Car Dealer Magazine: Issue 71 by Blackball Media

INVESTIGATION: is PRE-REG RIFE?

plus: detroit motorshow round-up

i a q h s a Q Issue 71 | February 2014

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IGNITION.

EDITORIAL EDITOR James Batchelor

james.batchelor@blackballmedia.co.uk Twitter: @JRRBatchelor

STAFF WRITER Jon Reay

jon@blackballmedia.co.uk Twitter: @JonReay

STAFF WRITER Sophie Williamson-Stothert

sophie@blackballmedia.co.uk Twitter: @1Sophie_W

head of design Graeme Windell

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ADVERTISING ADVERTISING Manager Duncan Chappell

duncan@blackballmedia.co.uk Twitter: @CarDealerDunc

Advertising EXECUTIVE Cliff Culver

cliff@blackballmedia.co.uk Twitter: @CarDealerCliff

CREDIT CONTROL & ADMINISTRATOR Pippa Marsden

pippa@blackballmedia.co.uk Twitter: @CarDealerPip

SUITS MANAGING DIRECTOR James Baggott

james@blackballmedia.co.uk Twitter: @CarDealerEd

OPERATIONS DIRECTOR Andy Entwistle

andy@blackballmedia.co.uk Twitter: @CarDealerAndy

Contributors James Litton, Tim Naylor, Tim Heavisides, Jonathan Such, Dave Brown, Gareth Bethell, Mal Hay, Leon Poultney, Daljinder Nagra, Diana Hargreaves and John Bowman.

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REALLY annoys me Welcome. ITwhen people of the

internet say Britain does not have a car industry any more. It’s these people who reflect most lucidly on the glory days of the British car industry in the 1950s when we ruled the world and how it all went so horribly wrong. They will tell you, quite bluntly in fact, it’s the Germans’ fault. Or the Japanese. Or possibly Margaret Thatcher’s. It’s annoying because it simply isn’t true. You know, like I do, this country has an excellent tradition of building cars, engines and technology and has a fantastic reputation around the world. Our workers are known as being skilled and the cars we build to be of sound quality. And leading the way is a real success story – the Nissan Qashqai. Since production began at Sunderland in 2007, the Qashqai has become Nissan Europe’s fastest-selling model and the north-east plant has built more than 1.7 million of them – 250,000 of those to UK buyers. A new model is big news – especially if the old model is so popular; 2013 was a record year for Qashqai sales. And that’s why we headed to Spain to try out the new version. You can read what we think on p48.

IS PRE-REG RIFE? For the past few months we’ve been wanting the answers to our pre-reg questions. Are manufacturers actively participating in pre-reg activity? And if they are, how many are they getting dealers to register? So far our questions have gone unanswered but this month James Baggott has carried out a full investigation into the practice. As I’m sure you know, pre-reg has wider implications than just manufacturers trying to hide the numbers. If customers start to realise that they could pick up a brand-

new car for thousands of pounds less, it could cause great shockwaves in the industry. It would also mean the SMMT’s ‘good news’ announcements would suddenly take a U-turn if new car sales became used car sales. Flick to p12 for Baggott’s intriguing investigation. BAGGOTT BITES BACK Talking of Baggott, you’ll see he is back on the subject of Vauxhall this month. His column in Issue 68 ruffled a few feathers at Vauxhall – so much so that it has banned us from driving its cars. Seems like a childish stunt if you ask me when all it needed to do was call us and give us its side of the story. I’d have gladly interviewed boss Duncan Aldred and featured it in the magazine. One thing I do really want to make clear is we are truly on the side of car dealers here – be they Ford, Audi, BMW, independents or Vauxhall retailers. We ask the questions, as James says, of the car-maker chiefs that you sometimes can’t. We get access to them on launches and events all the time and we need to ask the questions you want answers to. Questions like how does Vauxhall think it can manage to overtake Ford in the sales charts by 2016? At the end of the day, that’s all James did. If you’ve got a tough question you’re too afraid to ask your manufacturer, send it in (anonymously if you wish) – I can promise you, despite the ban by Vauxhall we won’t stop serving your needs. Read Baggott’s column on p45. Enjoy the issue.

James Batchelor, editor

Winner: Best Business ‘This magazine brings its readers an insightful, engaging overview of their industry which Publication of the Year entertains as well as informs’ - award judges CarDealerMag.co.uk | 03

If you have a credit licence, you must act now. REGISTER NOW

Important changes to the licensing of consumer credit are on the way. If you offer credit to your customers, you need to act now. On 1 April 2014, the Financial Conduct Authority will take over regulation of consumer credit from the Office of Fair Trading (OFT). On that date all existing licences issued by the OFT will expire. Before then you will need to register for ‘Interim Permission’ if you wish to continue offering credit legally. It takes minutes to register – simply go to fca.org.uk/clicked. To continue offering credit, act now.

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INSIDE. ISSUE 71 I february 2014

Dashboard

Feedback

Car Dealer Club

Investigation: Is pre-reg rife? Car Dealer Power 2014

Hard Qash

Big Mike Baggott

The Qashqai is a hard act to follow but has Nissan pulled it off with the new version? Full road test

Exclusive: Is pre-reg rife? We ask every car manufacturer in the UK if they’re pumping pre-reg onto dealers’ forecourts

Forecourt 2014 Nissan Qashqai Mitsubishi ASX Ford Ecosport Porsche 911 Turbo S

Detroit Motor Show

The awards which put you in the driving seat return

‘‘

Features

Premium Hatchbacks

Our job is to ask the difficult questions. If that means upsetting people – we won’t be changing

Baggott

CarDealer

Premium hatchbacks put to the test

OUR AWARDS...

IN ASSOCIATION WITH

GEN-3 GLASSCOAT

2013 WINNER The Car Dealer Used Car Awards, CarDealer sponsored by Black Horse, are EWARDS the only awards that celebrate 2013 the used car industry. Go to p9 for the latest news

WINNER

46 48 50 51 52 54 64

Data File

68 Commercials 70 Auctions 73 Trader Talk 75 On Track 76 Motor Mouth 77 Crystal Clear 78 Caught in the Net 79 Market Insight 81 Suppliers’ Guide & Trader Directory 82 Workshops 84 Long-termers 86 Time Is Money 90 Taking Stock & Buyers’ Guide

USED CARAWARDS IN ASSOCIATION WITH

WHEELER DEALERS

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2013 WINNER ea arD le

As voted for by dealers, the Car Dealer Power Awards are unique in the industry. Turn to p22 for this year’s survey or go to cardealerpower.com

POWER

Focus on: Really Good Domains

Jaguar XJR

06 10 12 22 41 43

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All suppliers to Car Dealer Club are approved by us. Learn more about the exclusive benefits of becoming a member by flicking to p10 for details. CarDealerMag.co.uk | 05

feedback. Your comments via email to james.batchelor@blackballmedia.co.uk

Our website at CarDealerMag.co.uk

SMMT figures

We’re standing in the firing line YOUR article about SMMT’s enthusiasm re new car sales figures is brilliant and hits the truth right on the head but as individuals and businesses we’re pilloried! I am 60 and have been in the trade 30 years-plus as a dealer principal, used car manager and corporate sales person, but mostly as a salesman and currently as a salesman for a privately-owned Kia dealer who is full of common sense, possesses a nice clean showroom, had his best year ever in 2012 and loves his customers. His staff are encouraged

What’s wrong with Vauxhall? I’d just like to understand I RUN a Vauxhall dealer group. I like to think we are pretty successful and I think this is because we live and breathe really good relationships, both with our customers and our staff and, of course, our manufacturer Vauxhall. Please let me say I always read Car Dealer Magazine, I like the content and I think it’s generally relevant to managing staff such as myself. I always make sure our management team have a copy, I like them to ‘keep up’ What I don’t understand is why you keep having a pop at Vauxhall. It really upsets me James, especially having invested so much of our families’ lives in the brand and how generally well received by both the public and the journalists the most recent models are. I don’t want to get all melodramatic or bitter about your words, I’d just like to understand. Maybe Vauxhall has let you down. Maybe a dealer has. Have you tried the new models? Regardless of what you think of the SMMT statistics, 10 per cent of the car-buying population seem to like them. Perhaps you could come back to me and we could meet up? Anon via email

THANKS for getting in touch about James’s column - we’re glad you enjoy the magazine. We can understand why you’d disagree with James’s opinions and it’s interesting you did what Vauxhall couldn’t - reached out and emailed us. Many times we’ve tried to build bridges with Vauxhall, all of them have been ignored. We have nothing against hard-working dealers like yourself – we’re here to call the management of manufacturers to account when they make outrageous statements like usurping Ford in the sales charts. We would be delighted to meet up with you and interview you for a feature in the magazine. Please get in touch and we’ll arrange it. Ed. 06 | CarDealerMag.co.uk

to ‘embrace’ customers in a normal down-toearth fashion without too much process – and yet he is continually ‘slaughtered’ by the Kia rep and subsequently those higher up who send ‘threatening’ letters, even though our percentage of profit is way above the national average. What we fail to do is register too many cars and give the b****** away! I am old and wise enough to know that sales is about results, not excuses or reasons for failure, but it’s becoming worse. Anon, via email

Pre-reg is a total distortion As a reader of Car Dealer and the Telegraph, how refreshing to read your comments on the fictitious SMMT registration figures. As the owner of a large main brand facility, it really is time to make manufacturers wake up and smell the coffee. Pre-registration is a total distortion and destroys dealer profitability. Volume is vanity, profit is sanity! I am not sure we will change the mind-set of the manufacturer moguls but keep banging the drum. Anon via email Is pre-reg rife? p12

star letter

Video sold me new Fiesta ST I COULD not resist tracking down your email from the Car Dealer Mag website to say thank you for the wonderful XR2 vs ST video on YouTube. I really enjoyed your obvious fondness for your XR2 and liked the more gentle and humorous comparison of the MkII XR2 (which I had) and the new ST. It was very refreshing, as it was not done in the usual hard- arsed, sideways, car journalist way. Oh, and your companion in the car is a star in the making. I owned an XR2 from new in 1987-1988 and loved it. I plan to sign an order for an ST – your video came at a perfect time. Tim Summers via email

THANKS for getting in touch, Tim. Your note was forwarded to us in the Ford press office by James Baggott at Car Dealer. We loved having his XR2 on the Fiesta ST launch – a 2013 highlight! If you proceed with the ST order, you’ll enjoy ownership of a landmark Ford. We have an Ambassador scheme, which offers a modest discount to new Ford purchases for fans and other contacts. We would be pleased to raise an Ambassador voucher for you. Thanks for getting in touch, happy New Year and hope an ST comes your way in 2014! Oliver Rowe Ford THANK you so much for forwarding my email to Ford. As result I have a valuable Ambassador voucher from Ford. I never expected it and am really touched. I have spoken to my local Ford dealer (Gates Stevenage) and am going in tomorrow to sign the order. I am a very happy boy. From my very second-hand 1975 Cortina in 1980 this will be my ninth Ford and I am very excited about it. Tim Summers via email

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What you’re saying on Car Dealer Forum

To buy or not to buy?

At that price, it’s a steal

Lacking commitment I’m learning A WEEK ago a couple appeared on the yard at quarter to five, looking at a very nice diesel Picasso we have for sale. Ten minutes later I’d persuaded them to buy. I asked them to leave a £100 deposit and pay the balance when they wanted to collect their car. The customer said they were waiting for their insurance payout after writing off their car. I told my boss, who said to get ready for them to cancel. Sure enough, they did. Ian

January madness

Used car dealer cliches

AS expected, the ‘good news’ stock is making bonkers money in the auction hall with the average stuff not far behind, leaving many small dealers who can’t or won’t play ball left scratching their heads. Personally, I play the waiting game at times like these in the hope and expectation that the market will settle down and normal service can be resumed. If that means empty spaces for a few weeks then so be it. It’s just frustrating not being able to buy the usual bread-and-butter stuff. How does everyone else cope during this period when you may as well throw the book away? sparky

DOES anyone actually have a bottle of ‘something’ in their bottom drawer? Wear a sheepskin coat or smoke cigars? Programmes on TV don’t do us lot any favours. dan sellen

THIS is always the risk, as many resellers hold stock back ready for the new year and more and more dealers try to beat it by buying early in November/December. Is the consumer demand there, and do you feel you’ll miss much business by having empty spaces on the forecourt? Philip Nothard ONCE you start ‘chasing’ stock and paying well over book you can end up with expensive over-age stock 90 days down the line. Find decent cars at decent prices, stock them and wait for the prices of ‘prime’ stock to fall. Gavin@Rousdon

WE’VE all had this. Explain that it’s not a holding deposit but commitment to buy and it’s nonrefundable and you soon find out how serious they are. To be honest, 90 per cent of the time you get a feeling with the customer . Umesh

I ACTUALLY do all three, and have balloons hanging off mirrors. (we all know balloons sell cars!) I think it was Inky Ian (who does the dodgy MOT certificates) who was asking me the other day, did I know anyone wanting a thousand mileage disclaimer stickers? There was a slight problem with them – they were not stickyback, and fell off the speedo quite easily. Well, I bought the lot! Lovely jubbly! used car seller

Super snaps

NOT got a sheepskin coat but I have got the 2013 equivalent, which is the black ‘North Face’ jacket. I believe the quilted jacket will be the 2014 car dealers’ look, so if anyone wants to get ahead of the game go get one now. Gavin@Rousdon

IF I am buying, 20-30 is more than enough. However, some dealers are very particular and use the capacity to the max! cardealer5

I CAN’T help myself but when there’s the first tiny chink of sunshine . . . ‘Get them tailgates open!’ Green Giant

Am I a bit too happy snappy? I GET a bit carried away taking lots of pictures of my cars – sometimes up to 40 images! Obviously all this takes a lot of time. Is there a faster way? What does everyone else do? Umesh

AS a car buyer, the more pictures the better for me. And video. Showing off the minor marks and scrapes clearly shows the customer that you’ve got nothing to hide and they’ll be fully prepared when they visit. James Baggott

Twitter threads of the month AS already mentioned in the editor’s leader column, the subject of pre-registration is a big one at Car Dealer. We want to get to the truth – and it would seem our quest interested The Daily Telegraph, which wrote a story about it. Is it worrying you? Let us know . . .

We were desperate. Won’t happen again :) Andrew Trotman @TeleTrotman

14k cars registered in 1 day by a single manufacturer! If that’s not pre-registering, the Daily Mail is a trustworthy paper. Stuart Gallagher @stuartg917

Gotta love a pre-reg, nice cheap deal! Rich Kenchington @Capt_tuBBymAN

Trotman’s wrong - it’s a great story and an issue that affects a lot of people. Alan Tovey @batsub1

n Is pre-reg rife? p12

Picture of the month The editor stole the keys to the Kia Carens to do his Christmas shopping last month. But, being a man, he didn’t buy much – nothing, in fact. But he did find a use for the cup-holder in the flip-up table behind the driver’s seat . . . CarDealerMag.co.uk | 07

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DASHBOARD.

Records smashed at BCA bit.ly/BCArecords

Black Horse saddles up for another Used Car Awards

Dealer takes order before opening

Finance specialist joins Car Dealer Magazine in celebrating the used car industry with unique awards do

eading finance specialist Black Horse has signed up to the Car Dealer Used Car Awards for the second year running. 2013 was the first year the company took the prestigious headline sponsorship – and it has once again puts its name to the event. Commenting on the news, editor of Car Dealer, James Batchelor, said: ‘It’s absolutely fantastic Black Horse is sponsoring the Used Car Awards again in 2014. ‘The event is the only one of its type. So often the used car industry is overlooked by the more glamorous world of selling new machines, but every year we aim to put the world of selling used cars firmly into the spot light. ‘Having a highly-regarded company like Black Horse involved once again

by Sophie Williamson-Stothert @1Sophie_W

will ensure the Used Car Awards is a must-not-miss date in the industry calendar.’ In 2013 the event was a complete sell-out. More than 400 industry professionals enjoyed a pre-Christmas party that celebrated the very best in the used car industry. This year, the event will once again be held at the The Brewery in London on December 1. The amazing venue is large enough to hold all our winners but small enough for the event not to feel too vast – a complaint many people gave about other, lesser, industry awards ceremonies. And for 2014, the theme of the evening is The Circus – absolutely perfect for our beloved car industry! TV’s Mike Brewer will be the event’s

charismatic host for the third year running, and not only will guests be treated to the TV star’s unique sense of humour, but will also enjoy a threecourse meal, unlimited wine and beer, a disco and live band. Once again the Car Dealer Used Car Awards will be awarding individuals, companies and car manufacturers in a variety of categories – from Service and Repair Outlet of the Year right up to a Lifetime Achievement gong. The awards will be fully launched in the next issue of Car Dealer – and keep an eye out on cardealermagazine. co.uk too. But, in the meantime, if you want to book your tickets or sponsor an award, contact us – our details are on page three.

MG’S LATEST dealer – in Spalding, Lincolnshire – took an order for an MG3 even before being appointed! W.H. Brand has now been officially appointed as the MG dealer covering the Spalding and Peterborough areas of Lincolnshire and Cambridgeshire. Sales manager Adam Brand explained: ‘A customer with an MG ZS and an MGF rang us and said he was really interested in buying an MG3. He went on to place an order for an MG3 3Form Sport in White on the Tiles even before all the formalities on our MG franchise were complete.’

Acquisition

Lookers buys up ex-Verve site LOOKERS has acquired the ex-Verve Motor Group Volkswagen Van centre in Glasgow from administrators KPMG. Lookers’ deal secures the employment of all 36 employees who worked in the former division located in Baillieston and positions the firm for further expansion in Scotland, where it already employs more than 400 people.

BANNED

ASA rules Mini ad ‘dangerous’ A MINI advert displayed on a billboard alongside a road has been banned by the ASA for its likelihood to ‘encourage dangerous driving’. The ad had the strapline: ‘The A532. It’s miles more fun in a Mini’. The ASA found that the advert gave the impression of a fast moving vehicle, and warned BMW not to focus on speed in their ad campaigns again. CarDealerMag.co.uk | 09

DASHBOARD. FEATURE.

Ask Lawgistics

Unfair dismissal

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

I have noticed an increase in the number of employees now smoking e-cigarettes. Employees seem to think that because they are different to tobacco cigarettes a non-smoking policy does not apply to them. Is this the case?

Act defines smoking as the following. n ‘Smoking’ refers to smoking tobacco or anything which contains tobacco, or smoking any other substance.

First let us define what an e-cigarette is. These are cartridges filled with liquid nicotine that is heated up, providing the individual with a liquid vapour instead of tar and other chemicals contained in tobacco-based products. They are not as harmful as tobacco-based cigarettes, however that doesn’t mean they should be allowed in the workplace. The smoking ban, which was introduced in 2007, includes manufactured and hand-rolled cigarettes, pipes, cigars and herbal cigarettes. By definition, Section 1 (2) of the 2006 Health

n Smoking includes being in possession of lit tobacco or of anything lit which contains tobacco, or being in possession of any other lit substance in a form in which it could be smoked. So, while it is unlikely that electronic cigarettes would be covered under this definition, this does not mean that employees are going to automatically be allowed to smoke these in the workplace. Therefore the discretion appears to remain in the hands of the employer to dictate a smoking policy, as no guidance at all could provide employees with a loophole.

.com

I understand employees’ rights changed in 2012 in relation to unfair dismissal. Am I correct in believing that employees have to now work for two years before they obtain unfair dismissal rights?

Yes this is correct. Any employee you employed after April 5, 2012 will have to undertake two years’ qualifying continuous service before being able to claim unfair dismissal against you. Note that this cannot be backdated to employees you took on before this date, even if it was April 4, 2012. Any employees that started before April 5, 2012 will only have to have obtained one year’s service. In any event, regardless of the new two-year rule, we would always recommend following correct procedure and have a substantive reason to dismiss an employee.

Finance company is putting the onus on us to fix car

We are a car dealer and a customer has come back to us claiming their vehicle has a problem and it is on hire purchase. The customer has had it for four months. The finance company is telling us that because this problem occurred within the first six months, the onus is on us to have to show that the problem was not there when we sold it. Is this true?

No, absolutely not. Many finance companies do not correctly understand the so-called ‘reverse burden of proof’ concept contained in

the Sale of Goods Act at all. In a hire-purchase contract there is firstly a contract of sale between the car dealer and the finance company. This is covered by the Sale of Goods Act but not the reverse burden of proof element of that Act. This is because it only applies where the buyer is a private individual – a consumer. The finance company is buying the car from the dealer in the course of trade or business and not as a private individual. The hire-purchase contract between finance company and the ultimate user, who probably

will be a consumer, is not a contract covered by the Sale of Goods Act as the finance company is not selling the car. Legal title (ownership) stays with the finance company until the last payment is made. That contract is covered by the Supply of Goods (Implied Terms) Act 1973 and this Act was not amended to include any concept of the reverse burden of proof. And so, in a nutshell, if the consumer has a hire-purchase agreement the ‘reverse burden of proof within the first six months’ concept can never apply against either the dealer or the finance company.

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WANT TO UPGRADE YOUR MEMBERSHIP? 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 extra firepower, and the good news is that Club members receive discounts on Lawgistics’ other packages. You’ll receive a £100 discount off the small business package (normally £595) – perfect for sole traders, a partnership or a small dealer group – and £250 off the professional package (normally £1,295). This is ideal for franchises, a dealer group or a car supermarket and covers all areas of legal law and documentation. There’s a package for everyone with Lawgistics.

WHY I JOINED car dealer club Sometimes, all you need is peace of mind. For independent dealers who are new to the business or for those long-established traders with all the experience, the Car Dealer Club tool can be an invaluable remedy to everyday dealership struggles. One dealer who is now a long-term member of the Car Dealer Club service agrees that simply having the tools at his disposal means that he and his team are ready to face the worst when it comes to the day-to-day running of his used car business. ‘This is my second, nearly third year as a member of Car Dealer Club,’ said Daniel Adderson, dealer principal at DGA Cars in Norfolk. ‘Not only does it offer you finance and legal support, but it is also a great resource, delivering information on Car Dealer Magazine via email and the latest news from the motor trade.’ Like most used car dealers, Adderson has encountered the occasional situation where he has had no choice but to seek legal advice. He first decided to go straight to Car Dealer Club, where he was able to use the free Lawgistics helpline for support and advice. ‘I’ve used the Car Dealer Club service a couple of times, mainly to use the Lawgistics helpline,’ said Adderson. ‘When I was made aware that issues could have been arising and wanted extra help and advice in order to combat the issue, I decided to contact

Lawgistics.’ Adderson felt he was able to fully explain his situation to the Lawgistics team and they fully understood the situation. On all occasions he has been able to resolve his problems and find the answers to his queries using the Car Dealer Club service. ‘Car Dealer Club has proved to be a great way of handling those one-off legal issues and a great way to seek advice from the professionals,’ said Adderson. ‘Every time I’ve had to contact Lawgistics, they have always been extremely helpful and able to find the right answer for my business. ‘If anything, it’s just good to know that the service is there and available to use whenever I may need it in the future. The team are really friendly and they’ve always been able to provide me with a solution to the problem or simply prevent a problem from occurring.’ Adderson said he definitely plans to remain a member of Car Dealer Club as it has become a vital tool for his business and a great source to keep both him and his team up to date with the latest news from the industry. ‘If I didn’t think the service was worthwhile I definitely wouldn’t keep signing up,’ he said. ‘Car Dealer Club has really helped prevent getting caught up in tricky situations and given me helpful and professional advice. I would definitely recommend it to a friend.’

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Dragon2000 CarDealerMag.co.uk | 11

DASHBOARD. CarDealer Investigation

ou know it’s happening. We know it’s happening. But it seems some of the industry is somewhat in denial about the prevalence of pre-registrations. My column last month – entitled ‘Shouldn’t the SMMT come clean about what’s really going on?’ – led to a flood of emails and tweets from across the industry about whether pre-registrations are happening (they are) and whether they’re a good or bad thing for the industry (debatable). This month, as the SMMT reports record new car registrations since 2007 with 2.26m cars allegedly finding homes in 2013, we’ve decided to ask the car manufacturers directly whether they know if pre-registrations are taking place. Out of the 45 manufacturers listed by the SMMT, 17 refused to answer our questions or chose to ignore our request completely. Several responded in a refreshingly frank and honest manner – while some seem to be very much in denial that pre-registrations are taking place. We contacted every car manufacturer listed in the SMMT registration figures and asked them four questions: n Do you believe that pre-registrations are rife in the UK car market? n Do you believe pre-registrations damage the UK car market? n Would the UK car market be better off without pre registrations? n Are you aware, and do you take action against, your dealers pre-registering cars? You may wonder why we are so bothered about pre-registrations. As we’ve reported before, many industry commentators rightly point out that whether the car is new, or sold with delivery mileage on the clock and one owner already in the log book, it’s still a car sale. We know many of you make good money from pre-registered cars and without them would be a lot worse off. We’re certainly not campaigning to have them stopped – all we want to see is them reported accurately. One look at the headlines in the mainstream media on the day the figures were released in January highlights the problem of not presenting the public with all the facts. ‘UK car sales highest since 2007,’ shouted BBC News – forgetting that these aren’t necessarily car ‘sales’ but ‘registrations’; two very different things indeed. The industry seems to forget that the mainstream media doesn’t understand the complexities of running a car dealership. It doesn’t understand that sometimes it makes complete business sense to register a bulk deal of cars to hit a quarterly target. Our beef is that we are presenting a picture ��| CarDealerMag.co.uk

We ask car manufacturers if pre-reg is rife With the mainstream media reporting an ‘all is rosy’ picture in the car industry and ‘sales’ said to be back to pre-recession levels, James Baggott asks car manufacturers some awkward questions of a car industry that’s far rosier than it actually is – and the problems come with the knock-on effect that has. CAP consultant Mark Norman explained: ‘Inflated new car registration (not sales) figures can give a misleading impression that all is rosy in the world when it most certainly is not. ‘The media often use overall registration figures as an economic indicator, and if such data ever helped contribute to a rise in my mortgage rate I’d be most upset.’ Politicians are desperate to present a picture of the UK economy bouncing back out of recession – and will jump on any data that backs up their needs. ‘UK car sales top pre-2007 levels. See how we’re growing the UK economy,’ tweeted Prime Minister David Cameron. And if even the PM is mistaking registrations for sales, that surely

can’t be a good thing. Norman added: ‘Hopefully Mark Carney [Bank of England governor] knows that there is a massive difference between registrations and sales. The reality is that strong new car registration figures, which contain a high proportion of pre-registered volume, is an indicator that all is not well and supply is exceeding demand.’ Pre-reg cars aren’t necessarily a bad thing, though. Consumers get a cracking deal on a ‘new’ car and that sale still helps keep many people in jobs. ‘Pre-registrations can provide ordinary consumers with the opportunity to buy “new” cars at more affordable prices,’ said CAP consultant Norman. ‘Dealers still make money from them and each car registered generates work for a host of

What the car manufacturers said Audi Paul Sansom, head of sales Total sales for 2013: 142,040 The manufacturer refused to answer our questions directly, but Sansom said: ‘Audi is generating genuine desire from retail and fleet customers for our products, which is demonstrated by being the number one premium brand in both retail and true fleet sales in 2013. Audi will continue to pursue this strategy of sustainable and profitable growth.’

