to do everything they can to make the process of buying – or selling – a car as enjoyable and hassle-free as possible. And our mystery shoppers were certainly impressed.

Our Specialist Used Car Dealership of the Year for 2016 was Alexanders Prestige, and owner Andrew North said: ‘This is fantastic!

We’ve worked very hard over the past 11 years to get an award such as this and we’re trying to change the stereotype of used car dealers, so it’s for the people.

‘We weren’t expecting it at all. We wanted to win it, we really did, because it means a lot to us, and I think it was a tough category as well, so we’re really chuffed and really pleased.’

Lewis James and Romans fought off tough competition to be runners-up

Brewer’s verdict: Customers are possibly even more demanding when it comes to the quality of used specialist cars, and our worthy winner here demonstrates quality in spades.

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Used Car Sales Team of the Year Sponsored by AA Cars Presented by Paul Yates, managing director of AA Cars

From left: Paul Yates, Go Vauxhall’s group used car sales manager Jim Jones and general sales manager Simon Hutchin, and Mike Brewer

Winner: Go Vauxhall, Crawley Highly commended: Thame Service Station and Western Volkswagen, Edinburgh A USED car dealership is only as good as the team who are running the show.

A good one can make a dealership... a bad one can spell disaster. This industry is all about the skills and dedication of the people working within it – and nowhere is that demonstrated as strongly as the sales team.

As usual, this category was particularly hard fought, with Thame Service Station and Western Volkswagen, Edinburgh, scooping the places for highly commended: a pair of firstclass businesses there, thoroughly deserving of the recognition.

At the top of the tree, though, was a talented and hard-working team of people,

who endeavour daily to meet the needs of all their customers and who impressed our judges and mystery shoppers with prompt call-backs, efficient replies to emails and a friendly, can-do attitude. This year’s Used Car Sales Team of the Year was from Go Vauxhall in Crawley.

General sales manager Simon Hutchin said: ‘I’m very chuffed for our team. We’ve got a really good team of people and we’re a very busy site. I had no idea that we were going to win, so I’m very surprised, but I can’t tell you how happy I am.’ And with Go Vauxhall having won the Used Car Dealer Group of the Year award last year, he said they were now aiming to make it a hat-trick in 2017!

Thame Service Station, above, and Western Volkswagen, Edinburgh Images: Google Maps/Google Earth

Brewer’s verdict: We were well and truly knocked out by the people at the Go Vauxhall dealership in Crawley. They certainly put the ‘team’ into ‘teamwork’!

CarDealerMag.co.uk | 69

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Used Car Dealer Principal of the Year Sponsored by The WMS Group Presented by Ben Collins, brand ambassador for The WMS Group and a former Top Gear Stig

Sean Cantillon proudly displays his trophy, with Ben Collins (left) and Mike Brewer

Winner: Sean Cantillon Highly commended: Will Blackshaw and Richard Newbold WE ALL know the importance of an effective dealer principal. The person in charge needs to walk the walk in terms of managing the members of the team – and needs to do his or her bit when it comes to notching up sales.

We had lots of potential winners here and it was very hard to narrow it down to the finalists.

Our two highly commended winners were Will Blackshaw, of Blackshaws in Alnwick, and Richard Newbold, from Listers Worcester – good work by both!

But our winner is a true gentleman of the trade, nominated by staff, peers and the manufacturers he represents.

He has helped the dealership he works for go

from strength to strength and has even found the time to get involved in an exciting fly-onthe-wall TV project that we’ll all be able to watch next year.

Our Dealer Principal of the Year this year was Sean Cantillon of Geoff Cox, who said: ‘It feels fantastic to win! I wasn’t actually expecting to win – I never do, to avoid getting myself excited, because I don’t like to be disappointed.’

And he paid tribute to all the people with whom he works, saying: ‘I sit at the top of a very good team. A man is only as good as his team, and it’s those guys that have actually got me to this point, so I would like to thank all those guys.’

Blackshaws, above, and Listers Worcester

Images: Google Maps/Google Earth

Brewer’s verdict: It’s a thankless task to choose one dealer principal above all others, because you’re all so damn good at your job! But I was delighted that Sean won it – he’s such an inspiration.

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Best Used Car Customer Care Sponsored by First Response Presented by Kelly Neal, events and exhibitions manager at Ben

Kelly Neal and Mike Brewer (right) with Quirks Car Company director Ross Quirk

Winner: Quirks Car Company Highly commended: Springfield Autocare & Car Sales and The Car Specialists THERE’S no doubt that this is the most hardfought category of the Used Car Awards each and every year.

After all, anybody who walks into a dealership is going to be mightily impressed if they see that business has won an award for its customer care.

In actual fact, we had a record number of nominations in this category – so to be among the finalists really is something to shout about. Well done, therefore, to our two highly commendeds – Springfield Autocare & Car Sales and The Car Specialists.

With a raft of commendations across the internet, though, and repeating its success of

two years ago, the winner in the Best Used Car Customer Care category was Quirks Car Company, which specialises in 4x4s, sports cars and prestige vehicles.

Director Ross Quirk said: ‘It feels amazing to win. Being a second-hand car dealer, I think winning customer care is one of the most valuable awards I could win tonight, so I am absolutely over the moon.

‘I think that because it’s a family-run business – there’s myself, my father, mum, sister, brother and aunt – we do actually care about people and consider what they want from their experience of buying a used car, and all the hard work has led to tonight and this award.’

The Car Specialists and Springfield Autocare & Car Sales receive their certificates

Brewer’s verdict: This really is a tough one to choose – in fact, it seems almost unfair, not to mention impolite, to rate one above any other – but Quirks just had the edge. Well done to them!

CarDealerMag.co.uk | 73

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Used Car Supermarket of the Year Sponsored by GardX Protection Presented by Ray Sommerville, non-executive chairman at GardX Protection

Jonathan Dunkley, the chief executive of CarShop, is given his trophy by Ray Sommerville (left) and Mike Brewer

Winner: CarShop Highly commended: Cargiant and Imperial Cars IT WAS great to have Ray Sommerville with us on the night. As a former chief executive of Perrys, he certainly knows his onions when it comes to selling cars. What’s more, he won the Lifetime Achievement Award in the very same room three years ago.

Used car supermarkets have a certain reputation among some members of the public... for piling them high and selling them cheap. There might be a grain of truth in that, but it doesn’t mean customer service has to suffer, as this year’s finalists proved.

Cargiant and Imperial Cars all scored very highly in our judging process, and our mystery shoppers certainly subjected them to a rigorous

examination. The one thing that stood out with our winner, though, was the tremendous feedback that it had received over the year from its customers.

The Used Car Supermarket of the Year for 2016 – and scooping the title two years in a row now – was CarShop. Chief executive Jonathan Dunkley said: ‘This is another really proud moment for the team.

‘We work really hard to make sure we are the best car shop in town. That’s our mantra. It’s about the whole recipe coming together. We take a holistic approach.’

He added: ‘To get this award twice in a row, though, is unbelievable.’

Above: Inside Cargiant’s premises Below: Imperial Cars Images: Google Maps/Google Earth

Brewer’s verdict: The customer really is king (and queen), and CarShop has definitely got the knack. Congratulations on doing the double, guys! Can you make it three in a row? (No pressure!)

CarDealerMag.co.uk | 75

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Used Car Dealership of the Year – Under 50 Cars Sponsored by Black Horse Presented by Tim Smith, head of motor finance at Black Horse

From left: Tim Smith, St Albans Car Centre administrative assistant Gordon Enstone, dealer principal Andrew Enstone and sales manager Robin Prashad, and Mike Brewer

Winner: St Albans Car Centre Highly commended: Devonshire Motors and Your Best Car THE Under-50 Cars category is a dog-eat-dog world and anyone operating in this area of the market really needs to be on top of their game.

Our highly commended winners were Devonshire Motors and Your Best Car: two first-class businesses and it’s a tremendous achievement to get so far.

Many of our finalists were quick to reply when our mystery shoppers got in touch. They were knowledgeable and friendly. However, our overall winner impressed us the most.

They were professional but not pushy... and left us with a big smile on our face.

Our Used Car Dealership of the Year – Under 50 Cars was St Albans Car Centre, which

started up 18 months ago. Sales manager Robin Prashad said: ‘I was shocked when it was announced that we’d won. I wasn’t expecting it, so I’m really happy that we’ve managed to win, because everybody has worked so hard.

‘Being nominated was just “Wow, we’ve been nominated!” And then when they called us out I really wasn’t expecting that!’

Asked what he thought it was about the business that made it stand out, dealer principal Andrew Enstone said: ‘Just looking after the customers – treat them how you want to be treated. That’s basically what we want to do.’ He added that because of that they were aiming to get customers returning in two or three years.

Devonshire Motors and Your Best Car were both runners-up in the category

Brewer’s verdict: The expert, affable staff at St Albans Car Centre certainly have the magic touch and were well-deserved winners here. Congratulations to them all!

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Used Car Dealership of the Year – 50 to 100 Cars Sponsored by Black Horse Presented by Tim Smith, head of motor finance at Black Horse

From left: Tim Smith, Trade Price Cars buyer Tom Gildersleeve, owner Dan Kirby and general manager Chris Kirby, and Mike Brewer

Winner: Trade Price Cars Highly commended: Midgley Motor Cars and Wrights Motors OPERATING with a higher number of cars, our finalists in this category should be very proud of their achievement.

They are all top companies that take customer care seriously, as our mystery shopping proved.

Well done to our two highly commended winners, Midgley Motor Cars and Wrights Motors. They certainly impressed our judges but they were just pipped to the top spot.

Our winner was a company that’s growing impressively and one that achieved great results in our mystery shopping. This year’s trophy for Used Car Dealership – 50 to 100 Cars went to Trade Price Cars. Owner Dan Kirby said: ‘It was

completely off our radar about winning. We came here to have a nice time and we definitely didn’t expect to win.

‘We’re a very small team – there’s probably only 10 or 11 of us at work – so to have such a small team and have such a large achievement is absolutely fantastic.’

General manager Chris Kirby said: ‘We started with three people in 2012 and have gone from strength to strength. We’re now like a little family. It means a lot to us to win, and we want to say thanks to the RAC for putting us up for this award and thank you to all our customers.

We couldn’t have done it without you, so thank you very much.’

Midgley Motor Cars and Wrights Motors Images: Google Maps/Google Earth

Brewer’s verdict: Once again, this was a category where you’d have struggled to slip a piece of paper between the overall winner and runners-up, but Trade Price Cars left us seriously impressed.

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Used Car Dealership of the Year – Over 100 Cars Sponsored by Black Horse Presented by Tim Smith, head of motor finance at Black Horse

Research Garage Group managing director Ian Rawson-Mackenzie collects his trophy from Tim Smith (left) and Mike Brewer (right)

Winner: Research Garage Group Highly commended: Reed Autos and Used Cars of Bristol ORGANISATION is key when running a site populated by 100 or more cars and, once again, we whittled the contenders down to the best of the best.

With both of our highly commended companies boasting thousands of satisfied customers, they were well deserving of their success, so well done to Reed Autos and Used Cars of Bristol.

But with its vast selection of new and used vehicles and excellent customer service, there’s no wonder customers return time and time again to our winner in the category for Used Car Dealership – Over 100 Cars, which this year was Research Garage Group. Managing director

Ian Rawson-Mackenzie told us: ‘This is excellent.

We never expected to win it at all, so we’re very pleased, particularly in this size category.’

The privately owned company operates out of three showrooms on two sites in Nuneaton and Hinckley, and has four franchises.

He added: ‘We’re a family-owned firm and have been going since the late 1950s. We’ve had franchises since the early 1970s, so we have a lot of repeat business and we do very well.

‘We have a great team across all sites. We have 120 staff in total across the group, and some of them have been there a long time.

‘This award is a good achievement and we’re very pleased to be given it.’

The Reed Autos team collect their trophy

Used Cars of Bristol

Image: Google Maps/Google Earth

Brewer’s verdict: It can be easy to lose the common touch when you’ve got a really large business, but that’s not the case with Research Garage Group. Big in size, it’s equally big on customer care.

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Used Car Dealership Group of the Year Sponsored by Black Horse Presented by Tim Smith, head of motor finance at Black Horse

Hendy Group used car sales director Simon Palmer receives the trophy from Tim Smith (left) and Mike Brewer

Winner: Hendy Group Highly commended: Sinclair Group and Snows Group OUR judges found that in this particular category this year, smaller groups generally provided better levels of customer service than their larger rivals.

Well done to our highly commended duo, Sinclair Group and Snows Group. Again, it was a tremendous achievement by everyone concerned there. But our winners really shone when they were put through their paces during our mystery shopping process. The winner of the Used Car Dealership Group of the Year for 2016 was Hendy Group.

Simon Palmer, Hendy Group’s used car sales director, who collected the award for the group, told of his thrill at the company receiving the

honour, and said: ‘It’s fantastic to be a Used Car Awards winner. We won the Over 100 Cars category last year, so I suppose this is the next step. I’m really, really pleased.

‘It speaks volumes about the hard work by everybody concerned. It’s a real team effort.’

The group’s annual turnover is set to hit £600m, and Palmer added: ‘We are committed to providing the very best service to customers at our used car operations throughout Hampshire, Surrey, Sussex, Kent and Devon, and we are delighted that this has been recognised by the industry. This award is for everyone who has worked so hard to ensure that the Hendy name is synonymous with quality used cars.’

The Sinclair Group team receive their certificate from Mike Brewer

1910 The year that Hendy Group started selling vehicles. It has since grown to operate 12 motor franchises at 25 locations across the south of England.

Brewer’s verdict: Congratulations to Hendy Group on its success! It’s a great organisation that has never lost sight of what is important to the customer as it continues to grow.

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Outstanding Achievement of the Year Sponsored by Warranties 2000 Presented by Catherine Tait, owner and managing director of Warranties 2000

Catherine Tait, Mike Brewer (right) and Daksh Gupta with his second award of the night

Winner: Daksh Gupta YOU could say that the winner of this prestigious category has notched up two outstanding achievements.

Already a winner on the night, he heads one of the UK’s top 10 dealer groups and earlier this year was a key player in the biggest business deal that the motor trade had seen in a decade when his company – Marshall Motor Holdings – bought Ridgeway Garages for £106.9 million.

It saw 1,333 people join as employees and was an acquisition he described as ‘transformational’ for his company, extending its footprint from 19 to 25 counties in England.

Not content with forging ahead in business, though, he still found the time to embark on a courageous charity challenge this year as well, raising more than £150,000 for the automotive industry charity Ben by completing a tandem parachute jump. An incredible achievement

indeed. The winner of our Outstanding Achievement of the Year title was Daksh Gupta.

Reacting to his second big win of the night, he said: ‘It feels like déjà vu. Again, I’m speechless, which is quite unusual for me really, but I’m absolutely delighted.

