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December 2017 £3.99

CHRISTMAS COMES EARLY Referrals & Commission: money for nothing and cheques for free

A Festive Bonanza Giveaway

Over £1,850 of prizes to be won!

PLUS: ● Strikes, delays and dismay at the DVSA

● Christmas: a car is born ● The Budget ● Practical road safety ● Smarter road positions ● WIN in-car DAB

Be part of a great team at the AA & BSM

We’re looking for a full time trainer to help us develop our instructors in the North of the UK. Location: Field based. North

As the Driving Instructor Trainer, you will be responsible for facilitating development solutions for Approved Driving Instructors, Driving Instructor Trainers, Regional and Local Development roles.

Salary: Up to £32,000

The main aims for this role are :

Closing date: 23/12/2017

- Ensuring that all new and existing ADI’s are given the skills to run a successful franchise with AA or BSM

1 full time, permanent position. You must be willing to travel three to four days a week and will be required to stay overnight depending on location and business need.

Take the next step in your career today;

- Developing DIT Trainers, Trainees and Regional Development roles raising the standard of quality of training delivery across the country and will be charged with significantly increasing the overall Trainee pass rates for DVSA Parts 1, 2 and 3 tests.



WELCOME December, and you all know who’s coming to town and, if you listen carefully enough, you can probably hear the snow falling all around. Yes, the usual media moguls are forecasting the coldest winter for many a year, and increasing global warming will ironically deliver a frosty surprise, providing a crisp carpet beneath our feet and a glistening wonder to give our eyes a nostalgic Christmas treat. And I for one am looking forward to that sprinkling of snow, the essence of nostalgia to indulge the senses, as well as imbibing those generous portions of traditional festive fare of course. This time of year provides the opportunity to take stock, celebrate the successes and refuel for the year ahead, even if it does only seem like yesterday we were waking up with a New Year hangover. Time flies when you’re having fun, or it could just be that I am getting older and the days are getting shorter, a natural trick and the mindful equation of time over matter – a winning formula? Well, we have prizes aplenty for you to win this month. Yes, nearly £2,000 worth of goodies in our Christmas Bonanza Giveaway (p30), as

well as a new in-car DAB audio adapter that allows you to transform your car audion system to digital (p14) ! And all we ask in return is for you to help us to help you by completing our very short survey – just 2 minutes (p32). But before I sign-off and take Moley’s words from Wind In The Willows literally - ‘There is nothing, absolutely nothing, half so much worth doing as simply messing about…’ (yes, it’s pantomime season too - as if I get a break!) – we’d like to take the opportunity to thank all of you for your invaluable support over the last year. And I hope you’ll join me in providing good cheer to all the contributors who have provided the news, comments, help, ideas and expertise contained in these pages every month. So, as the cash slips through your hands faster than the ruddy-faced red suit skips through the night sky on the 24th, pause, relax and enjoy all that you have, and what is truly valuable. A very merry indulgent Christmas to you all. Paul Caddick Editor

Contributors Andrew Briscoe

A Tax onsultant for FBTC Accountancy Services with over 20 years’ experience.

Director and owner of award winning Accelerate Driver Training Solutions.

Rob Tillier

Dan Hill

Bill Lavender

Susan McCormack

John Farlam

30 yrs’ industry experience across all vehicles, and author of training books.

Experienced ADI, and managing director of Tri-Coaching Partnership tri-coach

Small business advisor, software developer, and married to an ADI.

Driver training consultant, and founder and director of SmartDriving

Intelligent Instructor 3

Contents MIRROR


Round up of news topics and stats that affect us, including investigating the driving examiners’ strike, Part 3 delays, reindeer apps, the Big Learner Relay and more

16 DEBATE Is diesel dead?



Just two years into a new career, Amanda Green is already winning industry awards




FEATURE Pt 2: There’ nothing wrong with earning extra money for little extra work, so why are so few ADIs making the most of the many referral schemes out there and counting the commission? Perhaps it’s time to sign up

30 CHRISTMAS BONANZA Over £1,800 worth of prizes up for grabs!


Bill Lavender sets out the essential points to cover in each area of driving discipline. This month, teaching pupils to drive on motorways


4 Intelligent Instructor


Sue McCormack continues her regular coaching guide to client centred learning and the National Standards


Team CONTACT US: IntelligentADI Intelligent Instructor T: 08451 308853



EDITOR: Paul Caddick M: 07855 625108 E: paul@

John Farlam helps you eliminate the top 10 test failures. - No:5 Positioning

46 SAFETY4SUCCESS Rob Tillier’s tried and tested solutions to novice crashes




Getting into the festive spirit of sharing peace, goodwill and few New Year incentives


FEATURE: What exactly was the first car? You may not have realised it was a Christmas baby, born many many years before Messrs Daimler & Benz drove into town

MOTORING EDITOR: Richard Dredge E: richard.dredge@ CONTRIBUTORS: Sue McCormack Bill Lavender Rob Tillier John Farlam Dan Hill


Motoring news, facts and figures

Spanish magic via Germany - the SEAT Ibiza


62 ASSOCIATION DIRECTORY Industry agencies, bodies, organisations and associations


C & A Mackie, smaller scale but fully focused

MARKETING MANAGER Anna Lewis M: 07701 041 897 E: anna@ ART DIRECTOR: Caroline Creighton-Metcalf



ADVERTISING MANAGER: Rachael Butler M: 07974 186 445 E: rachael@


For less than the price of a coffee a month! TURN TO PAGE 46...



PUBLISHER: Richard Storrs T: 0845 4747035 E: richard@ MANAGING DIRECTOR: James Evans

Disclaimer: The contents of this magazine are copyright Intelligent Instructor Ltd and may not be reproduced or transmitted, in any form in whole or in part, without written consent from the editor. Neither Intelligent Instructor Ltd nor its staff can be held responsible for the accuracy of the information herein or for any consequence arising from it.

Intelligent Instructor 5


All Out!

A change of fashions, or reminiscent of industrial disputes of the past?

The examiner's strike begins…

The Public and Commercial Services Union (PCS) issued formal notice of industrial action to the DVSA from the 23rd November. As well as a ‘work to rule’, they also called two one day strikes to coincide with the introduction of the new driving test on the 4th and 5th December. USE OF SATNAVS As we went to press, there appeared to be no resolution of the dispute in sight, with the DVSA accusing union members of going back on a deal three years ago that included a £3,000 pay rise. “The strike action is about a new standard employment contract that DVSA staff signed up to in 2014. In return for changes to their terms and conditions, they received a buy-out and a 3-year pay deal,’ according to the DVSA. “This contract was negotiated with the unions and agreed by staff in a ballot. Since then, PCS has opposed some aspects of 6 Intelligent Instructor

the contract.’ The DVSA also believe the union has raised the new test purely as another bargaining position: “PCS is now trying to link the dispute with health and safety risks of changes to the driving test.” However, the PCS union says that statement is misleading, and that the action is actually based on concerns outside of that settlement, including travel time proposals, and that the safety of examiners and the public around the new test have also arisen since the previous deal was settled. PULL UP ON THE RIGHT In response to the strike ballot announcement, DVSA Chief Executive, Gareth Llewellyn, described it as “pointless industrial action’, adding that it was “over an employment contract they convinced their members to overwhelmingly accept 3 years ago’, and that it “will not be understood by our customers’.

Gareth went on to say: “PCS’s shameful efforts to link the dispute to the new driving test in an attempt to broaden support for its unreasonable position, shows a total disregard for learner drivers, who have worked so hard to be ready to take their test.” To many, the union’s introduction of safety concerns around the new test seem like opportunism to give greater weight to their grievances. Carly Brookfield, DIA Chief Executive is disappointed by this addition, and believes it fails to consider the very real problems it causes to ADI and test candidates, "to score points in their wider dispute with DVSA, more so than out of genuine concern about the validity of the test changes”. And she goes on to point out that PCS “were involved heavily in the trial and consultation process, originally signalled their support for the proposed development and were given ample opportunity


to discuss concerns in that crucial consultation period.” But Justin Thomas, Industrial Officer for PCS, says there are genuine concerns over the new test and inadequate risk assessments, in particular the “dangerous manoeuvres not in the highway code”. He claims it’s a view supported by many ADIs, which has led to around 4,000 signing an online petition condemning the new test. However, the new test has been independently risk assessed by Royal Society for Prevention of Accidents (RoSPA), who concluded the changes and new test manoeuvres were ‘low risk’. THE TEST CENTRE But it is the working time and travel implications that were outside the agreement, which remain the central issue for union members. They dispute the DVSA’s stated view of the agreement in 2014, and are categorical that it was never a full and final settlement, and that it was no secret that a number of issues were left to be resolved between the two. “DVSA were supposed to negotiate a deal to resolve the travel time issues in the Ops grades. Whilst other Agencies in DfT did this, DVSA refused to negotiate until the time was almost up for talks,” says Justin. “This meant DVSA came in with a really hard line requiring our members to work up to 7 hours a week extra, for no pay. The 3k

they received for signing up to the new contract was for 3 years' pay settlement and for 2 extra hours per week on their working week”, and this represented "a 2% pay rise along with longer hours". They are also keen to emphasise that their members “are not going back on the agreement, but they want the part of the agreement that was never negotiated, settled”. The dispute also involves an issue highlighted in a European Court of Justice decision involving a Spanish security systems company, as Justin explains: “Workers without a workplace should count every journey as working time. PCS wants DVSA to make a simple decision; either our members have a workplace and they can start their day there, or they have no workplace and every journey is work,” describing DVSA’s approach as “a halfway house between these two positions that steps towards an Uber like mentality.” Since 2015, the union claims to have provided the DVSA with six workable solutions to the problems, including deducting the normal commute from the enforced extra travel. STOPPING DISTANCES Such is the feeling of discontent of PCS members with the DVSA, that 84% voted in favour of strike action. The very real umbrage felt by examiners and other support staff has been


exacerbated by the seeming unwillingness of the DVSA to even talk about a settlement over the last three years, and that it “is the attitude of the DVSA management that has led us to strike action.” 2,000 members are expected to take action, affecting around 200 workplaces, and leading to an estimated 14,000 tests being cancelled over the two days. COULD YOU TURN ON THE HEATER Unfortunately, with the new test start looming, it has left little time to find an amicable solution, whether this was a planned tactic or not. DVSA Chief Executive, Gareth Llewellyn, stated: “We have made PCS an improved offer to the one they accepted, but the union is deliberately misleading its members by claiming the better offer we have put to them requires staff to work longer for less, when it does precisely the opposite.” It now seems to be a battle of attrition and blame, and a lack of any meaningful dialogue. Looking to the longer term, the union said the “prospects are not good”, with the DVSA now “threatening our members with pay deductions if they work to their contracts”. Both sides appear to be using the new test as a blunt bargaining tool, if in different ways. But Justin is keen to emphasise that they made many positive gestures to the DVSA over the last three years, while the DVSA left it until the eleventh hour. “This dispute is entirely of DVSA’s, making it long and drawn out, and far from over”. Intelligent Instructor 7


PART 3 DELAYS The DVSA has announced further delays to the implementation of the new Driving Instructor Part 2 and Part 3 tests, due to the “Parliamentary approval process”. The earliest possible date is now 22nd December, but it could easily be delayed further. This places many PDIs in difficulty: they have trained for the new test and do not feel in a position to undergo the existing test; time is running out to complete the tests within the two-year set timescale after passing Part 1; and many of those on a trainee licence, valid for 6 months, are finding they need to apply for a new trainee licence in order to carry on teaching while they wait. All this has financial as well as emotional implications for the trainees. The problems led to questions over compensation

being asked of representatives of the DVSA at the recent DIA Conference (17th November), by both Smart Driving and RED Driving School. Ian McIntosh, CEO of RED, suggested the DVSA make a “magnanimous gesture” to compensate candidates; that new trainee licences should be “offered automatically, without

by saying that he had “given a commitment in October to a flexible approach to the 2-year licences on a case by case basis”, but added that it was “an automated process that takes a fee. He also stated that “the trainee licence has to be earned” and that he “personally wouldn’t want to go there” when talking about compensation. This is now the remit of his successor as Registrar, Jacqui Turland, who spoke to Intelligent Instructor clarifying the DVSA position, stating: “Any potential driving instructor who wants to change the date of their Part 3 test, as a result of the delays, can do so without any additional cost by contacting the customer support centre”. She added that PDIs can apply for another 6-month trainee licence, “but will need to explain why a further licence is necessary”, adding that “we have no powers to waive the fee.”