Editor’s view JAMES BATCHELOR

Picture this: A Daily Mail front page with the headline ‘Don’t buy new cars, there’s a better deal buying nearly new.’ OK, so that might be a terrible headline, but it’s the point that matters. What if the tabloids jumped on the bandwagon and suddenly ‘revealed’ to cash-conscious Brits that there’s ‘no point’ buying a new car any more as dealers have cheaper, pre-reg cars that are just as good for thousands of pounds less? Would consumers stop buying new cars and demand only pre-reg? Sounds like madness, but stranger things have happened. What if the MPC, with pressure from politicians desperate for the merest whiff of recovery in the economy, latched on to new car sales rising as a reason to put up interest rates? What would happen if your customers’ wallets were so squeezed by rising mortgage payments that they no longer could afford to buy a new car? Pre-reg might be a good thing today, but it’s worth considering tomorrow too.

What if the tabloids told everyone not to buy new?

people in distribution, preparation, advertising, sales and admin. They are also a good way of hedging against depreciation because in the majority of cases the “big hit” has already happened.’ But that’s not to say pre-registering cars doesn’t cause problems either. Norman says that not only does it make the job of forecasters, such as CAP, very tough indeed but it can also have an impact on prices. ‘Depreciation is often higher for cars when pre-registration activity is at its greatest and predicting when such a time might be is nearon impossible,’ added Norman. ‘So, if you’re unfortunate enough to be disposing of stock at a time when the market is awash with preregistered cars driving down prices then all your careful forecast calculations could be miles out. ‘I’d argue that the practice of pre-registration could well contribute to higher list prices because, together with discounts, it takes away the pressure to be price-reactive. There is something unfair that company car drivers are penalised because they pay BIK tax on the full list price when in many cases the true value of the car is considerably less.’ Whether pre-registering cars is good or bad for the industry really is open to debate – and let’s not forget this is not a new problem; it’s been going on for years. What is a problem is the current situation with the wider economy and how this apparent positive news, all rather skewed at that, is being reported by the mainstream media. The MPC, which sets interest rates, has confirmed that new car registrations are taken into account when it is deliberating the interest rate policies – all the more reason to ensure our industry reports the most accurate figures as possible, don’t you think?

Citroen Linda Jackson, managing director Total sales for 2013: 78,358 In my experience the pre-registration of vehicles has been a feature of the UK car market for many years. Because of an absence of any meaningful industry statistics, it would be wrong for me to speculate about the extent of pre-registration volumes in the UK today. Speaking purely for Citroen, our dealer partners, as independent businesses in their own right, are naturally at liberty to pre-register cars to achieve their own commercial goals. However, this is not a major part of our business or strategic approach. Dacia and Renault Ken Ramirez, managing director Total sales for 2013: 63,319 (comb’d) The information on the market registrations is published on a monthly basis by the SMMT. We neither encourage nor suppress pre-registrations. The UK remains one of the most competitive car markets, which ultimately benefits the consumer, and we audit our dealers periodically in order to assess their compliance. Fiat Group (Abarth, Alfa Romeo, Chrysler, Fiat, Jeep) Steve Zanlunghi, managing director, Fiat Group Automobiles UK Total sales for 2013: 71,981 (comb’d) We do believe pre-registrations are rife in the UK car market. They can be viewed as a form of incentive: the more it happens, the more it lowers the transaction price and subsequently resale value of vehicles. Pre-registrations are a reality in the industry today. If there were none there would be a more accurate view of the natural industry. This would also mean less discounting, which would reduce the overall registrations as the transaction prices would increase. We are aware that it happens, but dealers are independent business entities and make decisions to run their business. There are specific lines/brands where we ‘encourage’ dealers not to pre-register.

CONTINUES OVER PAGE CarDealerMag.co.uk | 13

DASHBOARD. CarDealer Investigation What the car manufacturers said Ford Andy Barratt, Ford of Britain sales director Total sales for 2013: 310,865 With excess production capacity and European markets in decline it is inevitable that some manufacturers will look to a buoyant UK market to sell this extra capacity. This can result in manufacturers ‘pushing’ sales, potentially increasing pre-registrations, rather than relying on the natural ‘pull’ of the market. Pre-registrations have existed for a number of years in the UK and they have established themselves as a unique channel within the market place, with some customers preferring to purchase pre-reg vehicles. In view of the excess capacity in the European industry, and the fact that the combined market share objectives for all manufacturers is greater than the level of natural demand, pre-registrations are inevitable for the foreseeable future. Our dealers are independent businesses operating in their own commercial environment and Ford is restricted legally from interfering in their business decisions. Honda Spokesman Total sales for 2013: 55,660 Pre-registration is not an activity Honda is directly involved in, and not something we actively encourage, so it is therefore difficult to comment. Every registration is at the individual dealer’s discretion. There is always a requirement within a dealer business for self-registered cars in the form of demonstrators and courtesy cars. Our focus is to provide customers with cars to their individual specification, direct from the factory to the customer. Hyundai Tony Whitehorn, president and CEO Total sales for 2013: 76,918 We do not think pre-registrations are rife. We do not think pre-registrations damage the car market and don’t think the market would be better off without them, because it isn’t rife. It is a dealers’ decision when they register vehicles. Infiniti Spokesman Total sales for 2013: 386 At present our volumes are too small for this to affect us. Lotus Spokesperson Total sales for 2013: 256 First of all, at Lotus, our registration figures are true consumer retails, with the exception of dealer demonstrators. However, in the volume sector, there has been a historical prevalence of pre-registrations, especially towards the end of ��| CarDealerMag.co.uk

each quarter to meet retail targets. As the UK car market continues to recover, the need for a continuous improvement in retail performance will drive target-seeking behaviour, thus bringing preregistrations back to prominence. We do believe they damage the market. With the supplement of pre-registered cars obscuring the true picture in other market segments, it’s difficult to ascertain true trends. Financially, it goes without saying that pre-registrations can be ruinous to residual values. We think the car market would be better off without them. An accurate view of the number of retail consumers actually buying new cars is invaluable for manufacturers and dealers as well as market analysts and economists. We have a very close relationship with our dealers, and ensure that performance incentives are linked to true retails rather than pre-registrations. Any incentive programmes must be related to specific cars, at specific times, to ensure stable growth and protect residuals. Maserati Peter Denton, regional manager Maserati North Europe Total sales for 2013: 319 I can only comment from a Maserati business perspective, and naturally, given the brand’s luxury product range, pre-registration is not a practice we have any visibility on, nor one our hand-picked retail partners would engage in with our product. It is therefore difficult to offer any comment in this instance on the points you originally raised in your January issue column. Mercedes Spokesman Total sales for 2013: 109,456 I’m afraid I can’t comment for the rest of the car industry, but I can tell you what we do. While we have quiet days and busy days in our retail network, every registration submitted by our retailers follows the Supply of New Cars Order from back in 2000. Any cars pre-registered are reported to the SMMT. Mitsubishi Lance Bradley, managing director Total sales for 2013: 9,044 ‘Rife’ is probably too strong a word, but there are certainly a number of manufacturers who offer significant incentives for their dealers to preregister a number of vehicles. It’s hard to estimate just how many because the evidence is largely anecdotal. I don’t believe it damages the market – it’s just a discount by any other name. As a policy, we at Mitsubishi don’t encourage it because it can damage residual values and dampen demand for new vehicles the following month, but if other manufacturers want to go down that route it’s

up to them. In the end, the pre-reg cars all get sold, usually to a customer who came in looking for a new car, so it’s not like they’re significantly artificially increasing the market stats – they’re just moving the measure of true demand from one month to another. Why would we take action against a dealer for pre-registering a car? If they’ve got a target to hit to earn £X thousands of bonus money and they’re one unit short, they’re going to register a car to earn their bonus. Dealers can change a demonstrator, or a courtesy car, or add another one to their fleet. Or they might just pre-register it and put it on their used car lot. At Mitsubishi, we almost never offer incentives to pre-reg (I think once last year, and that was typically two or three cars per dealer), so it’s not a big issue for us. The key is, like most things, if you’re going to do it, do it in moderation. MG Guy Jones, sales director Total sales for 2013: 504 We believe that pre-registrations do take place, but that they only account for a small minority of overall registrations. The level of pre-registrations fluctuates as demand exceeds supply for new cars. In most circumstances, they don’t damage the UK car market and we don’t think things would be better off without them. We are not aware and do not take action against dealers that pre-register cars. At MG we don’t incentivise our dealers to hit stretching volume targets in order to achieve substantial bonuses. We plan carefully to balance supply with demand, so we do not require pre-registration. Nissan Jim Wright, managing director Total sales for 2013: 117,967 You have said that pre-registration means ‘dealers registering cars in bulk’. This is quite different to the definition of the term given in the Supply of New Cars Order 2000. As requested, we are responding to your questions on the basis of the meaning you have stated. Dealers register cars in bulk for a number of reasons. SMMT produces registration figures based on DVLA data that combines manufacturer and dealer registration data. Nissan does not have a clear picture of the total number of dealer bulk registrations in the UK car market so cannot comment on whether it believes they are ‘rife’. It would be difficult to assess whether dealer bulk registrations damage the UK car market without complete information about volumes and the purpose of such registrations. Dealer registrations are a matter for dealers. In terms of the Supply of New Cars Order and any pre-registrations falling within the order, Nissan endeavours to ensure that it, and its dealers, comply with the order at all times.

The Question Dodgers Kia Stephen Kitson, director of corporate communications Total sales for 2013: 72,090 Kia Motors (UK) Limited does not encourage or persuade its dealers to undertake self-registration on an occasional or regular basis for any reason whatsoever. We are aware that some dealers may occasionally register one or two additional courtesy cars or demos in order to meet specific monthly targets but that is their individual decision as business owners and managers. Kia has no particular view on the practice, whether or not it is undertaken by other manufacturers or dealers, and has no particular view on its impact on the market in general or overall terms. Kia simply restates that it does not encourage this practice and it certainly does not seek to persuade dealers to do this. It is not a part of our business strategy and consequently is of no interest to us. Peugeot Tim Zimmerman, managing director Total sales for 2013: 105,435 Every car market in Europe generates a certain amount of zero mileage used cars as manufacturers clear out ‘bin-ends’, dealers manage their stocks or need one or two more vehicles to hit targets. It is important not to confuse ‘month-end’ registrations with ‘pre-registrations’. In Peugeot’s case, for example, a disproportionate amount of our new vehicles are received into the UK in the second half of the month, so registrations are bound to build as the month progresses. The UK market is currently one of the healthiest in Europe and customer value for money is strong. In the highly mature UK market there has always been a section of the population that demands nearly-new cars, believing them to represent better value and a simpler, quicker choice. Our dealers are independent businesses who know their customers well and they choose how to retail their new and used vehicles, although we will always encourage them to focus on new, especially as our latest range of cars offers such a great opportunity for them to grow their businesses. Porsche Peter Mahon, head of operations Total sales for 2013: 8,260 Porsche has a long-standing and successful policy of ‘building one car fewer than the market demands’, with the consequence that we are able to balance our production with sales. This situation is supported by strong global demand and plants operating at maximum capacity. A further benefit of such careful management of the process from order to delivery is our highly-prized residual values. SsangYong Steve Gray, marketing & communications director Total sales for 2013: 662 ‘Rife’ is a strong word, but we believe that pre-

registrations have a strong influence on the alleged strength of the UK market. We think that pre-registrations create a false impression of the size/composition of the UK market. The market would probably be better off without them, but our opinion is unimportant while the European markets remain soft. We do not encourage dealers to pre-register vehicles. Subaru Spokesman Total sales for 2013: 2,271 Yes, pre-registrations are happening and they have been for some years, but they do not necessarily damage the UK market as, for some brands, they provide an alternative route to market, offering value to customers who perhaps would only buy ‘new’ vehicles on these terms. However, some pre-registration by some brands, usually specialist or prestige, could be damaging. And to an extent they can distort the market where manufacturers are chasing volume targets. We are not convinced the UK car market would be better off without pre-reg as, almost certainly, overall volumes would fall. We are not aware of our dealers pre-registering cars. Suzuki Dale Wyatt, sales and marketing director Total sales for 2013: 33,088 We believe pre-registrations are a fairly common industry practice. There are two schools of thought on whether they damage the market. The first would be pre-registered cars provide a stepping stone between new and used cars and have created a new category of nearly new. The cars are often sold to used customers and help to grow the new car market. They represent great value for the consumer, and dealers often benefit from enhanced bonus for registering these cars. But also, the other thinking is that bulk deals create an unbalanced market. Pre-registrations weaken the residual value, undermine the core retail offer and generate a two-tier market, with the cash-rich dealers benefiting. It is a drug that, once taken, it is difficult to stop. We don’t think the UK car market would be better off without them, though, as this assumes that supply will always be in line with demand. If pre-reg stopped, manufacturers and dealers would find another way to hit their targets. Here at Suzuki we do not encourage any bulk pre-reg activity. We prefer to focus on strong consumer offers. This ensures that the market is orderly and sales-led. We actively encourage our dealers to meet stretch retail objectives and reward them accordingly. Volkswagen Spokesman Total sales for 2013: 194,085 The manufacturer refused to answer our questions directly. Instead, VW director Robert Hazelwood said: ‘Volkswagen UK’s strategy is focused on generating genuine awareness and desirability for our products.’

Aston Martin The manufacturer failed to respond to three emails and a phone call. Bentley No comment. BMW We offer no comment. Chevrolet The manufacturer declined to comment. Mazda The manufacturer declined to comment. Mini We offer no comment. Jaguar The manufacturer declined to comment. Land Rover The manufacturer declined to comment. Lexus The manufacturer declined to comment. Perodua The manufacturer failed to respond to three emails and a phone call. Proton The manufacturer failed to respond to three emails and a phone call. Seat The manufacturer declined to comment. Skoda The manufacturer declined to comment. Toyota / Lexus The manufacturers declined to comment. Vauxhall The manufacturer failed to respond to three emails from Car Dealer Magazine. Volvo The manufacturer declined to comment.

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The latest SMMT figures plus news and analysis CarDealerMag.co.uk | 15

DASHBOARD. CarDealer Investigation News and analysis

SMMT sales data

SMMT paints rosy picture of 2013 new car market

top

selling manufacturers of 2013 Lotus

+86.86%

Mitsubishi

+38.10%

Suzuki

+32.92%

2.2m cars registered prompts SMMT to declare ‘best year since 2007’

Skoda

+23.28%

Fiat

+20.62%

THE SMMT has declared 2013 as the best year for new car registration since 2007. According to the organisation’s latest data, registrations hit 2,264,737 in 2013 – an increase of 10.8 per cent over 2012 and the 22nd consecutive monthly rise. On average, an additional 600 extra cars were registered per day in 2013 in comparison to the previous year – prompting the SMMT’s chief executive to declare 2013 as a record year since 2007. ‘With its best year since a prerecession 2007, the UK new car market has helped stimulate the country’s economic recovery,’ said the SMMT’s Mike Hawes. ‘While the European market is only now showing signs of improvement, the UK has consistently outperformed the rest of Europe with 22 consecutive months of growth. ‘The 10.8 per cent increase in 2013 reflects the attractive financial offers available as well

Mazda

+19.27%

Mercedes-Benz

+19.16%

Seat

+16.79%

Audi

+14.90%

Jaguar

+14.89%

as increased demand for more technologically advanced new cars. We expect new car registrations to remain stable in 2014 as customers return to a more regular replacement cycle.’ Commenting on the figures, Richard Lowe, head of retail and wholesale at Barclays, said: ‘The attractive incentives available to consumers in December have contributed to another strong result, rounding off a triumphant and exceptional year for the UK market. ‘As we motor into 2014 we’re likely to see a similarly strong start, but are expecting a slower and steadier rate of growth over the course of the year when compared to the dramatic growth seen in 2013.’ Sue Robinson, director of the National Franchised Dealers Association said: ‘It is extremely

encouraging to see that the car market is back performing at prerecession level. ‘Car showrooms have reported increased sales activity and interest from consumers looking to replace their vehicles, which in some cases are part of the aging car park or not as fuel or energy efficient as modern vehicles.’ Meanwhile, KPMG UK’s head of automotive, said: ‘The real story in 2013 has been the success of the Personal Car Plan offered by car manufacturers – indeed the way the British buy cars has been truly transformed. ‘This has been great for new car sales as consumers choose to take a new car on another PCP rather than pay the bullet. However, the danger for car manufacturers and used car dealers is that the supply of three year old cars is starting to ramp up and, maybe in a year or two from now, will What do you think? Share your views exceed demand leading to on our brand-new forum. Go to a potential residual value CarDealerMagazine.co.uk/forum price crash.’

bottom

lowest selling manufacturers of 2013 Proton

-90.38%

Perodua

-50.48%

-35.55%

Infiniti

And the best-selling car of 2013 is... Ford’s Fiesta THE Blue Oval dominated the new car sales charts in 2013. Ford shifted 121,929 Fiestas making it the best-selling car of the year and 87,350 units of its Focus. The company trounced its rivals and pushed the Vauxhall Corsa into third place with 84,275 units registered, the Astra into fourth with 68,070 and the Volkswagen Golf with 64,951. Meanwhile December’s results ��| CarDealerMag.co.uk

showed a different story. While the Fiesta came out on top with 8,512 units, the Corsa snatched second position with 6,141 units. Fiesta’s bigger brother, the Focus, followed close behind in third place, with 5,559 units, and the Vauxhall Astra came in fourth with 5,235 units registered. The top five was rounded off with the Golf at 4,520 units. Lower down the list, Vauxhall’s

Insignia took sixth place with 3,956 units and the BMW 3 Series was close behind in seventh with 3,429. The Volkswagen Polo took eighth with 3,407 units to its name, followed by the BMW 1 Series at 2,679 units registered. Nissan’s British-built Qashqai took the last spot in the top ten with registrations amounting to 2,516.

-27.17%

Chrysler

-24.54%

SsangYong

-24.34%

Alfa Romeo

+21.59%

Chevrolet

-13.36%

Smart

-5.38%

Jeep

-3.34%

Figures supplied by SMMT

December/year to date December 2013 Marque

2013

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

54 313 78 7,442 75 11,470 395 49 3,875 2,047 4,060 19,496 3,368 4,757 21 993 190 3,787 3,012 629 63 16 1,442 6,619 120 0 4,011 763 7,040 1 6,239 777 0 5,372 0 3,606 5,286 304 34 210 2,270 5,042 21,302 13,725 2,528 24 13

152,918

% market share

0.04 0.20 0.05 4.87 0.05 7.50 0.26 0.03 2.53 1.34 2.66 12.75 2.20 3.11 0.01 0.65 0.12 2.48 1.97 0.41 0.04 0.01 0.94 4.33 0.08 0.00 2.62 0.50 4.60 0.00 4.08 0.51 0.00 3.51 0.00 2.36 3.46 0.20 0.02 0.14

1.48 3.30 13.93 8.98 1.65 0.02

top

selling cars of 2013

0.01

December 2012 2012

120 290 64 4,786 83 10,175 436 135 3,935 0 3,260 15,656 3,331 5,551 42 1,054 120 3,890 2,532 390 14 14 970 5,261 93 0 4,499 735 6,441 22 4,757 761 1 3,733 0 2,799 3,199 514 65 92 1,564 4,149 16,272 9,651 2,030 50 21

% market share

0.10 0.23 0.05 3.87 0.07 8.24 0.35 0.11 3.18 0.00 2.64 12.67 2.70 4.49 0.03 0.85 0.10 3.15 2.05 0.32 0.01 0.01 0.79 4.26 0.08 0.00 3.64 0.59 5.21 0.02 3.85 0.62 0.00 3.02 0.00 2.27 2.59 0.42 0.05 0.07

1.27 3.36 13.17 7.81 1.64 0.04

0.02

123,557

Ford Fiesta 121,929 Ford Focus 87,350 Vauxhall Corsa 84,275 Vauxhall Astra 68,070 Volkswagen Golf 64,951 Nissan Qashqai 50,211 BMW 3 Series 43,494 Volkswagen Polo 42,609 BMW 1 Series 41,883 Peugeot 208 38,616

Year to date (YTD) 2013 % Change

-55.00 7.93 21.88 55.50 -9.64 12.73 -9.40 -63.70 -1.52 0.00 24.54 24.53 1.11 -14.30 -50.00 -5.79 58.33 -2.65 18.96 61.28 350.00 14.29 48.66 25.81 29.03 0.00 -10.85 3.81 9.30 -95.45 31.15 2.10 -100.00 43.91 0.00 28.83 65.24 -40.86 -47.69 128.26 45.14 21.52 30.91 42.21 24.53 -52.00 -38.10

1,352 5,687 926 142,040 1,231 135,583 11,676 2,515 78,358 17,146 60,198 310,865 55,660 76,918 386 16,210 2,229 72,090 54,699 9,014 256 319 31,228 109,456 504 5 51,933 9,044 117,967 206 105,435 8,260 20 46,173 3 45,312 66,081 5,314 662 2,271 33,088 88,648 259,444 194,085 32,666 759 815

23.76

2,264,737

%market share

0.06 0.25 0.04 6.27 0.05 5.99 0.52 0.11 3.46 0.76 2.66 13.73 2.46 3.40 0.02 0.72 0.10 3.18 2.42 0.40 0.01 0.01 1.38 4.83 0.02 0.00 2.29 0.40 5.21 0.01 4.66 0.36 0.00 2.04 0.00 2.00 2.92 0.23 0.03 0.10

1.46 3.91 11.46 8.57 1.44 0.03

0.04

2012

1,292 7,253 932 123,622 1,267 127,530 13,476 3,333 73,656 0 49,907 281,917 54,208 74,285 530 14,109 2,306 66,629 48,626 8,404 137 309 26,183 91,855 782 0 51,324 6,549 105,835 416 99,486 7,998 208 40,760 232 38,798 53,602 5,616 875 2,023 24,893 84,563 232,255 183,098 31,790 926 814

%market share

0.06 0.35 0.05 6.05 0.06 6.24 0.66 0.16 3.60 0.00 2.44 13.79 2.65 3.63 0.03 0.69 0.11 3.26 2.38 0.41 0.01 0.02 1.28 4.49 0.04 0.00 2.51 0.32 5.18 0.02 4.87 0.39 0.01 1.99 0.01 1.90 2.62 0.27 0.04 0.10

1.22 4.14 11.36 8.96 1.55 0.05

0.04

2,044,609

% Change

4.64 -21.59 -0.64 14.90 -2.84 6.31 -13.36 -24.54 6.38 0.00 20.62 10.27 2.68 3.54 -27.17 14.89 -3.34 8.20 12.49 7.26 86.86 3.24 19.27 19.16 -35.55 0.00 1.19 38.10 11.46 -50.48 5.98 3.28 -90.38 13.28 -98.71 16.79 23.28 -5.38 -24.34 12.26 32.92 4.83 11.71 6.00 2.76 -18.03 0.12 10.77

Highs&lows +350%

December 2013

Lotus

Proton

-100% CarDealerMag.co.uk | 17

DASHBOARD.

EuroMillions jackpot winner moves in with her car dealer Numbers come up for salesman who sold woman fleet of Audis

year after winning a ÂŁ148m EuroMillions jackpot, a woman split from her husband to live with the car dealer who sold her a fleet of luxury cars. Gillian Bayford left the ÂŁ6m mansion she shared with her husband Adrian in Suffolk and moved into a new home near Dundee with car dealer Alan Warnock. Warnock, who has now left his job as sales manager at John Clark Audi in Dundee, met Bayford at the dealership where she bought five cars for herself and her family, including three ÂŁ60,000 Q7 SUVs and two ÂŁ40,000 Q5s. Bayford announced the split from her husband, who actually bought the winning EuroMillions ticket, in November. The couple, from Haverhill in Suffolk, blamed the stresses of the jackpot win for the Have your say on this story. Get commenting by logging onto CarDealerMagazine.co.uk/forum

collapse of their nine-year marriage. Warnock is now helping the former hospital care worker settle into a ÂŁ600,000, five-bedroom villa set in half an acres of ground a few miles away from her home town of Dundee. A friend told The Express: â&#x20AC;&#x2DC;Alan and Gillian are an item and are serious about each other. He sold her the cars she wanted â&#x20AC;&#x201C; and romance has blossomed since then.â&#x20AC;&#x2122; Bayford and her ex-husband are said to have agreed to split their lottery fortune, which amounts to the second biggest payout in the UK.

new job

Paul Willcox moves back to Nissan Europe NISSAN has announced that Paul Willcox will return to Nissan Europe as its new chairman. Willcox will leave his current position as managing director at Volkswagen Group UK â&#x20AC;&#x2DC;with immediate effectâ&#x20AC;&#x2122; after just three months. He will rejoin Nissan Europe where he was previously vice president, sales and marketing. The Japanese car maker says the appointment is part of â&#x20AC;&#x2DC;senior management and organisational changes designed to further strengthen operations in Europe and worldwideâ&#x20AC;&#x2122;. Paul Willis will take over from Willcox at VW Group UK from February 1, 2014.

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DASHBOARD.

Trader Media Group looks to cut confusing brand names New CEO wants to offer dealers a simpler service

Trevor Mather joined Auto Trader seven months ago

Have your say on this story. Get commenting by logging onto CarDealerMagazine.co.uk/forum

rader Media Group wants to shed some of its most wellknown brand names in order to help dealers better understand the company. Speaking to Car Dealer, Auto Trader’s CEO, Trevor Mather, said that the Group has too many brands under its umbrella, causing ‘confusion’ for its dealer customers. In an ideal world, he said, Trader Media Group would have ‘one or two’ brands, with Auto Trader being the focus, and with names such as Razsor biting the dust. Mather joined Auto Trader from a role outside the automotive industry seven months ago, and is leading plans to make arguably one of the most well-known brands in motoring offer a simplified service. He added: ‘One of the first things I asked my team to do was to go and look at the external brands

by JAMES batchelor @JRRBatchelor

we have for our dealers. In 24 hours, my team said we are asking our dealers to understand 41 different brands – 41! My dream is to get that to one or two so people can understand it’s Auto Trader.’ Mather revealed he has tasked his team with explaining why Trader Media Group needs to have some of the brands in its offering. ‘There are some brands which are genuinely confusing our customers, so we can change those quite quickly,’ Mather explained. ‘Some brands have a lot of heritage in them – Bike Trader and names like that – so it might be these go away in ten years’ time or maybe they stay with us forever – but we need to have good reasons for them. ‘Deltapoint is a good example of us keeping a brand name. But then you look at something like Razsor, which produces websites for dealers. If you ask a dealer, ‘have you got a website?’ they say yes. But if you ask them, ‘have you got Razsor?’ they look a bit confused. ‘There isn’t a lot of value in this – but we have to manage our way out of that. We will gradually see this change and you will see more prominence in the thing we invest so much money in – Auto Trader.’