‘The Ridgeway acquisition was amazing and all credit to the team – they know who they are, all the guys in the office who support me, this is for them as well.

‘And what was fantastic was how everybody got behind the charity Ben and recognised the work that we did for it.

‘It’s a credit to the entire industry, and I thank everyone who sponsored me for that. This has been an amazing year. I’m absolutely thrilled.’ nTurn to page 51 for the report and picture of Daksh Gupta being named Dealers’ Dealer of the Year.

Daksh Gupta tweeted about his double win, paying tribute to everyone who works for Marshall Motor Holdings in doing so

Brewer’s verdict: Well, at the risk of repeating myself, this really was a thoroughly deserved win. It really is incredible what Daksh has achieved in and out of the industry. Nice one, Daksh!

CarDealerMag.co.uk | 83

84 | CarDealerMag.co.uk

Lifetime Achievement Award Sponsored by Autoguard Warranties Presented by Robert Dockerill, CEO of Autoguard Warranties

Colin McNab is given his trophy

by Robert Dockerill (left) and Mike Brewer (right)

Winner: Colin McNab THIS industry is full of men and women who have spent a lifetime building up businesses, serving customers and doing their best to succeed and help others.

Our winner of this title this year has all those qualities and more. He has also been described as the nicest man in the car dealer world.

Starting out as an apprentice in a workshop, he was soon persuaded to try sales, and it’s fair to say he hit the ground running.

By the time he was 25 he was in charge of his own Renault dealership, and by 29 he had become a franchise director.

He has now risen to the heights of group operations director of Charles Hurst, the Northern Ireland arm of Lookers.

And Charles Hurst itself is the largest dealer group in Northern Ireland, with 20 centres and an annual turnover of more than £400 million.

The winner of the Car Dealer Magazine Lifetime Achievement Award for 2016 was Colin McNab. He had made the long journey to attend the awards ceremony but was completely stunned when he was called up to receive the trophy.

McNab told Car Dealer Magazine: ‘I’m completely shocked and humbled. I’m shaking.

I had absolutely no idea that I would get this award and I just really can’t believe it. I’m still trying to take it in. I’m sure there are people more worthy of this than me. I was listening to some of the names being called out here tonight and I can’t believe my name was one of them. I’m humbled, really humbled, but delighted to have received it. It’s fabulous.’

McNab, who manages a 30-acre site, jokily added: ‘I was thinking I’d try and get an early night but how can you have an early night when you’ve been awarded something like this?!’

Part of the Charles Hurst operation (above) and Colin McNab in his office (below)

Brewer’s verdict: Colin swiftly moved up through the ranks thanks to his commitment and aim to always keep the customer happy. Without a doubt, he’s a fine role model for people in the industry.

CarDealerMag.co.uk | 85

Used Car Awards 2016 The best used cars of the year WE ALL know what they say about buying a new car. Those fateful words that ‘once you drive it off the forecourt you lose half your money’.

It’s something that used car fans love to throw around, despite ever more affordable ways to own a new car.

However, as part of the Used Car Awards,

we’ve taken matters into our own hands here at Car Dealer Magazine to find out which cars have the best residual values.

We’ve crunched the numbers to work out which car has the best residual figures after three years or 30,000 miles.

We obtained data from the teams at Cap

HPI, Glass’s and Auto Trader, which were then combined to produce the winners you’ll be reading about over the following 10 pages.

This year, for the first time, we’ve branched out – to give you a more encompassing look at the used car market, according to the experts.

There are now six categories to potentially win

∏ USED SUV OF THE YEAR LAND ROVER DISCOVERY PAGE 96

∏

∏ USED MID-SIZED CAR OF THE YEAR VOLKSWAGEN GOLF PAGE 90

∏

∏ USED CAR OF THE YEAR VOLKSWAGEN GOLF PAGE 98 ∏

86 | CarDealerMag.co.uk

in: best used small car, best used mid-sized car, best used executive car, best used sports car, best used SUV, and overall winner.

It’s unsurprising that our winner in each segment is arguably the most iconic in that particular class and has clearly stood the test of time in car buyers’ eyes.

These awards are ones that no individual dealer can influence – it’s all about the market figures for these vehicles at the time.

That also means that they are some of the toughest to win, as every vehicle that is three years old is eligible in the category – but only one can prevail.

Then our overall winner is based on the absolute chart-topping vehicle whose value has stood the test of time against all others.

You can see below which of the cars won in which of the categories.

Once you’ve feasted your eyes on them turn the page to find out all about them…

∏ ∏ USED SMALL CAR OF THE YEAR FIAT 500 PAGE 88

USED EXECUTIVE CAR OF THE YEAR AUDI A6 PAGE 92

∏

∏

∏ USED SPORTS CAR OF THE YEAR PORSCHE 911 PAGE 94 ∏

CarDealerMag.co.uk | 87

Used Car Awards 2016 Sponsored by Auto Trader Presented by Marc Thornborough, Auto Trader brand director

∏ Tristan Downes, remarketing manager for Fiat Chrysler Automobiles, receives the trophy from Marc Thornborough (left) and Mike Brewer (right)

I

n 2007, Fiat decided to bring back its most iconic and successful car of all time – the 500. It’s surprising the manufacturer didn’t clock on to it earlier, as the new BMW Mini had been out for six years at this point and had been hugely successful, despite the obvious changes that the brand had been forced to make.

In many ways, you could argue that Fiat did the job much better, because it retained the small and affordable city car rather than the lamb in sheep’s clothing that came from Mini.

And the superior retro-recreation is what we

see today in the 500s parked up and down every street across the United Kingdom.

In April of this year, Fiat broke the quartermillion milestone for UK registrations of the 500.

And of all the models that the brand has on offer, about three-quarters of sales have come from the small city car.

It’s got quite a feat to achieve if it wants to match its older brother, though. Although its production spanned 22 years, more than 3.5m units were sold, so the new example has still got quite a way to go…

USED SMALL CAR OF THE YEAR FIAT 500

∏

THE KNOWLEDGE: Model: Pop 1.2 Used price: From £5,000 Engine: Four-cylinder, 1.2-litre Power: 69bhp 102Nm 0-60mph: 12.5 seconds Economy: 60mpg (combined) Emissions: 111g/km

Brewer’s verdict: With its retro design and bright, youthful colours, the Fiat 500 remains the cool car to be seen in for young drivers. No standard city car can match its quirky looks.

88 | CarDealerMag.co.uk

Introducing vehicle video on your Auto Trader full page ad Increase the number of times your adverts are viewed, gain trust and sell your cars faster.

To find out more visit:

trade.autotrader.co.uk/articles/auto-trader-video CarDealerMag.co.uk | 89

Used Car Awards 2016 Sponsored by Auto Trader Presented by Marc Thornborough, Auto Trader brand director

VW UK head of sales operations Ian Plummer receives the trophy from Marc Thornborough (left) and Mike Brewer (right)

T

he Volkswagen Golf is the ultimate all-rounder, so we weren’t exactly surprised to see it make our list of winners this year.

We’re not going to pretend that the brand hasn’t been facing some issues for more than a year now (you may have heard, it made some of the national press for a short while...) but its products seem to be remaining strong in the line-up of used car sales. According to the data from Auto Trader, Cap HPI and Glass’s, residuals have remained strong and it’s still a fast-mover off forecourts.

We had both the popular GTD model, which offers a great combination of performance and economy, and the top-spec GTI in on test for our used car feature, and it’s easy to see why this model has stood the test of time, with such an iconic car at its inception that Volkswagen has always pinned its branding around.

With a strong brand image around the

original and every generation of it since, it’s easy to see how this has built such a strong bond with the public and therefore sales have continued to climb.

It’s a car that has appeal across generations.

It wouldn’t be unusual to find young drivers and elderly people both looking for a Golf.

That’s because of the fantastic choice there is in engines and specifications.

It’s easy to justify a used Volkswagen because the quality is guaranteed.

As we’ve heard from Volkswagen’s dealer networks, the support and offers available on used VWs make them a really appealing proposition too. The brand is currently offering deposit contributions from £500 to £2,000 and no extra purchase cost when a used car is bought on PCP. The other benefits, such as low annual vehicle tax and a low insurance group, also add to the Golf’s appeal.

THE KNOWLEDGE: Model: GT Bluemotion Tech TDI Used price: From £5,500 Engine: 2.0-litre TDI manual Power: 181bhp 350Nm 0-60mph: 7.3 seconds Economy: 67mpg Emissions: 112g/km

Brewer’s verdict: The Golf is the perfect combination of enough 90 | CarDealerMag.co.uk

∏ USED MID-SIZED CAR OF THE YEAR VOLKSWAGEN GOLF

∏

street credibility and a car you can actually live with.

CarDealerMag.co.uk | 91

Used Car Awards 2016

∏ USED EXECUTIVE CAR OF THE YEAR AUDI A6

∏

Brewer’s verdict: The refined driving and comfortable interior 92 | CarDealerMag.co.uk

Sponsored by Auto Trader Presented by Marc Thornborough, Auto Trader brand director

THE KNOWLEDGE: Model: S Line Black Edition Used price: From £24,000 Engine: 3.0-litre TDI Power: 268bhp 580Nm 0-60mph: 5.3 seconds Economy: 55mpg combined Emissions: 133g/km

Audi UK used car development manager Russell Forbes receives the trophy from Marc Thornborough (left) and Mike Brewer (right)

T

o be a truly good executive car requires a very specific set of skills. The vehicle needs to be comfortable to drive in all conditions but it also has to pick its heels up on request. And the Audi A6 has been doing just that for more than 20 years.

You’d be forgiven for thinking that it’s been around for much longer, though. The first A6s were little more than facelifted Audi 100s, as the marque shifted from its old naming convention to the letter-number system.

The current model was introduced in 2011 and includes the regular saloon model along with the estate-bodied ‘Avant’.

The regular A6 models sport a selection of efficient 2.0- and 3.0-litre diesels, with early cars before the 2014 facelift also available with a 3.0-litre TFSI petrol. The range is topped off

by 4.0-litre V8 petrol engines – shared with the previous-generation R8 supercar – in the S6 and RS6 models. A ruggedised A6 Allroad model was also introduced in July 2012.

It’s been fighting one of the longest battles in the industry, as both the Mercedes E-Class and BMW 5-Series, more recently joined by the Jaguar XF, vie for sales in the same sector, but Audi has always brought its incredibly well-made and stylish interiors to the fray.

Audi has sold more than a quarter of a million A6s in the UK since its launch in 1995, with around half of those – 130,000 – since the current model was released.

Despite large cars traditionally suffering high depreciation, the Audi A6 performs strongly as a used car, with three-year-old examples retaining as much as 55 per cent of their original value.

make this a great executive mile-muncher.

CarDealerMag.co.uk | 93

Used Car Awards 2016 Sponsored by Auto Trader Presented by Marc Thornborough, Auto Trader brand director

THE KNOWLEDGE: Porsche affairs manager Nick Perry receives the trophy from Marc Thornborough (left) and Mike Brewer (right)

T

his generation of 911 was known for being a marked improvement on previous models, as it was faster and lighter than ever before. Yes, prices might have halved (oh, the proverb is true!) but that makes these a very enticing proposition for used car buyers looking for all the performance and admiration that a 911 brings.

It’s a car that dealers can expect to see more demand for too. It’s unlikely that this breed of Porsche sports car will ever fall out of favour, but this example is one of the last of the naturally aspirated 911s and therefore increases in desirability.

Porsche also has a strong used approved programme, which makes buying a used Porsche as reliable as a new example.

The scheme puts each used car sold by the

manufacturer through a 111-point checklist, meaning it will meet its exacting standards both aesthetically and mechanically.

It also guarantees the basics, such as a 12-month MOT, all servicing and maintenance that’s due to be carried out within the next three months or 3,000 miles, only genuine Porsche parts fitted, and body refinishing to manufacturer standards.

That’s not to say those selling a Porsche 911 outside of the manufacturer scheme are of any lower quality. Because of the popularity of this model and brand, there are a number of independent specialists selling them too. As those buyers are looking for a bit of premium for a more affordable price, we see across the industry an exceptionally high level of service from these dealers.

Model: 911 Carrera Used price: From £36,000 Engine: 3.4-litre Boxer, manual Power: 345bhp 390Nm 0-60mph: 4.6 seconds Economy: 31mpg Emissions: 212g/km

Brewer’s verdict: A modern Porsche, which is expected to 94 | CarDealerMag.co.uk

∏ USED SPORTS CAR OF THE YEAR PORSCHE 911

∏

increase in price? What’s not to love?

CarDealerMag.co.uk | 95

Used Car Awards 2016

∏ USED SUV OF THE YEAR LAND ROVER DISCOVERY

∏

Brewer’s verdict: A used Land Rover Discovery means you can 96 | CarDealerMag.co.uk

Sponsored by Auto Trader Presented by Marc Thornborough, Auto Trader brand director

THE KNOWLEDGE: Model: Discovery 4 HSE Luxury Used price: From £29,000 Engine: SDV6 Power: 251bhp 600Nm 0-60mph: 8.7 seconds Economy: 37mpg Emissions: 230g/km

Discovery product manager Helen Acaster receives the trophy from Marc Thornborough (left) and Mike Brewer

T

here might be a new Discovery waiting to hit the market and eagerly anticipated by fans of the marque, but the old model has been a stalwart in SUV history.

First introduced to the market in 1989, there have been four generations since, with the fifth on the way. Although it was designed for its offroad capabilities, it soon became a popular family car because of its space and practicality factors.

Featured here is the Discovery 4 as the generation that fits into the three-year-old requirement and, arguably, is the most complete of the car’s generations, as it’s moved more into the luxury market and away from its goanywhere heritage.

The Discovery has been an exceptionally

popular car in the UK as well as globally.

Land Rover dealers offer fantastic incentives to customers buying a used car.

Every approved Land Rover includes a two-year warranty, UK and European roadside assistance, a 165-point inspection, a complimentary half-day Land Rover experience and much more.

The generation of Discovery that wins in our SUV category – the 4 – was introduced in 2009 so has had an extremely long run in comparison to its competitors.

Pitched against other extremely capable and far newer 4x4s, this car has continued to hold its own. It was given a mild facelift in 2013, but the brand felt it didn’t need a complete redesign to keep it desirable to customers.

get an extensive range of features for a much more affordable price. Cushty!

CarDealerMag.co.uk | 97

Used Car Awards 2016 Sponsored by AutoVolo Presented by Stefan Voloseniuc, CEO of AutoVolo

T

From left: AutoVolo CEO Stefan Voloseniuc, VW UK national used car manager Barny Francis, VW UK head of sales operations Ian Plummer, and Mike Brewer

here’s almost nothing left to say about the Volkswagen Golf that hasn’t already been said. It’s a car that consistently attracts plaudits in any guise and across any generation – Volkswagen has been making the car for more than 40 years and it truly has stood the test of time.