8 Intelligent Instructor

quibble” to those affected; that they be “free of charge”; and the PDIs should not “time out after 2 years” for reasons that are beyond their control. Ian added that such moves by the DVSA would “generate a lot of goodwill for people new to this industry, and that the industry needs”. Mark Magee, Head of DVSA’s Central Policy Team, responded


NEWS BITES Watch Out RUDOLPH Finland has launched a free mobile app making your drive through Lapland much safer. It provides real-time alerts of reindeer on the road when you are driving, or you can view live reindeer alerts on the map. The app, created by the Lapland Centre of Economical Development, sends you a gentle sound of a bell, like the ones Santa Claus’ Rudolf carries on his neck, when you approach an area where reindeer have been spotted. Reindeer warnings are registered to the system by more than 1,800 professional

drivers, truck-drivers, taxi-drivers and others, who traverse the roads of Lapland every day. If they spot a reindeer on the road, they submit the info by pushing the app and within seconds all app users approaching the same site will receive a warning. Porokello (Reindeer Bell) has already been downloaded 30,000 times in the run up to Christmas, and there are about 1,800 daily users so far. There were 3,470 reindeer accidents in 2016, and the goal is to halve reindeer accidents by 2020.


COSTS The UK’s local authority 'A' road network needs an immediate injection of £200 million to tackle the high-risk road sections, according to a new report from charity the Road Safety Foundation. For the first time, the Road Safety Foundation/Ageas UK

10 Intelligent Instructor

partnership has launched an interactive Road Crash Index ( showing the level of road safety improvement (or declining performance) in each county, and an opportunity to tweet or email relevant MPs to ask them to support road safety investment.

THE LIMIT One-third (32%) of motorists do not know what the motorway speed limit is, but 60% believe people drive too fast on them, according to Co-Op Insurance research. Furthermore, 31% of motorists think you can only drive on the motorway if aged 18 or over, and a further 4% think drivers need to be aged 21. RELIABLE FAILURE A third of the 1.2 million vehicles in the UK affected by the Volkswagen Group emissions scandal have yet to be fixed, more than two years on from the discovery. JAPANESE RELIABILITY The reputation of Japanese car manufacturers for world-leading reliability shows no sign of abating, according to the results of the latest What Car? reliability survey. Plaudits went to the Toyota Aygo, Honda Jazz and Lexus CT200h, which were reported to be fault-free by owners. CAR CONFIDENCE MG has announced 'ground breaking' 7-year/80,000 mile warranty on all new cars across their range.



A Conservative MP has told the Prime Minister, Theresa May, that driving instructors should be banned from having a sexual relationship with their students, in the same way that teachers are. Richard Graham fears young drivers might be at risk “of being groomed by predatory instructors”, raising a case from his Gloucester constituency that he'd been made aware of. The MP told the House of Commons that instructors who are in a position of trust should not be allowed to have sex with

NEWS BITES their students – regardless of if they are over-16. Such a move would place a similar legal position of responsibility as teachers. The prime minister commented: “I’m concerned to hear the case of this constituent that you have raised, and I recognise the position and the role that driving instructors play. “Can I say to him, I think this is something that I will ask the appropriate department to look at and to get in touch with him to get further details of his case.”

DEDICATED ADI EXAMINERS The DVSA have announced that it is creating a new team of examiners who’ll solely be conducting ADI qualifying tests and standards checks 5 days a week.

IDLE THREATS An idling engine produces twice as many emissions as an engine on the move, according to GEM Motoring Assist, which is calling on drivers to switch off engines when at a standstill. According to GEM road safety officer Neil Worth, idling your engine is not only against the law, but it also makes a significant contribution to the 40,000 air pollution-related deaths in the UK each year. 12 Intelligent Instructor

FORD FOCUS!? A 1980 Mk2 Ford Escort RS2000 has sold for £97,875 and a 1996 Ford Escort Cosworth Lux for £91,125, as '80s classics are snapped up by collectors in a profitable market. Earlier in the year a 1988 Ford Sierra Cosworth RS500 fetched £112,500.

“Idling means your car, van or truck pumps loads more carbon dioxide, carbon monoxide and other potentially harmful exhaust gases into the air. That’s why it’s an offence under section 42 of the Road Traffic Act 1988, as made clear by Rule 123 of the Highway Code. Leaving a vehicle engine running unnecessarily while stationary on a public road can land you with a £20 penalty charge notice.”

MOT REMINDERS You can now get a free annual MoT email or text message reminder 4 weeks before your car's MoT is due. Got to: www. and search MoT Reminders. FREE FLYERS First Car Academy, providing free e-learning for learners and new drivers, including videos, quizzes and prizes, is offering free flyers for ADIs to give out to their pupils. Just email uk with your name, address and quantity of flyers wanted.


MEETING THE NEED With over £72,000 raised so far from this year’s Big Learner Relay, these charity conscious ADIs have now raised over £300k in the last four years for Children In Need! It’s an incredible achievement, not least by the woman behind the whole idea and organisation, Louise Walsh. Her efforts have even been acknowledged by the Prime Minister by the award of The Points of Light Award.

“It’s a massive honour,” says Louise. “I have accepted the award on behalf of all driving instructors who have given their time and money, but most of all, trust and friendship over the last four years of relaying. Thank you everyone... see you in 2018!” 16 days, 3,000 miles, 178 top box passes, hundreds of ADIs and pupils, what could next year’s relay achieve with your help?

Picture of

INSURANCE MyFirstUK insurance and NextBase have joined forces to offer 30% cheaper insurance by installing a dashcam to provide evidence for any subsequent claims or counter claims. Their research found that young drivers are susceptible to blame in road collisions irrespective of fault, with 29% of drivers aged 18-25 either wrongly blamed or struggling to prove they weren’t at fault. Supporting these findings are the two most prominent concerns amongst young motorists; of those surveyed, 58% worried about avoiding other careless motorists, while 55% feared being falsely blamed for an accident. The growth of fraudulent insurance claims on UK roads

has been well documented, while young motorists are the worst affected, with policy premiums often exceeding £2,000. Richard Browning, Director at Nextbase, believes the partnership will “open up the roads to young drivers and help the age segment combat this stigma, whilst giving them the tools with which to protect themselves in the event of a collision for which they aren’t to blame.” 41 of the UK’s major insurers now accept in-car camera footage as part of an insurance claim, and many police forces are now trialling the use of dashcam footage as evidence against dangerous or criminal driving.



With the new driving test now a reality, the DVSA has provided a number of additional resources to help you prepare your pupils for the test. Handbook - You can now download a PDF version that you can also share with your pupils and their parents if you think this will help them. Go to: The Despatch Blog also has information on the new Bay Parking, Pulling Up On The Right and Independent Driving assessments. Videos – a number of videos show how the new manoeuvres will work in action. Go to: and search ‘driving test changes’. Marking Sheets - Also published are copies of the new DL25 and DT1 driving test marking sheets and guidance for driving examiners, which will help with understanding the changes and how they will be assessed by examiners on test. Go to and search Driving Test Marking Sheet, and and search DT1 Examiner Guidance. Intelligent Instructor 13



FRESH AIR A new study has found 44 UK towns and cities have dangerous levels of air pollution. The findings, discovered by researchers from the Royal College of Physicians, indicate levels of PM2.5 – microscopic particles suspended in the atmosphere – are over and above recommended levels in several urban areas. The World Health Organisation says PM2.5 levels shouldn’t exceed 10 micrograms per cubic metre of

SAT-NAF John Lewis has decided to no longer stock satnav systems in-store, selling them exclusively online.

air, but average concentrations of these particles in Glasgow and Scunthorpe were 16 micrograms per cubic metre in 2016, while mean levels in London, Leeds, Southampton and Salford were recorded at 15 micrograms per cubic metre over the same period. Excess concentrations of these particles is associated with a number of health conditions, including cardiovascular illness and respiratory ailments such as asthma.

The move comes as inbuilt and smartphone road maps become the norm. Once an essential accessory for new cars, satnavs are one of the items being left behind according to John Lewis’ annual retail report. Car manufacturers are increasingly equipping navigation as standard in their vehicles. Google Maps and other sat-nav applications on almost every smartphone is another factor in declining sat-nav sales.


Winner of the set of Xenon 150 headlamp bulbs: Robert Collins Don't miss out on this month's great competition opportunities!

14 Intelligent Instructor

A DAB HAND Who needs FM and AM when you can everything and more with DAB? In fact, if you believe the government, then you soon won’t get anything at all on the analogue wavebands, apart from the emergency services. What’s great about the new NextBase Adapt DAB 350 and 250 is that they convert your existing car radio to digital. In the box is everything you need, including a digital antenna to fit on the inside of your windscreen (they even provide the wipes to clean the surface before fixing). Fitting is simple, easy and fast, all clearly written up in the installation guide. The display is clear, controls intuitive, and it can be powered via the 12v plug provided, or hardwired into the fuse box with an available kit. Then switch on, let it scan, tune in, and you have a fully functioning DAB radio on the move. With the 350 model, you can even connect your phone via Bluetooth for your own music streaming or ‘hands free’ phone. A great solution to a pressing problem as digital replaces analogue. Now all you have to do is choose your station! Tune in and don't drop out. Go to: RRP: 250/350 - £99/£129
















Tel: 0141 423 8555 and 0141 776 7600 Email: Web: Hamilton Robertson Insurance Brokers Ltd, t/a C & A Mackie Insurance are authorised and regulated by the Financial Conduct Authority




Diesel has enjoyed a rapid rise to fame. In 1994 only 7% of the UK car fleet was diesel. Following changes in road tax to a CO2 based system in the early 2000s, they now account for almost 50% of the passenger cars on the road. But this trend is in full reverse. Awareness of DOMINIC PHINN diesel’s negative effect on Business health is widespread – Coordinator, Clean Air Client Earth combined with the increasing number of affordable, practical, desirable electric and hybrid alternatives, and with much-needed restrictions on diesel vehicles on the horizon. This trend is good news for health - but more immediate action is needed if we are to tackle the air pollution that contributes to the equivalent of 40,000 premature deaths a year in the UK. National air quality objectives are broken in 278 of the 391 local authorities in the UK, leaving millions of people exposed to toxic air pollution. This is a national problem that requires a national solution, and we need to see stronger leadership from central government - certainly far more than is committed in the recent lacklustre Air Quality Plan. Measures should include a national network of charging clean air zones, financial support to take the most polluting vehicles off our roads and a targeted scrappage scheme, partially funded by the automotive manufacturers who helped us get into this mess. Diesel’s days are numbered, but to ensure people are breathing clean air now, and not in 2040, it’s time for the government to step up and accelerate the transition. 16 Intelligent Instructor

The death of diesel, just like the much-vaunted death of the speed camera, still seems a long way off. The huge numbers of diesel vehicles on the road will take years to replace. Factor in the clear advantages in terms of range and power, particularly for larger vehicles, and viable NEIL GREIG alternatives look pretty thin Policy & Research on the ground right now. Director, IAM RoadSmart In the recent budget the government signposted pricing oil burners off the roads. However, it was subtle, because outside urban areas, diesel cars and vans are essential to service the economy of our towns and city centres. Diesel is still the answer if your mileage is high and most often takes place on motorways. But drivers researching their next car will now find a bewildering array of emissions information as they make sure they really do deliver the lower levels of toxic emissions that meet the Euro 6 standard. So, we will have to learn our WLTPs from our RDEs! The main threat to diesels will come from the governments’ decision to make air quality a local issue. This could lead to every city adopting different standards, different charges or different permits. But we want much clearer research on the health issues caused by diesels. For example, dust from brakes and road surfaces is actually a bigger particulate problem than what comes out of the exhaust pipe! Only with balanced research can we make truly informed decisions about the future of this important fuel, and whether it really has to move on.