Auto Trader has major overhaul to help ensure it remains number one AUTO Trader has revamped its logo and created a new television marketing campaign. The first of the adverts aired just before the new year with the strapline ‘Hello Goodbye’. The campaign has been designed to highlight the organisation’s aim to improve the buying and selling experience for online customers. The company has also modernised its logo, which is said to ‘better reflect the digital landscape in which Auto Trader now operates’, and boosted its digital platforms. These include an improved iPhone app for consumers and the development of cutting-edge

software for dealers like the award-winning i-Control. Powered by Auto Trader, this uses data from millions of online vehicle searches to help dealers locate desirable stock, guide them on buying and selling prices and support stock management by recommending price changes relative to the live market. CEO Trevor Mather said: ‘We’ve already come a long way in modernising our business, but there

is still much work to be done. ‘Auto Trader enjoys a leading market position and we need to ensure it remains the first choice for private consumers, as well as an essential trading partner for today’s digital dealers. ‘That means listening to all our customers, investing and improving our products and services, and taking steps to modernise and simplify the Auto Trader brand.’ Following its transition from print to exclusively online, monthly Auto Trader searches rose from 142 million in May this year to 156.9 million in November. CarDealerMag.co.uk | 21

SURVEY.

Tell us what you REALLY think . . .

Our Car Dealer Power survey is back and we need your help to find the best suppliers and car manufacturers to represent – and we’ve got bribes to encourage you!

he survey that puts you in the driving seat is back! Car Dealer Power returns for 2014 and it is by far and away the most comprehensive survey in the motor retail sector. We’ve listened to our readers and we’ve added some new categories this year to give dealers a better chance to tell us what they really think. And to twist your arm to fill it in, we’ve got some fantastic bribes – so there’s no reason why you shouldn’t!

What is Car Dealer Power? NOW in its fifth year, Car Dealer Power firmly puts you, the dealers, in the driving seat and gives you the chance to tell manufacturers and suppliers exactly what it’s like working with them. It’s your opportunity to recognise the very best companies that help you do business. Car Dealer Power is the survey which aims to find the best car manufacturer in the UK to represent by quizzing its dealers about how it performs on a variety of levels. Last year, Toyota just pipped Kia and Hyundai to the top gong. Suppliers feature just as prominently as the manufacturers, and for 2014 you’ll see there’s ample opportunity to name the suppliers you like to do business with. We’ve split a number of the categories up to give the smaller firms more chance of recognition in these important awards, and this year we’ve added Tyre Provider of the Year, Motor Factor of the Year and Trade

Insurance Provider of the Year to the list of categories. We want you to rate the firms you use in all areas of your business so we can celebrate the very best – and invite them to our special Car Dealer Power Awards night to be held in August.

WHY SHOULD I FILL IT IN? WE know for a fact that manufacturers and suppliers take your views very seriously and have made changes on the back of your comments. Don’t be worried about any repercussions as Car Dealer Power is 100 per cent confidential – we don’t even ask for your name, only your mobile phone number so we can let you know if you’ve won a prize. We want to know the good and bad things about what it’s like to represent your car manufacturer, so please feel free to give the most honest opinions possible. Filling in the Car Dealer Power survey shouldn’t take longer than a few minutes. You can do it on the following pages and send them back to us (see p3 for our address – photocopies of surveys are fine). Easier still is visiting our online version at CarDealerPower.com. The deadline for your submitting your survey is June 30th.

Awards Night AS in other years, we will be holding an awards night for the winners of Car Dealer Power. Once voting is closed we’ll notify the lucky companies

who need to book a place at our event. Winners will receive access to Car Dealer Power Awards artwork, they’ll bag a stunning trophy to take away with them, plus they’ll receive fantastic publicity in Car Dealer Magazine and on our website. Just take a look at how many advertisers are using their winners’ logos in our magazines – and others! One small tip, though – we advise all suppliers and car manufacturers to ask their clients and dealers to fill in the survey. A friendly nudge towards the online survey can work wonders . . .

The bribes: Fill in the survey and you could win . . . Every respondent who gives their mobile number will be entered into our prize draw to win one of these fantastic prizes.

Suzuki Goody bag

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TV’s Mike Brewer book

Mercedes NAIL KIT

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Car Plan Valet Pack

This latest rucksack from Suzuki is packed with goodies, all of which will keep you warm in these winter months.

Why not turn up to work in style, with a Citroen rally jacket. It’s the perfect way to show your support. It’s worth £100!

As well as a cap, pen, notebook and a t-shirt, this goodie bag comes with a limited edition Mini Plant Oxford book.

The perfect gift for a fan of the Wheeler Dealers TV show. Mike talks you through buying and selling modern classics.

Ladies, why not spruce up you nails with this fantastically glamourous nail polish set from Mercedes-Benz.

Whether it’s for your stock or your own set of wheels, this luxury kit will get your car’s wheels looking like a million dollars.

Are your cars looking a bit sorry in this winter weather? Bring back the shine with Car Plan’s Auto Finish.

��| CarDealerMag.co.uk

The easiest way to fill in the survey is online at CarDealerPower.com Your mobile number (needed to be entered into prize draw)………………….......................................... CAR MANUFACTURER 1. Which car manufacturer do you represent? If it’s more than one, please fill in the survey again. You can do this online at CarDealerPower.com  Abarth  Alfa Romeo  Aston Martin  Audi  Bentley  BMW  Chevrolet  Chrysler  Citroen  Corvette  Ferrari  Fiat  Ford  Honda  Hyundai  Infiniti  Isuzu  Jaguar  Jeep  Kia  Land Rover  Lexus  Lotus  Mazda  Mercedes-Benz  MG  Mini  Mitsubishi  Nissan  Perodua  Peugeot  Porsche  Proton  Renault  Saab  Seat  Skoda  Smart  Ssangyong  Subaru  Suzuki  Toyota  Vauxhall  Volkswagen  Volvo  Other (please name) 2. How do you rate your manufacturer with regards to its finance offers?  Poor  Average  Good  Excellent  Faultless Comments: ............................................................. ...................................................................................... ...................................................................................... ......................................................................................

3. How do you rate the warranty your manufacturer offers? Does it cover everything it needs to and is it easy to administer?  Poor  Average  Good  Excellent  Faultless Comments: ............................................................. ...................................................................................... ...................................................................................... 4. How would you rate your car manufacturer on its aftersales support?  Poor  Average  Good  Excellent  Faultless Comments: ............................................................. ...................................................................................... ...................................................................................... ...................................................................................... 5. How do you rate your car manufacturer’s marketing overall? Consider the support it offers you for advertising, the offers it comes up with and the marketing schemes it has developed.  Poor  Average  Good  Excellent  Faultless Comments: ............................................................. ...................................................................................... ...................................................................................... ......................................................................................

8. How good is your manufacturer with regards to the internet? Consider the support it gives your online offering, how leads are fed down to you and the quality of its website.  Poor  Average  Good  Excellent  Faultless Comments: ............................................................. ...................................................................................... ...................................................................................... ...................................................................................... 9. How do you rate the supply of new cars from your manufacturer?  Poor  Average  Good  Excellent  Faultless Comments: ............................................................. ...................................................................................... ...................................................................................... ...................................................................................... 10. How well does it manage used cars? Consider how it manages stock and its used car scheme.  Poor  Average  Good  Excellent  Faultless Comments: ............................................................. ...................................................................................... ...................................................................................... ......................................................................................

6. How do you rate your car manufacturer’s brand awareness?  Poor  Average  Good  Excellent  Faultless Comments: ............................................................. ...................................................................................... ......................................................................................

11. How do you rate your manufacturer’s forward planning?  Poor  Average  Good  Excellent  Faultless Comments: ............................................................. ...................................................................................... ...................................................................................... ......................................................................................

7. How accessible is your manufacturer? Can you get hold of the right people at head office? Do they listen to what you have to say?  Poor  Average  Good  Excellent  Faultless Comments: ............................................................. ...................................................................................... ......................................................................................

12. How do you rate the requirements your manufacturer imposes on you?  Poor  Average  Good  Excellent  Faultless Comments: ............................................................. ...................................................................................... ...................................................................................... ...................................................................................... ......................................................................................

13. What do you think of the bonus structure put in place by your car manufacturer?  Poor  Average  Good  Excellent  Faultless Comments: ............................................................. ...................................................................................... ...................................................................................... ...................................................................................... 14. How do you rate the return on investment from your manufacturer?  Poor  Average  Good  Excellent  Faultless Comments: ............................................................. ...................................................................................... ...................................................................................... ...................................................................................... 15. Which car – from any manufacturer – do you think deserves the title of the Car Dealer Power Car of the Year? ...................................................................................... ...................................................................................... ...................................................................................... ...................................................................................... ...................................................................................... ...................................................................................... 16. Which manufacturer do you think has come up with an initiative this year that deserves recognition? ...................................................................................... ...................................................................................... ...................................................................................... ...................................................................................... ...................................................................................... ...................................................................................... 17. Which manufacturer has produced the best marketing scheme this year? ...................................................................................... ...................................................................................... ...................................................................................... ...................................................................................... ...................................................................................... If you represent more than one manufacturer you can fill in this survey again online by visiting CarDealerPower. com, photocopy these pages or email james.batchelor@blackballmedia.co.uk for a copy. All requests will be treated confidentially. Any comments you wish to make will be most welcome. These may be used in the magazine but will be attributed anonymously.

CarDealerMag.co.uk | 23

SURVEY. The SUPPLIERS This section is about finding the best suppliers. The winners will not be decided solely by being the most popular, but by how good they are at providing you with a service. We’ll be naming a winner for each category and two highly commended places, which will be announced at the Car Dealer Power Awards ceremony. For each category, first tell us who you use, then how you rate their service and finally add any comments you have.

1. Warranty Supplier Who do you use?................................................................................ How do you rate the service in the following categories? Poor Average Good Excellent Service     Product     Website     Admin     Price     Comments:.............................................................................................. ...................................................................................................................... ...................................................................................................................... ...................................................................................................................... ...................................................................................................................... ...................................................................................................................... 2. GAP Supplier Who do you use?................................................................................ How do you rate the service in the following categories? Poor Average Good Excellent Service     Product     Website     Admin     Price     Comments:.............................................................................................. ...................................................................................................................... ..................................................................................................................... ...................................................................................................................... ...................................................................................................................... 3. Website Design For Franchised Dealers Who do you use?................................................................................ How do you rate the service in the following categories? Poor Average Good Excellent Service     Product     Website     Admin     Price     Comments:.............................................................................................. ...................................................................................................................... ...................................................................................................................... ...................................................................................................................... ...................................................................................................................... ...................................................................................................................... 4. Website Design For Independent Dealers Who do you use?................................................................................ How do you rate the service in the following categories? Poor Average Good Excellent Service     Product     Website     Admin     Price     Comments:.............................................................................................. ...................................................................................................................... ...................................................................................................................... ...................................................................................................................... ...................................................................................................................... ......................................................................................................................

��| CarDealerMag.co.uk

5. Dealer Marketing Agency (advert design, concepts) Who do you use?................................................................................ How do you rate the service in the following categories? Poor Average Good Excellent Service     Product     Website     Admin     Price     Comments:.............................................................................................. ...................................................................................................................... ...................................................................................................................... ...................................................................................................................... ...................................................................................................................... ......................................................................................................................

10. Trade Insurance Provider Who do you use?................................................................................ How do you rate the service in the following categories? Poor Average Good Excellent Service     Product     Website     Admin     Price     Comments:.............................................................................................. ...................................................................................................................... ...................................................................................................................... ...................................................................................................................... ...................................................................................................................... ......................................................................................................................

6. Finance Who do you use?................................................................................ How do you rate the service in the following categories? Poor Average Good Excellent Service     Product     Website     Admin     Price     Comments:.............................................................................................. ...................................................................................................................... ...................................................................................................................... ...................................................................................................................... ......................................................................................................................

11. Online Advertising (New Cars) Who do you use?................................................................................ How do you rate the service in the following categories? Poor Average Good Excellent Service     Product     Website     Admin     Price     Comments:.............................................................................................. ...................................................................................................................... ...................................................................................................................... ...................................................................................................................... ......................................................................................................................

7. Best Finance Marketing Initiative Who do you use?................................................................................ How do you rate the service in the following categories? Poor Average Good Excellent Service     Product     Website     Admin     Price     Comments:.............................................................................................. ...................................................................................................................... ...................................................................................................................... ...................................................................................................................... ......................................................................................................................

12. Online Advertising (Used Cars) Who do you use?................................................................................ How do you rate the service in the following categories? Poor Average Good Excellent Service     Product     Website     Admin     Price     Comments:.............................................................................................. ...................................................................................................................... ...................................................................................................................... ...................................................................................................................... ......................................................................................................................

8. Tyre Provider Who do you use?................................................................................ How do you rate the service in the following categories? Poor Average Good Excellent Service     Product     Website     Admin     Price     Comments:.............................................................................................. ...................................................................................................................... ...................................................................................................................... ...................................................................................................................... ......................................................................................................................

13. Most Dealer Friendly Online Advertising Portal Who do you use?................................................................................ How do you rate the service in the following categories? Poor Average Good Excellent Service     Product     Website     Admin     Price     Comments:.............................................................................................. ...................................................................................................................... ...................................................................................................................... ...................................................................................................................... ......................................................................................................................

9. Motor Factor Supplier Who do you use?................................................................................ How do you rate the service in the following categories? Poor Average Good Excellent Service     Product     Website     Admin     Price     Comments:.............................................................................................. ...................................................................................................................... ...................................................................................................................... ...................................................................................................................... ......................................................................................................................

14. Specialist Online Ad Site (contract hire, leasing, etc) Who do you use?................................................................................ How do you rate the service in the following categories? Poor Average Good Excellent Service     Product     Website     Admin     Price     Comments:.............................................................................................. ...................................................................................................................... ...................................................................................................................... ...................................................................................................................... ......................................................................................................................

15. Used Car Valuations Services Who do you use?................................................................................ How do you rate the service in the following categories? Poor Average Good Excellent Service     Product     Website     Admin     Price     Comments:.............................................................................................. ...................................................................................................................... ...................................................................................................................... ...................................................................................................................... ......................................................................................................................

20. Training Company Who do you use?................................................................................ How do you rate the service in the following categories? Poor Average Good Excellent Service     Product     Website     Admin     Price     Comments:.............................................................................................. ...................................................................................................................... ...................................................................................................................... ...................................................................................................................... ......................................................................................................................

16. Provenance Checks Who do you use?................................................................................ How do you rate the service in the following categories? Poor Average Good Excellent Service     Product     Website     Admin     Price     Comments:.............................................................................................. ...................................................................................................................... ...................................................................................................................... ...................................................................................................................... ......................................................................................................................

21. Physical Auctions Who do you use?................................................................................ How do you rate the service in the following categories? Poor Average Good Excellent Service     Product     Website     Admin     Price     Comments:.............................................................................................. ...................................................................................................................... ...................................................................................................................... ...................................................................................................................... ......................................................................................................................

17. Lubricants Who do you use?................................................................................ How do you rate the service in the following categories? Poor Average Good Excellent Service     Product     Website     Admin     Price     Comments:.............................................................................................. ...................................................................................................................... ...................................................................................................................... ...................................................................................................................... ......................................................................................................................

22. Best Trade-to-Trade Remarketing (leads for disposal of your trade cars) Who do you use?................................................................................ How do you rate the service in the following categories? Poor Average Good Excellent Service     Product     Website     Admin     Price     Comments:.............................................................................................. ...................................................................................................................... ...................................................................................................................... ......................................................................................................................

18. Recruitment Agency Who do you use?................................................................................ How do you rate the service in the following categories? Poor Average Good Excellent Service     Product     Website     Admin     Price     Comments:.............................................................................................. ...................................................................................................................... ...................................................................................................................... ...................................................................................................................... ......................................................................................................................

23. Best Consumer Lead Generation (leads for people to sell cars to) Who do you use?................................................................................ How do you rate the service in the following categories? Poor Average Good Excellent Service     Product     Website     Admin     Price     Comments:.............................................................................................. ...................................................................................................................... ...................................................................................................................... ......................................................................................................................

19. Paint Protection Who do you use?................................................................................ How do you rate the service in the following categories? Poor Average Good Excellent Service     Product     Website     Admin     Price     Comments:.............................................................................................. ...................................................................................................................... ...................................................................................................................... ...................................................................................................................... ...................................................................................................................... ......................................................................................................................

24. Dealer Management Product (DMS systems) Who do you use?................................................................................ How do you rate the service in the following categories? Poor Average Good Excellent Service     Product     Website     Admin     Price     Comments:.............................................................................................. ...................................................................................................................... ...................................................................................................................... ...................................................................................................................... ......................................................................................................................

25. Product Innovation of the Year Who do you use?................................................................................ How do you rate the service in the following categories? Poor Average Good Excellent Service     Product     Website     Admin     Price     Comments:.............................................................................................. ...................................................................................................................... ...................................................................................................................... .................................................................................................................... ....................................................................................................................... ....................................................................................................................... 26. Supplier Newcomer of the Year Who do you use?................................................................................ How do you rate the service in the following categories? Poor Average Good Excellent Service     Product     Website     Admin     Price     Comments:.............................................................................................. ...................................................................................................................... ...................................................................................................................... ...................................................................................................................... ...................................................................................................................... ...................................................................................................................... 27. The Extra Mile Award (The company that has gone the extra mile for you somehow this year) Who do you use?................................................................................ How do you rate the service in the following categories? Poor Average Good Excellent Service     Product     Website     Admin     Price     Comments:.............................................................................................. ...................................................................................................................... ...................................................................................................................... ...................................................................................................................... ...................................................................................................................... If you represent more than one manufacturer you can fill in this survey again online by visiting CarDealerPower. com, photocopy these pages or email james.batchelor@ blackballmedia.co.uk for a copy. All requests will be treated confidentially. Any comments you wish to make will be most welcome. These may be used in the magazine but will be attributed anonymously.

Please send completed surveys to: Car Dealer Magazine Haslar Marine Technology Park Haslar Road Gosport PO12 2AG CarDealerMag.co.uk | 25

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DASHBOARD.

Jewson Skoda: Customers will be flooding in soon bit.ly/Skodaflood

Kia: We’ll stick to sports car concept’s winning formula Stunning GT4 Stinger show car will change little if it gets green light

ia’s Californian design chief has promised the GT4 Stinger sports car concept will change very little if it ever gets the green light for production from Korea. Speaking after the car’s reveal at the Detroit Motor Show, Tom Kearns, who led the project from the brand’s American design studio, said he was confident it wouldn’t change too much for production. Kearns said: ‘It’s a total concept at this point but when we did it we did it with production in the forefront of our mind. ‘Things like the lights would have to be changed for production, but even the see-through A pillars have

by JAMES BAGGOTT @CarDealerEd

been thought through properly.’ Kearns also revealed that the roof could be lopped off the concept to create a true MX-5 drop top rival. And he explained that sister firm Hyundai’s Genesis Coupe would make a good platform to build the car on, further hinting that full production is being considered. Kearns agreed that pricing would be key to the GT4 Stinger’s success too, adding: ‘A lot of people should be able to afford this car so it needs to be sub-$30,000. ‘It’s a sports car that’s value orientated and with buyers probably males around 25 years old it needs to appeal on price and style.’ The American designer also

explained that the Californian design team of six were pretty much left to their own devices with the concept. Peter Schreyer – design supreme for Hyundai-Kia – saw the concept a few times during the year-long process, but had ‘little influence’. ‘He was happy with what he saw so let us get on with it,’ said Kearns. The wait is now on for the team to see if the chiefs in Korea give the car the go-ahead. With not-so-trivial issues like where the car could actually be built causing headaches the procedure might not be as smooth as the Californians would hope, but we don’t think Kearns’ too worried. ‘I leave those sorts of headaches to others in the company – my job is to make cars look cool,’ he said. And we can certainly verify he’s done just that…

JAGUAR LAND ROVER

Sales records smashed at JLR JAGUAR Land Rover has delivered its strongest ever full-year global sales performance. Full-year retail sales in 2013 stood at 425,006, up 19 per cent, with strong growth in all major regions and new records set in 38 markets, including Russia, Brazil, Korea and Canada. Jaguar recorded a 42 per cent year-on-year increase in sales, selling 76,668 vehicles in 2013 – and became the USA’s fastest-growing premium brand. Meanwhile, Land Rover also broke records selling 348,338 vehicles in 2013, up 15 per cent on 2012.

car supermarket

Super sales for Motorpoint

detroit motor show cars - P28

Hull beats Europe’s best and named top Infiniti dealer INFINITI Hull has been named Centre of the Year 2013, thanks to the high levels of customer satisfaction at the showroom and the way it represents the brand. Managing director Stephen Smith and his team received their ‘outstanding achievement’ accolade at an event attended by everyone who works for the brand in the UK. ‘It’s very satisfying and a great achievement to receive such an award,’ Smith told Car Dealer. ‘The entire team are all extremely proud.’ Out of 60 Infiniti outlets across

Europe, Infiniti Centre Hull sits at the top of the list for offering the best customer service. Regional director of Infiniti North Europe, Steven Oliver, told Car Dealer:

‘Infiniti Centre Hull’s operators are strongly focused on the local community. They’re the latest centre to join our network and they’ve only been in operation for a year, but as far as we can see, they’ve already achieved so much.’ Previously a franchised Saab dealer for 34 years, Smith believes his team’s extensive experience has been the key to the centre’s success, having already built up a strong customer database. Smith added: ‘Our experience in the industry has certainly helped us get where we are today.’

MOTORPOINT, the UK’s largest car supermarket, recorded a 21.5 per cent increase in the total number of new and nearly new cars sold last year – equivalent to Motorpoint selling a car every 5.86 minutes. According to the firm, customers also saved more than £230m off list price through buying their next vehicle from the group.

satisfaction

Honda teams up with Motor Codes HONDA UK has teamed up with Motor Codes. The new agreement will see customer ratings and data taken from satisfaction surveys from all 192 Honda dealerships across the UK published with a satisfaction score on Motor Codes’ Garage Finder service. The partnership aims to empower customers to choose the right dealer, based on the feedback of buyers’ experience. CarDealerMag.co.uk | 27

FEATURE.

Detroit Motor Show stars James Baggott reports on the big new car debuts breaking cover in Motor City It’s one of the most iconic car shows in the motoring calendar – and this year the stars were out in full force in Detroit. As the covers came off the cars in Motor City, we were treated to some key new model introductions and not just from the home American brands. The Europeans, Japanese and Koreans were all out in full force too with some stellar debuts of key cars for the UK market. Here’s our pick of the new models.

Volvo XC Coupe

Mini JCW Concept

The Swedish firm is on a bit of a roll with its concepts at the moment. This is the second of three design studies from the firm and, like the Concept Coupe we saw at Frankfurt last year, it’s an absolute stunner. The firm says it hints at the look of the much-anticipated replacement for the XC90 – and that the production car will retain its seven-seat versatility that isn’t present on this concept.

With more vents than an office airconditioning system and brushed aluminium bodywork, this Mini won’t be for everyone. It’s little more than a design study at present, with few details about its powerplant or performance, but it does give Mini fans an idea what the next hot Mini will look like.

BMW M4 / M3 / 2 Series Nothing gets car fans excited quite like an M-badged BMW and Detroit had not one, but two of them. The M4 is the new name in the line-up – the coupe version of the performance car. There’s a new M3, now a saloon only, and both share a new six-cylinder turbo-charged unit for the first time. BMW says emissions and fuel economy are 25 per cent better, though, so don’t mourn the V8’s death for too long. The new 2 Series Coupe was shown off in Detroit too – but it stole little of the limelight…

Kia GT4 Stinger Here’s the car we’ve been hassling the manufacturer to make for years – a rearwheel drive, 300bhp, turbo-charged sports car! It may only be a concept at present, but Kia’s GT4 Stinger will aim to rival Mazda’s MX-5 and thrill drivers with its agile handling and light weight if it ever gets the green light. Designers said they’ve taken an ‘analogue approach’ to the concept and wanted to make it ‘as much fun to drive from A to B as possible’. With looks that echo the Nissan 350Z and Dodge Charger, we can’t see it being anything other than a hit – if they get the price right, of course… ��| CarDealerMag.co.uk

Volkswagen Golf R

Infiniti Q50 Eau Rouge

Audi Allroad Shooting Brake

If you thought the Golf GTI was good, wait until you see this! With a 296bhp turbo-charged engine, four-wheel drive and a 0-60mph time of less than five seconds it’s the fastest Golf on sale. Due in showrooms in the Spring it’s likely to cost a fraction under £30,000. Quad exhausts and new front and rear bumpers mark the R out.

If the Q50 is the up-and-coming Infiniti’s answer to the 3 Series and C-Class, then this is the AMG or M-badged rival. Draped in carbon fibre and drawing inspiration from the company’s Red Bull F1 team hook-up, the Eau Rouge concept – named after Spa’s all-ornothing corner – is believed to get a 500bhp powerplant if it ever gets the go-ahead.

Believe it or not, this is the strongest indication yet of what the next TT will look like. Don’t worry, it’s not going to be an estate (well, not yet anyway), but the design cues shown off on this concept will feature heavily on the next TT. The Shooting Brake concept is powered by the firm’s e-tron hybrid transmission that boasts 650Nm of torque and 400bhp – easily enough to see it hit 60mph in 4.6 seconds!

Porsche 911 Targa It’s a name synonymous with the 911 and has accounted for 13 per cent of all sales of the legendary model – and now it’s back. The looks won’t appeal to everyone, but the crazy roof mechanism on the 911 Targa will make grown men weak at the knees. The rear glass dome hinges back for the roof panel to slot underneath in a beautiful fashion. We’re just not quite sure why you’d want one over a convertible.

Toyota FT-1 This bonkers crazy concept was created by Toyota’s sandal wearing Californian design team – but don’t fear, it’s no hippy machine. The FT-1 stands for ‘Future Toyota’ and while it is said to be a spiritual successor to the iconic Supra and 2000GT it’s really designed to show the maker’s future design direction. There’s no word on what’s under the bonnet at present, but rumour has it it’s likely to be a traditional combustion engine with high output.