When this car, the seventh generation, was released in 2012, it immediately won the World Car of the Year and European Car of the Year titles.

It’s by no means a shock to see the Golf proving as popular as a used car as it did

when new. There’s a Golf for everyone – filling the brand’s brief as the people’s car – from the low-powered, entry-level models great for novice drivers right up to the hot hatchback models, such as the GTI model pictured here, with enough performance to worry supercars on real roads. Strong residuals from the model’s reputation for reliability, quality and demand make them great cars to sell, as owners seek to get the best car that they can for their money and part with it down the line for relatively little loss. No wonder you find it wearing this crown!

C

M

Y

CM

MY

CY

CMY

K

∏ USED CAR OF THE YEAR VOLKSWAGEN GOLF

∏

Brewer’s verdict: It’s no surprise to see the Volkswagen Golf appearing twice in our winners. It’s a fantastic car that has really stood the test of time in car buyers’ eyes.

98 | CarDealerMag.co.uk

MAKE YOUR VOICE HEARD Be a part of the 1000 Voices member’s plan exclusively from the UK’s fastest growing car buying & selling platform.

Come and join a truly unique investment and advertising opportunity.

Created solely for the retailer in mind.

For more information email 1000Voices@autovolo.co.uk or call 0203 857 1618

CarDealerMag.co.uk | 99

The AA Cars Casino Odds are stacked in favour of terrific fun AA Cars brought some bonus fun to this year’s Car Dealer Used Car Awards with its casino as part of the night’s proceedings.

Guests were able to place bets on two roulette tables and two blackjack tables after the awards had been presented.

Award attendees were given an AA Cars cheque for 10 ‘dealer dollars’, which were redeemable for free chips at the AA Cars casino. What’s more, there were prizes for those who struck lucky at the tables!

The room was absolutely packed with punters eager to place their bets – and take advantage of the free bar.

There was no real money to play for, although one lucky person, who won the most chips on the night, was given a magnum of champagne!

100 | CarDealerMag.co.uk

The Used Car Awards After-Party Dealers take to the dance floor in style THIS year’s Used Car Awards after-party was hosted by market-leading e-commerce solutions developer iVendi, giving invitees the chance to unwind or continue dancing.

Those lucky enough to get their hands on one of the limited tickets gained access to the Amber Bar, not far from the awards venue of The Brewery.

While there, guests could enjoy our very own DJ playing the best retro disco sounds for people to throw shapes and bust moves on its amazing old-school dance floor.

Those who made it kept the party going until the early hours, with the central London club kept open until 3am.

There were even some guests who continued partying after then – and from all of us at Car Dealer Magazine, we salute you!

CarDealerMag.co.uk | 101

List your stock for free on CarGurus Join the fastest growing auto-shopping site and start receiving quality leads from our informed, ready-to-buy shoppers

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102 | CarDealerMag.co.uk

FOCUS ON.

Auctions and trade remarketing

Inspection and grading so vital G3 Remarketing

W: g3remarketing.co.uk T: 0845 190 6363

W

ith used car sales hitting an all-time high in the UK this year – up almost eight per cent compared with 2015 – there’s never been greater demand for pre-owned vehicles.

Yet dealers are experiencing squeezed margins because of inflated stock levels – a consequence of a market overloaded with pre-registered vehicles, and a shift towards PCP/PCH purchases – which means that people are changing their cars more frequently.

It’s therefore becoming more important for dealers to stock the right vehicles at the right price to make a forecourt attractive to potential customers.

But how?

Choosing a suitable channel to source vehicles is key. Auctions are still the main method of finding stock for the motor trade.

And choosing the right auction house, which meticulously grades vehicles, is imperative.

For example, G3 Remarketing – an independent remarketer – has invested in training from the National Association of Motor Auctions for all its vehicle examiners. It’s also developed its own inspection technology – AVID – which combines audio, video and HD image descriptions.

So why are inspection and grading important? It aids the certainty of the purchase. Dealers can trust that any vehicle they buy will be delivered exactly how the description and damage report showed – imperfections and all.

This level of transparency matters even more when buying online and can indicate whether a car has potential ‘profit in the bonnet’.

But for those who prefer to touch, see and hear a vehicle before placing a bid, then attending a physical auction is

SALE DAYS & OPENING TIMES

an obvious choice. That’s why G3 launched its first physical sale at its Leeds headquarters in January, and has since introduced a second, taking its weekly total to four sales.

Elaborating on the company’s varied remarketing offering, G3 director Matt Dale, pictured, said: ‘We set out to be an online-only auction but recognised that there are still some traders who prefer to “kick the tyres”, so we now cater for all buyers.’

Dale added: ‘We focus on customer service and we continually invest in staff and technology, further cementing buyer and vendor confidence.

‘Plus, we recently held our 1,000th auction since we launched in 2009 – which is a great achievement and a fantastic milestone for us to reach!’

REGISTER WITH US TODAY!

With over 600 vehicles offered each week and some of the most competitive buyers fees in the industry, G3 is one of the UK’s leading independent online & physical auction companies

Day

Type

Auction

Time

Entry Type

Monday

Viewing

9am-5:30pm

Collection

Open to view

Tuesday

4:00pm

200+

Dealer/Car Supermarket P/X & Finance House

Wednesday

10:00am

100+

Nearly new Corsa, Astra and Insignia vehicles located off-site

Thursday

10:00am

150+

Direct fleet & Finance House. Bid online, view onsite

Thursday

4:00pm

150+

Dealer/Car Supermarket P/X & Finance returns upto £1500

Friday

Viewing

9am-5:30pm

Collection

Open to view

Saturday

Closed

Bid & Buy Online

100+

24/7 Online Bid & Buy

Sunday

Closed

Bid & Buy Online

100+

24/7 Online Bid & Buy

Physical auction

Online auction

Key:

Visit www.g3remarketing.co.uk or call 0845 190 6363 G3 Remarketing G3 House, Premier Way, Leeds LS26 8ZA J30/M62 CarDealerMag.co.uk | 103

Dealer Stocking. Simplified.

Fund the stock you want from the source you choose Stock what you know sells well with a Stocking Plan tailored to your dealership

Instant direct payment to 50+ auction and wholesale sources 100% of the vehicle value funded* 24/7 access to funds

APPLY NOW 0843 50 60 606† nextgearcapital.co.uk *100% of hammer price (auction) or lower of CAP clean or invoice price (trade vehicles) +VAT funded on LCVs and qualifying vehicles up to the value of £45,000. †We may monitor and record calls, email and SMS messages between you and us for quality control, training purposes to improve our services and to keep a record of what was agreed. Calls will cost 7 pence per minute plus your phone company’s Access Charge.

NextGear Capital UK Limited, NextGear House, Kingsfield Court, Chester Business Park, Chester, CH4 9RE. Registered in England and Wales number 08696123.

Stocking Plan is subject to status, terms and conditions.

104 | CarDealerMag.co.uk

FOCUS ON.

Auctions and trade remarketing

Stocking Plans are a perfect fit NEXTGEAR CAPITAL

D

espite low interest rates and consumer credit growing at the fastest rate in 10 years, small and medium-sized businesses, including car dealerships, have not received as much assistance, with figures from the Treasury showing that of 324,000 SMEs seeking finance last year, 26 per cent were declined by their bank.

Fortunately, dedicated stock funding providers such as NextGear Capital are well placed to support the sector.

NextGear Capital arrived in the UK in 2014, having been established in the USA four years earlier as part of Cox Automotive. The company operates across the UK and the Republic of Ireland, offering its cost-effective Stocking Plans to help independent and franchised dealers buy and manage their stock.

David Mercer, managing director of NextGear Capital UK, explains: ‘We do, of course, provide funding for vehicles – but what we really are is a digital business, which makes us a fast and convenient choice. We can help dealers improve their quality of stock, provide a wider range of stock, or give them the ability to try something different, all of which can increase their potential for higher sales and greater profitability.’

NextGear Capital has developed its Stocking Plans for independent and franchised used vehicle dealers, which are digitally integrated and can

W: nextgearcapital.co.uk T: 0843 50 60 606 provide instant direct payment to more than 50 partner auction houses, rental and leasing companies and large dealer groups. Dealers can also use the Trade Source facility to load existing vehicles, trade stock and part exchanges on to their plans with 100 per cent funding.

Mercer continues: ‘We are already working with more than 1,100 dealers, including more than 100 in Ireland, with around 90 per cent of our dealers being independent and franchised dealers currently accounting for 10 per cent of our live funding.

‘Since launching in 2014, we have funded more than 120,000 vehicles, worth a total of more than £850m, and with new additions to our partner

‘‘

We make it easier for dealers to fund the stock they want from the sources they choose.

DAVID MERCER

network coming in the new year, 2017 is looking to be another exciting year for us.

‘Ultimately, we make it easier for dealers to fund the stock they want from the sources they choose.

By using our Stocking Plans, used vehicle dealers can improve sales, improve their balance sheets and have greater control over their funds.’

While the majority of NextGear Capital dealers are independent, franchised dealers are also freeing up cash flow with its stock funding solution, which is complementary to other funding activities already in place, for example retail financing.

NextGear Capital launched its Franchise+ Stocking Plan in March, enabling dealers to maximise manufacturers’ demonstrator vehicle benefits. The approach is highly tailored, enabling them to fund courtesy, staff and demonstrator vehicles to meet the requirements in manufacturer agreements. These vehicles can be kept on the Franchise+ Stocking Plan for up to 180 days, after which they can be loaded as trade vehicles on their standard Franchise Stocking Plan for a further 150 days – providing a maximum of 330 stocking days.

NextGear Capital UK supports its clients with an office-based team of more than 50 people, with another 23 field-based team members. Earlier this year, the company moved into a new head office in Chester, having outgrown its original offices.

CarDealerMag.co.uk | 105

Advertisement Feature

ALL NEW STATE-OF-THEFIRST CLASS ALL THE WAY AT BCA BIRMINGHAM - PERRY BARR

BCA Birmingham – Perry Barr represents the gold standard in remarketing centre design

MEET THE PERRY BARR TEAM A big turnout of buyers attended the opening event

The newly opened purpose-built site at Perry Barr enables BCA to extend its physical and digital remarketing offering, delivering a range of de-fleet, inspection, preparation, refurbishment, appraisal post-valet and logistics services.

BCA has appointed an experienced cornerstone management team to drive the sales programme at the new Birmingham – Perry Barr centre.

As always, BCA sets the standard for remarketing centre facilities and Perry Barr is no exception. The 20-acre centre is located between Junctions 6 and 7 of the M6, a superb centralised location offering exceptional access from all points.

Remarketing facilities include: •

Three auction lanes

•

State-of-the-art digital auction suite - unique within BCA’s UK network

•

Undercover viewing for 450 vehicles

•

Customer parking for over 400 vehicles

•

Restaurant and Barista kiosk

•

Business suite

•

Full range of buyer services available from the customer concourse

Digital displays throughout the centre keep buyers informed of sales activity and the specialist digital suite will stage online and e-Auctions.

BCA Birmingham - Perry Barr offers a full range of BCA’s services, including de-fleet and storage, valeting and preparation bays, inspection and BCA Assured, appraisal post-valet and imaging suite, with full logistics capability, and is the 24th centre in BCA’s UK network.

Dominic Burr, General Manager, for the new facility will be responsible for managing the day-to-day operation, developing a remarketing programme to complement BCA’s existing sales calendar and also recruiting and developing the team.

The unique Digital suite will stage a range of online and e-Auctions

In all the cornerstone team boast over 50 years’ experience.

Around 200 jobs will be created at the centre, ranging from technical, operational and administrative roles, to inspectors and vehicle preparation staff.

BCA Auction Services offers a range of pre-sale preparation services

The customer concourse offers a range of buyer services

106 | CarDealerMag.co.uk

Dominic, who has been with the company since 2002, is supported by Tom Mannion as Operations Manager, Tina Harper as Sales Manager, Riarna Sharma as Business Administration Manager, Emma Webb as Transport Manager and Louise Jacobs as Yard Manager.

The first car sold at BCA Birmingham - Perry Barr, this MINI realised £6,800

Advertisement Feature

-ART AUCTION FACILITY FOR BCA GOLD STANDARD IN REMARKETING CENTRE DESIGN

Back-to-back auction lanes at Perry Barr

EXCITING SALES PROGRAMME BCA Birmingham – Perry Barr is up and running: BCA MD Stuart Pearson, Corporate Account Manager Alan Gupwell, COO Simon Henstock, Regional Operations Director Robin Wilde and General Manager Dominic Burr

Stuart Pearson, Managing Director UK Remarketing commented “As BCA is handling growing volumes of stock from both our existing customers along with new business wins, we are investing in our physical footprint, logistics, technology and process to deliver a comprehensive nationwide remarketing service across 24 locations and the digital space.”

He added “BCA Birmingham – Perry Barr represents the current gold standard in remarketing centre design, utilising the latest technology to deliver a first class physical and digital sales programme, fully supported by our logistics and technical services capability that will ensure we meet the needs of all our customers.”

Following on from a series of very successful events, the sales programme at BCA Birmingham – Perry Barr is now expanding rapidly.

Alongside regular standalone sales for Audi Select, BMW Group, Citroën, Mercedes-Benz, Motability and Volkswagen Financial Services, the already established Thursday sale will be broadening in January with Bristol Street Motors, Jardine Motors Group, Johnsons, and UKCGR all joining the existing selling vendors of Alphabet, BCA in association with Lex Autolease, Ogilvie Fleet, and Zenith.

Also in January a new Monday sale will be launched offering vehicles on behalf of ALD Automotive, Drayton, LeasePlan, Sytner and TrustFord Group with more shortly to be announced.

Craig Purvey, BCA Chief Commercial Officer commented “Perry Barr is a state-of-theart remarketing facility that will be staging a number of premium sales events offering an exceptionally desirable selection of stock over the coming months.”

The undercover viewing area features plenty of natural light

With such a great line up make sure you search bca.co.uk/perrybarr for the latest stock or pop in and meet the team.

BCA BIRMINGHAM - PERRY BARR CONTACT DETAILS BCA Birmingham - Perry Barr, College Road (Behind Esso Petrol Station) Perry Barr, Birmingham, B44 8DU. Phone: 0121 516 9300 For the full sales programme visit bca.co.uk/perrybarr

CarDealerMag.co.uk | 107

bca.co.uk

FOCUS ON.

Auctions and trade remarketing

Go digital, it’s the future!

And make more profit DEALER AUCTION

T

W: dealer-auction.com T: 0116 230 1444

here has never been a better time to go digital with your trade cars. That’s the message from the team at DealerAuction.Com. The site features more than 1,000 franchised dealers selling their trade part-exchanges to more than 4,500 trade buyers nationally.

We recently caught up with Dealer Auction’s managing director, Gavin Smith, to find out more.

He told us: ‘At Dealer Auction, we have over nine years’ experience of remarketing trade cars for franchised dealers.