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FINDING YOUR ROAD TO SUCCESS! What is ADIT? The Association of Driving Instructor Trainers (ADIT) is an association of like-minded, experienced and independent ADI Trainers who have come together to provide an industry-leading standard of training expertise for ADIs and PDIs

For ADIs, PDIs and ADI Trainers

We have members across England, Scotland and Wales

Are you an ADI or PDI looking to: • Access quality driving instructor training for parts 1, 2 or 3? • Join a reputable, well established driving school? • Develop and grow your own driving school? • Receive excellent Standards Check training? • Train your own driving instructors? Find an ADIT Approved Trainer in Your Region

The Association of Driving Instructor Trainers can help To find a recommended ADIT Trainer or driving school franchise local to you, please visit our website at: or call 0333 772 0642 where an experienced member of staff will be happy to help you Already an ADI Trainer? Become a member of The Association of Driving Instructor Trainers (ADIT) For details please email Helen at:

Look Who’s Talking


The Learner Driver Week’s ‘Driving Instructor of the Year’ was born and spent all her life around St Albans. Growing up as a twin, she has a deep understanding of the problems caused by competition, peer pressure and rivalry amongst young people, especially siblings: “I found that my teachers always compared me and my twin sister. In the end, I didn’t try very hard as she was always smarter than me. I left school at 16.” So, when she gave birth to twin daughters herself, she was determined that she didn’t make the same mistakes: “When my daughters went to school I ensured that they were split up and always had two separate consultation evenings so that they could be independent and not compared to each other.” Treating every pupil as an individual is a central theme in her teaching style, empowering them and inspiring them to learn 18 Intelligent Instructor

for themselves, restoring self-belief and building the right attitude behind the wheel: “Use a clientcentred approach. Everyone learns in different ways, so it’s important to find out what works best for your student,” adding “we have to do more than just teach them to drive; we need to educate them in all aspects of road safety.”

I learned to drive at 17… 15 lessons, £9 per hour. Half-hour test. I was the first in my family to pass their test, we never had a family car growing up. My dad immediately took me to look at cars and bought me a red Cortina. I hated it – too big! It was more for him, so once I saved up, I bought a Volkswagen Polo. I didn’t want to work 9-5 with only 20 days’ holiday… I worked in a school as a Teaching


Assistant for many years, and I loved the teaching aspect of the job. When my daughters turned 17 they started having driving lessons. I would take them out each day alongside their lessons and really enjoyed teaching them to drive. I would never have considered becoming a driving instructor if they hadn’t started lessons. Driving instructor training is very thorough… but ADIs need ongoing training to ensure they maintain a high standard. As for the financial reward, you can earn a good wage, whether it’s with a franchise or independent. I’m a franchisee, paying a low fee and get so much help and support that I wouldn’t get if I was independent. It’s more rewarding than I expected… I am genuinely so pleased for my students once they pass their test, and my diary is full. New drivers are at a greater risk… it’s essential that young drivers are made aware of the dangers and consequences of their actions so that they’re more prepared once they become independent drivers. We have to do more than just teach them to drive, we need to educate them in all aspects of road safety. ADI of the year… I was so surprised, I haven’t been in the industry for very long! One of my students saw the competition on Marmalade’s ‘Learner Driver Week’, and nominated me for teaching her in the midst of a difficult situation – her husband was facing a double lung transplant, and she had to learn because of, and despite of, that stressful, anxious time. I felt very privileged to have even been nominated for the award, let alone to have won it. I’ve worked really hard with my training so it’s a lovely reward for the time I have dedicated to my new career. Too many drivers are taking risks... we must teach defensive driving, which is all about giving yourself time to react to situations, looking well ahead and planning for any potential hazard early.

“A DI S NEED ONGOING TRAINING TO ENSURE THEY MAINTAIN HIGH STANDARDS” Pass Plus should be compulsory… there are so many people who avoid driving on motorways, at night-time and down country lanes. It would make them more confident and safer if they learnt how to drive them safely. The new test will produce safer drivers… I’ve already been teaching my students to pull up on the right and use a SatNav so they understand it and are safely confident in all aspects of everyday driving. The new Part 3 is all about being clientcentred and really getting the pupil involved in what they want to learn and how they want to learn it. It’s a really positive thing. Make road safety part of the school curriculum… cycling proficiency should be free and compulsory. Representatives from the police force, the fire department and even the local lollipop man/lady should go into schools and talk about road safety to children from a young age. Driving instructors could also go into secondary schools, talk to the students and help them see things from the perspective of a driver and how to be more visible to drivers. The earlier you start teaching road safety, the fewer accidents will happen. Don’t teach a student to pass a test... that’s my advice to new and, existing, ADIs. Yes, it’s hard sometimes, students want to pass as quickly as possible with little expense, but we must teach them how to be a safe driver for life. Teach them using a client-centred approach. Also join any local driving instructor groups for support and advice, keeping you up to date and to avoid feeling isolated. Driverless cars are a good idea… reducing the number of road traffic accidents, easing congestion and cutting down pollution. However, I’d be out of a job, and I certainly wouldn’t be one of the first to rush out and buy one!. Intelligent Instructor 19




HAVING YOUR CAKE AND EATING IT PT:2 Earning commission from referrals can be a very lucrative move for the savvy ADI, and requires little effort, time or thought Last month we introduced the idea of earning extra cash from commissions through referrals to your pupils. What’s surprising is that so few ADIs are taking up this option of improving their income for very little effort on their part, but hopefully we can dispel some of the myths and worries, and encourage more of you to utilise these schemes, because they can be useful to both you and your pupils.


The ADI is regarded as the 20 Intelligent Instructor

driving professional, and expected to have a wide knowledge of everything involved with learning to drive, road safety and motoring in general. For a professional ADI, the more you can help your pupils, and advise their parents too, the more effective you can be at your job. It is also a brilliant way to improve your reputation and raise your profile in the local community, not to mention aiding your marketing potential and referral power. “Our referral programs can greatly benefit

both ADIs and pupils, unlocking an extra revenue stream for the ADI, whilst providing the pupils with one of the best theory test apps on the market today,” explains Craig Johnson, Managing Director, Driving Test Success (DTS). “What’s more, they’re [ADIs] seen to be ‘going the extra mile’ for their pupils; supporting them through the whole ‘learning experience’, not just the hour they spend in the car with them, which in turn means their pupils will be more likely to refer them to their


“It has worked for my franchise, my instructors and, most of all, our pupils…and their parents” ADI the virtues of learning with you by simply asking them to pass on your personal ID code. Remember, most people that received a good product and service are willing to refer it, so don’t be afraid to ask them to!


You'd be daft not to do the maths

friends, therefore bringing in extra bookings. For example, 83% of consumers are willing to refer after a positive experience, and this could be the case for ADIs when they help their pupil with all aspects of learning to drive.” That’s according to research by Texas Tech, though they add that only 29% actually do. This problem has an easy solution: the please and thank you formula; you are providing holistic information to becoming a driver, they appreciate this, so encourage them to extoll

While the companies themselves are always going to extoll the virtues of referral schemes and may be a little biased, they do make plenty of valid points. “Young people at the start of their driving career often don’t know where to turn for advice, so it’s natural for them to ask questions of their driving instructors,” says Nick Moger, founder of Marmalade Insurance at Marmalade Network. “But of course, instructors should not be pushing their pupils to buy any particular products.” In Marmalade’s case, as with many, the ADI is just expected to pass on a small, generally informative booklet for young drivers and their parents. You are not a salesperson, but rather a professional offering the benefit of your expert knowledge, and giving appropriate advice and understanding on products and services connected to your specialist area of driving. And while you can potentially earn commission from some providers, there should be more to it than that. “For us, having the support of an ADI speaks

volumes about our product. It’s greatly important,” explains Paul Vickers, Online Marketing Manager, Collingwood Insurance. “They have a close relationship with their students and understand their individual needs”. ADIs asked about this on Marmalade's Facebook group are of the same opinion: “I see it as an additional service that an ADI can offer to add that extra bit of professionalism for their own business.” said one, while another stated: “I do not see it as cheap labour, you are not asking the ADI to turn this into a job, it’s pretty much just handing out a leaflet that can be given in a starter pack, or on the day the driving test is passed.” As Ian Hunter, Managing Director for Mastercover Insurance, makes clear: “The focus should absolutely be on helping the pupils get the right policy at the right price,” and that “there should not be a focus on the driving instructor selling insurance, as they are not authorised to do so.”


The service provided by ADIs is also valuable in helping companies better understand their market, the trends and the demands of the consumer. Regular feedback from the ADI gives a valuable insight into what the learner driver, their parents and the newly qualified want, expect and need. As Paul Intelligent Instructor 21


at Collingwood puts it: “We take feedback from ADIs on board and use that to improve our scheme and ultimately increase the number of sales generated”. Alongside gaining a better picture of what the learner and young driver requires, the feedback can also help improve understanding all round, and that includes the needs of ADIs. All the companies we spoke to only see the relationship with ADIs growing. “The learner market is very fertile for any business,” notes Nick at Marmalade Network. “The limiting factor is always how much effort companies are prepared to put into understanding the needs of the market and building relationships on the foundation of mutual benefit and trust.” Trust by the ADI seems to be an important factor that stops many getting involved. Is it fair to sell third party products to pupils within a closed

environment? Are the products really going to benefit the pupil? Are companies just using the ADI as a cheap marketing tool without any real responsibility? “Not at all,” is the response from Craig Johnson at DTS. “As long as the ADI trusts the product and has the full belief that this will benefit their pupil’s learning, then they have no reason to feel they are taking advantage of their pupils. They’re simply providing a recommendation to a product or service they feel passionate about. The only time I disagree with this is if an ADI chooses to promote a lower quality product over its superior, purely for better financial gain.” And if this is the case, then often the ADI is only going to damage their reputation and the chances of that pupil referring them as an ADI to their friends.

are ways ADIs can complement their teaching earnings, and all without leaving the passenger seat or booking any extra hours. A few of the deals currently on offer are shown below, but they are not alone, and there are many similar deals out there that you can make the most of to boost earnings and make savings through little effort on your part. In fact, all you have to do is sign up to get your unique referral code, then tell someone about the product or service and give them your number – they often get a discount too! If you are a savvy business person, you can approach companies and businesses, particularly local enterprises and car dealerships, and draw up similar types of referral deals unique to you and your business.


A valuable part of your business is your grasp of everything to do with driving, from the best types of tyres to buy for a car, or different insurance options your customers should consider, right through to revision aids for the Highway Code or the most appropriate choices of car for a new driver. As part of providing this extra advice to your customers, you can include examples of products and services by handing out cards or leaflets, perhaps as part of the learner starter pack, or new driver pass pack, and without any ‘selling’ involved at all. As Marc Loud, owner of Park Insure puts it: “I would say you’d be completely mad not to take advantage because it can be as simple as passing on a leaflet, and could give a

What all this shows is that there

“A n additional service that an ADI can offer to add that extra bit of professionalism” ADI You'll discover a new realm of cash bonuses

22 Intelligent Instructor


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very good income”. Your ‘captive audience’ generally respects and seeks your professional opinion, they are all ears to your suggestions. So why not expand the way you use your professional knowledge and expertise by making suggestions and raising awareness, opening their eyes to new possibilities while giving them beneficial information and leads? “We see it as a win win situation for everyone – we receive the business, the pupils receive a discount and the instructor receives an affiliate fee,” says Helen Farrar from Collingwood Insurance. “There is no limit to how much an ADI can earn. Those that actively engage with their learners/ parents/ supporters and are encouraging private practice do well from the scheme with very little effort, largely by handing out our free 24 Intelligent Instructor

promotional material, having coded banners on their website and also cascading information on social media.” It is that same story from all those we spoke to running such schemes. Perhaps the most developed overall package and ‘membership’ package is Marmalade’s ‘Network’ scheme. “It has been set up specifically to support and reward driving instructors. They can access a huge range of reduced price benefits chosen specifically to help them in their business as well as enhance their income,” comments Suzy Walsh, Marmalade’s Network Manager. “All we ask is they hand out our ‘Young Driver’ booklet so that pupils and their parents then have access to information about the various products available.” She adds: “The scheme has become much more focused now that it has

dedicated team working solely with ADIs. It has grown steadily as more ADIs have engaged with us, and got to know and trust us.” More than this, the ‘Network’ membership provides PDIs and ADIs with “access to whatever help they need, whether that be legal advice, support regarding DVSA developments or standard check tests. So, whatever an instructor’s driving related problem is, we can help.” Marmalade Network believes that the ADI is fundamental in the process of developing safe young drivers, but not just in teaching them how to be responsible drivers, but also encouraging other aspects of safety including more supervised driving before they take the test, ensuring appropriate insurance cover whilst learning, practicing and as full licence holders, and that

SIGNAL It takes a lot less effort to get such income streams off the ground

young drivers purchase cars that are modern and safer. Of course, they’d like to encourage young drivers to use their services, but they are keen to emphasise that the booklet works to encourage wider thinking and discussion by pupils and parents, as well as stimulating conversations with the instructor too.