Mercedes C-Class This is big news for one of the most competitive sectors in the UK market. Meet Mercedes’ new C-Class, a car that’ll take the fight to its bitter rival, and better selling, BMW 3 Series. Merc has worked wonders in the cabin – the quality is stunning and will make German rivals sit up and take notice. The manufacturer says this is their ‘most agile and efficient car ever’ and will be a ‘new benchmark’ in the segment. We’ll have to wait and see about that – but there’s little doubt they’ve got the looks spot on.

CarDealerMag.co.uk | 29

DASHBOARD.

Nissan hails black cab’s new future Instantly recognisable, a new-look London taxi has been designed in the UK and is on its way to the streets of the capital

issan has revealed its new NV200 Taxi for London. The company’s European design centre in Paddington has worked with cabbies, the London mayor’s office and Transport for London to develop a new look for the NV200 that makes the model more instantly recognisable as a black cab. Among the specific changes that have been made to the front of the NV200 taxi are round headlamps and a remodelled grille mirroring the traditional black cab ‘face’, LED lighting to improve visibility of the traditional taxi sign and completely new front bumper panels. Andy Palmer, chief planning officer and executive vice-president of Nissan Motor Corporation, said: ‘Since we launched our Taxi for London in August 2012, we have worked closely with the mayor’s office and associated stakeholders and interested parties to ensure that Nissan’s new cab not only raises the bar for both driver and passenger but is also as instantly recognisable as its legendary forebears. ‘Alongside this, our engineers at Nissan Technical Centre Europe in Cranfield, Bedfordshire, have continued work on the cab, running real-world trials on the streets of London.’

Nissan intends to put the NV200 Taxi for London on sale in December. From launch, the new taxi will be available with a 1.6-litre petrol engine equipped with an automatic gearbox. Compared to current diesel London taxis, Nissan says the engine will be far cleaner, with lower levels of NOx and particulates. Nissan will introduce a 100 per cent electric version (pictured far right) and aims to have the e-NV200 on the streets of London years ahead of the mayor’s target of 2020 for the development of a zero-emissions taxi. Nissan’s electric taxi will be on the streets of a UK city in 2015. This isn’t the Japanese company’s first association with the capital. Nissan’s 2.7-litre TD27 diesel engine was fitted to the FX4 ‘Fairway’ and TX1 black cabs during the 1980s and ’90s, gaining a reputation for reliability and durability. In developing the NV200 Taxi for London,

Nissan has ensured that it adheres to the TfL regulations governing hackney carriages, including the 25-feet (7.6-metre) turning circle. The NV200 cab for London is part of Nissan’s global taxi programme, which also encompasses New York, Barcelona and Tokyo.

A BRIEF history of the black cab

Austin FX3, 1948

DESIGNED specifically for London, the FX3 is one of the most well-known taxis ever made. It was commissioned by taxi dealer Mann & Overton and was a three-door vehicle with the space next to the driver used to carry luggage. More than 7,000 were built over a 10-year period. ��| CarDealerMag.co.uk

Austin FX4, 1959

THE FX4 is the most recognisable black cab yet. It continued in service until 1997, when it was built by the then-called LTI (London Taxis International) Fairway using Nissan engines. With a 40-year production life, it is one of Britain’s longest-built cars. More than 75,000 were made.

LTI TX1, 1997

JUST in time for the end of the century came the LTI TX1 – a totally new cab but with distinctly retro FX4 design touches. It used Nissan’s durable 2.7-litre diesel engine, and thanks to a 10-to-12year operating life cycle as imposed by TfL, many can still be seen today.

Honda’s Swindon factory forced to suspend production bit.ly/Hondasuspends

DISTRIBUTOR

Glyn Hopkin is named exclusive new taxi dealer

Have your say on this story. Get commenting by logging onto CarDealerMagazine.co.uk/forum

LTI/Geely TX4, 2007

THE TX4 arrived in 2007 and continues to be offered today. Now built by The London Taxi Company (formerly LTI) the TX4 looks even more retro than its predecessor. Power now comes from a 2.5-litre VM engine. The firm was bought by Geely (which also owns Volvo) in 2013.

GLYN Hopkin Nissan has been appointed as the exclusive retailer of the car-maker’s interpretation of London’s iconic black cab. The dealer group will sell the model – based on Nissan’s successful multipurpose NV200 platform – from a purpose-built, ultra-modern showroom in Canary Wharf. Located on a prime site on Marsh Wall, the new dealership is set to open in February or March and will be the same size as a traditional nine-car showroom. Inside, though, it will offer a unique and bespoke experience tailored specifically to the needs of both taxi drivers and operators. A taxi sales specialist has already been recruited to join the team, while Glyn Hopkin director Ken Birch has been appointed as taxi director and will oversee the project. Fraser Cohen, Glyn Hopkin’s managing director, said: ‘We are really excited by the opportunity to be sole representatives for this product. ‘We went through a rigorous selection process, but right from day one everyone in the company, from Glyn down, has been very keen to be involved. ‘We’ve been involved with Nissan for 21 years this year and we think it’s a huge opportunity. We think we can make a great success of it.’

Mercedes-Benz Vito, 2008

THIS is the biggest challenger to Geely’s dominance in the capital. The Vito appeared in 2008, and to help it meet the stringent 7.6-metre turning circle the back wheels turn. Many cabbies feel the Vito is cheaper to run and offers a more comfortable ride for their passengers.

WE think it’s a huge opportunity CarDealerMag.co.uk | 31

NEW LOGO NEW COLOUR NEW WEBSITE NEW MOTORS NEW CAMPAIGN TV

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DASHBOARD.

The best car adverts of 2013 WITH the rise of Sky+ and personal video recording devices, chances are most people fast-forward the advert breaks these days. That’s a shame because while it’s okay to skip the latest Cillit Bang ad with Barry Scott, it does mean you’ll miss out on some pretty clever car clips too. Manufacturers spend millions every year creating clever adverts with the aim they’ll stick in your mind and make you buy their wares. Last year threw up some particular gems, so here, in no particular order whatsoever, James Baggott reveals our top five from the past 12 months.

Audi R8 V10 Plus Simple, slick and effective, this emotive video from Audi centres around the beautiful sound its Lamborghini-derived V10 engine makes at full chat and gives viewers a peek inside the engine bay too. The glowing, fire-spitting exhausts are a particular highlight. bit.ly/CDMAudiR8

Dodge Durango

Jaguar F-Type

This thing goes on for INCHES – it’s quite a claim from Ron Burgundy, but thankfully in this case he’s talking about the Dodge Durango’s glovebox. The star of Anchorman 2 signed up to help Dodge promote its cars last year ahead of the release of the sequel and they worked brilliantly as Ron picks the less obvious highlights of the car.

This is less of a commercial, more of a short film – but it’s brilliant. Produced by Ridley Scott and starring Damian Lewis, this F-Type showcase even had its own song produced by Lana Del Rey. Not only does the car look and sound incredible but the film even had a proper storyline. We love it. bit.ly/CDMFType

bit.ly/CDMDodge

Honda CR-V

Honda Hands

When it comes to clever adverts, those Honda boys know a thing or two about creating a winner. A few years back we were all marvelling at The Cog (worth watching if you haven’t seen it), but this year it’s this smart ad. Using optical illusions, Honda makes you look twice as the CR-V drives off tables and through bollards. Strange . . .

Okay, we tried really hard not to include two adverts from the same manufacturer but, as we said left, Honda is just so darn good at this! You’ll know these adverts from the beginning of documentaries on Channel 4 where hands make Honda products from other Honda products, but whereas on TV you only see one, in this video all have been stitched together. Well worth a watch…

bit.ly/CDMHondaCRV

bit.ly/CDMHondahands

CarDealerMag.co.uk | 33

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DASHBOARD. Benfield to build three new outlets in £40m spend

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Maserati goes with Motorline Maidstone

BENFIELD Motor Group has secured a £40m funding package to support a threeyear capital investment programme. The package will support aserati has appointed Motorline the development of three to operate its latest new new motor dealerships in dealership in Kent. the region. It will see Motorline Maserati The new outlets include operate from a temporary showroom and Ford in Sunderland, which workshop facility on Bircholt Road in is scheduled to open in Maidstone later this month. January 2014, an Audi dealership in Newcastle, due Motorline has already begun building to open in July 2014, and work for a brand new solus Maserati finally Audi in Sunderland, dealership that will accommodate a which will in 2015. five-car showroom and full workshop Gerard Murray, finance facilities. director, Benfield Motor Glen Obee, chairman of Motorline Group, said: ‘The funding said: ‘We are delighted to have been given package will allow us to the opportunity to represent Maserati execute our significant in the Kent territory and at such an capital investment exciting time when Maserati’s new model programme to provide first-class motor retail announcements will result in significant facilities and deliver an Have your say on this story. outstanding retail experience Get commenting by logging onto to our growing number of Marsh_142x190mmAdvert_AW.pdf 1 CarDealerMagazine.co.uk/forum 18/12/2013 12:32 customers.’

Italian sports car maker appoints another dealer

growth in volume and build on the brand’s widening appeal. David Aldcroft, Maserati North Europe network development manager, added: ‘It is a great pleasure to bring Maserati back to Kent and in partnership with Motorline. Their business has shown an ability to grow extensively with some exceptional results and this is testament to the Motorline ethos. With this progressive attitude and our fantastic new product range we anticipate some great future results.’

subaru

Scooby WRX STI all set for UK return LESS than one year after the last WRX STI was sold in the UK, Subaru has confirmed the all-new version of its iconic model will return to our shores this summer. As a result of the recent movements in exchange rates, the new model will be priced at £28,995 when it hits the showrooms in May – £4,000 cheaper than its predecessor. The new car features a 2.5-litre turbocharged Boxer four-pot engine, capable of producing 305bhp. UK cars will come a large signature rear spoiler along with larger and lighter 18-inch alloy wheels.

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dashboard.

Around the world Dealer news from somewhere other than here

ITALY

Fiatâ&#x20AC;&#x2122;s 500 is set to challenge the Smart ForTwo by taking part in the Enjoy carsharing programme in Milan. The 500 will be offered to users at a lower price than the two-seater Smart ForTwo. Fiat will challenge carmakers such as Ford, PeugeotCitroen BMW and Toyota as all plays aim to become the number one in the sector.

CHINA

Infiniti has said its car sales in China surged 54 per cent in 2013. The company sold 17,108 cars in China. Infiniti president Johan de Nysschen said: â&#x20AC;&#x2DC;We expect to see continuous growth for our business in China, I would not at all be surprised to see the current 50 per cent growth to be repeated during 2014.â&#x20AC;&#x2122;

USA

The New York Giantsâ&#x20AC;&#x2122; loss against the Seattle Seahawks cost one car dealership $420,000. Jet Chevrolet in Washington, said it would raffle off a dozen $35,000 cash prizes if the Seahawks football team won the match against the Giants - something that hasnâ&#x20AC;&#x2122;t happened in nearly 20 years. But against all odds, it happened and the 20 people that bought cars from the dealership on Sunday received 100 raffle tickets each.

BRAZIL

Builders cemented a car into the pavement when a car dealer in Belo Horizonte in Brazil refused to move the parked VW Caddy. Mark Drummond who was responsible for selling the car said the pavement had been used to display vehicles for more than 20 years. However, workers were unable to complete maintenance on the pavement because of the parked car.

INDIA

Nissanâ&#x20AC;&#x2122;s low-cost Datsun brand will launch at least two cars in India this year and is set to expand its dealership network from 117 to 350 in the next three years. Datsun is being developed by Nissan for four key markets including, India, Russia, Indonesia and South Africa. Its first car, the â&#x20AC;&#x2DC;Goâ&#x20AC;&#x2122;, will go on sale in April, and will be followed by a seven-seater â&#x20AC;&#x2DC;Go+â&#x20AC;&#x2122; by Christmas.

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CarDealerMag.co.uk | 37

FINANCE. Peace of mind

Five-year pack makes buying a Honda an easier decision HONDA UK has launched an all-new comprehensive aftercare package for new car buyers. Named ‘Five’, the package will be available with any new Honda and includes five years’ servicing, five years’ warranty and five years’ roadside assist for just £500. The package is also available alongside a three-year zero per cent APR representative finance deal available with the new Jazz, Civic and CR-V models in S trim level. This means customers can benefit from low monthly payments including £209 and £269 per month for the Civic and CR-V respectively, all of which incorporate the cost of the new ‘Five’ aftercare package. Leon Brannan, head of cars at Honda UK, said: ‘Honda’s new ‘Five’ aftercare package aims to give complete peace of mind. He added: ‘Alongside our continued commitment to competitive finance deals, we’re pleased to be doing all we can to help customers manage their motoring costs.’

��| CarDealerMag.co.uk

Volkswagen lets owners cheaply plug in to electric car ownership with e-Up German marque makes electric city car that bit more tempting with finance deal

olkswagen is making headlines with its electric version of its Up city car by immediately making a tempting finance offer available on the car. The e-Up is priced at £19,250 including the £5,000 government grant, but is now available from just £199 a month through Volkswagen Finance’s e-Solutions personal contract plan. The e-Up is ready to order from one of 24 Volkswagen EV specialist retailers across the UK, with the first deliveries expected at the end of January. The e-Solutions finance plan allows customers to choose a deposit of between £2,425 and £7,125, on top of the £5,000 government grant, which also forms part of the vehicle deposit. Based on the combined deposit of £12,058.73, customers will only have to pay £199 per month across a 36-month payment period and 10,000

mile a year plan. Unlike more conventional finance packages, the e-Solutions plan has a unique opt-out option. Should a customer discover that his or her lifestyle doesn’t suit an electric vehicle, then after 12 monthly payments they will have the option to simply pull the plug and hand back the car. As well as a competitive finance offer, UK e-Up! customers will also be offered an optional and free wall box for home garage use from British Gas. This provides a 3.6 kW supply and can

recharge a completely flat battery in six hours. On top of this, all e-Ups have a DC fast-charging circuit as standard. Using the Combined Charging System, this enables a flat battery to be charged to 80 per cent in 30 minutes at levels of up to 40 kW using a DC supply. Volkwagen is only making the e-Up available in one high-specification trim level. It has a range of up to 93 miles in optimum conditions, and can be charged from a standard 230-volt, 2.3 kW household socket.

Mazda kick-starts 2014 with cracking finance deals MAZDA is kick-starting 2014 by introducing some special financial offers on its 6 range. The car was one of the firm’s bestselling cars of 2013 and the company aims to continue this trend by getting more customers into the range. The 6 is now available with a highly attractive zero deposit and zero per cent APR representative finance deal when purchased with a Mazda

PCP package. The deal is available until the end of March 2014 and is offered across the range of Skyactiv petrol- and diesel-powered saloon and tourer models. The 6 played an important part in increasing Mazda UK’s sales by 19 per cent in 2013 from 2012 levels. Peter Allibon, sales director, Mazda UK, said: ‘There has never

been a better time to visit a Mazda showroom. As well as these fantastic offers on the Mazda 6, we also have a range of wallet-friendly packages across the model range – the Mazda 2 supermini, the all-new Mazda 3 Hatchback and Fastback, the Mazda5 MPV, the Mazda CX‑5 compact SUV and the iconic Mazda MX-5. There’s a Mazda model to suit any customer need.’

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DEALFINDER.

Latest finance deals on saloons

the German firm’s stylish yet sporty car can now take advantage of one of Mercedes’ personal offers. The company is offering up the C220 CDI AMG Sport Edition for just £329 a month at 5.9 per cent APR. With a deposit of nearly £3,000, the payment plan for this car lasts for 36 months – but a Mercedes dealer will also contribute a whopping £5,765. There’s also a £180 acceptance fee and a £95 purchase activation fee. The final amount payable is £33,877.

volkswagen passat THE Volkswagen is a great family car, and is a decent executive car too. It’s stylish, spacious, great to drive and scores highly in nearly every aspect it’s rated on. This saloon uses about £9-£13 for every 100 miles it drives. Volkswagen is offering up the Passat S 1.4 TSI with an easy three-year payment plan. With a deposit of under £6,000 and a monthly payment of £309, this car is easy to fit in with customers’ needs. The representative APR is 6.9 per cent. Volkswagen Finance will also throw in a service at the three-year/30,000 miles

mark for only £199. The total amount payable for the car is £22,218.

AUDI A4 THE idea of securing an Audi A4 for under £30k is a tempting one to many petrol heads. The German company has been making quality cars for years and they

time is money

Are you ready for April 1?

MERCEDES-BENZ C-CLASS MERCEDES-BENZ’S classy C-Class was redesigned in 2011 and is now one of the most efficient premium cars around (depending on spec and engine). Those who haven’t yet splashed out on

Meldrum

haven’t disappointed with this prestige saloon car. The A4 handles securely and has a wide range of powerful engines, as well as featuring a high-quality interior. For a three-year period, Audi is offering up the A4 2.0 TDI 177 PS SE Technik manual for just under £300 a month and with a deposit of £5.5k. With six per cent APR and an optional final payment of £12,298, this high-quality, all round premium car is a steal.

f I were a betting man (and generally speaking I’m not) I’d bet that around 20 per cent of car dealers reading this magazine still haven’t applied for the interim permission they’ll need to continue offering consumer credit after their CCL expires on March 31. This alarmingly high estimate is based on the results of the advisory conversations we’ve been having with our supporting dealers in the lead up to the regulatory changeover from the OFT to the FCA (Financial Conduct Authority). What will happen to the car dealers who don’t get the IP they’ll need? The answer to that question is fairly simple: They’ll not be able to take credit applications from customers; their current finance provider will be unable to look at any credit applications from them; other finance providers will be equally resistant to taking these (illegally sourced) applications and unfortunately they will lose so many car sales that they’ll eventually close their doors for ever. If that last statement doesn’t grab the attention of the 20 per cent and gets them moving then nothing will. Now being a ‘glass half full’ person I reckon this is good news for everyone else because the majority of car buyers need POS finance to fund all or part of their purchase which will mean more captive finance business for those car dealers who have taken the necessary action already. BTW - What happens after the ‘interim period’ will depend somewhat on the type of business you want to offer in the future. We know that there will be two levels of authorisation (Full and Limited) and you’ll need to apply for one or the other because you cannot have both. You can call us anytime - our free advice is available to everyone.

‘If that doesn’t grab their attention, nothing will’

Who is Jim Meldrum?

Jim is regional sales manager for First Response Finance. Call him on 07917 460 111 or email Jimm@frfl.co.uk

CarDealerMag.co.uk | 39

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big mike.

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

Big Brother is out there and he’s in the steering column cowl

’m ashamed to say it, but the used car sales industry is full of unscrupulous crooks. Coming from a man who has made enough money to buy a detached house in Solihull and his own speedboat from the proceeds of previously cherished motor vehicles, that may seem a rather self-defamatory statement but allow me, for a second, to rationalise my thoughts. The crooks are not people like me – honest men and women who, as in so many other trades, buy things at one price and sell them at another in order to make a viable business. What we do is all well and good – sure, you might pay a little more to buy a car from me than you would if you bought one out of the back of the paper or from a grubby lay-by but in return you’re protected by consumer law. It’s me that takes the risk of the car being a pup in the first place and one doesn’t afford Solihull and a speedboat by not building up an exemplary local reputation – Big Mike has never knowingly ripped anyone off in his life. The same is true for the vast majority of used car traders. We do not sit in our caravans, luring unwitting marks on to our lots with colourful bunting so we can screw them senseless until they can’t afford to feed their kids. What we offer are cars, usually good ones, which are less expensive than new ones. And, if we’re good at our jobs, then on the odd occasion when something does go wrong then we go out of our way to ensure we can remedy the problem without harming our reputation. Yet still the world at large has a far-from-dignified view of our services. Every day there are crooks and fly-by-nights making the most of the used car trade and preying on the vulnerable. There has been much in the news about companies that lend money against the log book of a vehicle. You don’t need a credit reference, because your car is security against their lack of scruples, and in return for this service, which massively undervalues your car but maybe allows you to keep the wolf from the door for a few more weeks, you’re whacked with a massive interest rate that most people already in hock would never be able to meet. Next thing, you’ve paid back more than you borrowed and your car is repossessed anyway. Such practices really annoy me, but the latest fly-bynight idea sticks in my craw even more, and I saw it for the first time the other week when I picked up a cheapas-chips 2006 Nissan Micra at my local car auction.

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

Said Nissan was direct from a finance company (call me a hypocrite but repo cars are always stupidly cheap because they’ve been paid for three times already) and the hammer fell at only a little north of a grand, leaving me with a reasonable amount of wiggle room to get the inevitable signs of neglect rectified. As always, I paid my money over there and then and arranged to collect the car a couple of days later. But when I arrived to collect my latest purchase, it wouldn’t start. It had run perfectly through the block, seemed to be in fine fettle and the battery had loads of life in it, so there seemed to be no reason why it wouldn’t run. What’s more, after cranking the engine for a few turns the car emitted a high-pitched siren-like noise from behind the dash. Not even Google could solve that one for me. Being an auction buy, and knowing the rules of engagement, I

‘Guys like us will always get you out of trouble ’ mentally wrote off my profit in auto electrician’s fees, and indeed would have lost my shirt had it not been for one of the auction company’s car jockeys coming to my rescue. ‘I’ll get the office to call the finance house and disable it,’ he said, as he saw me trying in vain to stir the Nissan into life. ‘It seems pretty disabled already,’ I remarked back, probably a little too brusquely. ‘Not the car, you twonk, the payment reminder!’ he snapped back. I had no idea. Apparently, the latest fad in ensuring that gullible individuals sell their souls to the APR devil is a little aircraft-style black box, usually hidden inside the steering column cowl, known as an automatic payment reminder. Each month, when the ‘owner’ needs to make a payment it beeps at them for each day the loan amount is overdue. If it remains unpaid, then the car is automatically immobilised until the balance is brought back up to date. Big Brother is out there, apparently, and his message is simple – if you can’t afford to buy a car, don’t. Or even better, get a cheap trade-in from your local friendly used car dealer – guys like us will always get you out of trouble. It might not be pretty, mate, but it’ll definitely get you home . . .

Who is Big Mike?

Well, that would be telling. What we do know is he’s had 30 years in the car trade and picked up some seriously funny tales along the way. CarDealerMag.co.uk | 41

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bAGGOTT.

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We’ve been banned from driving Vauxhalls – for having an opinion I

f Luton were a pram, Vauxhall’s toys would be raining down on the roof of its Ellesmere Port factory hundreds of miles away right now. To say the brand was a little miffed at my recent column would be putting it mildly. In fact, the Vauxhall bigwigs were so angered by my opinion piece in Issue 68 that they’ve severed all ties with us and banned us from driving their cars. I’ve thought hard about writing a second instalment to the piece that so infuriated the legions at Luton – and part of me thought I should just move on. But there’s another part that feels strongly about big corporates running roughshod over journalists when they don’t like what we write. So I’ve decided to play it straight, lay down the facts and let you be the judge and jury. Going back to that column, my piece was entitled ‘Vauxhall taking the number one spot? Aldred must be joking’. It was, I admit, a strongly-worded opinion about Vauxhall chief Duncan Aldred’s ambitions to ‘overtake Ford in the sales charts by 2016’. He’d told a reporter from a national newspaper this and we, along with a number of other people in the industry, questioned just how this was going to happen. Vauxhall has never overtaken Ford in the annual SMMT sales figures in the past 35 years, so I wondered – and many would say rightly – if it could really do it with a range that was regularly trounced by its rivals. The usual press office response to such an opinion piece would be to pick up the phone and explain the company’s position. Not so with Vauxhall. Another solution would have been to let us talk to Aldred so he could put his side of the story. We’d have gladly run a major interview piece with him explaining to our Vauxhall dealer readers – and the rest of the industry – how he proposed to make good on his statement. But neither of the above happened. Is that because the press office wanted to brush the comments under the carpet? Maybe they feared there was little substance to the goals and could see they were setting themselves up for a fall? Without them talking to us, we’ll never know. Before I go into what happened next, I need to fill in some background. We work with all car manufacturer press offices to bring you this magazine every month. They need to promote their cars and we need to bring you stories. Sometimes that can lead to problems, as they won’t always like what we print, but they appreciate we are entitled to an opinion – and at the end of the day we serve you, not them. Car dealers, more than anyone, know when

James Baggott *EDITOR’S NOTE: we would love to publish your reply, Duncan*

a car’s a dud – you’ve got to sell it, after all. However, we try to have a relationship with the press teams that is as civil as possible. Earlier last year I realised things weren’t going particularly well with Vauxhall, so I invited its director of communications, Denis Chick, down for lunch. I wanted him to meet the team, see what we do, and show them why we should work together. He didn’t respond to my email. So I sent it again two weeks later. The third time, I sent it to Chick and copied in Aldred too – this failed to stir a reply. Not even a ‘thanks, but no thanks’. Odd? So back to the present day and the ban on driving its cars – what’s going on there? Well, apparently the press team are angry we tested a Mokka they sent us for ‘photography only’ in January last year. I explained the car was tested and written about by a freelancer on the back of a test drive THEY had arranged at their Luton head office. But they seemed to have forgotten this. They were also rather angered – unsurprisingly – by my

‘It is easy for big car manufacturers to push small publishers around’ column. I can appreciate why they were, but banning us from driving their cars as a result seems over the top. Why not pick up the phone and talk to us about why the piece was wrong (in their opinion) and let us interview the top brass to put Vauxhall’s side of the story? Isn’t that what a PR department is supposed to do? It’s easy for big car manufacturers to push what they perceive to be smaller, independent publishers like us around. If we can’t drive their cars or talk to their executives then it’s hard for us to write about them. Banning us, in their eyes, is an easy way of dealing with the problem. But that won’t silence us – it’s our job as journalists to call manufacturer chiefs to account when they make outlandish statements. And if they can’t back up those claims and resort to throwing toys out of the pram, then so be it. While this may read like sour grapes, I can assure you it isn’t. That aforementioned offer of lunch to Vauxhall is still open. Car Dealer’s job is to ask manufacturer bosses questions that you, the dealers, might find awkward to ask yourselves – and if that means upsetting a few people along the way I can promise you we won’t be changing any time soon. What do you think? Tweet me @CarDealerEd or sign up to our forum and let us know.

Who is James Baggott?