This is all we do. We don’t get side-tracked with other projects or businesses, we just sell a massive volume of trade cars to some of the best buyers nationally.

‘The number of cars sold by us has more than doubled in the past four years because we focus on giving our buyers and sellers a great service, resulting in us winning Car Dealer Magazine’s trade-to-

108 | CarDealerMag.co.uk

trade remarketer of the year award for the last three years running.

‘We have grown our business and become market leaders not by accident.

‘Franchised dealers find loading cars on to our auction is easy with our trade-to-sale app. It takes less than 10 minutes to appraise and list a car with as many pictures as you like, and you can even upload a video if you wish.

‘Buyers can bid on and win cars 24/7 using our fully mobile website that’s easy to use at your desktop PC or on your smartphone.

‘They can search by make, model, location or just swoosh through over 1,000 cars a day, with 500 fresh cars added most days.’

Why would a franchised dealer want to use Dealer Auction?

‘Simple! It’s the easiest, simplest and most profitable way to sell trade cars.

‘Trade didn’t used to matter, it was a line in the accounts not planned to make money. Now with changes to dealers’ margins and reduced income from finance, dealers are always looking at ways to make some fresh profit.

‘There is no other area of the business you plan to just break even. Remember, we are no contract, no minimum commitment, no sale, no fee.

‘We have some of the best buyers in every corner of the country. We seldom get a car listed that we can’t get a bid on, but not just any bid, it will be the best bid!’

Why would a buyer want to use Dealer Auction?

‘We have one of the biggest ‘‘conveyor belts’’ of fresh trade cars refreshed on a daily basis from dealers all over the country, from Audis to Volvos from Truro to Aberdeen.

‘It doesn’t matter where you are based, you are never far away from a Dealer Auction seller.

‘There’s no need to get up early and travel hundreds of miles to a windy auction hall. You can bid from the comfort of your own home or showroom. On a busy day you can use our intelligent bidding system so you never miss a car you want to buy.

'Just enter your maximum bid and the computer will automatically bid for you. It couldn’t be simpler.

‘View the pictures, watch the video, check the appraisal and bid with confidence.

‘It’s cheaper to buy cars from our digital auction than a physical auction, because our cars don’t need to be processed, transported or stored. The

car doesn’t leave the selling centre’s site.

‘As a result, we have just one really small buyer’s fee of only £35 plus VAT for all cars that have a hammer price of £1,000 and over. There is no charge for cars that sell below this.’

It all sounds really good!

‘We have one other special ingredient that helps make us market leaders. Everyone who works

for Dealer Auction is from a motor industry background. We understand our customers and we know how to remarket trade cars. We are always looking for more buyers to satisfy our evergrowing number of selling dealers.

‘With such a compelling proposition from the team at Dealer Auction, maybe it’s time you joined the digital revolution.

‘Go digital, it’s the future!’

CarDealerMag.co.uk | 109

FOCUS ON.

Auctions and trade remarketing

Flexibility plus a personal feel ASTON BARCLAY

W: astonbarclay.net T: 01245 450700

A

ston Barclay is one of the UK’s top three remarketing providers and is the only national alternative to the two biggest players. It operates from strategically placed centres in Essex, Shropshire, Wiltshire and Yorkshire, as well as via online routes to market and digital services.

It recognises the need to combine traditional auctions with modern remarketing techniques, providing a flexible, personal approach for buyers.

Aston Barclay provides customers with a full range of complementary and supporting services and continually invests in its team, facilities, services and IT to provide customers with a range of complementary services and options.

State-of-the-art auction centres Aston Barclay has significantly invested in its centres in the past 18 months to provide the most advantageous auction environment, including a £450k and £750k overhaul of its Prees Heath and Westbury sites, respectively.

Each of our four auction centres provides full vehicle de-fleet services by using industry-leading practices, preparing vehicles for sale in the best possible light and giving absolute peace of mind to buyers that vehicles purchased are in near-ready-toretail condition.

Aston Barclay’s renovated auction centres also feature glazed lounge areas for buyers, giving

110 | CarDealerMag.co.uk

customers the opportunity to research vehicles in any sale across the group’s four locations, as well as free customer parking, free wi-fi and modern cafés that are open for breakfast, lunch and dinner.

Proven track record Aston Barclay has spent 30 years developing a full suite of services to ensure independent and franchised dealers have access to properly prepared stock from fleets, leasing companies and manufacturers, as well as other franchised dealer groups and car supermarkets.

Aston Barclay holds daily physical sales across the group, as well as providing its customers with a continual service via its online systems.

A recent major investment in its inspection systems in conjunction with Cap HPI ensures the condition of every vehicle going under the hammer is accurately recorded for buyers to review, with exterior and interior grades plus damage images published on sale catalogues.

These catalogues also include the unique provision of Auto Trader market data, allowing both physical and online buyers to make more informed bidding decisions.

Efficient and flexible Aston Barclay’s industry-leading service and attention to detail for all clients sets it apart from other remarketing providers.

Our shallow management structure enables Aston Barclay to exceed buyers’ expectations, regardless of budgets and/or requirements, as we build a personal understanding of their bespoke needs, whether they are frequently on site or solely using our online platforms.

Aston Barclay’s online services, including Aston Barclay LIVE, have been heavily enhanced on the back of the launch of a brand-new multi-platform website. Thanks to an updated digital infrastructure, buyers can continue to bid using the service 24/7, even in the unlikely event of disruption to IT systems. Its close relationship with the dealer market was best demonstrated during the platechange period, where vehicles were collected late at night from a dealership, inspected and sold within 24 hours of the retail deal at the leading remarketing provider’s Chelmsford centre.

Unrivalled industry experience Aston Barclay prides itself on commitment to exceptional levels of service through a group-wide hands-on ethos.

Senior management are at the coal face each and every day, touching and feeling the market, remaining in tune with the wants and needs of buyers.

The extensive experience of its senior team gives dealer customers unrivalled access to the remarketing sector, allowing Aston Barclay to advise on best practice and changing market conditions. [CD]

SuperUnleaded.com THE GRID

Top stories, accelerated by you...

SuperUnleaded is your new motoring service station where you choose what’s important. Like a post? #AccelerateIt up The Grid for others following in your slipstream and help set the starting line-up of timewasting content for everyone else.

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Daily motoring news where you help choose what’s important. From the makers of award-winning @CarDealerMag straight out of @BlackballMedia

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twitter.com/SprUnld

Jeremy Clarkson Loses His High-Stakes Grand Tour Bet

Check Out 10 Of The Best Car Interiors We’ve Ever Seen

Jeremy Clarkson once bet that the McLaren P1 would be faster around a race track than the Porsche 918 and the Ferrari LaFerrari. But it seems his prediction was, er, wrong.

Go online to: bit.ly/SUgrandtour

There have been some incredible cockpits over the years, which is why we’ve picked 10 of the best. Check out our list and let us know what your suggestions are!

Go online to: bit.ly/SUinteriors

New Aston Martin Vanquish S Is Absolutely Beautiful

Here Are The Top Five Cars Of The Los Angeles Auto Show

Stop whatever you’re doing right now and take a look at our pictures of the new Aston Martin Vanquish S. Incidentally, the sprint from 0-60mph is dealt with in just 3.3 seconds.

Go online to: bit.ly/SUvanquish

With gleaming metal from the world’s car makers to play with, the Los Angeles Auto Show is a proper event. Check out our five star cars from the show via the link below.

Go online to: bit.ly/SUlosangeles

Seven Concepts We Wish Had Made It To Production

Police Chief Let Off By Officer After Being Caught At 107mph

Car manufacturers can be infuriating at the best of times, but one of the things that really gets our goat is the way they build stunning concepts then quietly forget about them...

Go online to: bit.ly/SUconcepts

If there’s one thing that gets people wound up, it’s the idea that there can be one rule for some and a different rule for others. A fine example of this has emerged from Arkansas...

Go online to: bit.ly/SUletoff

Are These Really The Top 10 Car Names In Britain?

Audi R8 Racer Wins FIA GTA World Cup Despite Crash

We’ve always thought that naming cars is a perfectly normal thing to do. If you want to know what the most popular car names are, here’s the list.

Go online to: bit.ly/SUnames

When it comes to winning a race, most people would agree that skidding along on your roof is probably a bad way to go about it. But that’s how Laurens Vanthoor triumphed recently.

Go online to: bit.ly/SUroofcrash CarDealerMag.co.uk | 111

New Car Buyer Marketplace The online car sales launch of the year Connecting you with buyers in your local area What Car? is the UK’s most trusted new car research guide. Every month, 2.5 million people visit whatcar.com - and one in five are actively looking to buy a new car.

That’s why we’ve launched New Car Buyer Marketplace, building in the functionality for franchised retailers like you to connect with our users – your local buyers.

New Car Buyer Marketplace has been designed with the car industry for the car industry, working in the best interests of new-car buyers and sellers alike.

We don’t just want to help you sell cars; we want to help you market more efficiently and build lasting, valuable relationships with new-car buyers in your immediate area.

Sign up to use New Car Buyer Marketplace now and you can use the service until the new year at no cost*, applying deals on up to 100 model variants.

The process for car buyers is simple: 1

While reading one of our in-depth reviews they will see deals from the franchised retailers nearest to them showing the exact cost, or cost per month, of that particular model.

2

Buyers will be shown What Car?’s Target Price for the car - our long-established pricing recommendation of the most we think a buyer should pay for a car.

3

They can add options, change trim levels or alter the details of their finance preferences through whatcar.com to get a completely accurate price, and give them the confidence to enquire.

4 Then they simply contact you through the site or over the phone.

The process for retailers is just as straightforward: 1

Using our industry-developed pricing tool, simply apply your preferred deals to individual models and the prices will be passed on to our users.

2

You can update these prices live, and as often as you like.

3

In-market buyers will then contact you through the site regarding specific deals and you can finalise the sale.

If you’re interested in learning more about the What Car? new car buyer marketplace, go to: whatcar.com/buy/dealer-sign-up or contact the team 020 8267 4138 or via email to: whatcaradmin@haymarket.com We look forward to working together with you on this exciting new project and delivering best-in-class local service, value and products.

Paul Shoesmith Haymarket Automotive * Free until 31 December 2016, then a minimum three-month commitment beginning 1 January 2017.

Cost is fixed at £150 per month per dealer, applying deals on up to 100 model variants.

112 | CarDealerMag.co.uk

FOCUS ON.

MotoNovo Finance

Feelgood car buying and selling MOTONOVO

A

W: feelgoodcarselling.com E: marketing@motonovofinance.com

distinctly different new digital automotive classified brand has entered the market. The announcement that MotoNovo Finance will be launching FindandFundMyCar.com as a not-for-profit dealerfocused offer has already gained the attention of the dealer market – a little over 1,000 dealers had already signed up as this article was being written.

Dealers have seen a series of new digital classified services entering the market, challenging the established brands. Broadly, these have been derivatives of the established model.

However, this latest entrant is distinctly different.

FindandFundMyCar.com is a not-for-profit alternative that is designed to be both dealer- and consumer-centric.

Announcing this bold new initiative, MotoNovo Finance’s motor division CEO Karl Werner notes; ‘We believe there is a better way for dealers to spend their advertising budget and counter the growing threat from market disrupters; one that supports the dealer model in the ever-developing

digital marketplace. Every penny dealers spend on promoting their stock on FindandFundMyCar.com will go into high-profile marketing that will include TV, radio, online and outdoor advertising.

‘Now, we need dealers to join us to create their ideal classified offer and this is where our initial promotion is focused.’

Rather than wait for a market ‘disrupter’ to radically challenge the long-established retailing approach, MotoNovo Finance has developed an entirely new concept to disrupt from within.

FindandFundMyCar.com embraces the fact that 80 per cent of consumers need finance to buy their next car. Every vehicle offered will be promoted with the affordability of the dealer’s finance clearly displayed alongside it.

MotoNovo is keen to welcome both supporting and non-supporting dealers to help develop this new dealer-driven service and has a stated aim to welcome other dealer-centric finance companies to join the site in the future. As such, it aims to become the ‘co-operative classified’ service.

‘‘

We need dealers to join us to create their ideal classified offer

A Dealer-Centric Approach FindandFundMyCar.com is consciously different to other classified services: l It will only offer products and services in a way that benefits dealers.

l It is a not-for-profit platform. In the co-operative spirit, all dealer fees will be reinvested in highprofile marketing, on TV, online and on-page.

Dealers can help to ensure FindandFundMyCar.com becomes a trusted household brand reinventing the entire online classified and retailing model.

In monetary terms, £7m a year will be spent on advertising for every 100,000 cars on the platform.

l The site is being designed to deliver a ‘feelgood’ customer experience that enhances consumer perceptions of the professionalism and customer care offered by motor dealers.

l It recognises that without dealer stock the service simply cannot exist.

l Ultimately, the portal is committed to reducing the cost of advertising and over time improving effectiveness.

FindandFundMyCar.com has been designed to model the success of Rightmove, which was initially launched by four estate agencies and today is the market-leading property portal. For Rightmove, the many estate agents, lettings agents and new homes developers it represents (and which benefit from its leading market portal status) are its primary customers.

The goal of FindandFundMyCar.com is to achieve a similar status for the UK’s hard-working motor dealer population.

Werner concludes: ‘Right now, the fragmented nature of the dealer network enables established and emerging players to eat into the dealer business model. That is the polar opposite of our approach.

‘The clear aim of FindandFundMyCar. com is to harness the collective power of dealers to create a ‘‘feelgood car-buying’’ experience for consumers.

Dealers are FindandFundMyCar.com’s primary customers and we aim to develop the brand as the generic name that consumers rely upon to search for their next car and finance, assisting the consumer and their dealer.’ [CD] CarDealerMag.co.uk | 113

DASHBOARD. FEATURE.

Ask Lawgistics .com

Q

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

We have a customer who put a deposit on a car, but while we were preparing it for sale the timing chain broke and caused damage to the engine.

We want to refund the customer’s deposit as the dealer we bought the car from has already agreed to take it back and refund us. However, the customer is telling me they have been advised that we now owe them compensation. What do I have to pay them?

Customers often quote that they have been advised of their rights but sadly, a lot of this advice comes from random internet searches or their mates down the pub. Even the Citizens Advice Bureau generally only provides ‘assisted information’ these days. All of these advice sources can mean that customers have expectations way beyond their actual legal rights. This appears to us to be a straightforward frustration-of-contract matter, which essentially means that through no fault of either yourself or the customer, the sale cannot proceed as the car is no longer in the condition it was when the sale was agreed. A harsh judge may decide that the contract isn’t frustrated as you could pay to fix it, but either way, the customer is only entitled to their financial loss which, unless this car was very cheap and he can’t find another of similar value, will be next to nothing.