…3, 2, 1…

Overall, instructors said that the schemes they were affiliated with were simple to register with and use, and that the initial and ongoing process had not put them off. In fact, many were registered with two or three schemes – there is no limit, so why not sign up to as many as possible and make them part of a pack you give all your pupils? For most of the referral schemes, it is very easy to set up, either online or by making a

“I've never had any bad feedback…a positive for both me and my pupils” ADI simple phone call. Usually an account is registered in the instructor’s name, they are given a unique referral code, and their bank details are put on file and a direct payment system is put in place so that commission is paid monthly, and directly into the participating ADI’s bank account. For just a few minutes of your time, you could be rewarded with anything from £25 to £50 per referral; that really is a fairly good rate of pay. If you go into more detail, suggest an array of different options, ideas or providers, then the better the service you are providing them with. And if you have signed up to schemes with various competing providers, the chance of getting paid for the extra advice rises.


It was great to hear that many of the instructors involved did so to enhance the service they offered to their customers and parents, widening their services as road safety and training professionals. Young pupils often have no idea about insurance, the best type of car to look at after passing, or how to go about keeping the car in the best condition for safe use. They need help, and their parents often require assistance too, so while it is an opportunity to add to your income stream, this type of information provision should probably become an integral

part of the complete service we offer. As Mastercover’s Ian Hunter points out: “I think ADIs need to try look at this from a different perspective. They should not look at it as only a way of earning money or selling an insurance policy, they should be looking at it as a way of helping their pupils to get some free advice and possibly make a saving,” adding that “If the ADI happens to get rewarded for this by way of a thank you payment, then everybody wins.” Nearly all instructors made it clear to pupils and/or parents, that they should do their own research. It’s about pointing customers in the right direction, providing food for thought and giving guidance on what to look for and the various options available on the open market, and part and parcel of teaching ‘safe driving for life’. What’s more, all those who are involved in such referral schemes say it provides an easy and ‘welcome bonus’ to their earnings. However, it remains a largely untapped income stream that provides a marketing boost to your business. So, what better way to start the New Year, than with an early Christmas present? Thanks to:;;;;; Intelligent Instructor 25


All systems


Don' take our word for it. Here are are just a few of the deals you could sign up to today e Services d Flux Insuranc Name: AdrianLearner Drivers/Short Perio Referrals for: ers Cover for learn ount: £50 per 12-month r short Commission am r learner drive policy, £25 pe y lic ional business period po aterial: Promot Promotional m spoke reference number cards with a beion: 0330 1230914 More informat dealers@adria

Name: CA Cars Referrals for: New and used Commission am cars More informat ount: £25 per new custom ion: www.caca er

iver Insurance ood Learner Dr ken Ta y Name: Collingw lic Each New Po Referrals for: ount: £20 for each new on all am n 0 discount Commissio r your pupil £2 count referral (and fo policies and up to £20 dis new short term nt short term policies de) on all subseque n using unique discount co purchased wheaterial: Referral Cards, Private Promotional mCards, Essential Guides to ded to Appointment e Banners, Option to be ad Practice, Onlinctor page. Find An Instru ion: www. o More - use prom 0 for collingwoodin when registering and get £5 code INTEL17 rral your first refe

Name: Driving Referrals ll products Commission am Promotional m ount: 7% A new affiliate aterial: 2018, so watc scheme is being launched early More informath this space! www.drivingteion: /affiliate

④ 26 Intelligent Instructor

Name: FBTC Referrals for: Self-employe Commission am d Two months fre ount: and the new m e for referrer (worth £60) starter deal (£ ember gets a 4-month fre e More informat 120 discount). ion: 0344 984 2515

⑤ d de Network Lt Name: Marmala r: fo ls rra Refe ucts etc. Insurance prod ount: am n io iss m m Co s £250 from £15 up to aterial: Booklet and Leaflet Promotional mion: More informat www.marmala 0333 323 2615

Name: Mastercover Insurance Referrals for:Young & New Driver Insurance Commission amount: £30.00 Promotional material: Cards & leaflets to pass to pupils with their unique reference on. More information:

surance Name: Park In oung driver insurance r:Y fo ls rra fe Re ount: age Commission am ferral on aver £20.00 per re aterial: m l Promotiona s Business card ion: More www.parkins 0117 9556835

Name: Tri-Coaching Partnership Referrals for: Instructor training and ADI courses Commission amount: £5 for training day, £30 online course, £52 for BTEC 4, £165 for a full driving instructor training package More information:

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Marmalade Foundation to give free lessons to


Marmalade is renowned for developing car and insurance products that help young drivers get on the road in a safe, straightforward and affordable way, and it now wants to help deserving youngsters learn to drive via its latest initiative, ‘Helping Deserving Drivers’ (HDD).

Who will benefit from this programme?

Deserving drivers must be aged 17 to 25 and

otherwise unable to afford driving lessons. These young people will be living with challenges, for instance as young carers or have special physical, educational or emotional needs. It’s hoped they’ll be put forward either by instructors with first hand knowledge of their situation or by charitable organisations that specialise in helping young people, and will be chosen either on individual merit or because

1. *Marmalade Foundation, company number 08675052 2. Marmalade Network Limited is a wholly owned subsidiary of Marmalade Ltd, specialising in supporting approved driving instructors.

NICK MOGER Marmalade Foundation

they’ll benefit their community. What each young person nominated to the scheme will have in common is that becoming mobile will make a real difference to their lives!

How many places will be available each year?

Our goal is to be able to fund lessons for 50 young people in the first year but of course this will depend on how much money is raised.

I’m an ADI and want to help, what’s the process?

If you know a young person who meets the HDD criteria and you’re prepared to go that extra mile to help, then firstly contact staff at Marmalade Network (contact details below) for an application form for the young person to complete. Starting in January 2017, applications will be presented to a judging panel comprised of representatives from Marmalade, a member of the ADINJC and Driving Instructor Trainers who will make their selection. Once a young person has been chosen, £1,125 will be allocated to an instructor to help cover the overall cost of driving lessons. This will be made up of an initial payment with installments spread evenly over the course of the lessons. Close contact will be maintained throughout between the ADI, the pupil and a panel member.

What about the small print?

An agreement is being drafted that sets out terms between Instructors and the Foundation, but one important condition of taking on a pupil is that the instructor agrees to see them through to the test no matter how many lessons are needed, with the outcome being that they pass at the highest standard possible.

How is HDD going to be funded?

HDD will initially be funded by the Marmalade Foundation. Marmalade Foundation* is a Community Interest Company set up in 2013 to carry out charitable works, and it’s going to contribute £1,125 every month to HDD. It will also raise funds from Marmalade Network, a commission based referral scheme for ADIs who tell pupils about Marmalade’s products. Staff at Marmalade Network found

that some instructors weren’t happy accepting commission for one reason or another, so Marmalade changed the system. Now instructors can either have commission paid direct to them or forego it if they prefer to. If an instructor registered with the Network foregoes commission, any funds that would have been earned will go to the Marmalade Foundation to boost the HDD scheme.

Instructors can earn commission on each of Marmalade’s five products:

Learner Driver insurance earns an ADI £25 Black Box insurance earns £50 ● Named Young Driver Insurance earns £80 ● Student Driver insurance earns £15 ● Cars for Young Drivers earns £250. ● ●

In addition to Marmalade’s funding, HDD founders have also approached several organisations to gauge interest in the venture and the response has been overwhelmingly positive with many pledges of financial help.

What do ADIs think?

“This does masses to reinforce Marmalade as a caring and leading insurance provider in the market place. It will help immensely in getting my customers to understand that Marmalade really does care about Young Driver Safety. It fits perfectly with the accelerate philosophy and values.” Rob Tillier, Founder/Director, Accelerate Driver Training

A few words from the Chairman

Nick Moger says “2018 is going to be a really exciting year for Marmalade! We are launching a fantastic initiative ‘Helping Deserving Drivers’ that’s very close to my heart. We are also looking forward to strengthening our association with the ADINJC, an organisation I have long held the greatest respect for.”. TO FIND OUT MORE about Helping Deserving Drivers: T: 0333 323 2615 E: info@ TO REGISTER WITH Marmalade Network, visit TO FIND OUT MORE about Marmalade Foundation, visit www.marmaladenetwork.

Intelligent Instructor 29


The BIG Christmas


ALL OF THESE !!!!!! To be

in with a chan ce of winning, all you need to do is go to ww intelligentinst w., an d take part in a very shor t survey (2 min ut help us help yo es) that will u. It’s as easy as that, and home a prize w you could be taking orth over £1,8 50 smackeroonie s!!!

We’ve teamed up with a some of the biggest names and companies JUST GO ONLI in the industry to bring you some intelligentinst NE AT ructor. great ideas for your Christmas wish-list or work! And one lucky reader will win them all, in our big festivefantastic giveaway, WORTH OVER £1,850!

RRP: £129.99 Nextbase are the UK’s bestselling dash cams, with a Which Best Buy Award, and claiming over 80% of the market. No wonder they expect to sell five dashcams every minute in December. The top of the range 412GW has a brilliant magnetic ‘click-and-go’ mount allowing you to quickly and easily remove the dashcam from its mount without unplugging any cables. You are provided both with a suction cup mount for the windscreen, or a more permanent adhesive version. Plenty of cable is supplied, and you can either plug into your adapter socket, or simply hard wire into the fuse box (a 30 Intelligent Instructor

You could


simple kit’s available). There are touch-sensitive buttons making operation smoother, and LEDs light up when you touch them. There’s also a Quad HD 1440P lens and recording resolution providing super hi-res images. It’s also Wi-Fi enabled so you can download, review and stream via your mobile or tablet using a dedicated app. But you also get a 3” LED screen on the back of the camera for easy use, and the time and date are found automatically via GPS. A 32GB SD card is enough for four hours of recording at the top quality. The oldest files will be

overwritten when the card is full, so just make sure you save and download what you want. The image quality is extremely good, particularly in daylight. It’s solidly built, and the ‘Click&Go’ mount is a great idea. Wi-Fi is essential for us, and the latest firmware gives you options to simpy adjust and edit images. It’s a great dashcam, high quality, user-friendly and probably Santa’s choice for navigation equipment.


RRP: £159.50 A simple and highly effective tuition aid that gives pupils an instantaneous, modern and real understanding of the forces that govern safe driving. Based on original idea used by Sir Jackie Stewart in his ‘70s ‘Formula Finesse’ courses of driver training, this new and refined device provides accurate measurement of ‘pitch and lean’ caused by the g-forces from braking, accelerating and cornering. The target LEDs allow the pupil and the instructor to instantly see the levels of force being created by driving style and actions. This can then be used to instigate and enable greater communication and discussion of appropriate driving

You could

WIN ME! RRP: £250 per year Smart Driving Standards Check Success RRP: £49.95 Driving Digital: Promises to provide all the essentials to make your business and teaching modern, user friendly, efficient and effective. From your online presence before you meet, to the tools you use in-car, to the materials you provide between lessons, it gives you and your pupils, easy to use resources. There’s pupil progress tracking, modern 3D ‘draw on’ briefings, auto social media posting, as well

style, safe speed and forward planning behind the wheel, and provides the opportunity to witness immediate results and improvements on lesson. The impulse to beat the system by adjusting driving style appropriately is a great incentive and, backed up with educational discussion, it can be a real winner for driver safety and better driving techniques. Used by the Ambulance Service and high performance driver trainers, this solid, well-engineered piece of kit should be a standard tool for any driver trainer, helping you target real lifelong safe driving in pupils. Unwrap a surprising helper this Christmas.

as email and marketing tools. Standards Check: A new online service helping you prepare for the Standards Check, claiming you’ll not only pass the assessment, but you can achieve top marks and Grade A status. There are over 45 videos with revision notes, examples and information covering all of the areas assessed . It also includes an extensive, written manual, covering all aspects of lesson structure, delivery and CCL. It covers the 17 competencies assessed in the Standards Check, with explanations and examples of each, and there’s even a ‘frequently asked questions’ section. Fairly comprehensive then, and you even get a “pass Guarantee”! Now that’s a present that never disappoints!