He’s the founder of Car Dealer Magazine and managing director of parent company @BlackballMedia, an automotive services provider. He now spends most of his time on Twitter @CarDealerEd and annoying the rest of us. CarDealerMag.co.uk | 43

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Regal Continental fit for a king Refurbished Bentley Continental R Coupe comes up for sale. Sophie Williamson-Stothert reports

ere we have a fully refurbished Bentley Continental R. This large and luxurious premium vehicle came straight from a private collection and into a specialist workshop where it was prepared to hit the road once again. This Continental R was registered in 1996 and boasts a beautifully hand-crafted Mulliner body. From every angle it’s easy to notice that this Bentley has lived a sheltered life, with not one dink in any panel. The Continental R was the first Bentley to feature a body not shared with a Rolls-Royce model since the S3 of 1965, and was the fastest, most expensive Bentley of its day. It of course features the same 6.75-litre turbocharged V8 from the Bentley Turbo R, which produces more than 300bhp. Since part-exchanging his Aston Martin Vanquish S, Mark Butler, the managing director of Sports and Classic in Shrewsbury, now has full possession of the Bentley, which has full service history and extremely minimal mileage. Altogether, the Continental R has covered just 33,000 miles in 18 years and only 1,500 in the past seven. It’s had a new battery, passed its MOT and undertaken a fully comprehensive

check-over ready for the road. ‘This car has come direct from a private collection and is in magnificent condition in all areas,’ said Butler. ‘The car belonged to a good friend of mine who has a collection in southern Ireland and I offered my Aston Martin Vanquish S that had been my own car in part-exchange for the Bentley.’ Finished in Peacock Blue metallic paint, the Continental R coupe is certainly striking, featuring unmarked Royal Blue leather interior trim coupled with burr walnut cappings. ‘This Continental R is a true gentleman’s grand tourer,’ said Butler. ‘When my friend first purchased the Bentley it went to the main agents for a thorough check-over and service. This resulted in a £10,000 repair invoice and since then has only covered 1,500 miles.’ Since being in the hands of Butler at Sports and Classic, the Continental R has been well looked after and given every comprehensive check-over it needs to ensure it’s fit for the road after spending most of its life behind closed doors.

It comes with a hefty but reasonable price tag of more than £40,000, bearing in mind it would have cost in excess of £250,000 at its launch in 1991, but it still hasn’t managed to attract quite as much attention as you’d expect for an exclusive ’90s chauffeur car. ‘There has been a limited response, but this is a pure example of the very best calibre,’ said Butler. ‘But the customers are out there.’ However, Butler reminded us that many customers are still unaware that models such as the Bentley Continental R are the next classics to increase in value, leaving them with plenty of opportunity to invest in their next purchase – the perfect reason why specialist dealers should be hunting down those classic numbers. ‘Classic sports cars is a very niche market and there will be one particular customer this vehicle is right for,’ said Butler. ‘As a dealer, when it comes to these types of cars you need to take a long-term view. It could be listed for a long period of time and appeal to a very select customer base.’ [CD] Visit autotrade-mail.com to start your free 14-day trial.

Continental R models are the next classics to increase in value

CarDealerMag.co.uk | 45

forecourt.

Nissan Qashqai Nissan Motor GB managing director Jim Wright is bowled over by the new Qashqai – and he hopes buyers will be too You must be really pleased with this car? We are – we’re really pleased with everything about the new Qashqai. It was already a brilliant product but this really moves the game on. We couldn’t have asked for more from the designers and engineers. It’s not often you can say this but the new Qashqai is absolutely spot on. We’ve been saying to our dealers the market has been waiting for this car. The people who have been driving the car between the start of production and now have started to pick up that this a really great car. When we showed the car to the network in the middle of December the

INSIDE

The biggest let-down of the old Qashqai was the build quality. But the new car addresses that in style. It’s very nicely made ��| CarDealerMag.co.uk

dealers had huge smiles on their faces. The last car was so successful there is a huge amount of anticipation in the new car from customers – and I firmly believe it hits the bull’s eye. It’s difficult to create another car that replaces one which led a segment . . . One journalist summed it up for me – it’s the second-album situation. That’s a great analogy. When you have something that is as successful as the first car, a segment-breaker, it is really difficult

ENGINES

Two diesels and one small-capacity petrol engine for the moment. The 1.5-litre diesel emits an impressive 99g/km of CO2

to do that again with the second car. We have focused on the attractive points of the first car and amplified them. A good example of this is the interior quality – the new car is in a different league compared to the previous Nissan Qasqhai. Do you think you will hold the number one place in then crossover charts? I think so, but you never know in this business

STYLING

It still looks a Qashqai but one that’s far more stylish. Nissan has done a particularly good job in the looks department

in association with

and many things can happen. But the guys have done a very good job with the new Qashqai. We and our dealers will do our job and I think we will be okay. How many do you think you will be able to sell in a full year? Last year we sold 50,000 units of the Qashqai – that was approximately 40,000 of the five-seat

Qashqai and 10,000 of the Qashqai+2. With this new car, we should be able to get close to 50,000 with the five-seater alone. We think most people who buy a seven-seater car do so for space rather than for the absolute need for seven seats, but for those who want seven seats and like the Qashqai concept they will see something very similar in the new X-Trail. When customers see X-Trail they will

recognise all the positive points about Qashqai incorporated into the car. Were you ever worried the new Qashqai wasn’t going to deliver the goods? No, I’ve been seeing this car for three years now and I could tell from the very first glimpse it was good. This was reinforced when the dealer council saw it.

on test

The new Qashqai has got a very tough act to follow. But has Nissan pulled another masterstroke? James Batchelor reports What is it? It’s probably the most important car to be launched this year. More than 1.7 million Qashqais have been built at Nissan’s facility in Sunderland, and the Britishbuilt crossover holds the number one spot in the UK’s SUV market. In fact, in its six-year production run, 2013 was a record year with nearly 50,000 Qashqais finding homes. So a new version is a big deal, and Nissan knows it.

What’s under the bonnet? In this current trend of downsized engines, it’s no surprise to learn the Qashqai comes with a range of small and frugal power units. While a 113bhp 1.2litre turbocharged petrol may sound laughable, it’s a perfectly decent engine and offers more punch than the 1.6-litre petrol used in the previous Qashqai. For diesel, there’s a 128bhp 1.6-litre and a 1.5-litre which develops 108bhp and emits an impressive 99g/km of CO2 and up to 74mpg combined. It’s this engine and the 1.2 which Nissan expects to be the best-sellers in the UK. A 1.6-litre turbo petrol arrives in the autumn.

What’s the spec like? Plentiful. There are four specifications, with the range kicking off with the Visia at £17,595, which comes with automatic air conditioning, hill-start assist and a five-inch colour HD infotainment screen. The range

tops out at Tekna, which starts at £23,145, and buyers will be treated to bi-LED headlights, 19-inch alloys, a glass sunroof and Nissan’s Around View Monitor. But Nissan predicts the Acenta Premium model will be its best-seller. It starts from £20,995 and comes as standard with some of Nissan’s latest safety kit such as Front Collision Avoidance and Traffic Sign Recognition.

What’s it like to drive? We got behind the wheel of the Acenta Premium 1.5litre diesel, and while the engine delivers only 108bhp and never really feels hugely fast at low revs, it really comes alive when you begin to give it a good workout. Overall handling is planted and precise – it’s not scintillating but neither is it uncomfortably unstable.

What do the press think of it? What Car? said: ‘The outgoing Qashqai was always going to be a tough act to follow, but Nissan has managed to improve this new version in almost every respect.’

What do we think of it? Nissan pulled a risky masterstroke in creating the Qashqai and it has dominated the market since 2007. We can see no reason why the new Qashqai will not retain its stranglehold on the UK’s SUV market. The British are going to get smitten all over again.

the knowledge Model: Nissan Qashqai 1.5dCi Acenta Premium Price: £22,690 (as tested) Engine: 1.5-litre, 4-cyl diesel Power: 108bhp, 340Nm Max speed: 113mph 0-60mph: 11.7s MPG (comb’d): 74.3 Emissions: 99g/km Residual values (three years): tbc

target buyers:

C-segment buyers after more space and a better image; previous Qashqai owners

the rivals: Kia Sportage, Mazda CX-5, Hyundai ix35

Key Selling Points: 1. Quality interior 2. Stylish looks 3. Many clever safety features

Deal Clincher: Predicted best-seller, the 1.5litre diesel emits just 99g/km of CO2 – best in class Searches supplied by

Monthly AutoTrader.co.uk searches: 449,880 CarDealerMag.co.uk | 47

forecourt.

Mitsubishi ASX Mitsubishi Motors UK sales and marketing director Toby Marshall chats to James Batchelor about 2014 What are the reasons for the price reduction? The improvement in the yen exchange rate has made a big difference. When margins were being squeezed we had to cut back on marketing. The exchange rate is now better than it was when we launched the ASX in 2010. How frustrating was it not to be able to shout about the ASX? It was very annoying to know that you’ve got such a good product and you can’t tell people about it. And dealers were telling us we weren’t doing enough marketing – and we knew that. But it’s good to be where we are now and to have the

the knowledge Model: Mitsubishi ASX 4 2.2 Di-D 4WD Auto Price: £23,899 (as tested) Engine: 2.2-litre, 4-cyl diesel Power: 148bhp, 380Nm Max speed: 118mph 0-60mph: 10.6s MPG (comb’d): 48.7 Emissions: 153g/km Residual values (three years): 50 per cent

target buyers:

C-segment buyers wishing to ‘upsize’ and larger SUV buyers wanting to ‘downsize’

the rivals:

opportunity to be thinking how we can take the new ASX to market and what media we can use. Will brand perception grow this year? Yes. We are lucky because we have had strong brand presence. Although we are niche and small, we are known for L200, Shogun and for Outlander and our smaller cars. We had a strong perception before the recession and we still have that. It won’t be difficult to get things switched back on again – the foundations are there.

Toby Marshall

How would you describe 2013? It was a really good year. 2012 was hard but last year was very good. There is a buzz around

on test

A better exchange rate has led to Mitsubishi offering the upgraded 2014 ASX more cheaply. James Batchelor reports

What is it? It’s the car the ASX should always have been. When Mitsubishi’s attractive little ASX appeared in 2010, it quickly became a top-seller in the C-segment, bagging 8,000 sales in its first year. But within six months ASX sales slumped to 3,000 a year because of a dreadful exchange rate and Mitsubishi had no option but to push prices up. Now the exchange rate is much stronger and Mitsubishi has given the ASX a much-needed mechanical and visual overhaul.

glass roof with LED mood lighting. The interior plastics have been upgraded and there’s some extra sound-deadening.

What’s it like to drive? Mitsubishi has changed the rear suspension so that it doesn’t bounce around as much as the old model did but some features remain, like the ASX’s light and predictable steering – although a little more feel wouldn’t go amiss – a comfortable driving position and tidy handling.

What’s under the bonnet?

What do the press think of it?

1. Nicer interior 2. Upgraded suspension 3. New equipment on ASX4 model

The ASX can now be ordered with a larger diesel engine – a 2.2-litre lump poached from the Outlander. It delivers 148bhp, 380Nm of torque and returns 48.7mpg on the combined cycle. There’s also a switchable four-wheel-drive system and a new automatic gearbox.

What do we think of it?

Deal Clincher:

What’s the spec like?

Prices across the ASX model range have been slashed by some 10 per cent

As the 2.2-litre diesel only comes in the rangetopping ASX 4 trim level, there’s leather, heated seats, an electrically adjustable driver’s seat, a reversing camera, sat nav with Bluetooth, and a new panoramic

Nissan Qashqai, Skoda Yeti, Kia Sportage, Vauxhall Mokka

Key Selling Points:

Searches supplied by

Monthly AutoTrader.co.uk searches: 51,379 ��| CarDealerMag.co.uk

Auto Express said: ‘The Mitsubishi ASX is a worthy contender in an ever-expanding market segment, and should appeal to those seeking a reliable, nononsense choice.’

The ASX has always been a nicely packaged offering in this sector but lacked flair. Mitsubishi has worked hard to make the car more appealing and it has done a good job – even if the changes are small. We’d go as far as saying this model, with its 2.2-litre diesel engine, is the pick of the range even if it is the most expensive. It would be hard not to take it into serious consideration.

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our headquarters in Cirencester and our dealer network. In our latest dealer forum meetings in Edinburgh, Manchester and Cirencester I’ve never known such a positive atmosphere and energy among our dealers – after every meeting there was a round of applause from the dealers. Do you think 2014 will be another record year? I’m not sure about records, as the growth we experienced in 2013 was amazing, but we will without doubt grow in 2014. We’re looking at about a 25 per cent growth figure this year so we will be continuing in the same vein. We are also experiencing a strong response from dealer

ENGINES

Joining the 1.6-litre petrol and 1.8 diesel is a 2.2-litre diesel poached from the Outlander, which develops 148bhp and returns 48.7mpg

inquiries – we have taken on eight in the last few months with more on the go. This is thanks to good sales performances and great dealer profitability. We often find that interested dealers first pick up the phone to a Mitsubishi dealer to find out about us and that is great. We surveyed our dealers and 97 per cent of them said they would recommend Mitsubishi to another dealer. What opportunities does Mitsubishi UK’s 40th anniversary offer? It is something we are really going to push this year. One reason our brand perception is strong is because we’ve been here for 40 years. When people look back at the cars and technologies

CABIN

Softer plastics and more sound-deadening make for a nicer environment and there’s a new panoramic glass roof on ASX 4 models

we’ve introduced, it shows a strong heritage in Mitsubishi making cars. We are known for being technologically advanced and we will continue this perception with the new Outlander PHEV. What are the challenges of making Outlander PHEV stand out? It is going to be a difficult marketing message because we’ve had hybrids in the UK market for a long time, and if I speak to most of my friends about hybrids they will reply with, ‘Yeah, but my diesel can do more MPG than that’. PHEV is a hybrid car but we need to get the message across that this is a completely different technology and form of hybrid car.

LOOKS

There’s no change to the way the 2014 ASX looks apart from the glass roof. It’s still a good looker in a crowded segment

CarDealerMag.co.uk | 49

forecourt. CABIN

ENGINES

Inside the dashboard quality is not as good as other Fords. It does come with plenty of kit, though

Just three engines – two petrols and one diesel. The 1.0-litre Ecoboost is the pick of the range rather than the other 1.5-litre units

LOOKS

There’s no getting away from the fact it’s a pumped-up Fiesta – and it looks like it. The jury is out on whether it’s a good-looker

Ford Ecosport

First was the Kuga, now it’s this – the Blue Oval is making big inroads into the SUV sector. Sophie Williamson-Stothert reports What is it? The Ecosport is the second of Ford’s brand-new SUV models to come to the UK. It follows the brand’s allwheel-drive Kuga and comes ahead of the larger, more luxurious Edge. Because the segment has grown by 150 per cent since 2012, Ford believes that its new mini SUV will be a huge hit with younger buyers and ideal for both city driving and longer commutes. Built in India, the Ecosport looks like a beefed-up Fiesta.

What’s under the bonnet? There are three engines, two of which are petrol units and one diesel. These include the now-familiar 1.0-litre three-cylinder Ecoboost petrol, a 1.5litre Duratorq turbodiesel with 90bhp and a 110bhp 1.5-litre, four-cylinder petrol Duratec, all of which are mated to a five-speed manual gearbox. The 1.0-litre Ecoboost unit is definitely the engine to go for. Both the 1.5-litre petrol and diesel units suffer from a significant lack of torque during ��| CarDealerMag.co.uk

acceleration, while the diesel is notably noisy in the cabin.

What’s the spec like? The Ecosport is priced at £14,995 but customers can only opt for the well-equipped Titanium trim, which features 16-inch alloys, front fog lights, USB connectivity and a multifunctional steering wheel. It also has keyless entry and a power start button. For buyers who desire a few more gadgets and a little extra luxury, they can go for the £1,000 Titanium X-Pack, which includes 17-inch alloy wheels, full leather interior and automatic headlights.

What’s it like to drive? It’s surprisingly relaxed, and as it’s not much larger than the best-selling hatchback Fiesta it’s easy to squeeze in and out of tight spaces, too. Unfortunately, there does come a point when the relaxed demeanour becomes a bit mundane – only the 1.0-litre Ecoboost engine has a bit of

poke but even then acceleration from standstill or overtaking is extremely delayed. The ride does feel a little firm when you reach country lanes but it cruises well on the motorway and, as in many modern Fords, the steering is nicely weighted.

What do the press think of it? Top Gear said: ‘The Ecosport is a smartly packaged car. It’s not a driver’s delight like a typical Ford but this could eat into a whole lot of other segments and be the best allround urban car.’

What DO WE THINK OF IT? The Ecosport is definitely going to attract some attention in the UK, but whether or not it’ll make a good impression is another question. Granted, it does look new and exciting, but you can’t help feeling a tiny bit disappointed when you slip behind the wheel. It’s just not quite there yet.

the knowledge Model: Ford Ecosport Titanium Price: £15,995 (as tested) Engine: 1 .0-litre, three–cylinder, turbocharged petrol Power: 123bhp, 170Nm Max speed: 112mph 0-60mph: 12.7s MPG (comb’d): 53.3 Emissions: 125g/km Residual values (three years): 50 per cent

target buyers:

Young families, although the taller driving position will be appealing to older drivers

the rivals: Nissan Juke, Renault Captur, Peugeot 2008

Key Selling Points: 1. Simple model range 2. Relaxed and easy to drive 3. Ecosport 1.0-litre is economical and punchy

Deal Clincher: It’s the smallest in class – perfect for small families who live in the city Searches supplied by

Monthly AutoTrader.co.uk searches: N/A (new model)

in association with engines

cabin

Just one engine is on offer in two states of tune – 520bhp or 552bhp. Whatever buyers opt for they’re in for a treat

Turbo and Turbo S buyers get the same high-quality interior from lesser 911s. The options list for personalisation is vast

LOOKS

Flared wheel arches, butch bodywork and rear spoiler are all Turbo trademarks. New tech includes rear axle steering

Porsche 911 Turbo S It’s the latest version of the ultimate 911 – but is it any good? Leon Poultney heads to a wet Silverstone to find out What is it?

What’s the spec like?

The iconic 911 Turbo celebrates its 40th birthday this year and, despite hitting middle age, it hasn’t lost any of the ferocious notoriety that has previously made the model so popular. The 991 911 (that’s not a phone number, by the way) features some crafty innovations, including rear axle steering, a retractable front spoiler and improved interior displays.

This car sits at the very top of Porsche’s sports car range and costs an eye-watering £140,852 in its most powerful state, so it understandably boasts an impressive array of gizmos and gadgets. Porsche’s adaptive cruise control is particularly welcome. Expect ceramic brakes, LED lights, 20-inch wheels and 18-way adjustable seats to feature as standard on the S model but, being Porsche, the options list is still begging to be raided.

What’s under the bonnet? Just one engine is on offer in two states of tune but it has been thoroughly tweaked to improve performance while cutting down on emissions and fuel consumption. The standard 911 Turbo features a 3.8-litre twin-turbo lump that is good for 0-60mph in just three seconds. Opt for the S model – and part with a further £22k – and power is pumped up to an almighty 552bhp, all of which is channelled to all four wheels for unrivalled amounts of grip.

What’s it like to drive? Some would argue that the layers of technology Porsche has lavished on its latest Turbo somewhat take away from the raw and visceral driving experience that the Turbos of old offered, but to that we say: “Buy a GT3.” This 991 Turbo is an absolute dream to drive, and even on a soaking wet Silverstone circuit during Biblical storms it managed to negotiate corners like a Scalextric model. Thanks to rear axle steering – that

turns the rear wheels parallel to the front up to one degree at speeds over 49mph – and that four-wheel-drive system, even the most ham-fisted driver is made to look like Sebastian Vettel on a really good day.

What do the press think of it? Auto Express said: ‘The Turbo S takes the 911 into new realms of speed, grip and capability. Only the fact that it’s near-impossible to access the car’s potential on the road – and cheaper 911s are just as engaging – counts against it.’

What DO WE THINK OF IT? Although Porsche has gone to great efforts to make the latest 911 Turbo an even more ‘useable’ supercar, it hasn’t lost that edge that made previous generations so notorious. Factor in the heavily flared wheel arches, aggressive rear wing and monster alloys and you are left with one extremely attractive package.

the knowledge Model: Porsche 911 Turbo S Price: £140,852 (as tested) Engine: 3.8-litre, six-cylinder twin-turbo Power: 552bhp, 693Nm Max speed: 197mph 0-60mph: 3.1s MPG (comb’d): 29.1 Emissions: 227g/km Residual values (three years): 41 per cent

target buyers:

Those after the ultimate useable 911 – and ones who have plenty of cash to spend

the rivals: Audi R8 V10, Nissan GT-R, Aston Martin V12 Vantage

Key Selling Points: 1. Potent power – 550bhp-plus 2. Incredibly grippy chassis 3. Large scope for customisation

Deal Clincher: The most capable and easyto-live-with supercar currently available on the market Searches supplied by

Monthly AutoTrader.co.uk searches: 1,313 CarDealerMag.co.uk | 51

forecourt.

in association with UNDER THE BONNET

INSIDE

Jaguar’s much-loved supercharged 5.0litre V8. The XJR is now the only petrolengined model in the XJ range

Very opulent with large scope for customisation. A few cheap plastics here and there though, but overall it’s posh

STYLING

XJ’s coupe-like looks made more aggressive with new bumpers and splitters, but the overall look is subtle compared with rivals

Jaguar XJR

the knowledge

Jaguar has dusted off its red growler roundels and completed the XJ range with an R version. Daljinder Nagra reports What is it?

What’s the spec like?

Previously, if customers wanted the fastest XJ they had to plump for the 5.0-litre Supersport. The XJR replaces that model and will be the sole petrol V8 in the range. It shares that car’s basic underpinnings but comes with a mild power hike, revised power steering calibration and new spring and damper rates. For increased visual aggression, the XJR is fitted with redesigned front and rear bumpers and side-skirts plus a small boot-lip spoiler.

As you’d expect from a flagship limousine. Standard equipment includes everything from cruise control, keyless go, four-zone climate control, sumptuous leather upholstery and a bombastic Meridian sound system with Bluetooth audio streaming. Some of the switchgear can feel cheap in places and taller passengers may find a lack of headroom in the rear, thanks to the low-slung roofline, but on the whole the cabin is a triumph.

What’s under the bonnet?

What’s it like to drive?

The charismatic 5.0-litre supercharged V8 is carried over from the Supersport model too. Power is up from 503bhp to 542bhp, while the torque figures get a similar massaging, rising from 624Nm to 680Nm. Performance is towering, and with a 0-60mph time of 4.2 seconds and an electronically limited top speed of 174mph, the XJR is endowed with supercarhumbling performance.

Quite simply: astonishing. Its aluminium structure imbues a lightness at the steering wheel that gives the feeling of a much smaller car, giving drivers the confidence to press on and exploit its high dynamic limits. Rein things in and the XJR instantly becomes a statesman-like limousine. The ride is well judged and it’s a lesson that its German rivals –with their multi-adjustable

��| CarDealerMag.co.uk

suspension setups – could learn a thing or two from.

What do the press think of it? Auto Express concluded: ‘For most people, the diesel XJ has enough performance and driver engagement but for those who want more the XJR’s style and character are hard to ignore.’ Car was similarly impressed, saying: ‘For outright comfort, get the Supersport – for more agility, the XJR is The One.’

What DO WE THINK OF IT? Another top-class car from a manufacturer that seemingly can’t put a foot wrong at the moment. The XJR has all the luxury trappings to compete with its German rivals, but also a sense of style and driving experience which makes us wonder why anyone would choose them. If you’re the sort of person who likes to drive your limousine yourself, we’d highly recommend it.

Model: Jaguar XJR Price: £96,855 (as tested) Engine: 5.0-litre V8, supercharged Power: 542bhp, 680Nm Max speed: 174mph (limited) 0-60mph: 4.2s MPG (comb’d): 24.4 Emissions: 270g/km Residual values (three years): 27 per cent

target buyers:

Luxury car buyers after opulence and performance in a discreet package

the rivals: Audi S8, BMW 750i, Mercedes-Benz S63 AMG

Key Selling Points: 1. Discreet image 2. Coupe styling is beautiful 3. Cabin is very opulent

Deal Clincher: It’s the most powerful version of Jaguar’s big and luxurious saloon ever made Searches supplied by

Monthly AutoTrader.co.uk searches: 386,193

CarDealerMag.co.uk | 53

Feature. premium hatchback mega test

BUSINESS

TORQUE One of the quickest-growing segments, the premium hatchback sector is full of strong machinery. But which car is best?

Volkswagen Golf Audi A3 Sportback

��| CarDealerMag.co.uk

PICTURES: DON JAMES LOCATION: ICM BUILDING, FARNBOROUGH

Volvo V40

BMW 1 Series

n days gone by, customers in the market for a premium vehicle that went heavy on the luxuries but made light work of motorway miles had to turn towards the big saloons. Fast-forward to 2014 and that picture has changed considerably, as buyers are presented with an array of compact hatchbacks that boast powerful yet frugal engines underneath their stylishly sculpted bonnets, opulent interiors and the same sort of passenger-transporting capabilities as a vehicle from the segment above. Audi is arguably the purveyor of the premium hatchback, as the release of the stylish A3 in 1996 marked a point where quality wasn’t just reserved for the German saloon market.

The A3 continues to be the vehicle of choice for the discerning hatchback buyer, with the model attributed to strong Audi sales in the UK last year, but the market is becoming increasingly contested. Mercedes-Benz recently entered the fight with the stylish A-Class – a model that separates itself from the dumpy silhouette and dull driving experience of the original car with sleek styling, an ultra-modern interior and a sporty steer. Volvo has also realised the potential of this market in the past 12 months by unveiling the V40 – a model that oozes Scandinavian style and packs an arsenal of technology that has the big German marques quaking in their boots. Let’s not forget the BMW 1-Series, a classy

Mercedes A-Class hatchback that has almost 10 years of experience under its belt. Finally, we have the humble Volkswagen Golf – the car that established the upmarket hatchback 40 years ago and continues to set the benchmark for affordable quality. Yes, the Golf may not be able to compete with the interiors of its modern German rivals, but it certainly lays down the gauntlet with regards to handling poise and solid build quality. We brought together the latest versions – all with 2.0-litre diesel engines to level the playing field – to find out which offers the greatest overall package of style, performance, value for money and quality. Let the battle begin! CarDealerMag.co.uk | 55

Feature.

Audi A3 Sportback HHHHH

1st OVERVIEW The A3 is arguably the best all-rounder of the group. Now in its third generation, it’s the best-looking version yet and is nothing less than a barrel of fun to drive. Since 1999, the A3 has warmed the hearts of many motorists while only benefiting from very subtle changes, and it’s easy to understand why. The S-Line comes with an array of options and its high-standard build quality pushes it straight into premium territory.