A

JOIN CAR DEALER CLUB AND GET ALL THESE BENEFITS WORTH £1,000s AND ALL FOR JUST £39.99 114 | CarDealerMag.co.uk

Was I right to sack on spot?

Q

I was out of the office when two technicians became involved in a heated debate that led to one of them being hit in the face. I sacked both of them on the spot when I returned. Was I right to do so?

‘Sacking on the spot’ is a bit of a myth now. Realistically, it is not something that should be occurring in the workplace. Many employers choosing to dismiss an employee in this way may think they have valid reasons for doing so, eg, gross misconduct such as fighting, theft, fraud or perhaps another example of a gross misconduct written in the employee’s contract. However, there is no reason that gives rise for the right to sack an employee on the spot.

It is unclear if any investigation was carried out here. However, we would advise on suspending the employees involved and carrying out a thorough investigation.

Once you are satisfied the investigation

A

A free telephone consultation and other great benefits, too n A free telephone consultation worth £100. n Lawgistics’ Basic package worth £95. n Twenty-five per cent off the ‘pay-on-use’ legal helpline and casework service. n Up to 25 per cent off any stationery or warranty products. n Upgrade the Basic package and receive £100 off the Small Business package or £250 off the Professional package.

is complete and you have evidence (eg, witness statements from other employees, CCTV) then invite the employee to attend a disciplinary meeting. All evidence should be sent to the employee before the meeting and they should be given the opportunity to give their reasoning. You should also give the employee the right to be accompanied to the meeting. If they are in a trade union then a rep can attend or a fellow employee can – they are not there to take part, though, only to be a witness. You should also ensure minutes are taken.

We would then suggest adjourning the meeting while you conduct the same approach with the other employee.

You will then need to hold a further meeting to relay the outcome of the disciplinary meeting. No matter what the outcome is, you should always allow the employee the right to appeal. If you have not carried out the above, you could find yourself facing a claim for unfair dismissal.

ADVICE

Buy and sell trade stock quickly and profitably Cartotrade.com is the new online trade-to-trade platform set up by the ex-management team of Autotrade-mail. Cartotrade’s focus is on the integrity, security and accessibility of stock complemented by a simple yet innovative platform that allows its members to buy and sell trade stock quickly and profitably. To see the benefits, Car Dealer Club members can have an extended, no-obligation, four-week free trial*. If, after the free trial, a Car Dealer Club member wishes to subscribe, they then get their next month completely free, without contracts and never a price increase.

(*subject to vetting)

Exclusive five per cent discount on your tailormade trade insurance At Unicom, we’ve been safeguarding our clients with the best protection policies for more than 20 years – so, no matter what role your business plays in the motor trade, we can have you covered for every possible risk. From road risks to legal cover, your motor trade insurance can be tailored to suit your individual needs. It’s our job to make sure that you get the best price for the cover that you want.

Court threat

Q

I have a customer who is threatening to take me to court for a £7,500 refund as they have replaced their tyres and brake pads following a main dealer ‘free’ health check eight months after the sale. I had the car MOTed at the point of sale and it passed first time with no advisories. What is likely to happen now, as I do not want to pay them anything?

We agree that they are not entitled to a refund or even the cost to replace the tyres and pads, as clearly they are wearand-tear items and were fine at the point of sale, as evidenced by the MOT. Your customer may take the matter to one of the alternative dispute resolution providers, but from your point of view there is little point in participating in that (and there is no obligation unless you are a member of a trade association) as your position is clear and strong. The customer can then issue a claim against you in court, at which point we can help you prepare a defence and help put your witness statements together. We would expect a win, with the customer paying your travel costs and £95 for your time.

WHY I JOINED CAR DEALER CLUB

Sometimes you just have to roll with the punches, but it still all ended well

A

JOE Chatham joined Car Dealer Club through Lawgistics. He usually finds running his dealership, Imola Cars of Bristol, to be a fairly stress-free process. However, every business faces the occasional drama.

Earlier this year, Chatham was faced with the awkward situation of a customer wanting to return a vehicle because it had a mechanical defect. ‘I had a complaint from a customer on a ’59 plate Audi TT diesel,” said Chatham.

‘Basically, it had a fuel pump issue and he wanted to reject the car. So I got on the phone to Lawgistics for a bit of advice.’

Lawgistics explained the law surrounding this scenario to Chatham, giving him the confidence

to make a decision. He concluded that the most stress-free solution would be to give the customer a full refund and take the car back.

‘I think we’re just one of a dying breed of very honourable businesses and the guy was in despair because his car had gone. It was going to be a big issue.

‘We actually got the car back and repaired it and resold it in the end. But we gave him his money back on the car. Sometimes you don’t have time to deal with all the aggravation. But Lawgistics were very helpful and I would definitely use them again.’

Luckily for Imola Cars, that was the only incident in 2016 that required the aid of Lawgistics.

Discount on software and free health check app from Dragon2000

Get 10 per cent off App Creatives’ development costs for your exclusive app

Book an appointment with Paragon Car Finance and get £50*

Dragon2000’s dealer management system is one of the most versatile and easy-to-use products on the market. The software can help manage supplier and customer details, help you keep on top of your costs, and ensure that your business is running as smoothly and as profitably as possible. Car Dealer Club members are eligible for a 10 per cent discount on their first year of a Dragon2000 software subscription – and they get the free Vehicle Health Check app too.

Want to create your own mobile app but don’t know where to start? Then work with the app development company that has created Car Dealer Magazine’s successful apps.

App Creatives is behind the highly esteemed Car Dealer iPhone and iPad apps. It’s an expert in app design and development, and the good news for Car Dealer Club members is that they get an exclusive 10 per cent discount on App Creatives’ services, including creating an app that’s perfectly tailored to your requirements by the firm’s experts.

At Paragon Car Finance, we’re so confident we can better the deals and improve the service other lenders offer that we want to give £50* to all eligible Car Dealer Club members who book an appointment with us to see how Paragon Car Finance could help you and your customers get a better deal.

Book your £50* appointment now by calling us on 0345 149 7777.

WANT TO UPGRADE? 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 £695) – 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 really is a package for everyone with Lawgistics.

EASY STEPS TO JOIN 1. GO TO CARDEALERCLUB.COM 2. HIT SUBSCRIBE 3. FILL OUT YOUR PAYMENT DETAILS ON PAYPAL AND HIT SUBMIT 4. WAIT FOR YOUR CAR DEALER CLUB PACK TO ARRIVE IN THE POST 5. OR PHONE 023 9252 2434 AND SPEAK TO ONE OF THE CAR DEALER TEAM

* Terms, conditions and eligibility rules apply. Visit cardealerclub.com/#benefits for more details.

Dragon2000 CarDealerMag.co.uk | 115

DATA FILE.

Thestatistics

n

SMMT Sales Data

n

Taking Stock

2.5m registrations already! We could be in for a record year ‘Latest technology and cutting-edge designs continuing to attract buyers’

M

ore than 2.5 million new cars have been delivered in Britain so far this year – the first time the milestone has been reached before December.

The UK new car market increased by 2.9 per cent in November 2016 as 184,101 new cars were registered, according to the latest figures from the Society of Motor Manufacturers and Traders (SMMT).

Demand for alternatively-fuelled vehicles (AFVs) remained strong in the month, growing 25.1 per cent to 6,663 units, representing 3.6 per cent of the market – the highest achieved.

Petrol registrations grew 7.9 per cent to 88,541 units, while diesels just edged ahead on market share with 88,897 vehicles registered, a fall of 2.9 per cent.

Superminis continued to be the most popular body style – making up more than 29 per cent of all cars registered in November, followed by small family cars and SUVs. Executive and city cars enjoyed the biggest growth, up 27.7 per cent and 25 per cent respectively.

Meanwhile, fleets accounted for more than half of the market, as

registrations to private buyers fell by 1.2 per cent.

Mike Hawes, SMMT chief executive, pictured above speaking at this year’s CDX, said: ‘Our industry continues to make vehicles that are ever safer, more refined, more efficient and more enjoyable to drive – and the latest advanced technology and cutting-edge designs are continuing to attract buyers into showrooms.

‘It’s encouraging to see that alternatively fuelled vehicles, although still a small proportion of the market, have seen strong growth this month, achieving a record market share.

‘Long-term government support and incentives are essential if these vehicles are to command a larger market share in the future.’

Ian Gilmartin, head of retail and

wholesale at Barclays, said: ‘There was further growth in the new car market in November, and it looks like we’re set for a record year when the December data arrives.

‘Once again, strong fleet sales drove the positive result, with an impressive increase in alternatively-fuelled vehicles a welcome bonus. The private purchase figures have experienced a slight dip in recent months, so ensuring that this pattern doesn’t accelerate into a more sustained fall is sure to be top of the agenda across the industry as sellers begin to look forward to 2017.’

Year-to-date Volkswagen car sales are down 8.6 per cent compared with the same point in 2015. But the brand’s November registrations were up 10.8 per cent on the same month last year.

Volkswagen Group admitted in September 2015 that 482,000 of its diesel vehicles in the US were fitted with defeat device software to switch engines to a cleaner mode when they were being tested for emissions.

The Wolfsburg-based company announced that 11 million vehicles were affected worldwide – including almost 1.2 million in the UK.

New Fiesta unveiled but ‘old’ ones still flying high THE new version of the Ford Fiesta has just been unveiled, but in the meantime the current version of the car continues to perform strongly.

It topped the sales charts for November, with an impressive 8,382 examples shifted; and is the frontrunner for the year-to-date, too, with a tally of 112,327.

116 | CarDealerMag.co.uk

The rest of the top 10 for November was as follows: Vauxhall Astra (4,829 registrations); Volkswagen Golf (4,663); Vauxhall Corsa (4,341); Ford Focus (4,321); Nissan Qashqai (4,242); Mini (3,778); VW Polo (3,637); Audi A3 (3,296); Mercedes-Benz C Class (3,203).

Andy Barratt, Ford of Britain chairman and managing director, said:

‘The UK market’s robust growth was evident across all sectors in November, and it is particularly rewarding to see Ford strengthening its leadership position. The Fiesta is in its eighth year as the UK’s best-selling car and this month has seen another very strong sales performance, particularly in the retail sector.’

SMMT sales data Nov/year to date

5

Top

Most-improved manufacturers in November

Infiniti +169% Jaguar +35% Seat

+35%

smart +30% Abarth +28%

5

Bottom

Worst-performing manufacturers in November DS -44% Dacia -42% Citroen -28% Vauxhall -23% Land Rover -19%

PEUGEOT -12%

BMW +28%

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

November 2016 2016

291 324 91 12,915 111 15,330 1 0 3,030 1,405 864 3,387 21,944 3,373 6,560 194 2,905 735 6,037 5,278 931 36 94 2,521 11,382 263 5,093 1,289 10,269 5,868 1,105 6,572 3,668 5,978 921 245 219 2,347 5,854 15,976 14,351 4,072 103 169 184,101

% market share 0.16 0.18 0.05 7.02 0.06 8.33 0.00 0.00 1.65 0.76 0.47 1.84 11.92 1.83 3.56 0.11 1.58 0.40 3.28 2.87 0.51 0.02 0.05 1.37 6.18 0.14 2.77 0.70 5.58 3.19 0.60 3.57 1.99 3.25 0.50 0.13 0.12 1.27 3.18 8.68 7.80 2.21 0.06 0.09

November 2015 2015

227 375 80 11,083 88 11,963 1 0 4,216 2,438 1,549 3,747 21,597 3,692 6,174 72 2,140 768 5,103 6,535 765 29 84 2,432 9,929 249 4,917 1,529 8,803 6,722 909 5,844 2,711 4,815 705 247 218 1,932 6,172 20,945 12,958 3,790 43 280 178,876

% market share 0.13 0.21 0.04 6.20 0.05 6.69 0.00 0.00 2.36 1.36 0.87 2.09 12.07 2.06 3.45 0.04 1.20 0.43 2.85 3.65 0.43 0.02 0.05 1.36 5.55 0.14 2.75 0.85 4.92 3.76 0.51 3.27 1.52 2.69 0.39 0.14 0.12 1.08 3.45 11.71 7.24 2.12 0.02 0.16

% change 28.19 -13.60 13.75 16.53 26.14 28.15 0.00 0.00 -28.13 -42.37 -44.22 -9.61 1.61 -8.64 6.25 169.44 35.75 -4.30 18.30 -19.23 21.70 24.14 11.90 3.66 14.63 5.62 3.58 -15.70 16.65 -12.70 21.56 12.46 35.30 24.15 30.64 -0.81 0.46 21.48 -5.15 -23.72 10.75 7.44 139.53 -39.64 2.92

2016 3,690 4,589 799 165,985 1,820 167,527 4 0 60,338 24,608 15,318 56,652 297,575 55,812 86,794 2,813 32,302 13,277 85,576 74,567 13,165 334 1,285 44,498 159,608 3,825 61,601 17,178 141,897 92,776 11,833 79,044 44,108 74,715 11,172 4,270 3,282 35,903 92,104 233,881 191,394 42,960 770 3,115 2,514,764

Year-to-date (YTD) % market share 0.15 0.18 0.03 6.60 0.07 6.66 0.00 0.00 2.40 0.98 0.61 2.25 11.83 2.22 3.45 0.11 1.28 0.53 3.40 2.97 0.52 0.01 0.05 1.77 6.35 0.15 2.45 0.68 5.64 3.69 0.47 3.14 1.75 2.97 0.44 0.17 0.13 1.43 3.66 9.30 7.61 1.71 0.03 0.12

2015

2,566 4,695 884 157,565 1,284 150,210 10 137 75,237 24,225 7,257 60,022 312,006 50,623 82,846 1,129 22,035 10,035 75,023 61,608 12,375 358 1,365 43,276 136,362 2,869 56,211 21,200 144,162 97,662 11,612 69,615 45,569 69,883 7,803 3,150 3,153 32,489 93,940 248,936 209,369 39,865 683 2,122 2,453,426

% market share 0.10 0.19 0.04 6.42 0.05 6.12 0.00 0.01 3.07 0.99 0.30 2.45 12.72 2.06 3.38 0.05 0.90 0.41 3.06 2.51 0.50 0.01 0.06 1.76 5.56 0.12 2.29 0.86 5.88 3.98 0.47 2.84 1.86 2.85 0.32 0.13 0.13 1.32 3.83 10.15 8.53 1.62 0.03 0.09

% change 43.80 -2.26 -9.62 5.34 41.74 11.53 -60.00 0.00 -19.80 1.58 111.08 -5.61 -4.63 10.25 4.77 149.16 46.59 32.31 14.07 21.03 6.38 -6.70 -5.86 2.82 17.05 33.32 9.59 -18.97 -1.57 -5.00 1.90 13.54 -3.21 6.91 43.18 35.56 4.09 10.51 -1.95 -6.05 -8.59 7.76 12.74 46.80 2.50

Figures supplied by SMMT

CarDealerMag.co.uk | 117

TAKING STOCK. Remarketing specialist BCA analyses its latest Pulse report to give its thoughts on matters that are important to dealers for the months ahead

Pressure is put on values across board as buyers enjoy a greater choice Wholesale prices are unlikely to improve between now and the end of 2016, warns Simon Henstock, BCA’s chief operating officer for UK remarketing

A

verage values stalled in November as rising volumes of cars continued to reach the wholesale sector.