1 Year Membership: £360 You could


As all self-employed people will tell you, keeping on top of your accounts and filing your tax returns is annoying, often confusing, and usually quite a stressful occupation on its own, let alone then getting out and about doing your day job of teaching people to drive. FBTC professionally compiles and presents your accounts to HMRC, utilising the information you provide using their straightforward online ‘Cash book system’. They ensure that all deadlines are met, guiding your business through continually changing tax legislation and providing the support you need to run a competitive business. FBTC will file your annual tax return with HMRC and deal with all communications with them on your behalf, including any investigations. But more than just helping and filing accounts, FBTC can offer all sorts of business support and advice, helping with everything from business plans and loan applications, through to mortgages. It really can bring peace of mind and reduce the financial stress this Christmas and beyond. (Terms & conditions apply)

Intelligent Instructor 31

You could

£100 voucher The UK’s largest driving instructor insurance provider, Waveney Group Schemes is part of the Towergate Group, and a specialist driving instructor insurance for ADIs and PDIs. Cover includes benefits such as: Any Driver Cover - allowing you to teach any licensed driver on the road, irrespective of previous driving experience or

other risk factors. This also allows the examiner to drive; Replacement Dual Control Vehicle - they can supply you with a guaranteed dual control replacement car within 24 hours to enable you to continue teaching and sit any prebooked driving tests; Negligent Tuition Cover - protects you and your business against a claim brought against you due to an

WIN ME! injury suffered by your pupil through some negligence on your part. It also protects any other instructor to whom you have provided a vehicle which is insured under your policy; Driving Off Road Driver Aged 14+ - allows you to teach off road, to pupils who are aged 14 or over. Advanced driving lessons for Santa then?

You could


RRP: £99.99 AlcoSense Excel – the gift of safety this Christmas How do you make sure that you don’t have a student in your car who still has alcohol in their system from the night before? The answer might be to buy a pocket-sized device called the AlcoSense Excel (£99.99) and test them before they set off! It’s a breathalyser that has an extremely accurate fuel-cell sensor used by several UK police forces and a colour screen clearly showing the level of alcohol in their system. The backlit blow tube receptor is perfect for use on dark mornings or evenings and the readings are automatically fine-tuned according to the temperature. It is manufactured according to British Standard ISO13485, the benchmark in medical device quality systems. There’s even an annual after-care re-calibration test to 32 Intelligent Instructor

You could

WIN ME! ensure its products continue to work at factoryset accuracy levels year-round. The sharp ergonomic design, provides clear colour coded on-screen results, which can be adjusted to suit any drink-drive limits in the world. There are also recalibration reminders and previous result modes. This is both a great teaching aid and a responsible driver tool, and particularly pertinent during the festive party season. So, this December, ensure that your students have a happy, not a ‘merry’ Christmas on the roads!

RRP: £4.99 x 50!! A comprehensive, easy to read, fact filled guide for all new drivers. The A5 annual booklet guides the reader though everything they need to know to get on the road, and stay on the road safe and sound. It features advice on topics such as how to choose the right instructor (you obviously), preparing for tests, insurance, buying a car, post-test driving and training. It covers most of the questions driving poses for the uninitiated in a bright young and colourful style. A great present for your successful pupils at Christmas, or any other day of the year.


You could

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HONOR CLEMENT-HAYES Road Safety Writer, ingenie

FACING DRIVING FEARS The ingenie community shares its driving fears, from learning to independence For Halloween, ingenie focused on something really, really scary: the anxieties young drivers feel about facing the road alone. The road safety world talks about the danger and financial pressures young drivers face all the time, but it doesn’t discuss how they feel about it. Spoiler: they feel scared. We asked our drivers to share those fears so we can all start talking about driving anxiety more.


The biggest fear for learners overall is – no surprise – failing the driving test. However, when you split by gender, female drivers are much more afraid of making other drivers angry than male drivers are of failing the test, which remains their biggest fear. Crashing is low on the list of fears for both (far below stalling!), which is perhaps fair: you probably shouldn’t feel in danger while you’re with your instructor. On the other hand, maybe the reality and gravity of being in charge of a potentially deadly weapon 34 Intelligent Instructor

should be felt a little more. Interestingly, only 2% of girls are afraid of how much learning to drive costs, while 13% of boys put that as their biggest fear. There may be less financial support offered to young male drivers, which is a negative bias parents should be aware of.


For newly-qualified drivers at the age of 17, the biggest fear is hurting someone. Past that though, every other age group is most afraid of danger from other drivers, except for 20-year-olds, who most fear losing their licence. So, the prevailing feeling is that other drivers are the biggest danger on the road. A recent study at James Cook University in Australia showed that most drivers don’t believe they have control over whether they get into a crash or not – but they do think they have control over getting points on their licence. We can’t control how other drivers behave but we can control how we react; too many drivers are not taking responsibility for their own

O a


safety. Perhaps drivers would feel less afraid if they did – something we’ll be keeping in mind.

FEAR IS... “Parking in really busy places. Parallel parking is impossible when you’re nervous and rushing!” “Drivers being unpredictable is scary, I wish we were all a bit more consistent.” “Driving on the motorway between lorries. I wish they had their own lane lol.” “Driving on new roads and in new places by myself.” “People getting too close to my car and beeping at me when I am doing 20mph in a 20 zone. It gets very intimidating and makes me not want to drive”



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Teaching Targets

BILL LAVENDER Training Expert

Teaching in the fast lane Blue signed, high speed, multi-laned, hard shouldered: are you and your pupils ready for the motorway? Driving lessons with an Approved Driving Instructor (ADI) in a car with dual controls on a motorway are likely to begin in the first-half of 2018. Currently, motorway driving is one of the six practical in-car modules within the voluntary, underutilised post-test 'Pass Plus' scheme. However, in some parts of the country, motorway access will be several hours away. In these cases, the module is covered in theory, with the student being left to follow up with practical experience as soon as possible afterwards. However, you may onsider using some dual carriageways, which can be very 36 Intelligent Instructor

similar in character: high-speed, multi-lane, with slip roads on and off. You must decide if your pupil is competent enough to take motorway lessons.


1 - ABSENCE OF A NUMBER OF HAZARDS Motorways are the safest roads because of the absence of: ● pedestrians and cyclists ● oncoming traffic and vehicles turning right ● roundabouts Coaching Exercise Ask your student: ● what makes motorway roads different from all other roads?

Confirm that the absence of pedestrians, cyclists, oncoming and right turning traffic results in fewer collisions, making this kind of road the safest. While high speed dual carriageways are similar, some differences will need consideration. Ask your student what these are. Answers include: ● Slip roads for joining and leaving the motorway, that are not always present on multilane dual carriageways ● The limited opportunities for refuelling and refreshments ● The dangers of stopping on the hard shoulder in an emergency ● The legal restrictions on the types of vehicles permitted


to use the motorway 2 - POSITIVE DRIVING SKILLS Defensive driving: ● effective observation and ● good anticipation Introduce this section as: 1 Joining the motorway (Use of the Mirror(s), Signal, Manoeuvre routine) 2D  riving along the motorway (Use of Speed, Positioning and Lane discipline, Overtaking) 3 Leaving the motorway (Use of the Mirror(s), Signal, Manoeuvre routine) Coaching Exercise – Risk Assessment: Ask your student to list all the possible risks affecting the driver’s ability to concentrate at motorway speeds in varying levels of traffic density. Answers can include: ● Monotonous driving conditions ● Feelings such as tiredness, stress or mood Consider these points with your student, and how they might be overcome, including journey planning and taking enough breaks. Ask your student: ● What vehicle checks need to be made before driving on a motorway? ● What to do if you need to pull up on the motorway’s hard shoulder, because of a vehicle breakdown? 3 - SPEED AND COLLISIONS With the high speeds involved, motorway collisions tend to be more serious. Developing accuracy in assessing road speeds and stopping distances in fast moving traffic conditions can take some time, depending on the student’s own ability and

‘You must decide if your pupil is competent enough to take motorway lessons' confidence. New drivers should: ● Drive within their own ability and competence ● Steadily develop their experience to become comfortable and confident with increased speed ranges Coaching Exercise – Preparing for speed: High speeds mean that hazardous situations can develop quickly, and we inevitably travel further before we can respond. Ask your student the best way to prepare for such issues. 4 - REVIEW OF DRIVING SKILLS, ESPECIALLY DUAL CARRIAGEWAYS Reinforce the appropriate skills covered, including ● Using slip roads ● Good anticipation – reading the road ahead ● Continual re-assessment of the movement of other vehicles

●S  eparation distances ● Safe overtaking, including the different speed limits for articulated goods vehicles and cars towing caravans or trailers Coaching Exercise – Using the ‘Smith System’ (Five good driving habits) Interact with the student on the move using the ‘Smith System’. For example: ● Look well ahead (what can be seen, what can’t be seen, what can reasonably be expected to happen?) ● Move the eyes (checking mirrors, comparing view in interior mirror with both exterior mirrors) ● Keep space (from vehicles in front and avoid being three abreast) ● Spot the problems (fixed features such as junctions – joining and exiting, moving features such as different types of vehicle and Intelligent Instructor 37


‘High speeds mean that hazardous situations can develop quickly' environmental features such as the condition of the road surface) ● Be seen (on faster roads, the use of headlights and signals in plenty of time)


More specific information is provided in the National Standard for driving cars Element 3.1.4: Drive on motorways and dual carriageways


You must be able to: ● join a motorway or dual carriageway safely and responsibly from the left or the right ● leave a motorway or dual carriageway safely and responsibly to the left or the right ● drive in the most suitable lane 38 Intelligent Instructor

●a  llow for other road users joining or leaving the motorway or dual carriageway ● change lanes safely and responsibly


You must know and understand: ● how to leave a motorway or dual carriageway safely and responsibly, including the need to position yourself well in advance to allow other road users enough time to react ● how to join or leave a motorway or dual carriageway safely in a systematic way ● that you may not stop on a motorway except in an emergency ● when and for what purposes you are allowed to use the hard-shoulder ● that you mustn’t pick up or set down anybody, or walk on a motorway, except in

an emergency ● t hat you mustn’t cross the central reservation, or drive against the traffic flow on a motorway or dual carriageway, unless directed to do so by an authorised person or traffic signs ● the rules that apply when using a motorway or dual carriageway ● that some stretches of motorway may have local, active traffic management (smart motorways or managed motorways) control systems installed, which will change speed limits or the direction of flow in particular lanes, and that it is vital to obey the instructions given by such systems ● the need to scan well ahead on the approach to junctions to make sure you are aware of: - other road users joining or leaving - queuing traffic ● the correct use of hazard warning lights ● the risks posed by drivers of left-hand-drive vehicles, in particular large goods vehicles.

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SUSAN MCCORMACK MD, Tri-Coaching Partnership Ltd

Coaching Confidence

WHAT ABOUT YOU? Teaching people to drive is not about covering a set of separate skills to be ticked off This series of articles looks at the basis of coaching within driver training, and when training ADIs too. The DVSA, who choose to use the term ‘client centred learning’, set out the basic framework in their ‘National Standard for Driver Training’; the knowledge, skills and understanding needed to deliver successful learning. Using a ‘client-centred’ approach, the ‘Standard’ talks mainly about the skills, knowledge and understanding required to work ‘in-car’, but also acknowledges that some driver training organisations may opt to deliver part of any given syllabus to a classroom group. Therefore, the knowledge, skills and understanding that apply in the 40 Intelligent Instructor

classroom have also been included, though not all instructors will choose to train in this way. In this article, we will focus on Units 1 – 3 detailed in ‘Role 6 – Deliver driver training programmes’.

I AM...

Unit 1 Prepare to train learner drivers – meet all requirements This unit is about confirming that you meet all the legal requirements before you start delivering training. These cover: ● the vehicle you intend to use ● your status as an instructor The core of the unit is that you must know and understand what the law says about using a vehicle for training purposes,

and about your entitlement to deliver that training. Element 6.1.1 Confirm that you comply with legal requirements Element 6.1.2 Confirm that the training vehicle is fit for purpose


Unit 2 Design learning programmes Using a ‘client-centred’ learning approach, this is about maximising the learning by taking into account the status, prior experience and particular needs of each learner. The unit assumes that any instructor should be able to respond to the needs of any individual who wishes to be trained. Instructors may be following outline programmes designed by themselves or


others, but a learner-centred instructor must be able to adjust an outline programme to meet the needs of the learner by: ● taking prior learning into account ● identifying any issues or opportunities as the training progresses They must also understand how adjustments will affect the learning outcomes of the programme, and make sure that no learning outcomes are missed, ensuring learning opportunities are maximised.


Unit 3 Enable safe and responsible driving This is about helping and supporting a learner to acquire the skills, knowledge and understanding that they need to drive safely and responsibly throughout their driving career, no just learning to pass the test. You need to develop the learner’s competence and encourage a willingness to continue the learning process beyond their test. The competences which go to make up this unit are presented in four elements. However, it is important to understand that the first three of these elements represent different aspects, or layers, of a single, integrated, approach; an approach known as ‘client-centred learning’. It is not really possible or meaningful to attempt to demonstrate these competences in isolation. The fourth element, which is about group-based learning (typically, but not always, in a classroom environment), shares the ‘client-centred’ approach.