THEIR VIEW ‘The A3 range is more multi-faceted than ever before following the arrival of the saloon, and all four variations on the theme offer the ultimate in quality, design and technological input at this level in my opinion. With emissions of as little as 99g/km and outputs of up to 300PS they can also be as frugal or as feisty as a customer’s requirements dictate.’ Julie Salsbury, product manager, A3 & TT

something of a revelation.’ Scott MacDonald, Aberdeen Audi

the knowledge

OUR VIEW

YOUR VIEW ‘In all its forms the A3 is an absolute pleasure to present to customers. It radiates quality at first sight, and the cabin really is in a league of its own – these are, of course, the elements that contribute to that all-important positive first impression, and the A3 gets them so right. I can then go on to highlight the generous equipment levels, the phenomenal in-car technology options and the great choice of remarkably efficient engines. For a car at this level, the A3 really is

It doesn’t matter if you’re on a longdistance commute or picking up the pace through some winding country roads, the A3 lives up to expectations in both scenarios. Weighing just 1,870kg, it’s actually the lightest hatch in the pack and you definitely notice the weight loss on acceleration. The A3 doesn’t have much to shout about, but that’s exactly what wins the hearts of its drivers – simplicity. The 2.0-litre TDI S Line unit builds up an impressive 148bhp but it still delivers the best balance of performance and fuel economy with an average combined fuel consumption of 67.3mpg. Meanwhile, despite losing its sports suspension, the S Line still feels light on its feet and rather agile in the corners, especially for what looks to be a sensible, conservative car.

Model: Audi A3 Sportback 2.0litre TDI S Line Price: £27,355 Engine: 2.0-litre, diesel Power: 148bhp, 320Nm Max speed: 134mph 0-60mph: 8.5s MPG (comb’d): 67.3 Emissions: 108g/km

Audi A3 Sportback facts

3 million Light

Current generation is the first car to offer superfast 4G connectivity

Audi has built more than three million A3s over the past 17 years

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New A3 is 80kg lighter than predecessor thanks to aluminium body panels

MQB

Safe

The A3 was the first to be built on VW Group’s acclaimed MQB platform

A3s come with active lane assist and secondary collision brake assist

Volkswagen Golf

2nd

HHHHH

OVERVIEW It’s no news that Volkswagen’s Golf remains the benchmark for affordable quality hatchbacks. The very first Golf GTi was presented to the world back in 1975 at the Frankfurt show and was labelled ‘the car to have’, alongside the Ford XR2 and Renault 5. Now in its seventh generation, the Golf remains the popular hatchback to have – and it’s the cheapest at £22,505. It benefits from being the most economical of the hatch line-up, with a combined fuel consumption of 68.9mpg, and its boot is capable of holding 1,170 litres, making it the ideal family car.

THEIR VIEW ‘The Golf is the linchpin of the Volkswagen brand and 2013 was its big year, claiming a string of high-profile awards. We also introduced new GTI, GTD and BlueMotion models, plus the spacious Estate. 2014 will see the arrival of an all-electric Golf – there really is

a model to suit every need, taste and budget. The Golf’s high levels of quality, safety equipment, technology and value for money make it a winner. Now in its seventh generation, it’s better and more popular than ever’. Mike Bennett, Golf product manager

YOUR VIEW ‘The Golf is a hugely popular car with universal appeal. Based on the new MQB platform, the latest generation is lighter, which reduces fuel consumption and CO2 emissions – an attribute which

we can look forward to on more new models in future. The Golf’s solidity, reliability and value for money make it a favourite with both retail and fleet buyers, while new standard equipment such as adaptive cruise control and touchscreen infotainment systems add real value. The Golf’s repeat purchase rate is also impressive, helping us maintain long-term relationships with customers.’ Richard Lawson, fleet manager, Inchcape Volkswagen Chester

the knowledge

OUR VIEW It’s difficult to feel ‘at home’ in the latest generation Golf, mainly because its interior feels as equally as bland as it looks. In comparison to its rivals, you can’t hide the fact that the Golf is lacking a little spontaneity and is arguably a tad too sensible. Nevertheless, if it’s value for money, sharp handling and reliability customers are after, the Golf is a top choice.

Model: Volkswagen Golf 2.0-litre TDI SE Price: £22,505 Engine: 2.0-litre, diesel Power: 148bhp, 320Nm Max speed: 134mph 0-60mph: 8.3s MPG (comb’d): 68.9 Emissions: 106g/km

volkswagen golf facts

Best

Birthday 30m

Golf is Europe’s and the UK’s best-selling Volkswagen

2014 marks the Volkswagen Golf’s 40th birthday. Next is the turn of the GTI

Over its 40-year history, more than 30m have been built

Largest

6km sq

Latest generation (Mark VII) is the largest, safest and techiest ever made

Golf is built in Wolfsburg, Germany – the factory’s area is 6km sq. CarDealerMag.co.uk | 57

Feature.

BMW 1 Series

3rd

HHHHH

OVERVIEW Along with the Mercedes A-Class, the BMW 1 Series ranks as one of the sportiest cars in this group test and, as such, has quickly become a firm favourite in the market. The 1 Series is for buyers looking for a premiumfeel hatchback that offers quality and performance while remaining good value for money. The German hatch has recently undertaken new styling tweaks along with minor engine upgrades, which build on the success of the former model. The fact the 1 Series is available in three- and five-door variants means it automatically broadens its buyer base.

THEIR VIEW The BMW 1 Series represents nearly 30 per cent of all BMW UK’s sales and so is a key car in our product portfolio. It also marks the entry point into BMW ownership and so is the first rung on the ladder to a lifetime of BMWs for many. Looking ahead, we will continue to

versions then the breadth of product range speaks for itself. Being a dealership that experiences the reality of London’s congestion charge, we know the added attraction that frugal and low CO2-emitting vehicles command, not to mention the benefits on class-leading whole life cost to the business and private buyer alike too. Mark Worthington, dealer principal at BMW Park Lane offer greater performance and economy courtesy of three-cylinder engines combined with even higher standard specification. The BMW 1 Series range has a great future ahead of it. Mark Burton, BMW product operations manager for Small Cars

YOUR VIEW The BMW 1 Series range is a strong seller for us. When we can offer a customer the high performance 3.0-litre six-cylinder M135i at the same time as 114i and 116d EfficientDynamics

the knowledge

OUR VIEW The beefy 120d has to be one of the most enjoyable hatchbacks to drive, putting it head to head with Audi’s A3. Not only is it impressive in the corners, it’s also quicker than all its rivals to the 0-60mph benchmark by more than a second. The 1 Series does lack space in both the boot and in the rear passenger compartment, causing it to lose points for practicality, but you can’t fault it too much – the 1 Series simply does what it says on the tin: performs.

Model: BMW 120d M Sport Price: £26,400 Engine: 2.0-litre, diesel Power: 184bhp, 379Nm Max speed: 142mph 0-60mph: 7.2s MPG (comb’d): 37.7 Emissions: 196g/km

bmw 1 series facts

RWD

2.0

Key car

USA

1 Series is the only rearwheel-drive premium hatchback on sale

Current version of 1 Series is the second generation – the original appeared in 2004

It’s a key car for BMW. In 2012, it accounted for 227,000 sales

1 Series is not available in the USA as Americans don’t like hatchbacks

It has identical proportions to the original BMW M3

��| CarDealerMag.co.uk

Volvo V40 HHHHH

4th OVERVIEW

OUR VIEW

The Swedish-built V40 is the more humble of the pack, subtly boasting elegance for every angle. It has a refined driving style and is loaded with all the latest technology and safety functions usually reserved for premium saloons. Volvo has finally emerged from its old-fashioned routine of producing mundane basics and has come up with a stylish alternative to the fierce German rivals.

The V40 is possibly the most comfortable hatchback on the market, which makes it an absolute pleasure to drive. Its subtle design, which consists mainly of long sweeping curves, allows it to claim top points for its exterior appearance. Much like its Teutonic rivals, the V40 offers basic trim levels for entry-level customers to top-spec models for drivers who desire a little more luxury or sporty characteristics. Out of all the contenders, the V40’s refinement and comfort can’t be beaten. It comfortably crawls along at low speeds and cruises nicely on longdistance commutes. However, as soon as you pick up the pace, it does feel a little out of its comfort zone – darting into corners isn’t what the V40 is made for. Nevertheless, it still remains planted on the road, even if it’s not quite as agile, and that extra cylinder makes for a lovely noise.

THEIR VIEW With its blend of Scandinavian design, class-leading emissions and responsive drive, V40 offers a strong alternative to the established competition. World-first safety technology has made V40 the safest car on the market today, and with the addition of the R-Design and Cross Country variants this year, it is the Volvo V40’s unique styling that sets it apart. Iain Howat, head of product, Volvo Car UK

YOUR VIEW The V40 captured our customers’ attention immediately, with the sleek hatchback representing a new direction for the Volvo range. It has the look of a two-door coupe but the practicability of a five-door hatchback, and also has the accolade of being the safest car ever tested by Euro NCAP. The V40’s diverse appeal continues to grow and the benefits will grow beyond the forecourt, with it possessing great residual values. Sue Cleveland, sales manager, Waterhouse Volvo

the knowledge

Model: Volvo V40 D4 SE Lux Nav Price: £27,370 Engine: 2.0-litre, diesel Power: 175bhp, 400Nm Max speed: 137mph 0-60mph: 8.4s MPG (comb’d): 65.7 Emissions: 114g/km

Volvo V40 facts

Safest

Airbag

10 years

Hot buy

On Call

The latest V40 is the safest car Euro NCAP has ever tested

Fitted with the world’s first pedestrian airbag as standard

Average age being 10 years lower than the average Volvo buyer

UK is Europe’s top market accounting for 18 per cent of total sales

On Call app lets owners see if they’ve locked the car while in a different country CarDealerMag.co.uk | 59

Feature.

Mercedes A-Class

5th

HHHHH

OVERVIEW

OUR VIEW

The A-Class is no longer the box-shaped mini-MPV it used to be. It was daring when it appeared in 1998 with some clever tech and virtually created a sector of its own. But that was then, and now Mercedes has made its third-generation A-Class far more competitive by making it a compact hatchback that’s crammed with technology. Size is clearly not a problem when, unlike other C-segment models, the A-Class manages to retain its premium ambience.

The A-Class is certainly one of the sportier-looking cars in its segment, but that doesn’t necessarily mean it’s the comfiest or most practical hatch in the line-up. In a growing market packed with cheaper alternatives, the A-Class would win the award for offering the best premium factor, but the ride is notably harsh on uneven road surfaces and it doesn’t deliver the personality you would expect from a sporty number. But there’s no doubt Mercedes-Benz has tried hard with the new A-Class. While it could be said the German brand is confusingly trying to enter every market segment going, it has taken a logical look at its A-Class. Before, there was too much crossover between the smallest member of the line-up and the slightly larger B-Class, but that has now changed. The A-Class isn’t especially bad – it’s just that the other cars here have stronger attributes.

THEIR VIEW The A-Class is a new generation of compact car from Mercedes-Benz and with it we are welcoming a new generation of customers. It offers strong proposition – balancing value with compelling specifications and cuttingedge technologies, with models ranging from the ECO through to the Engineered by AMG and 4MATIC. Niamh Donoghue, product executive

YOUR VIEW The new, sporty A-Class leads the way in environmental motoring. The petrol model is the first Mercedes-Benz to meet upcoming Euro 6 emission regulations, producing just 98kg of CO2 per kilometre. The A-Class is proving popular throughout the MercedesBenz Retail Group dealerships and it’s packed with latest technology, including Collision Prevention Assist and Speed Limit Assist. Peter Jiggins, general manager, Mercedes-Benz Loughton

the knowledge

Model: Mercedes A200 CDI AMG Sport Price: £26,560 Engine: 1.8-litre, diesel Power: 134bhp, 299Nm Max speed: 130mph 0-60mph: 9.1s MPG (comb’d): 65.7 Emissions: 116g/km

mercedes a-class facts

9.3m

Lower

Wings

Inspired

Secure

During development, A-Class gearboxes covered 9,307,666 miles

New A-Class is 160mm lower than the model it replaces

Tiny disguised ‘winglets’ are set into the rear window to cut drag

Sand dunes, animals and aircraft wings were used as the design inspiration

Fitted with Collision Prevention Assist and Speed Limit Assist as standard

��| CarDealerMag.co.uk

Verdict COMING up with a verdict for this selection of cars really wasn’t an easy task, and it certainly caused plenty of debate in the Car Dealer office. In any case, each one of these cars has a very different character. The car that took the wooden spoon was the Mercedes-Benz A200 CDI in AMG Sport trim. Its upgraded racy suspension proved to be a little too harsh for everyday commutes and while it looks the part, it doesn’t quite match the comfort and practicality of the rest of the line-up. Taking fourth position was the Volvo

V40. Despite its Swedish styling and the fact it offers an incredibly relaxed drive, its character isn’t quite as appealing or as thrilling as the next three. Just a whisker separates the top three. The BMW 1 Series 120d took third with its striking looks and defined driving experience. Volkswagen’s Golf was our runner up. Soon to celebrate its 40th anniversary, the Golf is labelled as being one of the best packages on the market, and this generation model cements that reputation. Granted, it’s

not quite as sporty as its rivals and doesn’t carry the premium qualities of the A3, but when it comes to value for money, the Golf is the answer. But when it came down to it, there was a very clear winner: the Audi A3. This S Line premium hatchback manages to pack an impressive array of options into its interior, as well as an extremely high calibre of exterior design. Its simple yet effective styling coupled with an ability to thrill and relax drivers pushes it straight to the top spot. [CD]

5 4 3 2 1 hatchback rankings

Mercedes A-Class

Volvo V40

BMW 1 Series

Volkswagen Golf

Audi A3 Sportback

HHH

HHHH

HHHHH

What we liked: Striking, sporty appearance, attractively designed cabin interior

What we liked: Excellent refinement, pleasant interior ambience, tasteful good looks

What we liked: Plenty of driver appeal, iDrive system still one of the best in class

What we liked: Good value for money (in this company), class-less image

What we liked: Surprisingly fun to drive, premium look and feel, welldesigned cabin

What we disliked: Harsh ride, jerky gearbox at low speeds, poor rear visibility

What we disliked: Could be more involving to drive, some models are pricey

What we disliked: Slightly cramped inside, dashboard plastics starting to feel their age

What we disliked: Bland interior design, conservative exterior, lacks panache

What we disliked: Felt a bit cramped in the back, expensive options, not the sportiest to drive CarDealerMag.co.uk | 61

HOW TO SELL MORE CARS IN JUST 3 CLICKS WITH MY CAR DEALER Whilst the saying goes that nothing in life is simple, at Evolution Funding, nothing could be further from the truth. Making things simple for their dealer partners is exactly what makes Evolution tick. “We believe that our solution will dramatically change and remove the re-work, hassle and disappointment that is often associated with the Non Prime Motor Market.” Tony Ordish, Head of Rate for Risk at Evolution Funding, is talking about their unique and best-in-class product My Car Dealer.

Enter customer net take home pay ��| CarDealerMag.co.uk

Developed out of frustration at the poor conversion rates traditionally achieved in the non prime motor market, My Car Dealer embraces leading edge technology combined with a full and unrivalled understanding of the Rate for Risk lending market to deliver this powerful, web-based, point-of-sale tool. Tony goes on to explain, “Where a customer proposal is turned down for prime acceptance, the application will be underwritten for Non Prime and the best acceptance on the original vehicle is sought.

Enter working deposit and Part Exchange

“However, in most cases if the car is outside lending criteria or simply not affordable then My Car Dealer takes over the process in just 3 simple clicks. “My Car Dealer takes your accepted Rate for Risk customers and matches their acceptance terms and conditions against your stock list, automatically producing a selection of cars specifically for that customer,” sums up Tony.

Enter agreed customer target rental

The beauty of Evolution Funding’s unparalleled system is that it is completely customer friendly. Fully branded up with the dealer’s own company logo, the transaction is totally seamless for your credit challenged customers. There is no surprise handover and the overall buying experience for all parties is a pleasure as all of the pre-validation and specific criteria are carried out in real time.

Tony states with confidence, “We have delivered a unique product for our dealer partners to help maximise all of their finance applications, significantly increasing near and non-prime car sales”. My Car Dealer is just one of the many benefits offered to car dealers through Evolution Funding’s market leading and award-winning proposal management system, DealerZone. Offered free of charge to all dealership partners, DealerZone allows dealers to quickly and easily quote for Hire Purchase, PCP, Lease Purchase and Motor Loan products with and without Fees across multiple providers. With the emphasis once again being on providing a simple, quick and seamless service, DealerZone helps to facilitate instant automated accepts, faster manual decisions, greater flexibility and a more diverse selection of products. Director Lee Streets explains, “Our aim is to help our dealers to sell more cars and our customers to buy the vehicle they want, at the budget they can afford. “We have invested heavily in developing our own new business platform to

ensure we can deliver market-leading service levels whilst maximising acceptance opportunities for our dealer partners.” Evolution Funding can boast some impressive figures. 85% of all new proposals are underwritten within just a few minutes of the dealer submitting the proposal. Over 60% of final decisions are delivered in less than 30 minutes. Lee continues, “The quality of our decision making is equally as important as the speed. In 2013, over 450 dealership sites enjoyed YTD accept rates in excess of 85%. Our service delivery impressed at pay-out with 76% of confirmations being issued in less than 4 hours across both prime and non-prime business. 2014 will see us introduce new initiatives and technologies that will continue to set us apart.”

If you’re looking to convert more of your non-prime customers or would simply like to sell more cars, quicker, please contact the team at Evolution Funding to arrange a test drive of My Car Dealer and DealerZone.

Tel:

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Visit our website to take a test drive:

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Tony is quick to add, “All of the systems we have developed are so simple for the dealer to use, just clicks of a button, but the work, development and experience that has gone into it behind the scenes is impressive. Evolution Funding really is changing the face of motor finance and the introduction of My Car Dealer is no exception”.

CarDealerMag.co.uk | 63

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New year new look Really Good Domains

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s with every new year, there comes a fresh start. Rebranding and redesigning the face of any business is often at the top of the agenda and that’s exactly what Really Good Domains has set out to do in 2014, as well as relaunching its brand-new Main Dealer Offers site for retailers. Now in its 15th year, Really Good Domains operates several sector-leading websites, such as ContractHireAndLeasing.com, TheVanWebsite.co.uk and TheGreenCarWebsite.co.uk, and delivers highquality leads to the franchised dealer network. This year, Really Good Domains’ seven automotive websites along with its main company website are going through a fully comprehensive makeover, after which they’ll all share the same family look with an unmistakable logo. ‘All of our websites and the company branding are going to be given a totally new look,’ says marketing & PR manager Richard Lawton. ‘For the past four months we’ve been working hard behind the scenes to create a new company identity. Our TheVanWebsite.co.uk was the first to make the switch from old to new and we are currently working on our other websites. ‘A key driver behind this project is to bring together our company branding with our automotive portfolio, and we have already had some positive feedback about our new branding with the relaunch of the TheVanWebsite.co.uk in 2013. We are now working towards a phased rollout through 2014, with MainDealerOffers.com and

new branding

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RoadTestReports.co.uk launching in the first quarter of 2014. The rest of the portfolio will switch soon after, including ContractHireAndLeasing.com and TheGreenCarWebsite.co.uk.’ The redesign will allow customers to browse each website easily and efficiently and, more importantly, the new logo will be more adaptable for social media platforms such as Twitter, Facebook and LinkedIn when displaying a profile image. ‘Although the old branding has served the company well, we felt for several reasons 2014 was the right time to realign and relaunch. We’ve been very careful to adhere to the principles of good logo design, and the new family template is not only highly versatile, it is simple and importantly

memorable. In this day and age a good logo has to be adaptable, whether it adorns the office building, used on a business card or even on a Twitter profile. ‘This uniformity will allow us to promote Really Good Domains to our clients and the industry in a way we haven’t been able to do previously. ‘In 2014, we will be making a concerted effort to promote Really Good Domains as the hub of everything we do. Beneath that, we have the websites, whether that is ContractHireAndLeasing. com, TheVanWebsite.co.uk or our new creation MainDealerOffers.com. ‘Although it is a name we have used previously, the new MainDealerOffers.com is our brand-new offering to the retail side of the industry. Essentially,

â&#x20AC;&#x2DC;â&#x20AC;&#x2DC;

In this day and age a good logo has to be adaptable, whether it adorns the office building, used on a business card or even on a Twitter profile

CarDealerMag.co.uk | 65

focus on.

Really Good Domains

New year new look continued from previous page the new website will promote retail finance offers to the market – whether that is personal contract purchase or hire purchase. For the consumer the website is all about what their monthly budget is. They add what they can afford to pay a month and the website returns relevant offers. As the name suggests, the new website will feature only offers from the franchised dealer network, and will focus on new and approved used stock.’ Lawton added: ‘We believe this new website has a unique selling point. It is targeting the retail side of sales and predominantly new cars. However, there will also be a variety of used cars listed on the site for customers who desire an approved used car. ‘The major tool this site will offer to consumers is a budget question. When the visitor lands on the website the first thing they will see is “What is your monthly budget?” Most consumers have a monthly budget in mind, and this call to action hopefully puts it at the forefront of their search. ‘The fact is, the vast majority of new cars sold in the UK aren’t being bought by petrolheads, they’re bought by people who see the car as a tool, something which takes them from A to B smoothly and safely. These buyers are less likely to be bothered about manufacturers and specific models – and more likely to make a decision based upon the price per month. As research by the FLA confirms, the market is moving more towards pay monthly. MainDealerOffers.com will cater for this shift in the market. ‘Essentially, the new site will enable each

new branding

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individual customer to put in their monthly budget and it will then take them through a process of the types of car they could afford, allowing them to compare HP and PCP prices.’ According to Lawton, the fresh design has also been influenced by insurance and comparison websites, which visitors to the site will notice by the newly-introduced progress bar at the top of the screen. ‘We wanted to keep our visitors informed of their progress throughout their search, from step one all the way through to the end,’ says Lawton. ‘The modern and eye-catching new branding was developed in-house and allows all brand assets to be supremely adaptable and scalable. ‘We are delighted with the finished outcome and

really believe they will work very well for us over the coming months and years.’ Really Good Domains has teamed up with iVendi in order to incorporate its Car Finance Checker product in the website – providing participating dealers with high-quality leads. ‘The all-new MainDealerOffers.com will launch to the market by the end of Q1 2014,’ says Lawton. ‘It nicely complements our other offerings to dealers. Obviously, TheVanWebsite.co.uk is our commercial vehicle advertising platform and ContractHireAndLeasing.com caters for leasing.’ [CD] By Sophie Williamson-Stothert (@1Sophie_W)

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We wanted to keep our visitors informed of their progress throughout their search, from step one all the way through to the end

CarDealerMag.co.uk | 67

TAKING STOCK. Once again, Motors.co.uk and BCA give their thoughts on matters that are important to dealers. Here’s what they have to say . . .

A balanced Values surged stock profile can before horrid pay dividends winter weather believes Dermot Kelleher, Motors. co.uk’s head of business intelligence

he latest data from the SMMT makes positive reading for the automotive industry, with the announcement of the highest new car sales figures since pre-recession in 2007. In addition, we are also seeing a relatively buoyant used car market, with an ever-greater variety of vehicles available across all categories. Of course, it is logical that a balanced stock profile which has been designed with the local demographic in mind will deliver the greatest results for motor retailers. This means ensuring the mix of new and used vehicles is appropriate for the customer base, as well as carrying stock to suit every desired budget. We are experiencing a significant rise in the number of listings for used vehicles less than three years old. Indeed, we are now advertising more used cars in this age bracket than any other used car classified site. This is a positive indicator of the health of the industry, as well as providing buyers with far more choice. Consumers who use our new Smart Search function on the

��| CarDealerMag.co.uk

Motors.co.uk website to search for vehicles under three years old will be guided to the largest selection of classified advertised cars from brands such as Audi, BMW, Ford, Mercedes-Benz, Nissan, Peugeot, Vauxhall and so on. Of the top 20 brands by used car volume, Motors. co.uk is actually number one across 14 of them and heavily targeting the remaining six. However, balance is key. As well as taking the number one slot in the young used market, we are also growing our stock profile in the older bands. Total stock levels now exceed 260,000 vehicles advertised on the site and this is split around 50/50 between the under-threeyears and older-than-three years brackets. This stock profile now sees more than 2.1 million unique monthly users visit the Motors. co.uk network (comScore October 2013). Returning to the forecourt, savvy dealers in 2014 will be focusing on maintaining good levels and a healthy balance of the right quality stock designed to appeal to potential buyers in their local area in order to preserve a strong customer base.

says Simon Henstock, BCA’s UK network operations director

verage values continued to surge to record levels in the used car market, according to BCA’s latest Pulse report, as November achieved the highest monthly average since our report began reporting in 2005. The year-on-year figures also showed a substantial 16 per cent-plus rise over 2012, underlining the ongoing value evolution in the used car market. November values climbed by £315 (4.3 per cent) to £7,489 and were up by £1,038 (16.1 per cent), year-on-year. Average mileage continues to fall – down by around 2,500 miles compared to 2012 – while average age was down by just over a month at 60 months. Average performance against CAP Clean is two points up, year-onyear. Fleet & lease values posted the fifth record value in the past six months and continue to average well over £9,000, remaining significantly ahead year-on-year. And dealer part-exchange values reached a record level for the third month running and the seventh

time this year, climbing to £3,857, and are also substantially ahead year-on-year. Nearly new values reached a high point for 2013, but volumes remain very low and model mix remains the most significant price factor. Buyers were out in force in November acquiring stock and we recorded some exceptional results around the group. Live Online buyers were very active during the month and our Bid Now/Buy Now channels saw sales volumes climb. Professional buyers will no doubt remember that average values rose very sharply in December 2012 due to the shorter trading month and ongoing dearth of retail-quality stock, so there was an element of ‘getting ahead of the game’. 4x4s continue to benefit from a seasonal uplift, with the average value climbing by £280 in November to £14,144. Put into context, values in November were more than £1,200 ahead of September – and that’s before any bad weather arrived! [CD]

Buyers’ guide

MX-5

..in association with

(Mk3) ’05-current

Warrantywise helps you choose the best stock for your forecourt. This month the Mazda MX-5 is the model in the spotlight

What is it? It’s the third generation of Mazda’s iconic sports car, boasting better build quality, sexier looks and more comfort than ever before. It arrived in 2005 and a year later a hardtop version with a retractable metal folding roof appeared. In 2008 the MX-5 received a facelift with more ‘manly’ styling at the front end, different rear lights, upgraded specification and braking, and throttle improvements.