While demand for good-quality stock remained high, there was pressure on values for poorly presented, higher mileage vehicles.

Having reached record levels in recent months, values for fleet/ lease, dealer part-exchange and nearly-new vehicles all fell during November. Sold volumes rose, and a changing mix saw BCA handling a richer selection of stock from contract hire, finance and daily rental sources. As a result, the headline average value of a used car rose to a record level for the fifth month in a row, climbing by £40 (0.4 per cent) to £8,631.

Year-on-year, the headline figure was up by £505, equivalent to a 6.2 per cent increase in average values.

In contrast, fleet/lease values fell by £241 (2.3 per cent) to £9,995, while average dealer part-exchange values fell by £45 (0.9 per cent) to £4,599. Nearly-new values fell to £17,412 during November, but model mix in this very lowvolume sector has a significant impact on average values.

Simon Henstock, BCA’s chief operating officer for UK remarketing, said: ‘While November’s headline value was at a record level, this was largely due to the richer mix of stock handled by BCA during the month. There was pressure on values across the board, as rising volumes gave greater choice to buyers, with attention focused on the best examples and highdemand models.

‘While it is good news that there is plenty of

demand for the best-quality stock, it should not disguise the fact that there is a two-tier market developing as volumes climb.

‘Ready-to-retail cars continue to attract the buyer’s attention and churn quickly, but poorer condition, older and higher mileage examples need to be accurately appraised and valued in line with market expectations if they are to be sold first time.

‘With volumes remaining high, wholesale prices are unlikely to improve between now and year-end, and with the delicate balance between supply and demand likely to be maintained into the new year, we may not see the significant spike in values or conversion rates early in the year that we have seen in previous years.

‘This is when the remarketing sector must work closely with its vendor customers to

Headline average value of a used car

£8,631

118 | CarDealerMag.co.uk

ensure stock is managed in an orderly fashion back into the marketplace. This means offering stock to the widest possible buyer base by a variety of physical and digital channels and ensuring there are no sudden spikes in volume that can affect demand.’

Average values in the fleet and lease sector fell to £9,995 from the record value of £10,236 achieved in October. Retained value against original manufacturer’s retail price fell slightly to 41.86 per cent, while year-on-year values were up by £217 (2.2 per cent), with both age and mileage declining.

Dealer part-exchange values also fell, declining by £45 (0.9 per cent) to £4,599. Yearon-year values were ahead by £285 (6.6 per cent), with average age falling marginally, but mileage increasing.

Average nearly-new values fell to £17,412 in November, with model mix having a significant effect.

Average dealer partexchange values

£4,599

MARKET INSIGHT.

..in association with ASE-global.com

Share price fall carries on as 2016 nears end Backdrop of anxiety is set to stay as terms of UK’s exit from the EU are thrashed out

L

ittle or no growth was seen in the share prices of motor retail groups in November, and all of these businesses had a lower share price at the end of November compared with the start of January.

This was in contrast to the FTSE100, which continued its climb, although this may be at least partly attributable to the effect of the weak pound inflating the profits of non-UK businesses in the index. The UK economy seemed stable and in good condition as we neared 2017, but an air of nervousness led many to interpret economic data with caution. This backdrop of anxiety is set to remain until the terms of the UK’s exit from the EU are fully known.

Cambria announced its preliminary audited results for 2016, which were very strong and demonstrated solid growth across all parts of the business. Lookers also released a positive set of Q3 results to the end of September, with underlying growth demonstrated across the business before the effect of recent acquisitions had been taken into account.

There was little transactional activity to report, other than Lookers confirming that it had completed the sale of its parts business, allowing it to formally complete the transaction to buy Warwick Holdings (trading as Drayton).

Share price performance The FTSE 100 improved again as the effect of the weak pound impacted on the share price of overseas business within the index.

We also continued to see encouraging signs on the economy, with good employment data and little sign of the imminent impending doom predicted by many just after the EU referendum result. There is a sense of uncertainty, however, which seems like it will not disappear for the next two years while the terms of our exit are debated and made concrete.

There were no significant improvements to UK motor retail shares other than Cambria and Inchcape and even these hadn’t recovered to the levels seen at the turn of the year. It appears investors are not keen on the industry of late, and these concerns are perhaps fuelled by worry over the new car market, which is expected to slow in 2017. There is also a continued perception among some investors that a lot of the stocks in the industry are oversold.

Share price movement from January 1 to November 30, 2016

Share price movement from January 1 to October 31, 2016

Pendragon

65.2%

64.2%

Vertu

52.8%

55.7%

Lookers

56.9%

55.8%

Inchcape

77.5%

82.9%

Cambria

72.5%

84.4%

Caffyns

96.3%

98.2%

Marshall

76.4%

77.0%

Financial performance Cambria released audited preliminary results in November, painting a very healthy picture for the group. PBT came in at £10.6m, which was 38 per cent ahead of last year’s result.

This had been driven by increases in revenues across new, used and aftersales. New volumes were up 9.9 per cent and used volumes had improved by 5.2 per cent, resulting in improvement in new and used revenues of 24.7 per cent and 12 per cent respectively.

The like-for-like used volumes were up 3.4 per cent, which considering average gross profit per unit was £1,507 contributed heavily to the bottom line. In aftersales, an increase in hours sold of 3.7 per cent helped improve revenue by eight per cent, so across the board the business had seen solid growth in the past year.

A Q3 trading update was provided by Lookers

to the end of September 2016, which was equally positive. New gross profit was up 11 per cent, although this was level on a like-for-like basis.

Lookers commented that fleet margins were in fact up, but this was offset somewhat by the softening of retail margins, giving further evidence that retail growth is going to cool in 2017. In used, the business reported an eight per cent increase in gross profit like for like, which had been helped considerably by improvements to the website and the subsequent leads this had generated. The aftersales performance was equally strong with eight per cent growth also seen in gross profit LFL, and margins were similar to 2015.

Service plan penetration was improving in the business, and the growth was attributed, at least in part, to the improvement of this KPI. It was noted that cash flow was strong, which was particularly important given the significant capital expenditure in acquiring the Warwick Holdings (Drayton) and Knights North West businesses. With the underlying growth evident, the group was in a strong position to see the full effects of its recent acquisition strategy in 2017.

Transaction activity In its initial announcement in August, Lookers reported that the purchase of Warwick Holdings (Drayton) was conditional on the sale of its parts business. This sale was confirmed in early November, and so the group formally announced the completion of the Drayton transaction.

Other than this, it was a relatively quiet month for the sector in terms of transaction activity.

Who is Adam Cottam?

He’s corporate finance executive at dealer profitability specialist ASE plc. You can read ASE’s column here every month.

CarDealerMag.co.uk | 119

AUCTIONS.

Wholesale and retail Henstock prices on the up, say car drivers need Manheim and Motors Diesel not feel out of favour

AUCTION STATIONS

Prestige brands saw biggest increase during October

W

holesale and retail average selling prices for used cars rose in October, according to data from Manheim and Motors. co.uk, along with overall demand for SUVs. In the wholesale market, stocking time for SUVs fell by two days, while their days to sale in the retail market dropped by four days, as colder weather kicked in and buyers acted early to seek out stock.

The average selling price for all cars in the wholesale market, observed in Manheim’s auctions and online sales channels, increased by seven per cent from September to £5,910, and was up by 1.3 per cent compared with the same month last year.

Motors.co.uk saw the average selling price of vehicles on its website rise by 3.5 per cent from September and by 8.9 per cent year-on-year, to £12,714 – the highest figure recorded for at least 12 months.

Manheim recorded a 4.2 per cent increase in average selling prices of partexchange stock from September, rising to £3,842, and a 6.8 per cent uplift in ex-fleet car values, which rose to £9,915.

The average mileage of part-exchange stock in the wholesale market was 72,984, with the average mileage of ex-fleet cars recorded at 40,171 – both figures the lowest they have been for at least 12 months.

Prestige brands saw the biggest increase in values, with average selling prices rising by 1.6 per cent on Motors.co.uk and by 5.6 per cent in Manheim’s auctions.

There was positive movement for volume brands too, with prices rising by nearly one per cent in the retail market and by 3.3 per cent in the wholesale market. Manheim’s investment in improving processes has continued to show clear benefits for customers, with stocking days for both prestige and volume ex-fleet cars recorded at their lowest levels for at least 18 months.

While the number of increasingly popular electric vehicles listed on Motors.co.uk increased by 15.5 per cent from September, the average selling prices rose by 5.5 per cent, indicating higher demand.

Meanwhile, diesel cars saw the biggest increase in values in the wholesale market, with prices up by 6.3 per cent from last month.

Dermot Kelleher, pictured, director of marketing and business intelligence at Motors.co.uk, said: ‘The rise in average selling prices in the retail market is a positive sign and underlines robust consumer confidence.’

Daren Wiseman, head of valuations at Cox Automotive UK, said: ‘The seasonal trend of increased demand for SUVs continued from the previous month, and we expect for that to remain going into 2017. While October typically sees some softening in prices, we delivered strong results and defied some market expectations, which is no doubt in part down to our significant investment in improving operational efficiencies.’

I

n a year that has seen a renewed interest in clean transport and a surge in popularity for EV and PHEV technology, diesel car drivers might feel somewhat left in the cold. The popular media seemed full of environmental and emissions concerns and negative publicity about diesel power in 2016.

But how has that translated into the real world, where diesel cars represent a sizeable proportion of the used marketplace? Perhaps unsurprisingly, BCA data shows no easing of demand for diesel cars, despite a year of largely negative headlines. Average price performance for diesel cars sold at BCA actually improved by 8.7 per cent between January and October 2016.

In terms of value, on average, diesel cars outperform petrol cars by a substantial margin, despite having significantly higher mileages when sold. Performance against guide values is typically higher, as is retained value against cost new. These trends are well established and have not changed over a number of years.

Diesels are an attractive and desirable proposition for professional buyers for onward retail with fleet and lease sources providing a good supply of well-specified models in attractive colours and often featuring executive models and premium brands. The very reasons that make a diesel attractive to corporate users are equally applicable to the motorist. Many people like the driving characteristics of a diesel – the high torque at low speeds makes town driving effortless, while on the motorway acceleration through the gears is always impressive.

There are real savings in fuel consumption that can see even the most leaden-footed driver attain great MPG returns.

The overall reliability and longevity will also appeal to the cost-conscious motorist. The UK motorist still wants economical motoring and we’ve seen no push back on environmental issues.

Who is Simon Henstock? ‚

He is BCA UK s chief operating officer – remarketing. Visit bca.co.uk or call 0845 600 6644.

ROCKINGHAM AUTOMOTIVE DEFLEET & REMARKETING CENTRE VEHICLE REMARKETING SERVICES 1. Logistics Our dedicated collection team are experienced in all forms of vehicle movement from doorstep inspection/ collection featuring detailed damage costings supported by digital images signed by the customer to the more standard movement of single or multi vehicle transporter load. With six strategically positioned UK wide drop off locations we have the ability to cover the England, Scotland, Wales and Ireland regions for all aspects of recovery.

2. Inspection On arrival all vehicles are inspected to the NAMA grading standard, the standard you can trust. This nationally defined scheme will enable the best possible prices to be achieved.

Vehicles of specific grades will attract certain buyer groups therefore ensuring that vendors obtain the best audience both physically and online. The transparent grading of used vehicles within the industry has encouraged growth in the online buying practices of major motor retailers at all specialist corporate fleet sale events.

3. Presentation Every vehicle is presented to a retail clean standard to ensure the best possible financial return is achieved. This small investment is an essential ingredient to the overall result for the corporate vendor. The vehicle presentation takes place immediately prior to digital imagery of vehicles which are then uploaded to website and smartphone applications for marketing purposes.

120 | CarDealerMag.co.uk

3 UK wide inspection and collection service at competitive pricing 3 Strategically positioned central hub to provide nationwide single centre sale events 3 Every vehicle presented to a retail clean standard 3 Expert refurbishment programme tailored to your needs 3 300 acres of secure hard standing vehicle storage

3 Established auction programme to suit both corporate and dealer group part exchange 3 State of the art Online Centre to offer vehicles 24/7 direct to marketplace 3 Asset Recovery System – digital platform to track, recover and remarket the asset 3 Fleet Management Department – Experienced, knowledgeable and dependable

For further information please contact Michael Tomalin 07808 791210 or email mt@cityauctiongroup.com

Rockingham Speedway, Mitchell Road, Corby NN17 5AF

www.cityauctiongroup.com

Hyundai Ioniq scores five-star EuroNCAP rating. bit.ly/ioniq106 n A special 1999 Lamborghini Diablo SV, believed to be the very last Lamborghini to leave the Sant’Agata factory before Volkswagen took full ownership, will be auctioned at Silverstone Auctions’ sale at the Practical Classics Restoration and Classic Car Show. n An important piece of Lamborghini history, the car is also believed to be the last Diablo imported into the UK as well as the last Diablo SV off the production line. n It is estimated at between £150,000 and £170,000 and will be offered in the sale taking place at the NEC, Birmingham, in March.

Family-run independent firm is delighted with acquisition Independent Motor Auctions is growing faster than the industry itself!

T

he boss of Independent Motor Auctions has told of his excitement at the firm’s expansion.

As reported by Car Dealer Magazine last month, the Leeds-based business bought West Coast Motor Auctions in Poulton-le-Fylde, Lancashire, keeping all the staff, and said it would be rebranded from December 1.

Speaking about the deal, which was worth an undisclosed sevenfigure sum that included the business and property, Independent Motor Auctions managing director Justin Lane said: ‘This is a really exciting acquisition both for us and West Coast Motor Auctions, as we have plans in place to develop both businesses in the coming months.

‘We have a very similar company Car dealer new strip ad 3/16 ethos to West Coast Motor Auctions as

we’re family-run and independent – both very rare attributes in the current sector marketplace.’

All 16 of West Coast Motor Auctions’ staff are being retained, adding to Independent Motor Auctions’ team of 22. In the coming year, the company said it planned to create a number of jobs as part of its growth plans.

Lane said: ‘Independent Motor Auctions continues to grow faster than the industry itself, so it’s very encouraging to be bucking the trend and preserving and creating jobs.

Expansion into a new region is a development we’ve wanted to make for some time, but the acquisition had to be right for both businesses.

‘We feel that West Coast Motor Auctions is ideal, not only because we 26/9/16 14:32 Page 1 now cover Yorkshire and Lancashire

THE FLEET AUCTION GROUP - THE UK’S

N1 O

TRADE ONLY AUCTION

but because we’re also expanding into motorcycles as well. We’re very proud to be one of the few auction businesses that is still independent and family-run, providing the best customer experience.’