‘Creating a conversation that is based on mutual respect and understanding’ However, it is presented here as a separate element to reflect the fact that some instructors may choose to never work in this environment. It is important to understand that client-centred learning is not about the learner taking charge of the learning process and deciding what is going to happen. Instead it is about creating a conversation that is based on mutual respect and understanding. This approach is based on the idea that people resist taking on new understandings and resist modifying their behaviour if: ● the person who is trying to teach them fails to respect and value their idea of who they are ● the person delivering the learning is not seen as ‘genuine’ ● the person delivering the learning is not seen as having legitimate authority In the context of learning to drive, the instructor brings to the learning process their hard-earned knowledge, understanding and experience. If they simply rely on telling the learner what they should do, they will probably be able to teach them enough to pass their test. However, all the evidence suggests that learners in this sort of relationship do not really change the way they think, or their approach to driving, and can quickly forget what they

have been taught. There is a better chance of a long-lasting change in understanding and behaviour if the instructor: ● presents their knowledge, understanding and experience clearly and effectively ● listens to the learner’s reactions to that input ● helps the learner to identify any obstacles to understanding and change ● supports the learner to identify strategies for overcoming those obstacles for themselves In this context, this unit is not about teaching learners to perform driving tasks in particular ways. While it is reasonable to encourage learners to practise particular methods for performing a given task, because there are clearly explainable benefits to that method, the outcome of the learning process should be that the learner has developed a safe and responsible method which they can apply consistently and reliably; not that they have learnt any one specific method. Element 6.3.1 Create a climate that promotes learning Element 6.3.2 Explain and demonstrate skills and techniques Element 6.3.3 Coach Element 6.3.4 Facilitate group-based learning NEXT MONTH: Looking at units 4 to 6 of this Standard. Intelligent Instructor 41

IS THIS YOU? We recently announced the FirstCar Awards 2018 - probably the first truly independent, national awards for our industry. There are three driving instructor awards up for grabs as they seek to find the best Driving Instructor, Regional Driving School and National Driving School of the Year. We believe you should be entering now! AIDING & ABETTING This is not a set of awards purely for the bigger national driving schools, with their big marketing and PR departments (though I hope they enter too!), these awards are designed for any and every ADI to enter. We have designed the process so that it is simple, and with a judging panel that will look beyond the basic entry form to find those driver trainers who really are deserving, however skilled they might be at entering such award schemes. We want to hear your stories, what you are doing and what you are achieving out there on the UK’s roads, so that we can reward the best, whether big or small, and also have more information which we can push for greater recognition of the essential work that this industry does for society as a whole – keeping people, goods and services moving around the country and beyond, and doing so safely! We’re sure that every one of you has a story to tell about how and who you provide your important driving education to. Entry is FREE, and as easy, simple and fast as you want. See the full criteria, enter and complete online by 1st Feb 2018 at: Option 1

Judged by...



TELLING THE COURT The ADI section of the awards will be judged anonymously by a panel that will include Paul Caddick, editor of Intelligent Instructor, David Motton, editor of FirstCar, and representatives from the DVSA and the National Associations Strategic Partnership (NASP), which is formed of the three main ADI associations; ADINJC, DIA and MSA. So, what exactly are the judging panel looking for? For the ADI of the Year, the main areas for judging are: • A pupil-centred approach • Innovative teaching methods • Evidence of CPD and skills development • A commitment to road safety • High levels of student satisfaction For the Regional and National Driving Schools of the year, it is slightly different: • Excellent customer service • Innovative and effective instruction • A commitment to road safety • Strong business development • Support for instructors Each entrant will need to explain and describe how they have delivered on these areas in their work/school. If you are able to provide independent evidence or supporting documents or short testimonials to support your entry, this will help the judges where appropriate. However, it is not compulsory to do so. Not providing additional documents in addition to completing the online entry form should not be seen as a barrier to success. REWARD So, get online now and enter for the chance to be rewarded publicly for your service to society and your industry.


JOHN FARLAM, Founder SmartDriving

Smarter Focus

Poor positioning can be very unerving


Positioning Pt:1 Okay pop pickers, this series analyses the ‘Top 10’ test failures, giving you some tips on teaching to help pupils avoid them in the future Positioning faults have consistently featured in the top ten reasons for test failure over the years. This is the first of two articles exploring why this might be. On the face of it, keeping the car in a good position is a fairly straightforward task, so what’s going wrong to make it such a common and serious reason for test failure?


As our roads become more complex with gyratory roundabouts, multi-lane junctions, complex one-way systems and all the other variants of in roads, exits and 44 Intelligent Instructor

everything in between, it’s perhaps no surprise that test candidates sometimes get stuck in the wrong lane, especially if they see a road sign late during their ‘independent drive’. Going the wrong way won’t, in itself, lead to a fail, or even to an error being recorded. However, in situations where there is no easy way back to the test’s intended route, it won’t score any brownie points with the examiner. Again, while going the wrong way won’t lead to a fail, using an inappropriate lane to reach the intended destination will almost certainly be a problem and a likely fail if the learner is unaware

and doesn’t take steps to correct the situation. The best way to help ensure that your customers choose the correct lanes on test is to give lots of practice looking for, and following, signs and markings. You can start this process as soon as you introduce learners to busier roads, and I would venture to suggest that by the time that most learners have had around 20 hours experience, they should be following signs for a good proportion of their lesson time anyway. Of course, some test areas have ‘tricky’ junctions where local knowledge is invaluable. But beware… while test area


practice can be useful for complex situations, simply learning which lane to take by rote might leave your learner high-and-dry during the test, simply because instead of actively looking out for signs and markings, they will be looking in to their memory and not engaging fully with the road environment. In the end, we need to teach our pupils to be able to drive wherever and whenever as independent drivers, and following signs and being able to choose the correct lanes is one of the skills they need to be safe drivers post test.


Here the driver is in the correct lane, but not using the lane properly. For example, they might be straddling the white line markings or possibly changing lanes unnecessarily. There are many reasons why people don’t drive centrally in their lane. Defective eyesight could be a factor, but their eyesight should have been checked by a driving instructor or examiner before lessons or the test. But whatever the state of the driver’s eyesight, positioning and observation are inextricably linked. I’ve already mentioned one observation linked issue: ‘looking inside.’ Digging into memory can distract a test candidate’s attention from the road. Traffic lanes are typically between 9 and 15 feet wide, at 30 mph the car is travelling forwards at about 44 feet per second. It doesn’t take much distraction to influence positioning.

‘L ooking well ahead to aim for the road position that they want well before they get there’ Another typical cause is the way that the driver uses the mirror. Staring at the mirror rather than using quick glances can often be an issue in lane change situations. You can often spot this on motorways – I used to play a game with motorway students where I would predict that a driver in front was thinking of moving out before he/she indicated… I would eventually teach the students how to develop this ‘sixthsense’. All I was doing was watching for the slight position drift that occurs when some drivers check their mirrors, this is almost imperceptible at slow speeds, but motorway speeds exaggerate the effect.


It can be very unnerving for examiners when test candidates drive too close to the kerb, and there are a couple of key reasons for it becoming a consistent issue: ● They are trying to keep away from approaching traffic ● Their driving instructor has nagged them to ‘keep three feet from the kerb’ and they over compensate Worrying about approaching traffic might indicate that

the learner is not looking well ahead. “Eyes on full beam” is a useful expression coined by advanced police driver trainer Chris Gilbert. Make sure that your learners are always looking well ahead to aim for the road position that they want well before they get there. It’s also an essential skill for defensive driving. A guide of keeping three feet from the kerb can be useful, but it’s only a guide! As a driver you know that in some situations it might be necessary to drive slowly keeping very close to the kerb, for example where there are parked cars on the opposite side of the road, in other situations it might be prudent to move five or ten feet out on a clear road, for example where there are children playing on the footpath. Do your learners fully understand about safe space to the left? NEXT TIME: The role that bananas can play in road positioning.

Do you learner understand about safe space to the left?

Intelligent Instructor 45

SIGNAL ROB TILLIER, Director, Accelerate Driver Training Solutions


On the PITCH Theory and research is all very well, but it will only ever make a real difference if we put it into practice and use it Addressing the main risk factors identified by research will have the most positive effect on young driver risk. Shaun Helman states: “There is ample evidence that the things at the top are consistently linked with collision risk, and there is ample evidence that the things at the bottom are less consistently linked with risk.” It is important to remember

that Shaun and his colleagues have identified factors based on current evidence. So, covering the ‘top line’ points will not guarantee better results, it simply means that there is more evidence to suggest that those interventions will reduce crash risk.


What can the ADI do in respect

Desirable changes in risk factors Less driving with poor age passengers, or fewer peer age passengers

More supervised on-road experience preor post-test

More seatbelt wearing

Lower speeds

Higher hazard perception skill

Less close following

Reducing unsafe attitudes and behavioural intentions

46 Intelligent Instructor

Older age at licensure Less night time driving Lower levels of drink driving Less use of distracting devices when driving

of these desirable changes in risk factors? To the narrow-viewed and practical driving skills focused ADI, it would appear very little – improving hazard perception skills and less close following maybe, but little else. To the more forward thinking and professional ADI, I would suggest that you can have significant effect immediately in influencing the reduction in all bar 1 of these risk factors for each of your customers - the only one over which we cannot have an immediate effect is ‘Older age at licensure’.


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the ADINJC conference this year (October 2017) - the first time to a wholly driver training audience. The subject of Liz’s address was behavioural change techniques; I wrote in detail about this series of articles in the September issue of Intelligent Instructor. Our course doesn’t focus on every single one of the identified risk factors, but every one is covered in part and, in so doing, we incorporate appropriate behavioural change techniques. 2 In-Car Training Within our in-car training we can enhance hazard perception skills, to drive at safe speeds and train drivers to avoid following too closely. At the recent Young Driver Focus conference and in other previous conferences, there was a common theme of increasing the hours of practice pre-test. This aligns with ‘More supervised on-road experience pre or post-test’ identified by Shaun and his colleagues above.

The Times, 30th Dec 2016: “Learner drivers could be made to spend up to 120 hours behind the wheel before sitting their test under government plans to cut accidents”. There is a direct correlation here with the 2,500 miles of driving pre-test advised by successful Australian schemes. With this in mind, our ‘accelerate’

driver training programme covers around 800-1000 miles over a 46-hour programme, and encourages roughly 75 hours/1,600 miles of private practice pre-test. 3 Parental engagement Clearly we need to, and can, engage parents in supporting private practice, assisted by advising/training the parents in how they can help their sons/ daughters most effectively. We have found that it’s really helpful to educate the parents in the content of our workshop – much of what is discussed parents have either forgotten or were never aware of in the first place. Our young drivers tell us that their parents’ driving and attitudes have improved as a result of their attendance at our 1.5 hour parent/student seminars – a cycle of positive influence. 4 Parent/new driver contracts In the main, parents and students of today are fully conversant with the concept of learning contracts. After all, most schools/colleges expect parents and students to sign up to them, so the idea of something similar in respect of new drivers is not an alien concept. Through this we can encourage other areas highlighted by TRL: ● At what times of day can the new driver drive? ● Who can be in the car when the new driver drives?

‘E ducate not just the new young driver, but also their parents, and engage them fully in the learning ’ 48 Intelligent Instructor

●W  hat about mobile phone usage? ● What about speed? ● Seatbelts? ● Drink/drugs & driving? RoSPA provides a great example of such a parent/ student contract in its Young Driver information hub. They actually provide a comprehensive guide for parents, of which the parent/ new driver contract is just a small part.


It is very clear that if we educate not just the new young driver, but also the parents, and engage them fully in the learning to drive process, we can have a significant positive effect in casualty reduction in crashes caused by young drivers. Yes, improving practical skills has some effect but, as I have said before, it is incumbent upon us as professional driver trainers not just to teach practical driving skills, but to broaden what we do to include the attitudes and behaviours, and getting the parents involved. In this way, we can honestly say we are working to produce ‘Safe Drivers for Life’. Rob Tillier is the Director and Owner of Accelerate Driver Training (accelerate), specialising in teaching safe driving practices to youngsters from the age of 14. Its award winning ‘accelerate Safer Young Driver Programme’ has been recognised as the most complete young driver training programme in the UK.