What CAN GO WRONG? It’s one of the most reliable cars around and routinely finishes high up in reliability surveys. But that doesn’t mean things don’t go wrong. It’s a sports car, so it’s crucial to find one that’s been looked after and cared for. Most have but look out for dents and scratches, as these will put customers off – more often than not, buyers just want to drive away and not worry about getting bodywork repaired. The same goes for the alloy wheels – look for kerbing and scrapes;

buyers want the best of the best. If it’s a roadster, check the hood for age and discolouration. A damaged or, even worse, ripped hood will be expensive to replace and will make buyers walk away. If you want to stock a Roadster Coupe, make sure the roof panels line up properly. As it’s a convertible, leaks are always a major concern – even if the MX-5 is regarded as one of the better-built sports cars around. Check for wet carpets, damp patches under the seats, front passenger footwell and under the boot floor carpet. A steamed-up windscreen is a good indication of a car with possible damp issues.

Warrantywise’s top MX-5 facts 18 per cent of Mk3 MX-5s have had claims logged against them Pricing (subject to change depending on engine size/ age/mileage): From £99 Top problems: n Crankshaft sensor £148.49 n Wheel bearing £138.14 n Brake calliper & hose £116.30

What’s the perfect MX-5? Roadsters tend to be bought by more ‘traditional’ buyers, while the Roadster Coupe will be bought by everyday buyers. 2.0-litre Sport examples are best as they have the power and spec. Bright colours work better but blues and greys are just as popular. [CD]

KNOWN PROBLEMS

It’s a sports car so body damage is a big ‘no-no’ as is a damaged roof. Look for damp patches as these can be serious

THE RIGHT BUY

There’s no right buy when it comes to the MX-5. 2.0 Roadster Coupe Sports sell better as they are more useable every day

Cover your customers from unexpected repair bills & maximise

your proﬁts.

0800 001 4550

www.warrantywise.co.uk CarDealerMag.co.uk | 69

data file.

DECEMBERSEARCHES

Volkswagen Transporter

Percentage of total number of searches on TheVanWebsite.co.uk for the month

5.52%

Citroen Berlingo

3.50%

Renault Trafic

3.17%

Mercedes-Benz Sprinter

4.56% Ford Transit

6.87%

Volkswagen Caddy

4.03%

Ford’s finest all set to take Europe by storm All-new Ford Transit offers best-in-class cost of ownership and load-carrying capability

eliveries of Ford’s all-new Transit to European markets will begin in spring this year and it’s set to provide business owners with best-in-class cost-ofownership and load-carrying capability. The Transit two-tonne model is available from £20,795 and offers customers significantly reduced maintenance and repair cost. Load volume has

also increased by 11 per cent over the outgoing model and is fitted with an easy-access sidesliding door. It benefits from increased cargo volumes and smart load space features, as well as competitive fuel efficiency, with a combined fuel consumption of 44mpg thanks to the extended choice of Transit ECOnetic models, which emits 169g/km of CO2.

The new model is part of an unprecedented 24-month renewal of Ford’s entire commercial vehicle range for Europe and comes to market alongside the Ford Transit Custom and Ford Transit Connect, with the Ford Transit Courier also to be launched later this year. Paul Randle, vehicle line director, global commercial vehicles at Ford of Europe, said: ‘Ford’s flagship Transit model is once again setting the standard in its class by cutting running costs, shifting bigger loads and pioneering valuable new technologies. All this together with a vast choice of model options and, of course, legendary Transit toughness.’ The Transit also offers extended two-year, 30,000-mile service intervals, with the time required for scheduled maintenance over 90,000 miles cut from 5.4 to 4.2 hours over the old model.

DEALFINDER. Latest deals on COMMERCIALS THE Vauxhall Movano is has a six-speed gearbox vauxhall and produces 125bhp. It currently on offer with movano an attractive lease deal has a top speed of 83mph exclusive to business but emits 209g/km users. For a deposit of of CO2. £1,602.36, the 2.3-litre This particular van CDTI H2 Van is available comes with 16-inch for £267.06 per month for steel wheels and has a a 48-month payment period. maximum loading weight of 1530kg. This deal is subject to a 10,000Type bit.ly/MovanoJanDeal into mile agreement. The manual van a web browser for more details.

CITROEN’S Berlingo is produces 75bhp. It has a 0 CITROEN presently on offer with an to 60 time of 16.6 seconds berlingo and emits 133g/kg of appealing lease deal. The 1.6-litre Enterprise CO2. The van comes with is available for only 15-inch steel wheels, air£119.99 with a £1,500 conditioning, Bluetooth deposit across a 24with USB and rear parking month period. However, sensors. The model also this deal is subject to a 10,000-mile boasts a maximum loading weight agreement. The manual Berlingo of 560kg. Type bit.ly/BerJanDeal has a five-speed gearbox and into a web browser for more details.

Old vans or

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..in association with Ford Transit Connect

3.76%

Lawton

Vauxhall Vivaro

4.88%

COOL CONVERSIONS

Smiles all round Ford Ranger Mercedes-Benz Vito

2.87%

3.00%

Increase in van values highlights ‘remarkable’ state of the market VAN values increased by 5.5 per cent during 2013 despite a substantial rise in average age According to Manheim, the average LCV value at auction rose from £4,179 in December 2012 to £4,405 last month. Meanwhile, the average age of vans that went under the hammer increased by three months from 60 up to 63 during 2013 with approximately 1,200 more miles on the clock. James Davis, head of commercial vehicles at Manheim,

said: ‘Comparing an average van at auction today, to one we would have seen a year ago, highlights the remarkable state of the current market. Today’s average van is three months older and has around 1,200 more miles on the clock compared to a typical van at auction in December 2012. The big difference is, today’s van is £226 more expensive.’ According to Manheim, this rise in values has been driven by the ongoing shortage of good quality, low mileage vans at auction.

THE refreshed and updated 129bhp. Furthermore, CO2 mercedes emissions sit at the 222g/km Mercedes-Benz Sprinter is another van on special offer. sprinter level. The High Roof Van is available The Sprinter also comes with at £23,058 and has a foura 10-speaker sound system, a cylinder 2.2-litre diesel engine, multi-function leather-covered which is mated to a six-speed steering wheel, a maximum manual gearbox. loading weight of 1271kg and Meanwhile, the diesel engine has a 16-inch steel wheels. combined average fuel consumption of Type bit.ly/MercJanDeal into a web 33.6mpg and produces a sprightly browser for more details.

s I write, the SMMT has just released 2013’s registration figures and they make for positive reading. The UK market as a whole reached a five-year high, with annual registrations of 271,073 units, up 13.1 per cent on 2012’s figures. The undisputed king of the commercial vehicle market remains Ford, with the Blue Oval seeing a 9.11 per cent increase in sales. The brand sold over 68,000 units in 2013, a whopping 31,000 more than its nearest competitor (Volkswagen). In fact, take into account Ford’s 3.5T to 6T commercial vehicle sales and the brand sold 72,238 units in 2013, its best performance since 2009. Look across every CV segment and you will find a Ford model performing strongly. Whether it is the Fiesta van with its near60 per cent domination of the car-derived van market or the soon-to-bereplaced 2T Transit, which still commands a 30 per cent share of its segment, there’s no let-up. Even the Ranger pick-up saw a 50 per cent increase in sales. But buried away in the detail is the slightest chink in Ford’s armour: although it sold more metal in 2013, its market share (in the sub-3.5T segment) dropped a point to 25 per cent. Certainly, it isn’t something that will alarm the boys and girls at Ford’s Brentwood HQ, but it might just give the chasing pack hope that the Blue Oval’s stranglehold might be showing signs of ending. There were smiles all around, as most of Ford’s challengers enjoyed strong growth – the aforementioned VW saw a near-20 per cent increase in registrations, third-placed Vauxhall rose over 12 per cent, while Mercedes-Benz and Citroen (fourth and fifth in the league table) both saw increases north of 20 per cent. In fact, out of all the main players only Renault saw a major deterioration in sales, slipping from 14,710 units to 12,978 units.

‘Most of Ford’s challengers also enjoyed strong growth’

Who is Richard Lawton?

Richard is marketing manager for Really Good Domains and on the team at TheVanWebsite. co.uk and ContractHireAndLeasing.com. Contact: richardl@reallygooddomains.com

Advertise your new, used and lease stock on the new website.

Sold vans?

Call today on 0161 482 7650 and quote ‘SP101’ for a 50% discount on your 3-month trial. CarDealerMag.co.uk | 71

Looking to increase your business? The IMI Professional Register is the place to find skilled, knowledgeable and competent automotive professionals. If your employees are on the list, your business could also be eligible to join the IMI Employer Recognition Scheme. Ask us about joining today.

www.imiregister.org.uk

SUZI PERRY

Broadcaster, motor sport enthusiast and supporter of the IMI Professional Register

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auctions.

Burrows sets plans in motion for new Mazda dealership bit.ly/BurrowsMazda

Used car values could hit new heights in 2014 . . . but it’ll be dependent on buyer confidence and stock availability

sed car values could hit new heights in 2014, according to BCA. Average values surged to record levels during 2013, and the company believes 2014 could bring more of the same as the availability of retailquality used cars remains limited. Demand for first-time-to-market fleet and lease stock has seen values rise by around 15 per cent compared to a year ago, according to BCA’s Pulse report. Values have also risen sharply for dealer partexchange vehicles, as professional buyers have focused on older, higher-mileage cars, with year-on-year variances regularly exceeding 20 per cent. Simon Henstock, BCA’s UK operations director, said: ‘We have seen an upturn in the supply of dealer part-exchanges at BCA in 2013, reflecting reports that retail sales have been strong. However, supplies of fleet and lease vehicles remain constrained

auction stations

Winners all round

– a consequence of the reduced new car sales to the business sector. ‘While new car volumes have recovered well in 2013, it will be some time before we see those volumes reach the used car sector. The availability of three-to-five-year old cars will continue to be depressed at least until 2015.’ He added: ‘A year ago, we were saying that used car values could not possibly maintain this upward price trend forever and, while that is no doubt correct, there has been little in 2013 to suggest a sustained fall in values any time soon. ‘Looking into 2014, January typically brings an uplift in activity, and this is usually sustained until the Easter period. Whether or not we see the sustained price evolution we have experienced over the past 24 months will largely depend on stock availability and buyer confidence.’

400 cars per week to be sold on wwac.com MANHEIM is to sell 400 vehicles per week through its wewantanycar.com service in 2014. The company invested in the Staffordshire-based business The Car Group – owners of wewantanycar.com – in October 2013 and sold its first car through the service in November. But now Manheim has revealed it has big plans for the service, which operates as a standalone business, and aims to sellcowboy 400 carsads a week at Car dealer 28/8/13

Henstock

its auction locations in Manchester, Colchester, Birmingham, Leeds, Bruntingthorpe and Washington. Values will range from the £500 mark right up to £50,000. Wewantanycar.com has 60 handover locations across the UK and employs more than 60 people. The deal with Manheim sees all vehicles acquired by the company remarketed though Manheim’s various remarketing channels. 15:49 Page 1

No cowboys. Just Just trade trade professionals. professionals.

hile 2013 has proved an exceptionally strong year in terms of used car values, there has been a growing sense of economic optimism over recent weeks and that feel-good factor has been apparent in the wholesale used car markets. Availability of good retail quality stock will remain critical if dealers are to meet their customers’ needs. Equally important, however, for some smaller independent dealers is access to funding to make sure they can turn retail leads into profit opportunities. Even at a time when the used vehicle sector is experiencing a lot of demand, lack of access to finance is a major concern for some smaller independent motor retailers. Many cannot get funding because business lenders don’t understand the requirements of the motor trade and underwriters are wary of the exposure. BCA has addressed this by launching BCA Vehicle Finance Limited. BCA Vehicle Finance Limited offers a line of credit to independent car and van retailers, small car supermarkets and individual dealers who struggle to secure support from the banks and other traditional lenders to fund purchases from BCA. When we researched our buyer base we found that nearly a third of smaller independent dealer customers fell into this category. The scheme offers up to 120-day terms on purchases at BCA up to an agreed limit and funds 100 per cent of the purchase cost plus fees. Annualised fees are equivalent to around £1 per day per vehicle and both cars and commercial vehicles are eligible. This allows smaller dealers to buy incremental stock to meet what will undoubtedly be a growing demand from motorists for used cars next year. In a competitive arena, this means independent dealers won’t miss out on profitable deals because of cashflow problems. Both small dealers and sellers will benefit — it is a win-win opportunity for the used vehicle sector.

Who is Simon Henstock?

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

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

CarDealerMag.co.uk | 73

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moneybarn is a member of the Trading Standards “BUY WITH CONFIDENCE” scheme. moneybarn is a member of the Finance and Leasing Association and conforms to their codes of practice.

��| CarDealerMag.co.uk

TRADER TALK.

..in association with AutoTrader

Intelligence sets the benchmark Early adopters of i-Control see tangible results from use of Auto Trader info

onsumers are spending more time and are doing more things online. Transparency of information is increasing and will continue to do so. A new generation of tech-savvy consumers is helping to drive a revolution in car buying, with information available at their fingertips day or night through a variety of mobile and online channels. Used car retailers need access to even more insight to stay one step ahead. If a retailer gets its pricing strategy wrong, or stocks the wrong vehicles in the wrong place, their business will suffer. Given consumers now spend 12 hours of their used vehicle research online and only visit, on average, 1.3 dealers, if vehicles can’t be found online they simply won’t be bought. So the importance of winning online in terms of getting the strategy right between the four Ps – product, price, place and promotion – is critical. Getting price and product right, for example, helps ensure advertising spend is channelled in the right way, but a strong product portfolio accompanied by uncompetitive pricing will struggle to attract customers and turn stock quickly, regardless of robust and effective online promotion. Today, market intelligence sets the framework

‘With more transparency for consumers, retailers have to use data to win’ for success for the savvy digital used car retailer. Deltapoint is a leading provider of market data and its intelligence-based software i-Control is now setting the benchmark, helping retailers to identify what stock to buy, what is desirable in a particular region and the right prices at which to buy and sell. It is uniquely positioned to do this given its access to Auto Trader data. Retailers are starting to appreciate the value of such software and the early adopters are seeing tangible results. The software is underpinned by a vast bank of data that is channelled and analysed before being presented in a format that is both easy to understand and easy to use. Deltapoint market intelligence is driven by live market data gathered from millions of searches on Auto Trader in every region. It provides data of unrivalled volume and relevance, aggregated with market intelligence from the likes of BCA, as well as a number

of manufacturer sites and over 6,000 dealer websites. i-Control uses five market-leading metrics to calculate demand and associated pricing: desirability rating, cost to retail, price position, burn rate, and price dynamism. The volume of available data is huge, but the value lies in the interpretation and also in the presentation of that aggregated intelligence in a format that retailers can use quickly and accurately to drive the business forward. Using i-Control, a retailer can, for example, enter the registration number and mileage of any car that is less than 10 years old to determine how desirable it is in that region. It will quickly tell him/her how much should be paid and how much to sell it for to achieve a desired margin. It provides a real-time overview of cars in stock and recommends price changes based on live movements in the market. In a world of increasing transparency for consumers, retailers have to use data to win.

Who is Tim Peake?

Tim is trader solutions director of Auto Trader, the UK’s number one digital marketplace for new and used cars. Visit autotrader.co.uk

CarDealerMag.co.uk | 75

ON TRACK.

..in association with TRACKER

Customers like opportunity to protect assets Selling TRACKER units can generate over £27,000 profit for a dealership

hroughout last year I talked through the reasons why selling TRACKER stolen vehicle recovery solutions is not only a benefit for dealers as a revenue generator but also how it can strengthen customer relations. Offering customers a way to protect their assets strengthens long-term relationships, and the profit generated by the sale of TRACKER units can be over £27,000 for a dealership. As car manufacturers develop more sophisticated security, car thieves are hot on their tails finding ways to overcome the systems. Today’s thieves can break into a car using specialist equipment that can be bought online to programme a blank key fob, enabling them to disable the car’s security and drive off in under 30 seconds. New car owners need to be aware of how best to protect their investments. Demonstrating the effectiveness of TRACKER technology is best done by examples of recent recoveries. Some of the most notable recoveries last year included a rare Aston Martin DB7 GT, a Ducati motorbike and a Swift caravan. Nick Spikett’s Aston Martin was stolen from his London home, but thanks to the efficiency of TRACKER’s technology capabilities, the vehicle was recovered in just 20 minutes by the Metropolitan Police. Once the TRACKER unit was activated in the stolen car, the silent signal was picked up by a patrolling officer, who homed in on the frequency

‘Police recovered Nick Spikett’s Aston Martin, stolen from his London home, in just 20 minutes.’ using equipment in the police car and located the vehicle parked nearby. Mr Spikett said of the recovery: ‘I was astonished to hear that police and TRACKER had located my car so quickly. ‘I am so pleased that I invested in TRACKER to protect my Aston Martin, which is worth a lot more than this simple but highly effective security system.’ Stolen vehicle recovery units have not just benefited customers in 2013, we have also been helping dealers to protect their fleet and demonstrator vehicles too. One demonstrator vehicle on loan for a three-month period was stolen from a

customer’s driveway. The repercussions of not getting the vehicle back would have been huge - not just the cost implications but the inconvenience and the impact this would have had on customers who rely on test vehicles. So whether it is by offering great profit potential or strengthening customer relations, TRACKER is committed to developing solutions and services to benefit dealers in a tough market environment.

Who is David Wilson? David is sales and service director for TRACKER. Read his column here every month.

C A L L O U R D E D I C AT E D T R A C K E R D E A L E R S U P P O RT T E A M TO DAY

0845 604 6028 ��| CarDealerMag.co.uk

J20364 Car Dealer Strip Advert.indd 1

18/3/13 12:55:27

MOTOR MOUTH.

..in association with Motors.co.uk

We want to help dealers sell more cars Motors.co.uk isn’t standing still in 2014, thanks to new advertising and technology

ver the past six months, we’ve invested significantly in the look, feel and functionality of the Motors. co.uk product. The roll-out of a new responsive web platform in August was followed by the launch in December of a brand-new colour scheme, new logo and consumerfriendly strapline: ‘Search Smart. Buy Right’. These changes are already paying dividends to our dealer customers, with an increase in the quantity and quality of leads being generated. However, despite now featuring in excess of 260,000 vehicles – a 44 per cent increase since early in 2012 – and reaching more than 2.1 million unique users each month (comScore October 2013), we are not standing still. A significant investment from our parent company, Manheim, means we are now able to commit to a substantial consumer marketing campaign throughout 2014, designed to make Motors.co.uk a household name. Our new TV advertising, which is supported by radio, print, online and outdoor creative, launches this month (January 2014) and will feature across more than 100 of the top UK TV channels. High-profile slots including the tenth season of award-winning British sitcom Birds of a Feather on January 16th and the live coverage of the Chelsea vs Manchester United match on January 19th are just a couple of the hundreds of spots playing out each day during launch. We expect our TV adverts to be seen more than 300 million times by the end of February, and we

‘We expect our TV adverts to be seen more than 300 million times by the end of February.’ are committed to maintaining this momentum throughout the entirety of 2014 and beyond, driven by our ambition to help our dealers sell more cars. However, it is not just about advertising; we will also be delivering an ongoing programme of product developments to better connect buyers and sellers of used cars. We have recently launched our new Smart Search functionality, which allows consumers to search for a vehicle based on their lifestyle, budget and body style preferences – perfect for the majority of car buyers who don’t actually know what make or model they desire as they begin their search. In addition, following the lead from property portals such as Zoopla and Rightmove, we are enabling consumers to opt in recently-sold cars into their search - the first step to a fuller consumer Smart Search product ‘What’s Hot?’ that will allow undecided car buyers to view the hottest-selling used cars by Motors.co.uk dealers in the last seven days by body style. We will be the only car classified business that will advertise over 100 per cent of a dealer’s stock, encouraging car buyers to interact with dealers on cars that are clearly marked as sold on the basis that they may have in stock or be able

to source a similar model or car matching the customer’s budget. Likewise, our new consumer trade-in tool – ‘What’s Mine Worth?’ – will allow car buyers to source an independent valuation for their old vehicle without navigating away from Motors. co.uk. This means that we can better connect consumers to their local motor retailer, promoting local dealership part-exchange as the best option to dispose of their current car when purchasing a replacement. We expect 2014 to be an exciting year for Motors.co.uk and all of our dealer customers. Over the coming months, we will add further Smart Search functionality to Motors.co.uk and we are investing significantly and continually to position the brand as a household name at the forefront of people’s minds. We’re driven by the desire to better connect consumers and dealers and we are delighted that so many UK motor retailers are on board as we make the journey together.

Who is Andy Coulthurst? Andy is the managing director of Motors.co.uk. Read his thoughts here every month.

NEW LOGO, NEW COLOUR, NEW WEBSITE, NEW MOTORS Over 250,000 cars are now advertised on motors.co.uk and we are growing daily ahead of the launch of our multi-million pound advertising campaign. Find out more at new@motors.co.uk or call 0845 265 6000. Motors - New Ad campaign coming soon - quarter page.indd 1

06/12/2013 16:25:40| 77 CarDealerMag.co.uk

CRYSTAL CLEAR.

..in association with Glassâ&#x20AC;&#x2122;s

Shortage of stock ruled 2013 It is essential that the right new commercial vehicles are being put in harness

shortage of quality used stock across each LCV sector was the dominant factor last year that led to price uplifts for many used LCVs. It is expected that the first half of next year will experience similar shortages and so it is reasonable to suggest that prices for LCVs below 3.5 tonnes will remain stable and the most desirable models should post modest price increases. Predicting market performance for the second half of 2014 is a stiffer challenge. As 2013 posted a 12 per cent rise in LCV registrations, with there being little to prevent a similar increase in the coming year it is likely that the dire shortage of late-year stock will be eased. However, with the UKâ&#x20AC;&#x2122;s economy set to deliver growth above three per cent, itâ&#x20AC;&#x2122;s hard to say whether or not the greater supply of used LCVs this generates will be sufficient to satisfy demand and take the heat out of the market. At Glassâ&#x20AC;&#x2122;s, we believe that demand will prove sufficient to absorb both the current numbers of used LCVs on offer, along with any additional vehicles being part-exchanged against new models in both 2014 and 2015 â&#x20AC;&#x201C; albeit a close call. Over recent years, with far fewer LCVs having been registered, the volumes of used vans being defleeted will inevitably struggle to meet this growing level of demand. Accordingly, this is likely to provide vendors with healthy returns over the coming year. Encouragingly, despite much of the used LCV stock currently being offered for sale having

â&#x20AC;&#x2DC;The market for used LCVs will continue to perform strongly to the midpoint in 2014 before cooling off.â&#x20AC;&#x2122; returned from a hard life on an extended contract, these vans and pick-ups are finding new homes without difficulty. Across the auction scene in 2013, so long as the vendorâ&#x20AC;&#x2122;s expectation on price remained realistic there has been a buyer for every lot offered. It has been the lack of quality late-year examples that has most commonly concerned dealers. One area likely to see extra demand over the coming year is for LCVs weighing in above 3.5 tonnes, this being a direct consequence of new van payloads having tumbled. A succession of fresh models, which although excellent in almost every respect, are simply heavier when unladen and therefore can carry less. Here, the snag is that this higher-plated weight necessitates O licensing, with the legislative burden and additional expense that entails. Additionally, it is uncertain where prices for such vehicles with a GVM up to 6.5 tonnes will sit at disposal when any such van can only be

operated by those holding the necessary licence. In summary, during 2013 the performance of used LCVs delivered a consistently strong message and across the auction scene this strength bolstered conversion rates and prices improved. We believe that the market for used LCVs will continue to perform strongly to the midpoint in 2014 before perhaps cooling off towards the end of the year. Hopefully, as the UKâ&#x20AC;&#x2122;s economy strengthens, the experiences of the past five years will convince all decision-makers across our industry to adopt supportive strategies that ensure the right new commercial vehicles are being put in harness. In turn, this will supply the marketplace with attractive used stock that can consistently generate strong returns with the prospect of a prolonged period of stability. Wilkins Motor Company Who is George Alexander? George is commercial vehicle editor at Glassâ&#x20AC;&#x2122;s. Read his thoughts here every month.

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caught in the net.

..in association with Spidersnet

Overlook video at your peril Embracing video content should not be at the bottom of your priority list

lthough video content may sit at the bottom of your priority list, it is something that you would be wrong to overlook. As technologies develop, the cost of producing good-quality videos is steadily falling, while at the same time the list of benefits that these videos can have for your business is constantly getting longer. Tim Wiltshire (Creative Marketing Executive at Spidersnet) investigates just how big an impact video can have to a car dealership . . . Why take the video route? n Half of car buyers watch videos before making a purchase* n Having a video on a landing page can increase conversions by 86 per cent n We’re in a multimedia age where consumers expect more dynamic content n Videos are perfect for keeping your website and social media feeds fresh *Google’s Scott Sinclair will explore this and more at the upcoming Spidersnet Dealer Conference. More info at the base of this page!

Top ideas for dealer videos 1. Create stock videos Static web pages don’t stand out as easily any more, so advertising your vehicles on film will have more of an impact. This way, consumers

‘Static web pages don’t stand out as easily, so advertising your vehicles on film will have more of an impact.’ get a better impression of the car, it’s easier for them to envisage themselves behind the wheel, and therefore there’s more chance they’ll get in touch with you to arrange a test drive. It’s also a good opportunity to promote yourself as well as your premises or a captivating local setting (where possible, of course!).

2. Respond to your customers This can work in much the same way a social post is seen by all your followers. By filming answers to your most frequently asked questions you’re providing a more personal response and you’re pre-empting queries from future customers. It could be a catch-all video, a regular feature or even an individual response to each query. It’s also a format you could use to promote a unique angle to your business. After all, imagine how you would feel if someone went to the trouble of replying to one of your questions with a

personalised 30-second video?

3. Set a challenge or competition This is where you can really bring your brand to life. Do something a bit different – something creative, playful or silly. What’s the zaniest paint job you can get? How many balloons can you fit into a car? Offer a prize, give it a go yourself on camera and encourage consumers to get involved. Strong, relatable, fun-loving brands are thriving at the moment, so this could be a fantastic way to make a memorable impact. Whatever options you go for, video is a brilliant way to get across a combination of professionality, personality and brand identity. So don’t hesitate to get on screen!

Who is Laura Coleby?

Laura is divisional director at Spidersnet. For more information, log on to spidersnet.co.uk

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What could you be doing to improve your online presence in 2014? Scott Sinclair (Google) delivers the latest car buyer insights

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OUR SEARCH FOR THE INDUSTRY’ S FINEST RETURN S

MARKET INSIGHT.