West Coast Motor Auctions started in 1987 and Independent Motor Auctions has acquired the business because of retirement. It will be rebranded as Independent Motor Auctions Blackpool.

Independent Motor Auctions was established in 1979, with the Lane family buying into it in 2002 and taking full ownership from March 2006. Since then, the company has experienced continued growth with turnover now in the region of £20 million a year. It is the only independent, family-run motor auction business in West Yorkshire.

BCA

Outsourced remarketing deal agreed

BCA HAS announced that a new outsourced remarketing deal has been agreed with PSA UK. The agreement will support the sale of its used vehicle inventory for the Peugeot, Citroën and DS brands across a variety of remarketing channels and suppliers.

Based at BCA’s Remarketing Solutions Centre in Peterborough, the outsourced sales support team provides data, insight and strategy support to PSA UK used vehicle operations as well as support for franchised dealers to find the vehicles they need to fulfil their customers’ requirements.

Craig Purvey, pictured, BCA’s chief commercial officer, above, said: ‘This is a significant partnership deal that will see BCA supporting the remarketing strategy for PSA across all markets and suppliers.

‘BCA is ideally positioned to deliver a high-quality solution that will meet PSA UK’s aspirations to improve sales volumes and values.’

Purpose built 12 acre auction complex Central UK location Fixed cost buyers premium Fleet Car Sales every Monday & Thursday at 10am Collection of vehicles 24 hours a day, 7 days a week Excellent variety of weekly stock from premium sources Regular Top Car Sales. Vans, Truck & Plant every week Enclosed and heated auction halls and viewing area All new website & stock locator. On-line bidding The UK’s finest auction restaurant Call for account application

The Fleet Auction Group Ltd., Stephenson Industrial Estate, Coalville, Leicestershire LE67 3HG Telephone: 01530 833535 Email: info@fleetauctiongroup.com www.fleetauctiongroup.com CarDealerMag.co.uk | 121

122 | CarDealerMag.co.uk

MONEY TALKS

..in association with Paragon Car Finance

2017: What’s in store?

Dealers might start to feel the impact of softening demand in the new year

A

ccording to Ladbrokes, a £1 accumulator bet placed at the beginning of 2016 for a Leicester City Premier League win followed by a Brexit vote and a Trump presidency would have returned a staggering £4.5m. While it’s impossible to say whether 2017 will hold quite the same level of excitement on the national and international stage, it’s interesting to speculate what the next 12 months might have in store for the UK’s car finance market.

Will used car sales pick up the slack?

A rebalancing towards used cars sales certainly seems to be on the cards and many finance brokers are already gearing up for change.

For example, our own research shows that the UK’s largest brokers are expecting much faster growth in used car finance than new over the next five years, with 38 per cent anticipating that used car finance will set the pace compared with only 10 per cent expecting new car finance to spearhead growth.

Where next for new car registrations?

New car registrations have powered ahead since 2009, enjoying record growth. However, while fleet registrations have continued to grow by more than five per cent during 2016, there has been a discernible levelling-off in consumer sales, and 2017 could be when dealers really start to feel the impact of softening demand.

What happens if the economy slows?

A rebalancing would be one thing, but forwardlooking dealers may also want to start making contingency plans in case of a more general slowdown. So far, the UK economy has held up well after the EU referendum, but we are entering uncharted territory. If lower demand puts pressure on vehicle prices, consumers could

find that the value of their vehicle falls, leaving them with little room for manoeuvre when they come to choose a new model.

In turn, lenders are likely to shift priorities when structuring new deals, opting to collect a higher proportion of the price through the monthly payments and reducing the size of the final balloon. Clear and consistent communication with customers will be key.

How will online finance shape the market?

A final area for dealer attention during 2017 will be online finance. A growing number of car buyers are now arranging their finance online, entering the showroom with a decision in principle up to a pre-agreed maximum from one of a growing number of online finance brokers.

Dealers may want to consider whether they replicate this type of facility or reinvigorate their own sales process to accommodate the change.

Any questions?

If you have any finance questions that you should know the answers to but are too scared to ask, send them through to Paragon Car Finance at pcf@paragonbank.co.uk

I love it when a

Finance plan comes together Paragon Car Finance offers lending packages to Light Commercial dealers.

With a range of attractive deals, we’re confident your customers will find the right deal for them.

What we can offer Hire Purchase Minimum VAT as deposit VAT applicable vehicles only Loans £2,500 to £50,000 120% CAP Retail Maximum start mileage 120,000 Maximum age of vehicle 10 years at end of term

0345 149 7777 pcf@paragonbank.co.uk www.paragoncarfinance.co.uk/lcv Paragon Car Finance is a trading style of Paragon Bank PLC. Paragon Bank PLC is authorised by the Prudential Regulation Authority and regulated by the Financial Conduct Authority and the Prudential Regulation Authority.

Registered in England number 5390593. Registered office 51 Homer Road, Solihull, West Midlands, B91 3QJ. Paragon Bank PLC is registered on the Financial Services Register under the firm reference number 604551.

BPCF13535 (10/2016)

CarDealerMag.co.uk | 123 BPCF13535 - LCV Advert - Car Dealer.indd 2

07/11/2016 09:28

124 | CarDealerMag.co.uk

KEY NOTES

..in association with Traka

Bodyshop opportunities Dealerships and independents can take advantage of recent changes, says Paul Smith

F

or many dealerships in recent years, the notion of adding bodyshops to their service and PDI centres has been a non-starter. In these more straitened economic days, dealers have focused on the core business of selling and servicing new and approved used cars, and selling associated F&I packages. Premium showroom real-estate has been increasingly given over to showing-off new and used inventory out front; while PDI and service centres are placed out back or even a few hundred yards away in lower-value, more out-ofthe-way locations.

We’ve witnessed an unprecedented decline in independent bodyshops over the past 12 years, because of a combination of rising overheads and labour costs, flattening charge-out rates for crash repair work (and thus declining margins) and falling repair volumes.

However, the independents have not just been hurt by normal cyclical market conditions, but also by the major insurers who increasingly direct the flow of accident repair work into the hands of fewer national players.

Market analyst Trend Tracker thinks that the number of independents may have reduced by more than 30 per cent in the past 10 years, amid a reported repair volume decrease of 24 per cent in the 10 years to 2014.

Insurers’ role in controlling where crash repair work goes has definitely undermined independent bodyshops’ market position.

Many family-owned bodyshops saw their insurer-approved contracts terminated early in the great recession, often through no fault of their own, but because insurers preferred to work with a few groups rather than multiple independents.

However, it could be that this shake-up creates an opportunity for franchise dealerships to fill

bodyshop capacity lost during recent years.

Is it simply a case of aligning more closely with insurers and prompting their manufacturers to pass them this work? Or is the answer to specialise in repairing specific high-value models or even specific types of accidents?

The main franchise automotive repair chains have thrived by focusing on what might be classed as ‘medium-sized repairs’ – that’s somewhere between everyday dinks and dents and the more serious collision damage – by investing in equipment that enables them to semi-automate common bodyshop processes so that workflow is optimised, thereby delivering the margins they need to stay afloat.

There is no doubt that the nature of bodyshop work is changing. When once it was simply a matter of beating out steel wing panels, re-chroming a bumper or mirror and finishing off with a fresh paint job, today’s new models are a complex mixture of high-strength steels, aluminium, plastics and carbon fibre-reinforced polymers – and that’s before you get into the mess of IT and autonomous safety systems.

Fixing up these cars after a crash can be highly complex work involving very expensive genuine

parts and technical know-how. Anyone looking to repair new cars will need to have expert knowledge of a vehicle inside and out – and that depends on close relationships with OEMs. However, not all bodyshops have these direct relationships in place, unlike main dealers.

At the same time, OEMs are becoming more proprietorial about how their products are repaired. They want more control over the process because they know sub-standard repair work can lead to customer dissatisfaction, brand damage and loss of future car sales.

So perhaps it will be no surprise to see more franchise dealers expand their service centres to include SMART repair centres.

In dealer groups, it is becoming more common to see the establishment of central bodyshops serving several franchise dealerships within a 50- or 100-mile radius.

For dealerships looking to expand by acquisition, a dealer with an existing bodyshop already looks more attractive than one with a normal servicing and/or PDI centre.

Other dealers are forming alliances with independent bodyshops, ideally ones with expertise in their marques and a reputation for only using new genuine parts.

The bodyshop market has changed so significantly in recent years that there are real opportunities for dealerships to stake a larger claim to this work. Likewise, independents that have aligned themselves well with high-end marques and kept up with the technology and/or developed strong partnerships with dealerships in their region, look to be the winners as the number of small independent players out there continues to decline.

Both parties need to act fast before the best alliances are claimed by their competitors.

Who is Paul Smith?

Paul Smith heads Traka Automotive, part of the ASSA Abloy Group brand Traka. ASSA Abloy bought the electronic key management software provider eTag Solutions, which was founded by him. Traka is a leader in intelligent access control, key management control solutions and keyless electronic lockers.

Keys can make you money…

Find out how at www.traka-automotive.com The only viable key management solution for automotive POWERED BY

Email sales@etagsolutions.com or call 0845 225 2910 CarDealerMag.co.uk | 125

DATA FILE.

James Litton

TRADER TALES

Get strapped in for a 2017 rollercoaster ride

B

uckle up, ladies and gentlemen, because 2017 is going to be a rollercoaster with more thrills and spills than any ride at Disneyland!

Most businesses would typically be looking for strong year-on-year growth as the calendar changes, but given all of the tumult the world faces in 2017, I am hoping for steady as she goes.

The motor trade experiences the first big change in VED for more than a decade from April 1. I can see a very buoyant quarter one as customers gear up for the change, but there could be some stress on the prestige market thereafter.

We then have the weakening pound contributing to not only a rise in vehicle wholesale prices but also the potential for an increase in interest rates to combat inflation.

Consumers have had some very attractive monthly payments on new cars for the past five years, but can they be sustained at their current levels?

British car dealers and leasing companies have seen the return of Euro-based buyers as a result of the limp pound.

The used car market is well supplied so we have not seen a positive uplift in residual values, just more interest from further afield.

There is continued pressure from all manufacturers relating to investment in facilities.

It is nigh on impossible to fit every model from even the lowest volume brand into current showrooms, but the new models keep on coming.

Workshop capacity is also dwindling, skilled technicians with diagnostic capability are a rare find and recovery rates are under pressure from service plans and leasing maintenance contracts.

Quite what happens to the financial markets when Britain triggers Article 50 is also a big unknown.

Whether some stability comes from a more finite timeframe or instability results from rows within the Eurozone, nobody has a clue.

Mind you, I’m not sure I would want to be in an American dealer’s shoes at the moment.

All manufacturers have potential trade tariff issues or in the case of Ford, a political battle to bring factory capacity from Mexico to the US. That is unless the straw-haired president-elect hasn’t brought about a nuclear holocaust in the meantime.

‘I would not want to be in an American dealer’s shoes.’

What do you think? Share your views on our forum – it’s easy to sign up.

Type CarDealerMagazine.co.uk/forum into a web browser to get commenting

Who is James Litton?

James is general manager – director of Volvo Cars Poole. He always has something to say about the industry he loves.

126 | CarDealerMag.co.uk

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Gel-boy was so vain, I had to take action

I

can’t stand vain blokes. I know that might seem like a bit of a harsh statement when people are just trying to take pride in their appearance, but I once worked for a chap who took it to extremes.

He was the owner and managing director of the dealership where we both worked but it was more like a hall of mirrors than a car showroom – all of them installed so he could check himself out at every opportunity. He was known for wearing expensive suits and shoes (far too pricey for the sort of operation he was running) but his pride and joy was his hair, which was coiffed to within an inch of its life thanks to the vast array of ‘product’ he kept in the top drawer of his desk.

This ‘product’ was mousse, gel, wax... You name it, as long as it was oily and greasy, it was liberally applied to his bonce at regular intervals throughout the day. Yuck! And it eventually resulted in us giving him the nickname Gel-boy.

The guy was also a bit of a b*llend to be honest and not the most popular with other members of the team.

In fact, there weren’t actually that many of us, and Gel-boy was often to be found attending to his quiff and coiff when he should have been mucking in with a bit of emergency valeting or moving cars around the site.

One day, Gel-boy announced to us all, in case any of us actually gave a monkey’s, that he had invested in a very posh new hair treatment that had cost him around £20.

He seemed exceptionally pleased with himself and applied a generous dollop of the stuff before he went on a test drive with a young female customer.

At this point I decided enough was enough and casually strolled over to the crappy little fridge we had in the corner of the dealership... and which, at that precise moment, contained my lunch which I had yet to eat.

One of the component parts was my favourite honey yoghurt, so without further ado I dashed over to Gel-boy’s desk, nabbed his pot of product and scraped it all out, before replacing it with my delightful dairy-based dessert.

Sure enough, once he’d returned from the test drive, he was feeling pleased with himself after securing a sale and celebrated with a quick slather on top. Yuck (again)!

Definitely a case of revenge being sweet...

‘He returned from the test drive feeling exceptionally pleased with himself.’

Tell us your story

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

CarDealerMag.co.uk | 127

THE FLEET.

LATEST FROM THE FLEET...

First report:

Second report:

Fifth report:

Fifth report:

SkodaSuperb

MiniClubman

AudiQ7

DS 4Crossback

Credit where credit’s due – neat touches add to appeal, despite some niggles

Lack of space in the back is frustrating

Little things really do mean a lot

Feeling the love – but at a stretch

EVERY winter my credit card takes a battering.

But now the Skoda Superb has entered my life I know that it will survive the cold weather unscathed.

I’m not talking about the cost savings of running our newest arrival. Instead, I’m talking about the Superb’s integrated ice scraper. Built into the fuel filler flap is a neat little device designed to remove frost from your windows. No longer will I have to use the contents of my wallet to clear the windscreen.

It’s just one example of the Superb’s clever touches.

Caught in a rainstorm?

There are umbrellas stowed in both front doors. There’s a removable torch in the boot and a clip to hold pay & display tickets to the windscreen, too.

These sort of touches mean that owners can become quite evangelical about Skoda ownership, and I can see just why.

The 2.0-litre TDI engine is a fine combination of refinement, performance and economy. It’s currently averaging a smudge under 50mpg, meaning that a full tank will take it over 600 miles. Believe me, it’s a real luxury being able to avoid chilly forecourts.

Our Superb is the rangetopping Laurin & Klement (named in honour of the two 128 | CarDealerMag.co.uk

founders of Skoda) so comes with quite a few niceties.

Our car’s list price tops £33,500, which puts it up against some pretty tough competition, but the Superb trumps them all for equipment. But the tech isn’t all brilliant. First, you have to tick the options box to supplement the parking sensors with a rear-view camera. It’s £350 too, which seems a lot for something that’s standard on rivals’ mid-range superminis.