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Business Matters

DAN HILL Business Advisor

The time for

GIVING Christmas is that time of the year for giving, sharing, eating and making merry. So add a little bit of tinsel and glitter to your plans The approach to Christmas represents a great time to make an impression that will carry you long into the new year. Here are a few ways you could earn extra before the holidays: ● INCENTIVISE EXISTING CUSTOMERS TO BULK BOOK December is often a tough time for driving instructors, who see customers divert their money from your pockets into the shop tills. To help incentivise your students (or more so their parents) to spend with you, try some pricing incentives, Christmas specials, or an extra hour or two if they book 10 or more during December. 50 Intelligent Instructor

● BRANDED ITEMS There are various companies online who offer a wide range of branded goods that you can buy in bulk. Just look up ‘Branded Items’ in Google and take a look at what’s available. Perhaps a car-shaped stress toy or stationery. Hand them out to your students during December as a small gift, and to help spread the word. Or perhaps wrap them up and do a lucky Christmas dip for every pupil at the end of their festive lesson. ● SEND OUT CHRISTMAS CARDS If you’ve been good this year with your record keeping, you’ll have a list of previous customers that you taught this

year, and their home address. It might take a while, but I would send a Christmas card to each one, asking how they’re getting on since finishing with you, and perhaps reminding them that you’re available for additional tuition, such as motorway or night-time lessons. Perhaps include a voucher entitling them to a free cinema ticket for every person they introduce to you during December and January? Remember though, whilst it’s a way to drum up new business, it’s important to make it as heartfelt as you can, so personalise them and handwrite them. You can send digital cards, but they won’t be nearly as effective; a real card


is there to remind them and also be seen by visitors. ● KEEP A TREAT IN YOUR CAR TO HAND OUT Make space in your glove box for some seasonal goodies to hand out to your students, like candy kanes, Quality Street, Heroes or more Christmas designed chocolate goodies etc. Or even better, how about a bit of home baking and knock up some mince pies (see recipe below)? Try not to eat them all yourself between lessons though! ● GET READY FOR A JANUARY SALE Start thinking now about ways to earn more in the New Year by tapping into the January Sales culture, both for new and existing customers. These could be linked to the referral scheme handouts mentioned earlier, and push on the fresh start in the New Year theme. January is a bit of a dark dull month, so starting something new and exciting, and at a special discount price, can be a great incentive to shake off the Christmas hangover and January blues. ● ORGANISE AN EVENT Go Karting - this is a bit left field, I grant you, but if you’ve had a good year and can afford it, why not invite a selection of students that have done particularly well to an evening racing around the track in go-karts? It will not only thank your students for their custom, but is driving related and will go down a storm with them, resulting in lots of social media posts about a great evening and a great instructor!

‘Nothing beats a broad smile, great customer service and heartfelt sincerity’ This type of bonus can be a great tool for improving recommendations, and also brightening up your (and their) social media links. ● WEAR A CHRISTMAS JUMPER Nothing puts people at ease when they’re nervous like a bit of light-hearted fun, especially when it’s selfdeprecating! Try wearing a Christmas jumper or some reindeer antlers to bring a little festive cheer to your mobile office in the lead up to the holidays. I’d probably steer clear of mistletoe though – I don’t want you getting into trouble! ● TIMING December is not a typical month for your students, with Christmas parties abounding. Work with them to make sure your planned lessons fit sensibly around their seasonal festivities to avoid any issues. ● CHARITY This idea is less about making more money, and more about making a difference. Whether it’s a driving related charity, Children In Need or a local charity, why not offer to give part of your lesson fee away to a good cause this Christmas? Perhaps select three and ask your student to vote which one they want you to send it to. Again this can be a great marketing and PR opportunity

for your business and the charity but, more importantly, it shows generousity and awareness at this time of year that is all about sharing and caring. Of course, nothing beats a broad smile, great customer service and heartfelt sincerity this Christmas. I wish you all a very relaxing and reflective holiday, and look forward to a fantastic 2018.


Pastry: Butter 4oz/125g, Plain Flour 8oz/250g, Water 4-8 teaspoons (or buy ready made shortcrust pastry). Put the butter (room temp) and sifted flour together in a bowl and rub together with your fingers. Then add some water and squeeze together into a ball. Pies: Then roll out on a flat surface using a sprinkling of flour to stop it sticking to surface or rolling pin. Roll it until about 5mm thick. Cut out bases with a 10cm cutter and place in bun tin, and fill with a spoonful or two of mince meat. Cut out tops with a 5cm cutter and rest on top. Cook: Brush pies with a little milk and place them in a pre-heated oven (170c/325F/ Gas mark 3) for around 15 minutes. When golden take them out and cool on a rack, and why not dust with a little icing sugar? Intelligent Instructor 51


Money matters


The BUDGET The infamous red case contained few changes for the average driver trainer The ongoing Brexit process is without doubt casting a huge shadow over the Chancellor’s decision making, as is the fact that he is now having to tread carefully with pleasing his own backbenchers given the Government’s low majority in the House of Commons. So, what does this all mean for the average driving instructor? Well not much in all honesty. There had been expectations before the budget that the Chancellor would bring in a significant number of changes that would impact drivers of diesel cars. This has not happened to the extent trailed so, from a driving instructor’s point of view, the only change is a higher Vehicle Excise Duty in the first year of purchase of a new diesel car from 1st April 2018. In addition, the planned fuel duty rise for petrol and diesel cars scheduled for April 2018, has been scrapped. OTHER KEY POINTS: The personal allowance will increase from £11,500 to £11,850 from 6th April 2018. The higher rate threshold (40%) will increase to £46,350 from the 6th April 2018. (Tax in Scotland is the responsibility of the Scottish Parliament) 52 Intelligent Instructor


Changes to Class 2 National Insurance Contributions have been delayed until 6th April 2019. The exact detail of the legislation is not yet known. However, it is expected that Class 2 NIC’s will be abolished and that the self-employed will only pay Class 4 NIC’s. Class 2 NIC’s: From 6th April 2018, these will be due at the weekly rate of £2.95 when profits are in excess of £6,205 (£6,025 in 17/18). Class 4 NIC’s: From 6th April 2018, these will be due on profits in excess of £8,424 (£8,164 in 17/18) at an unchanged rate of 9%. Profits above £46,350 (£45,000 in 17/18) will be liable at 2%.


From 6th April 2019, only businesses with turnover above the VAT threshold (£85,000) will be required to submit their business records digitally. Otherwise, MTD will not commence for businesses under the VAT threshold until 5th April 2020, at the very earliest.

Married Couple Allowance: From 6th April 2018 the minimum tax saved is increased to £336 and the maximum to £869.50. Marriage Allowance: Applies when one applicant is not a taxpayer and the other must not be a higher rate taxpayer. From 6th April 2018, this will result in a tax saving of £237. Capital Gains Tax (CGT): The annual exemption will increase to £11,700 from 6th April 2018. VAT: threshold £85,000. Capital Allowances: For plant and machinery, 100% for first £200,000 of first year additions. Savings: Basic rate taxpayers can earn up to £6,000 of savings income tax free, and higher rate taxpayers can earn £5,500. The ISA allowance unchanged at £20,000 and the Lifetime ISA allowance of £4,000 (those under 40 years old can invest up to £4,000 per year and receive a bonus of 25% up to a maximum of £1,000 each year). Pension pot contributions: The maximum annual allowance limit remains at £40,000. Share dividend income remains untaxed below £2,000. Stamp Duty Land Tax (SDLT) From 22nd November 2017, first time buyers of a residential property will not have to pay SDLT on the first £300,000 of the purchase price. Between £300,000 and £500,000, SDLT is 5%. Over £500,000 is subject to the normal rates. Corporation Tax The Corporation Tax rate for Limited companies remains unchanged at 19%.

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Old Master,

MODERN THINKING - A CAR FOR CHRISTMAS. Leonardo da Vinci was an incredible artist, but he was a prolific inventor too With da Vinci's 'Slavator Mundi' painting selling for a record breaking $450m recently, the brilliance of this man’s genius continues to illuminate the world and the imagination, especially considering he was an illegitimate child who received the most basic level of formal education. He created, invented and achieved an unsurpassable body of work that still astounds, confounds and amazes. He was, without doubt, a perfect example of what we can achieve if we put our minds to it – if only he was around today.


Perhaps what many of you didn’t realise was that Leonardo can also claim the motor car as one of his great achievements too. I know, probably thought 54 Intelligent Instructor

that accolade went to German duo Karl Benz and Daimler Gottlieb, whose three wheeled 0.75 horsepower carriage chugged out onto the streets in early 1886. This, of course, excludes the various one-off steam powered vehicles that were built but unsuccessful. All this is but academic though. It appears that Benz and company were beaten to the idea one Christmas, several hundred years before – the magic of Christmas surprises!


Leonardo da Vinci, the fifteenth century doodler and original do-it-yourself thinker and tinkerer of the Renaissance era, appears to have got there first. In between his famous paintings of the Mona Lisa and the Last Supper, the countless

sketches and inventions that included a helicopter, tank, robot, parachute, submarine and a suspension bridge, Leonardo recorded his design for a self-propelling cart on page 812R of Leonardo’s Codex Atlantico. However, up until recently, the drawings had always perplexed scholars. Girolamo Calvi first discovered the drawing in 1905, but it took a further 70 years for someone to figure out exactly how it could work, if at all. Several attempts were made in the last century to construct the vehicle – none worked. The problem stemmed from a misunderstanding: that Leonardo powered his vehicle with two big leaf springs, shaped like the arms of a crossbow, as pictured in the sketches.



In 1975, Carlo Pedretti, director of the Armand Hammer Centre for Leonardo Studies in Los Angeles, published a paper showing 15th Century copies in the Uffizi archives of some of the early da Vinci sketches. ‘Two of the drawings represent a view from above of the spring mechanism of the well known self-propelled vehicle in the Atlantic Codex,’ he wrote. Studying the copies, Prof Pedretti realised that the springs were not meant to drive the car, but to regulate a drive mechanism located elsewhere. In 1996, an American Robotics expert, Mark Roshiem, reported the professor’s intuitions in a book: ‘He believes that the motive power is provided by coiled springs inside the tambours.’ The theory that the car’s ‘engines’ were sited in a couple of drum like castings on the underside resolved many of the enigmas in Leonardo’s design. Of course, it was still only a theory until Professor Galluzzi, director of the Institute and Museum of History and Science in Florence, and his team got to work. After digital modelling, they went about building it in true authentic style, using only materials and techniques available at the time. Florentine furniture restorers advised on timber, as well as how they would have gone about producing high strength precision parts. ‘The biggest problem was to find wood for the cogs, because that had to be hard and resistant,’ stated

"It would seem we have been travelling a long time to cover such a short distance" Prof Galluzzi. The finished vehicle contains five types of wood and ‘mechanisms of extraordinary refinement.’ The car was operated through a system implying the hand loading of the leaf springs; the latter then transmitted the stored power to the driving wheels by means of a complicated set of gears. The drive was independent on each wheel and was ensured by a wheelwork device that allowed for the speed variations needed. In fact, it is so well designed, some believe it is unlikely that it could have been built to Leonardo’s specifications for at least a couple of centuries after its design because of the complexity of the gear systems.


The result is one metre long and self-propelled, and steered. ‘It is a very powerful machine,’ says Prof Galluzzi, so powerful that testing was delayed because of worries over damaging both the vehicle and anything else that happened to be in its path. The experts believe it was probably intended as a moving prop at a courtly renaissance feast, often a showcase for artists and engineers. Even in such a frivolous setting, Leonardo’s striving for innovation was unrivalled, leading him tantalisingly close to the idea

of a motor vehicle. It was also programmable – pegs were put into small holes to tell the wheels of the car to turn at certain points in time during the journey. This was all controlled internally by complex gearing and cog assemblies. Another fascinating thing about the car invention is that it is also the first known source showing a steering column, featuring a rack & pinion gear system, now found in the steering assemblies of almost all automobiles made today, including those with power steering. Based on the spring diameters and instructions on Leonardo design, it is estimated that the machine could move wfor up to forty meters before needing to be recoiled.


408 years before Benz made their first three-wheeler and 431 years before Henry Ford’s first Model T rolled off the assembly lines in Detroit, Leonardo put pen to paper and drew out the world’s first self-propelled vehicle – it was Christmas, 1478. An autonomous car; it would seem we’ve been travelling a long time to cover such a short distance. You can see the model by going to: watch?v=a2qeZrejZp0 Intelligent Instructor 55




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ingenie is on the side of young drivers, using black box technology to take over where driving instructors let go, sitting in with new fully licensed young drivers and rewarding safe driving with more affordable insurance premiums. That way, they drive well and pay less!