..in association with ASE-global.com

Inchcape is in a good position to seize opportunities on offer A differing strategy sees significant exposure to worldwide markets

625.00 600.00 575.00 550.00 525.00 500.00 475.00 450.00 425.00

Nov 11 Nov 27 Oct 8 Ot 24 2013 2013 Sep 4 Sep 20 2013 2013 Jul 31 Aug 16 2013 2013 Jun 27 Jul 15 2013 2013 Jun 11 May 23 2013 2013 Apr 18 May 7 2013 2013 Apr 2 Mar 13 2013 2013 Feb 25 2013 Feb 7 2013 Jan 4 Jan 22 2013 2013 2013 2013

n our series of articles where ASE reviews the financial and share performance of the quoted groups, we turn our attention to Inchcape plc. The group has a very different strategy to that of the other UK-quoted motor retail groups, having a significant exposure to worldwide markets, with its most recent interim statement reporting sales in Russia, Australasia, Europe and the UK. It can be seen that the UK represents around a third of total revenues, with an almost exclusive retail focus. By contrast, in other regions (notably Europe and Australasia) the group is heavily involved in distribution as well as retail. It is interesting to note that distribution makes up only around a third of total revenues and yet is responsible for over two-thirds of total operating profits. This is due to the returns that are generated in distribution in Asia, Russia and other emerging markets, with returns in excess of 10 per cent on sales reported in these segments. By contrast, the UK retail segment made a return of 2.5 per cent in the first six months of the year – still a strong performance in the context of ASE’s national average return of 1.6 per cent for the same period, illustrating the strength of controls as well as very low gearing levels.

‘The group has shown a strong recovery over the past year.’

The group’s strategy is underpinned by the core values of operating with premium and luxury brands in the right markets (with a particular focus on emerging markets), underpinned by strong working capital and cost controls and a conservative approach to the financial position. Certainly, the financial performance in the period ended June 30th, 2013 is worthy of note, with half-year profits (pre-exceptionals) of £147m representing a return on sales of 4.6 per cent. The group controls tangible net worth in excess of £1bn including net cash of £401m. Even after borrowings of £331m, it is certainly fair to say that the group is in a strong financial position. A more recent trading update to September 30th shows the good year continuing, with overall sales advancing 6.7 per cent over the prior year. The group would appear well placed then to take advantage of the consolidation opportunities that the sector represents and, indeed, it acquired the Australian Trivett motor retail business on March 1st, 2013 (22 sites in the premium sector) for a total consideration of circa £76m. Whether consolidation opportunities in the UK are attractive to the group is less clear – perhaps it sees better opportunities in other markets. Interestingly, despite the opportunities that

currently present themselves, a decision has been made to return £100m to shareholders, and in August 2013 a share buyback programme commenced. In line with all other motor retailers, the group has shown a strong recovery in share price over the past year, although the trend in the past month shows a decline which appears to be driven by the overall market rather than any specific factor affecting the group. Based on the December 9th, 2013 share price of £5.82, the group is trading on a price earnings ratio of some 14.5 times. The group is valued at £2.7bn and hence implied goodwill is £1.7bn after allowing for tangible net assets of £1bn or around five to six times PBT. The pricing is consistent with the very top end of ASE trade sales that we are involved with involving highly sought-after brands, notably Land Rover and BMW.

Broker forecasts Given the company’s listing on the London Stock Exchange, it is interesting to review the various stockbroker’s views of the group. Overall, the group has been regarded as a ‘hold’ or ‘buy’ stock in recent months, with brokers targeting a price of between £6 and £7 for the stock.

Who is Paul Daly? He‘s a partner at ASE Global. You can read ASE Global‘s column here every month. CarDealerMag.co.uk | 81

data file.

James Litton TRADER TALES

Are we reacting to retail trends quickly enough?

hile paying for petrol I noticed my local M&S forecourt shop now opens on Christmas Day. Another seasonal retail trend is that the Harrods sale is now called the ‘winter sale’ and begins on Boxing Day. Retail analyst CAP Gemini has reported a 20 per cent increase in online sales in November as the shift toward online retailing becomes ever more pronounced. But are we reacting to these retail behavioural trends quickly enough in the motor industry? Mercedes-Benz launched the award-winning Myservice concept a couple of years ago, and 2014 will see the completed roll-out across the network. The platform allows a customer to choose a number of different servicing options, from routine maintenance to diagnostic repairs. Taking a lead from the budget airline industry, the customer can then cut the cost by reducing some of the options available, such as a collection and delivery service or a loan car. Myservice is a great initiative. Early customer feedback is positive. Traditional customers want to book a service on the phone, but a growing reluctance to physically touch the dealership was shown by someone booking a service visit at 10pm on Christmas Day. We all think we sell a lot of used cars over the internet but aren’t we just advertising cars online, still hoping for an inbound telephone call or visit? How many retailers are geared up for professional photography, video walk-round and conference calls, and have competent typists dealing with live chat? I find it staggering that motor manufacturers have no method for a customer to buy a new car online. BMW has more flexibility in its online finance calculator but most still have a web page dedicated to general quarterly offers. One big gap is the lack of live new car stock listings for any manufacturer. Providing inquiries are channelled to local retailers, why is this not happening? Behaviours are changing and a manufacturer that combines a desirable product line-up and strong consumer offers must have market share to gain with investment and innovation in this area.

‘One big gap is the lack of live new car stock listings for any manufacturer.’

What do you think? Share your views on our brand-new 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 sales manager at Tony Purslow Mercedes-Benz, Guildford. He always has something to say about the industry he loves. ��| CarDealerMag.co.uk

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Pleasant chap becomes Facebook-stalker

while ago, my colleague was dealing with a very charming young lady. He was, well, a bit obsessed with her to be honest. He would make sure he had his best shirt and tie combo on when she was coming in and would sit there pie-eyed as she commanded a better deal by fluttering her eye lids. The feeling wasn’t mutual, however. He was just a rabbit caught in her ‘headlights’. He even managed to find her on Facebook for a bit of stalking! When the day came for her to pick her car up, he was full of excitement and watched the door like a hawk for her arrival. He was up to date on her progress, though. He told me that her latest status on Facebook was ‘Just on my way to pick up my new car! ‘ and ended her update with three kisees. This pleased him a lot, I think he thought the kisses were for him... Poor boy. After an hour or so, he jumped up and said: ‘She’s here!’ Running out of the showroom to greet her, he left his computer on her Facebook. Now, I’m no computer expert, but I can ‘click and save’ a picture. So, I thought I’d give him a helping hand in telling her how he felt. As he showed her around the car, I managed to download around six pictures from her Facebook and make a nice little collage. A few more clicks and it was saved as his new screen background. Upon seeing this, I thought she would finally see his true love for her. Trust me. So, when they came back in to sign the paperwork and fill out her seven-day free insurance on his computer, the match would be made. Or at least he would feel as embarrassed as he could ever be. And it was the latter of these scenarios that happened next. He showed her (most enthusiastically) to his desk, almost bowing and rolling out an invisible red carpet. She sat down – but not for long. Catching a glimpse of the wallpaper, she made a quick exit and left my colleague very red-faced. Strangely he was ‘on holiday’ when she returned the week after. Funny that...

‘I thought I’d give him a helping hand in telling her how he felt .’

Tell us your story

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

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workshops.

Want to be included in this section? Call (023) 9252 2434

Mechanic smells a rat

Toyota toasts technicians

Customer complains of bad pong – and has a nasty surprise

hen Nick Houghton was asked to investigate a nasty niff in a customer’s car he immediately smelled a rat. And in actual fact a rotting rodent did turn out to be the source of the stench. The Mercedes C-Class car was taken into Mercedes-Benz of Blackpool by a customer who had noticed an awful smell whenever it was taken for a spin. And it didn’t take long for Nick to work out what was going on, with the mechanic tweeting a picture of the

unfortunate creature once he’d done a bit of detective work. The picture was favourited six times and earned eight retweets. Houghton tweeted: ‘Customer complains of nasty smell in car when

engine is hot. ‘Dead rat. Stiff as a board. Nice surprise for first job of the day.’ Have your say on this story. Get commenting by logging on to CarDealerMagazine.co.uk/forum

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DANIEL Barlow and Tony Glover have been crowned the champions of the 2013 Toyota and Lexus customer service competition. Body technician Barlow, from the RRG Accident Repair Centre in Boston, and paint technician Glover, from Parklands Toyota in Helston, were both rewarded with a trip to the brand’s HQ in Japan. As part of their prize package, Barlow and Glover attended Toyota’s 23rd Annual Assembly of International Customer Service Champions in Japan, and were joined on the weeklong trip by the UK’s Lexus Technician Champion 2013, Tony Simmons, from Lexus Norwich. Altogether, the awards ceremony saw 161 champions honoured from more than 50 countries.

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Marshall Motor Group is part of a unique family owned group of companies with a turnover approaching £1bn (35% growth), with interests also in the aerospace and ground systems sectors. We celebrated our Centenary in 2009 and we are still growing in size. At Marshall, wherever we work, we all play a big part in ensuring that our sales and profit targets are met, not least by providing our customers with a fantastic level of service which means identifying their needs, and responding to them quickly.

We are looking for talented automotive professionals to join our team. If this is you and you share our passion for being the best then you can look forward to a great benefits package, the chance to build on your skills and experience with ongoing training, plus all the encouragement and support you need to develop a rewarding, long-term career with us. Please go to

www.marshallcareers.co.uk

to find out more about the Group and see our current vacancies.

08450 212123 perfectplacement.co.uk

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With our strong customer centric and people focus it is not surprising that we have received some enviable accolades including "Dealer Group of the Year" and being shortlisted for "Employer of the Year" and we are committed to building on our achievements to date.

WE’RE RECRUITING... PETER VARDY IS NOW RECRUITING IN MANY AREAS FOR ALL OF OUR DEALERSHIPS. We’re looking for people with drive, passion and retail sales or customer experience. You don’t need a motor industry background, just the desire to succeed. We’ll give you all the world class training you need... plus a great financial package, and every Sunday off. If you want the chance to build a career with Scotland fastest growing motor retail group then apply today.

We are recruiting for the following roles...

t 4"-&4 "%7*403 t 4&37*$& "%7*403 t 5&$)/*$*"/ t 4"-&4 $0/530--&3 For more information call 0141 773 5300 or visit www.petervardy.com/recruitment CarDealerMag.co.uk | 85

the fleet.

WELCOME TO THE FLEET . . . New arrival:

VolkswagenCalifornia A

rather rare and unique vehicle joined the Car Dealer long-term fleet this month in the form of an Olympian Blue metallic Volkswagen California. Typically, when we have a car lent to us over a set period of time, we report on how well it drives, how reliable it is, how frugal the engine is compared to its implied fuel consumption figures and how much enjoyment the vehicle provides on a daily basis. KT13 HJA is the fifth generation of VW’s popular ‘campervan’ products, and with the recent announcement that the German firm will cease production of its Kombi model, it is the spiritual successor to that iconic vehicle that graces T-shirts, mugs and the walls of any self-respecting surf shop around the world. But those imagining a rusting shell with a pathetic longitudinal rear engine and leaky sleeping quarters can think again, because the T5 California is a technological and engineering masterpiece. Firstly, the model in our possession boasts a torque-y 2.0-litre diesel engine that produces 340Nm and can propel the weighty vehicle at speeds of up to 104mph. Our Cali has two extremely comfortable double beds – one ‘upstairs’ and one ‘downstairs’. By ‘upstairs’, we

mean the California has an electronically folding roof that pops up to create snug sleeping quarters for two adults. On top of the plentiful living space we are also treated to a twin gas hob, a fridge, ample storage space for cutlery and utensils, electrical hook-up points and running water. That’s before we’ve mentioned the picnic table that fits snugly into the electronically sliding side door, the massive awning attached to the roof, high-tech bike racks and foldable outdoor chairs that zip into the boot door. The Cali’s major stumbling block comes in the form of price, as it retails at £46,440 as standard, but our model – that is positively dripping in gadgets and extras that make life easier and more comfortable for the user – wades in at just shy of £57k! KT13 HJA has already been called upon for steaming hot tea following a rather arduous dog walk in the New Forest, and it has doubled up as a winter changing room that offered warmth and

protection from the elements following a cold surf in the freezing November sea. More testing times are to come. One thing is for sure, the auxiliary heater – that cleverly runs on diesel rather than use the leisure battery – will be put to good use. Leon Poultney (@blokesincars)

the knowledge Model: Volkswagen California SE Price: £56,440 (as tested) Engine: 2.0-litre, turbocharged diesel Power: 138bhp, 340Nm Max speed: 104mph 0-60mph: 16.6s Emissions: 206g/km Mileage this month: 1,013 This month’s highlight The heater. Being based on the south coast means such items are important ��| CarDealerMag.co.uk

longtermers

Second report:

VolvoXC70 A man called Dave comes to Batch’s rescue

AS messages from God come, this one was quite stinging. Christmas Eve was a half-day at Car Dealer and I managed to bag the keys to my new favourite on the fleet – the XC70. The Swede was mine to see out 2013 and welcome in the new year. Or so I thought. First job was to take mother to midnight mass on Christmas Eve. One hour later and after a quick handshake from Robin the vicar, mum and I headed back home in the XC. Within five minutes, though, I was stuck at the side of the road with a blown back tyre and my hazard lights flashing. It was raining, it was cold and it was 1am on Christmas Day. I wasn’t in the mood to change a wheel, even if that is what a man should be doing. What with Christmas opening hours in full force I couldn’t start ringing around for a replacement until December 27th. But I was then told the XC70 had a brand-new tread pattern and Continental couldn’t get them in the UK. Cue distressed journo call to Volvo, which promptly organised a Kwik Fit man (called Dave) to sort it out. Dave managed to get hold of the elusive tyre and now the XC70 has got its work cut out transporting me through flooded Hampshire. No niggles to report yet – just that God-forsaken tyre.

James Batchelor (@JRRBatchelor)

the knowledge

Second report:

RenaultZoe

Third report:

FordMondeo

Living with an electric car isn’t always rosy

OUR time with the Zoe has got off with a bang – quite literally. Like DJ (next page), the Zoe suffered some vandalism over Christmas. The reflector on the bumper has been kicked in, leaving us with the headache of trying to get it fixed. But that’s not the end of our woes – our second problem is a little more concerning. I’ve installed a Polar EV charging point in my garage but the Zoe has been tripping the power in our house. It went from a frustration to a major issue when it happened at 11.30 at night over Christmas. The next morning I discovered that as there was no power the car was only six per cent charged. As this was my only means of transport I had to wait for over three hours until I had sufficient charge to get to the office. As a result, Polar came round and changed the charging unit, assuming this to be the problem. Sadly, this didn’t help, so it rewired the unit. I can’t report back if this has resolved the issue, as I decided against taking the car home again, because I didn’t want to be stuck with no transport if it didn’t work. This turned out to be a stroke of luck, as we lost power in the storms. Of course, this wasn’t the Zoe’s fault, but it goes to show how difficult living with an EV can be. Andy Entwistle (@CarDealerAndy)

the knowledge

The boxes on the options list are for ticking, right?

WHEN it came to the optional extras spec sheet we went a little tick-happy. Our long-term Mondeo estate has more than £4k of optional extras, some of which could be classed as ‘nonessentials’. However, the more time I’m spending behind the wheel, the more I’m beginning to appreciate them. The Mondeo’s Adaptive Cruise Control is a clever system that’s usually been reserved for premium executive cars. It comes as part of a pack that includes a Forward Alert System that detects and warns of potential road hazards ahead plus Hill Start Assist for only an £800 premium. It’s a worthwhile investment. During the festive break I finally had the chance to do the ‘dog in boot test’ with a friend’s two rather large Labradors, making the most of the optional pet pack, which includes a dog guard and plastic floor. There are a couple of things that are starting to niggle, though. With the windscreen wipers, the controls for the rear screen wash (pulling the wiper stalk) and front screen wash (a button on the wiper stalk) are the wrong way round. It’s not a major bugbear, just a small annoyance. Also, the touchscreen sat nav system isn’t the most intuitive one on the market.

Nigel Swan (@motoringnut)

the knowledge

Model: Volvo XC70 D5 AWD SE Lux Geartronic Price: £43,545 (as tested) Engine: 2.4-litre, five-cylinder diesel Power: 213bhp, 439Nm Max speed: 127mph 0-60mph: 7.8s Emissions: 169g/km Mileage this month: 2,312

Model: Renault Zoe Dynamique Intens Price: £19,393 (as tested) Engine: Electric motor Power: 88bhp, 219Nm Max speed: 84mph 0-60mph: 13.3s Emissions: 0g/km Mileage this month: 35

Model: Ford Mondeo Estate Titanium X Price: £29,490 (as tested) Engine: 2.0-litre, turbocharged diesel Power: 161bhp, 340Nm Max speed: 137mph 0-60mph: 8.7s Emissions: 119g/km Mileage this month: 1,856

This month’s highlight Seeing Dave the Kwik Fit man pull up in his van with a new tyre. He was like an angel

This month’s highlight Not much to be honest. At least we haven’t put lots of miles on the car

This month’s highlight Sometimes it’s a good thing ticking every single box on the options list CarDealerMag.co.uk | 87

the fleet.

WELCOME TO THE FLEET... Third report:

Fourth report:

NissanQashqai KiaCarens Will buyers really trade up from this great car?

THE strangest thing happened as I returned, keys in hand, to our parked Qashqai long-termer recently. Approaching from a distance I could see what looked like a couple walking by it but then, as I got closer, I realised they were actually walking around the car, admiring it. ‘Is this the new Qashqai?’ the man asked confidently as I unlocked the doors. I was in no particular rush and so I told him that, sadly, our 1.6 dCi 360 was the outgoing model. And therein lies one of Nissan’s biggest problems in the coming months. The current Qashqai’s so good that enticing people out of the old and into the new will be a real challenge. But if I owned our 360 long-termer would I be ready to trade up? Yes, but only because I know first-hand how good the new Qashqai is. And I suspect that’s a problem Nissan dealers will encounter quite a lot in the coming weeks and months. If they can get people into the driver’s seat of the new model they’ll be blown away and it will be an easy sale. But Qashqai drivers are a rightly contented bunch, and getting them to consider something new or different will be difficult. Mal Hay (@MalcolmHay)

the knowledge

Vandals attack Carens – Merry Christmas indeed

I WAS lucky enough to be custodian of the big Kia over Christmas, and without wanting to get all bah-humbug about it there were one or two irksome foibles. Firstly, there’s the question of heat. In an age where many new cars can bathe their occupants with warm air mere seconds after being turned on, the Carens takes its time. The lack of heat on start-up has made itself particularly felt on damp mornings, when the blowers take an age to cut through windscreen fog. Fuel consumption, too, has been slightly disappointing. Over 600 miles, most of which was done at a motorway cruise, the Carens refused to return more than 40mpg. Other than these minor drawbacks, the Carens proved to be a useful and comfortable holdall for the huge plethora of people and things we all seem to end up moving around at Christmas. And it was all going so well – until I returned to the car after it had been parked overnight to find the wing mirror had been damaged. While it’s suffered only a minor crack to the interior housing, we’ve been told the whole unit will need replacing, which will cost £312 not including painting or labour. Merry Christmas indeed! Daljinder Nagra (@DJonmotors)

the knowledge

Fourth report:

MitsubishiASX Baby Bethell on board brown ASX crossover

RECENTLY there’s been a new addition to the Car Dealer fleet – but this time it’s not another new car, it’s a baby. My baby. And frankly I’ve been pretty amazed by the amount of accessories you need to get to go with them. Our house has been taken over by baby-related equipment and going out anywhere is a major operation. A trip to the shops now needs to be planned with military precision to make sure we’re prepared for every eventuality. Driving home from the hospital for the first time I would have quite liked a police motorcade to prevent any accidents, but in the absence of that the ASX’s elevated position of the crossover adds to that feeling of security. Over the past few weeks it’s been a great car for visiting all the relatives, with the spacious boot swallowing up everything we need – from a bouncing chair to a ‘travel system’, aka pram. And this petrol ASX, which is quiet and refined, has also proved great at getting the little one to sleep. We just strap her in, drive around and by the end of our road the screaming has stopped and she’s fast asleep. The heated front seats have also proved particularly handy when desperately driving around at 2am in a bid to get her to sleep. Gareth Bethell (@garethbethell)

the knowledge

Model: Nissan Qashqai 360 Price: £22,090 (as tested) Engine: 1.6-litre, turbocharged diesel Power: 128bhp, 320Nm Max speed: 118mph 0-60mph: 10.7s Emissions: 135g/km Mileage this month: 2,761

Model: Kia Carens ‘3’ 1.7 CRDi manual ISG Price: £23,895 (as tested) Engine: 1.7-litre, four-cylinder turbocharged diesel Power: 134bhp, 330Nm Max speed: 119mph 0-60mph: 10s Emissions: 132g/km Mileage this month: 712

Model: Mitsubish ASX 4 Price: £19,130 (as tested) Engine: 1.6-litre, petrol Power: 115bhp, 154Nm Max speed: 113mph 0-60mph: 11.4s Emissions: 137g/km Mileage this month: 2,133

This month’s highlight The Qashqai still gets looks from passers-by. But is this necessarily a good thing?

This month’s highlight It’s so roomy. Perhaps we’ll stow some bodyguards to protect our Carens in future

This month’s highlight ASX proved more than capable of transporting apparel for new arrival in Bethell household

��| CarDealerMag.co.uk

longtermers

A fond farewell to . . .

SkodaCitigo(Sport) M

y word, those six months passed quickly. I hate to sound like an elderly person but it seemed like just five minutes ago when a nice man from Skoda dropped off our Citigo Sport. And over the past six months I have rigidly stuck to giving the car its full name. In and around Gosport, a fair chunk of the Citigos driving around are driven by the Werthers Original generation. So it was of little surprise to know that the Sport caused a fair amount of interest in petrol stations and supermarket car parks from mature passers-by. It’s been a great companion too. We chose our Sport in black with the optional two-tone alloys, privacy glass and parking sensors and it has been one of the smartest cars on the fleet. It racked up 10,000 miles with us and has been everywhere – routinely enjoyed by the Car Dealer crew. Personal highlights have been the handling, comfort and the sheer cheeky character the Citigo Sport exuded. Negatives? Well, there have been just a couple. The 58bhp was just a little too mean in a car badged Sport and the fuel tank was just far too small – I know it’s

the knowledge

a city car but the way the fuel gauge read full one minute and then the next it was half-empty was annoying to say the least. But overall it was a very lovely six months with Skoda’s little car. It goes to show that the Czech brand can do no wrong at the moment. Imagine a sporty little city car 20 years ago? God, I’m sounding like an old person again. James Batchelor (@JRRBatchelor)

Model: Skoda Citigo Sport Price: £11,050 (as tested) Engine: 1.0-litre, three-cylinder, petrol Power: 58bhp, 95Nm Max speed: 99mph 0-60mph: 14.2s Emissions: 105g/km Mileage this month: 519 This month’s highlight There wasn’t one. Huge sadness at the Citigo Sport being taken away from us

And goodbye to . . .

Peugeot208 G

oodbyes are never easy, as the saying goes – and that was particularly true as we waved off our 208. We’d become quite used to having KR62 VPO around, you see. Delivered way back in January of last year, the 208 had seen us move offices, hold a number of well-attended events and take on half a dozen new staff too. It covered well over 13,000 miles in our hands and, to be honest, we did wonder whether Peugeot had forgotten to pick it up. Still, we weren’t complaining, and the 208 quickly became a staple of the fleet. Its revvy (if a little coarse) 1.2-litre turbocharged engine was perfectly suited to pulling the relatively light body around – even managing admirably on motorways. We liked the tiny steering wheel too, which really did give the 208 a light and nimble feel around town. Not everything was positive, though. Two British winters ably demonstrated just how rubbish the 208’s heater is, for example, and the dials-above-the-

wheel seating position certainly divided opinion. As a child of the Halfords generation, my personal gripe was with the in-built tech. The multimedia screen in the centre of the car was a little baffling to use and even froze on me a couple of times. The iPod integration threw a fit or two as well, much to my annoyance. Speaking of foibles, I’m forced to mention that – shock, horror – the rear windscreen wiper motor had to be replaced under warranty for us too. Still, if the past year with the 208 has demonstrated anything, it’s that Peugeot’s supermini offerings really are back on form. Would we have changed anything? Sure – we’ll have a GTI next Jon Reay (@JonReay) time, thanks.

the knowledge Model: Peugeot 208 Active Vti 1.2 Price: £14,550 (as tested) Engine: 1.2-litre, petrol Power: 82bhp, 118Nm Max speed: 109mph 0-60mph: 13.8s Emissions: 104g/km Mileage this month: 214 This month’s highlight Getting the rear windscreen wiper fixed. It was really quite annoying CarDealerMag.co.uk | 89

data fiLe.

Adapting to the needs of the customer in front of you is key

t a sales workshop I attended, the session facilitator asked the audience to rank themselves out of 10 in terms of their ability to adapt to different types of customers. The response was mixed but on the whole people ranked themselves on a fairly middle ground. Whenever sales people are asked to comment on their ability to adapt to different customers, or different situations, the response will almost always be over inflated as the perception from many sales people will be that this should be a core trait of theirs. So admitting to not being very good may make them feel vulnerable, as they should be able to adapt to any situation or customer, correct? If you wear a watch, you could undertake a simple exercise to determine how competent your own ability to adapt is. Switch your watch from your normal arm to the other and leave it there for the next hour. I suspect this may seem unusual, uncomfortable and you might even catch yourself switching the watch back to its rightful position as it simply doesn’t feel quite right! Following this exercise, the facilitator then asked the group to re-diagnose their ability to adapt, and funnily enough the scores out of 10 had decreased somewhat, as the reality started to set in that maybe we weren’t quite as good as our initial scores had suggested. Why do sales people find it difficult to adopt a different sales message or adapt to different people depending on their buying preferences or needs? Abraham Maslow once said, ‘to the man who only has

Jonathan

Such TIME IS MONEY

a hammer, everything he encounters begins to look like a nail’, which gives us a good indication of the problems you may encounter, particularly if you keep using your hammer! Often, when believing you have a tried and tested method for success it’s simpler not to change the way you approach things. Everyone has been subjected to years of conditioning (the watch example emphasises this point) which means that keeping a certain habit presides. Your own ego is also in danger of becoming scrutinised, as trying something different may make you feel less competent therefore less confident in

‘When was the last time that you were sold to well?’

doing something. This year is the time for change, time to face up to the resistance you encounter by adapting your behaviour and really taking the time to understand your customers’ needs. For far too long customers have been subjected to poor sales techniques and standards which can easily be illustrated with the following question: when was the last time that you were sold to well? My guess is that you will struggle to find a time when this was the case, and even if you find one example finding another will be even harder. And that, in itself, is as good a reason as any to start looking at your own sales team’s behaviour.

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

Coming next month

If there’s something you think we should be covering get in touch. Our details are on page three ��| CarDealerMag.co.uk

FEATURE

Automotive Influencers 2014

How Clear Is Your Finance?

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WE BELIEVE

BETTER VALUES WORTH ARE STILL

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