Second, the infotainment system’s choice of the excellent Skoda system or Apple’s CarPlay... As an iPhone user, I thought Apple would pip the car’s system, but the truth is the CarPlay looks and feels a decade old.

The luggage space, though, is vast. And rear passengers are still treated to acres of legroom. Nice!

Tom Barnard (@Tom BarnardPR)

THE KNOWLEDGE Model: Skoda Superb Estate Laurin & Klement Price: £33,555 Engine: 2.0-litre TDI Power: 148bhp, 400Nm Max speed: 146mph 0-60mph: 7.7 seconds Emissions: 142g/km Mpg: 52 Mileage this month: 1,474 THIS MONTH’S HIGHLIGHT The fabulous fuel economy, which has spared me many a chilly forecourt.

MUCH as I like it, the latest Clubman isn’t problem-free, sadly. For a kick-off, it’s deceptively short on space.

It looks like a small estate car – and in many ways it is – but it seems more ‘small’ than ‘estate’.

Trying to fit a mountain bike in the back, for example, proved too much, even with the rear seats down – see above. Of all the Clubman’s issues, though, the way it looks is the biggest. I think it looks awkward, rather than ugly, but there are differing opinions in the office.

Still, you can’t see the outside when you’re in the driver’s seat, and that’s where I intend to spend most of my time with the Clubman. Because it’s efficient, good to drive and fully equipped, it’s pencilled in to do quite a few long journeys while in my custody. I might even take it skiing. Otherwise, I’ve threatened to replace it with a Range Rover...

James Fossdyke (@JFossdyke)

THE KNOWLEDGE Model: Clubman Cooper SD ALL4 Price: £36,070 Engine: 2.0-litre turbocharged diesel Power: 188bhp, 400Nm Max speed: 138mph 0-60mph: 7.1 seconds Emissions: 126g/km Mpg: 58.9 (combined) Mileage this month: 784 THIS MONTH’S HIGHLIGHT Being on the inside of the car looking out.

THE Q7 is a wonderful place to spend long journeys in. It’s super-comfortable and even after a six-hour marathon I recently spent in it, I got out at the end relatively fresh, if not a little stressed. However, spending such a long time in a car does give you quality time to really dig into the detail.

For example, why does the car have keyless start, but not keyless entry? Turns out keyless entry was a £950 option that hadn’t been ticked on our test car, apparently. Ouch.

It’s clear the Q7 is packed with technology but it’s the little things that make me really love it. Things like the buttons in the boot that can raise and lower the third row of seats automatically.

The fact the boot closes at the touch of a button too is handy when your arms are laden with shopping.

And it’s the little things that you notice when you spend so much ‘quality’ time with a car.

James Baggott (@CarDealerEd)

THE KNOWLEDGE Model: Q7 3.0 TDI Quattro S Line Price: £65,250 Engine: 3.0-litre, TDI Power: 268bhp Max speed: 145mph 0-60mph: 6.5 seconds Emissions: 153g/km Mpg: 48 (combined) Mileage this month: 2,568 THIS MONTH’S HIGHLIGHT Enjoying the little things that make such a big difference to a journey.

WITH one week’s holiday booked, my girlfriend and I found a brilliant deal at a hotel in the very centre of the historic town of Bruges.

The only catch? We’d have to drive. Not a problem, I thought. I love a road trip, and heading into Europe by road is one of my favourite things to do. The only downside was that I’d be taking the DS4 Crossback.

I wasn’t too excited at the prospect of covering so many miles in the quirky hatchback. Its pedal position is van-like, which would be fine if the seat was too, but because it’s down low it’s impossible to get my legs in a comfortable position, However, what if that was van-like? I grabbed the lever beside the seat that controls its height and pulled it until the seat was in its highest position. My head was nearly touching the roof, but do you know what? The driving position was much more bearable.

Praise be!

Darren Cassey (@DCassey)

THE KNOWLEDGE Model: DS 4Crossback BlueHDi 120 Price: £24,045 Engine: 1.5-litre turbodiesel Power: 118bhp, 300Nm Max speed: 117mph 0-60mph: 10.9 seconds Emissions: 103g/km Mpg: 72.4 (combined) Mileage this month: 1,863 THIS MONTH’S HIGHLIGHT Finally finding a comfort zone despite the van-like position of the pedals.

LONGTERMERS Fifth report:

Fifth report:

Sixth report:

Eighth report:

Ninth report:

Seat Ibiza Cupra

Mitsubishi Mirage

SuzukiVitara

FordMondeo

KiaSportage

Seeing the light on the open road

Comfort all the way with warm seats

Video tour is a real boon with service

Time to celebrate – and all done in style

Premium-type quality is exuded

THE Ibiza Cupra has settled into the office car park well, but it belongs out on the open road.

Until recently, I thought the little Seat was quick and well built but a touch too dull and sensible to mix it with hot-hatch royalty such as the Ford Fiesta ST and Peugeot 208 GTi. After a couple of long trips home and a quick visit to the Yorkshire Dales, however, I’m now completely sold on it.

First of all, it really is fast, and the comparatively large displacement of its 1.8-litre engine gives it a meatier feel than some of its rivals, as well as genuinely decent real-world economy. On a long run, it managed 46.7mpg – a slight improvement on the official economy figure. It’s fairly comfortable, too, ironing out the lumps and bumps of Britain’s motorways.

From now on, anyone who wants the keys will have to fight me for them.

Jack Evans (@jackrober)

I’VE gone from a beast of an Outlander to a mouse of a Mirage. Now, I say mouse but that’s probably unfair.

It’s more of a reference to its size than its character.

The Mirage is Mitsubishi’s entry-level model and designed for city driving instead of off-road adventures. The variant I have is at the top of the range in terms of internal spec. It’s got heated seats in the front, leather upholstery, keyless entry and start, rear parking sensors and Bluetooth connectivity.

With a 1.2-litre engine, it gives around 320 miles before the petrol warning light flashes in front of your eyes. But despite the smaller engine it really packs a punch, easily cruising on the motorway in comfort. The seats are very comfortable, certainly for my dodgy back, and on the frosty mornings we’ve had I’ve adored the heated seats. Yes, I’m looking forward to driving many more miles in it.

Clare Newman (@ClareNewman81)

MY Suzuki Vitara is getting on in life – about 8,000 miles on, meaning it was due its first service this month.

This can sometimes be a headache when it comes to fitting in a trip to the garage around everything else in life. Fortunately, we were able to use Sparshatts Suzuki in Fareham, which is no more than 10 minutes from the office.

The automotive industry is changing, and receiving a video review of your service is becoming an industry standard. This time, for the Vitara we were given a guided tour around the car and assured that everything was absolutely fine.

It’s a fantastic addition for customers who wouldn’t normally get more than a cursory glance around their car with a technician.

In this case we received a CitNOW video, talking us through the tyre, brake and suspension wear – all of which were well within the limits allowed. Great stuff!

Rebecca Chaplin (@believebecca)

WELL, that’s that. Daughter Lucy has moved into her new home, and as I explained last month, our long-term Mondeo estate was just the job when it came to transporting everything to her new abode.

This month, a trip to Gloucestershire was in order for my mum’s 80th birthday lunch, and the car was pressed into service with a full load of passengers and presents on board. The route from the south coast involves some roads of the type normally described by motoring hacks as ‘twisty stuff’ – the A419 between the towns of Stroud and Cirencester to be precise – and it is testament to the wonderful ride quality that Lucy (yes, it’s her again) didn’t feel remotely queasy as she does in other cars.

The levels of interior comfort really are supreme and we will be sorry to see the car go when it leaves us soon. Truly, this is a class act from Ford.

Dave Brown (@CarDealerDave)

THE Sportage continues to impress on all fronts.

October’s Bangers4Ben event saw it called into action as the support vehicle. Laden with staff, the Kia took it all in its stride.

The overwhelming view of those who travelled in it for the first time was the quality that the car exudes. I agree.

Driving it around makes me feel like I’m driving a premium vehicle.

Build, style and drive all ape that of a premium car, which is why I enjoy driving it up and down the country.

In the last month, its first service was due and was carried out by Hendy at a very impressive £116, which is fantastic value having covered 20,000 miles.

My only criticism of the Kia is that its service indicator was switched off before delivery, meaning we missed the service by 1,000 miles before realising.

Why would you have this option on a new variableservice vehicle?

Andy Entwistle (@CarDealerAndy)

THE KNOWLEDGE Model: Ibiza Cupra Price: £18,900 Engine: 1.8-litre turbocharged petrol Power: 189bhp Max speed: 146mph 0-60mph: 6.8 seconds Emissions: 145g/km Mpg: 45.6 (combined) Mileage this month: 2,469 THIS MONTH’S HIGHLIGHT Beating the official fuel economy figure – even if only slightly.

THE KNOWLEDGE Model: Mitsubishi Mirage Price: £13,499 Engine: 1.2-litre, 3-cylinder automatic Power: 79bhp Max speed: 107mph 0-60mph: 12 seconds Emissions: 99g/km Mpg: 65 (combined) Mileage this month: 1,494 THIS MONTH’S HIGHLIGHT Discovering the wonder of heated seats on the coldest morning of winter so far!

THE KNOWLEDGE Model: Vitara S ALLGRIP Automatic Price: £24,285 Engine: 1.4 Boosterjet Power: 138bhp, 220Nm Max speed: 124mph 0-60mph: 10.2 seconds Emissions: 128g/km Mpg: 51.3 (combined) Mileage this month: 985 THIS MONTH’S HIGHLIGHT The Vitara gets a clean bill of health for its first service – yippee!

THE KNOWLEDGE Model: Mondeo Titanium TDCI Auto Price: £29,375 Engine: 2.0-litre, 6-speed automatic Power: 208bhp, 450Nm Max speed: 142mph 0-60mph: 8.1 seconds Emissions: 134g/km Mpg: 54.3 (combined) Mileage this month: 859 THIS MONTH’S HIGHLIGHT A queasy-free ride on a trip to and from Gloucestershire.

THE KNOWLEDGE Model: Sportage First Edition 2.0 CRDi (auto) Price: £31,645 Engine: 2.0-litre diesel Power: 182bhp, 400Nm Max speed: 125mph 0-60mph: 9.2 seconds Emissions: 166g/km Mpg: 44.8 (combined) Mileage this month: 2,012 THIS MONTH’S HIGHLIGHT The first service costing just £116 after the car having travelled 20,000 miles.

CarDealerMag.co.uk | 129

BAGGOTT.

Have you got our FREE iPad app? Download it here bit.ly/CDMiPad

Why The Grand Tour convinced me the future’s looking bright

P

repare for a smug report. One where by the end of these few hundred words, you’re going to hate me a little bit more than you already do, but I need a column and this is a topic.

I’m writing this several thousand feet above Mexico City on my way to drive the new Audi Q5. I’ve just stepped off a 12-hour Aero Mexico flight from Heathrow and straight on to another one to take me to the Baja California peninsula that looks like a drooping nose on the edge of this stunning central American country.

There’s no reason for telling you this other than it’s the Mexicans that got me thinking about the former Top Gear trio’s esteemed leader’s comments about its country folk, and that got me thinking about The Grand Tour, which in turn got me thinking about supercars. Bear with me, there is a thought process in this madness.

If, like me, you’re a fan of the controversial television trio you would have been eagerly awaiting the first episode of the Amazon Prime series. Once you’d worked out whether you had Amazon Prime and how to get the pictures on to a screen that wasn’t the size of your laptop, you’ll have settled down to enjoy the new show in all its multi-million-pound budget glory.

There were helicopter shots, celebrities quite literally falling out of the sky and the much-anticipated test of the ‘Holy Trinity’ of hypercars: the Ferrari The Ferrari (to coin a May-ism), the McLaren P1 and the Porsche 918 Spyder.

Ok, this might have come around a little late and all of those cars may have already sold out – and in most cases already at least doubled in value – but still it was a test we all longed to see. Knowing just how tough it is to get any of these brands’ cars together for a group test, I didn’t even want to begin to think about the hoops the GT team had to jump through.

The test was brilliantly put together, funny and informative and was all we’d come to expect from the ousted Top Gear presenters. This first show was a line in the sand, a marker for rivals that said they’re back and still know how to entertain.

But what really got me thinking after the show was the cars. Here we had three hypercars packed with F1-derived technology. All three hybrids, all three boasting performance that a few years ago those very Formula 1 cars that inspired them only dreamed of. Yet these were cars for the road, for mere, albeit very rich, mortals to enjoy. Mortals like Clarkson, Hammond and May. This year I’ve been very fortunate to try the offerings the next rung down the ladder from these three manufacturers.

Who is James Baggott?

Back in August we had a McLaren 570S along for our Road Test of the Year and I was staggered at its turbo-charged power, its ability to throw you at the horizon with brutal force.

Then Ferrari lent me their 488 Spider and standard 488 GTB to try, back to back. Both extreme feats of engineering, with barbaric power delivery and a breathtaking turn of speed, again largely thanks to a new turbo-charged engine.

In fact, these Ferraris were so fast I could feel them moving my organs around in a thoroughly unpleasant way. And then there was the new 911 – another sports car with a turbo thrust upon it by stringent emissions regulations. The new Porsche was great, still as fast as you’d ever desire, but just like its contemporaries, was positively lacking in emotion.

I’m all for progress. I like nothing more than learning about, writing about and experiencing new technologies. But I’d

James first show was Baggott ‘This a line in the sand, a AGAINST OUR BETTER JUDGMENT, WE GIVE OUR CEO THE LAST WORD EACH MONTH

marker for rivals’

argue that turbo charging has been a step backwards.

Yes, they might be more powerful, faster and have a more even spread of torque – but supercars must stir emotions, set hairs on end and that boils down to a sound. Engine noise and exhaust bark: they’re what prick the senses and heighten experiences. You can’t enjoy raw power or speed every day, but you sure can revel in a howling, evocative exhaust note.

Which brings me back to that Holy Trinity. If there’s one thing I took from The Grand Tour, it was the fact the future’s looking bright. Those three cars are the test beds for extreme technology that will very soon filter down into those brands’ supercars. The next-generation Ferrari 488, the new 570S and 650S, the new Porsche 911 – each and every one of those will be brimming with hybrid technology perfected in these superexpensive trinkets. Perhaps we’ll look back at this current crop of supercars as a stop-gap, born out of regulation necessity rather than passion.

But things are looking up. It’s the prospect of a KERS-packed 800bhp mid-sized Ferrari that really excites me – and the best bit is, these cars are just around the corner. However, only time will tell if they bring with them that raw emotion that’s so sadly gone, missing in action.

He’s the founder of Car Dealer Magazine and chief executive officer of parent company @BaizeGroup, an automotive services provider. He now spends most of his time on Twitter @CarDealerEd and annoying the rest of us.

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