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Intelligent Instructor 57

The Engine Room

RICHARD DREDGE Motoring Editor

In association with



A Toxicity Charge (T-Charge) has come into force in central London. It applies to any vehicle that doesn’t meet minimum emissions standards and is levied on top of the £11.50 Congestion Charge. Petrol vehicles that don’t meet Euro 4 standards and diesel vehicles that aren’t Euro 6 compliant



Meanwhile, the Mayor of London, Sadiq Khan, is calling on vehicle manufacturers to contribute to his Air Quality Fund in recognition of the negative impacts their diesel vehicles have on air quality and public health in London. Khan has written to UK chiefs at BMW, Mercedes-Benz and Volkswagen urging them to take serious action on diesel 58 Intelligent Instructor

have to pay a daily fee (£12.50 for cars, vans and motorbikes; £100 for buses, coaches and HGVs). TfL is using cameras to enforce the charge, and if the T-Charge isn’t paid, a £130 penalty charge notice (PCN) will be issued, reduced to £65 if paid within 14 days. The T-Charge is the first step

towards the Ultra Low Emission Zone (ULEZ), which will initially operate within the same area as the Congestion Charging zone from April 2019, when tighter vehicle emissions standards will be required. It is intended that the borders of the ULEZ will expand to cover nearly all of London.

emissions. These manufacturers have already contributed up to £223m to the German government’s Sustainable Mobility Fund for Cities and the Mayor is now urging them to take action in London and the UK. The mayor has also written to transport secretary Chris Grayling, calling on Government to secure contributions from car makers on the same scale as the £24bn received from Volkswagen (including fines, compensation and other settlements) in the

US and £223m from car makers in Germany. So far, the UK government has secured £1m of funding.



DIESEL COSTS The City of Edinburgh Council has begun a consultation on a proposal to apply a surcharge on parking permits issued to owners of diesel vehicles. It’s estimated that 8,000 permit holders’ vehicles in Edinburgh are diesel-powered. The consultation with residents and businesses is open

until 28 January. Earlier this year Westminster council imposed a so-called D-Charge on parking for older diesel cars. Glasgow is expected to introduce Scotland’s first low emission zone (LEZ) by the end of next year.


LIVING Oxford is surging ahead of London in the race to become emissions-free after outlining plans to ban all non-electric vehicles in parts of the city by 2020. The city is set to become the first place in the UK to ban all polluting vehicles from some areas within just three years. The proposals would initially prohibit all petrol and diesel vehicles from the city centre’s streets, including cars, taxis and buses. This area will then be expanded twice, in 2025 and 2030, to encompass the entire city centre, before banning HGVs in 2035. The ban goes a step further than plans outlined by the Mayor of London, Sadiq Khan, who is set to introduce the

Ultra Low Emission Zone (ULEZ), which will impose an additional charge on the most polluting vehicles. Experts say the scheme could cut levels of harmful nitrogen dioxide significantly – down by as much as 74% in one area. Local businesses could be hit hard, however, costing bus operators, taxi firms, haulage companies and councils around £14m. Anyone driving a non-electric vehicle is likely to receive an automatic fine of £60, with enforcement by cameras.

New electric vehicle registration data indicates that the public appetite for plug-in vehicles accelerated in the third quarter of 2017. A total of 12,932 plug-in models were registered between July and September, a rise of 36% on the same period in 2016 and 721 units higher than the previous record quarter, January-March 2017. The best-ever quarterly figures follow a record September, with 7,794 plug-in models registered, which is 27% up on September 2016. But the Government’s push for electric cars could flounder unless it acts to improve the poor state of the country’s electric vehicle charging point network, the RAC Foundation has warned. A new report for the Foundation describes the current network of public charge points as “unattractive to use and unsuitable for encouraging the next wave of electric vehicle customers”. Research found 13% out of action, no standard type, and most in poor locations.

Intelligent Instructor 59

Road test

In association with

SEAT IBIZA There’s an all-new VW Polo about to hit showrooms, but if you can’t wait, or you can’t quite afford one, a cut-price alternative has just arrived – the Seat Ibiza. At first glance you might think it’s the old model, launched in 2008, but this is actually the fifth-generation Ibiza and very good it is too, even if the cosmetic nip & tuck seems subtle. We’re big fans of Seat here at Intelligent Instructor, because the cars look sharp, are good to drive, are well equipped and good value, plus they tend to 60 Intelligent Instructor

feature cutting-edge equipment. For now, there’s just a five-door hatch available, but a three-door model is likely to arrive next year – which, if the previous model is anything to go by, will look even more stylish than the car shown here.

CABIN The Ibiza may be a small car, but it’s not basic. While the cabin is quite ‘plasticky’, it doesn’t feel cheap. An excellent multi-media system that keeps the dashboard free of clutter certainly helps here. The instrumentation is typical


Volkswagen Group, so it’s generally clear, although the speedo is quite busy with kph and mph increments. But being able to configure the information between the dials is useful; it’s possible to display a large digital speedo for example. There’s plenty of adjustment for the driver’s seat and steering wheel, plus ample cubby hole space, but the boot and rear seat space are no better than average. A nice touch on SE trim and above (and beyond its pay grade) is ambient cabin lighting that can be adjusted for intensity and colour.

DRIVING You can choose

between 74bhp 1.0 MPI, 94bhp or 115bhp 1.0 TSI, 148bhp 1.5 TSI Evo (FR only) and 79bhp 1.6 TDI engines. All come with a five- or six-speed manual gearbox; the only automatic option is a seven-speed DSG transmission with the 115bhp 1.0 TSI engine. The 94bhp three-cylinder 1.0 TSI has plenty of zip for urban driving and is happy at motorway speeds, but it’s not especially torquey, although it’s happy to be revved. The four-cylinder

1.6 TDI diesel (£15,995 in S form, £16,595 for an SE) might be a better bet. Refinement levels are excellent, the controls are light and the five-speed gearbox is pleasant to use, but the suspension of our sporty FR edition was really too firm for our working lives. An adjustable chassis allows you to smooth things out to a point, at the touch of a button, but a car on smaller (16” or 17”) wheels is likely to be more comfortable. While the rear pillars are very big, over-the-shoulder visibility is excellent, and the LED headlights are superb. The only flies in the ointment are a pair of under-sized door mirrors, and Auto Emergency Braking that was a bit over-enthusiastic, to the point where it could spook a pupil.

COSTS The Ibiza range is book-ended by the 1.0 MPI S at £13,130 and the 1.6 TDI Xcellence at £19,300. While entry-level Ibizas get air-con, Bluetooth, automatic headlights and a black & white touch-screen display, the SE (from £14,000 for the 1.0 MPI) adds 15” alloy wheels, a colour multi-media display with

navigation, and LED tail lights. The FR (from £16,015 for the 1.0 TSI) has 17” alloys, a bigger display, automatic wipers, sports suspension and a host of other sporty touches including uprated suspension. The range-topping Xcellence (from £16,715 for the 1.0 MPI) has dual-zone climate control, parking sensors all round, a rear-view camera and keyless go. There are also SE Technology and SE Design editions. On balance we’d opt for the £15,295 1.0 TSI SE Design with its panoramic sunroof on top of the regular SE equipment. Move up to the 1.0 TSI FR and you get a more powerful 114bhp engine plus the extra equipment listed above, for £16,630. It may well be worthwhile to take up the servicing offers too: £378 buys a service plan that covers the first and second services, while £498 buys a 30,000-mile plan (first, second and interim services).



 Barbara Trafford, Managing Director.
Kingsmith House, 63 Marshalls Road, Raunds
Northamptonshire. NN9 6EY
Tel: 01933 461821
 Email: info@theadifederation. Website: www.

 Address: 16 Grosvenor Close, Lichfield, Staffordshire, WS14 9SR
Tel: 07855 453414 Email: Website:

Sandra McDonaldAmes, Secretary,
Tel/Fax: 01497 842 708 or 07398 253 146
Email: / sandra@ Website: www.

DIDU, PO Box 165, Northallerton. DL6 2WX
Email: Website:

 Prof Peter Russell,
Manor Heights, 32B Thorold Road, Southampton SO18 1JB 
Tel: 02380 582480 
Email: Website:

 Carly Brookfield, General Manager, Leon House, 233 High Street, Croydon. CR0 9XT
 Tel: 020 8686 8010 62 Intelligent Instructor

Email: Website:

Gordon Crosbie, DISC Secretary, 95 Muirhouse Green, Edinburgh, EH4 4RF
 Tel: 07855 975851 
Email: Website: 

 GRAHAM FEEST ROAD SAFETY CONSULTANCY Graham Feest, 68 The Boulevard, Worthing, West Sussex BN13 1LA Tel: 07974 814116 Website: INSTITUTE OF DRIVER EDUCATION & RESEARCH (I.D.E.R)
Prof Peter Russell, Manor Heights, 32B Thorold Road, Southampton SO18 1JB 
Tel: 02380 582480 
Email: Website:

 Kathy Higgins, Secretary,
24 Highfield Road, Knowsley, Liverpool L36 3XR
Tel: 07748 303545
Email: secretary@imtd. Website:

 John Lepine MBE, General Manager,
Motor Schools Association of Great Britain Ltd, 
101 Wellington Road North, Stockport, Cheshire. SK4 2LP 
 Tel: 0161 429 9669 
 Email: Website: 

EFA Secretariat,
101 Wellington Road North, Stockport, Cheshire SK4 2LP
Tel: 0161 883 1665 
 Email: Website:

IVV Secretariat,

House, 233 High Street, Croydon. CR0 9XTZ
Tel: 020 8686 8010 
Email: Website: UNITE THE UNION INSTRUCTORS’ BRANCH, Rob Harper Tel: 07812 644825, National Chairman
Driving Instructors’ Branch, LE/7371 Unite the Union, Office,
33-37 Moreland Street, London, EC1V 8BB
Tel: 020 8800 4281or 020 8802 8388
Email: Robert. Website:

 ABERDEEN & DISTRICT Derek Young 01224 897606
 ASHFORD Derek Goodwin 01233 641924
 AYLESBURY Steve Ratcliff 07752 687084
 BANBURY Sally Franklin 07870 545431
 BARNET Ramesh Versani 020 7386 9943
 BARNSLEY Dave Peacock 07920 023558
 BEDFORD & DISTRICT Mike Jozwiak 01234 342435
 BERKSHIRE (BDI) Andy Lee 07931 545777
 BIRMINGHAM James Quinn 07734 915363
 BISHOP AUCKLAND Darran Shaw 01388 451315
 BLACKBURN Linda Brooks 07749 960304
 BLACKPOOL David Bell 01253 595179
 BOLTON & BURY Dave Thomas 01204 382557
 BOURNEMOUTH (BDDIA) Debbie Axworthy 07980 618305
 BRIDGEND John Essaye 01656 725778
 BRISTOL Jerry Price 07770 608848 CAMBRIDGESHIRE Sue Papworth 07703 355722


CAUSEWAY/NORTHWEST IRELAND William Ogilby 07563 649025
 CHESTERFIELD Mark Cornford 07979 383999 CORNWALL F. Rossin 01726 66566
 COLCHESTER Trudi Moorse 07887 505450 CREWE & DISTRICT Emma Newell 07790 601987
 DERBY Ken Butterworth 01332 411501
 DONCASTER Roy Nelson 01302 770160
 DUNDEE Dave Howie 01382 350650
 DURHAM Brian McGee 07843 200314
 EAST KILBRIDE Bryan Harper 07747 530684
 EAST LONDON Joseph Danquah 07956 241082
 EDINBURGH Mansour Marouf 0131 553 5600
 ESSEX Philip Matthews 07980 938290
 FIFE Kenny MacLean 01592 773724
 FORTH VALLEY Gareth Marchant 01786 451542
 GLASGOW Alex Buist 01360 312717
 GLOUCESTERSHIRE Doug Birch 07885 482470
 GRAVESHAM John Shailer 01474 814438
 HALTON Graham Cain 0151 420 2688
 HAMPSHIRE & WEST SUSSEX Jane Le Feuvre 07939 002129
 HARROW Billy O’Hara 020 8459 7138
 HEREFORD Craig Preedy 07949 026126
 HULL AND EAST RIDING DRIVING INSTRUCTORS (HERDI Andrew Burgess 07754 542993 HUDDERSFIELD & DISTRICT Peter Tiernan 07905 656610 INVERURIE Richard Gilbert 01467 642861

KENDAL Glyn Jamieson 01539 732119
 LANARK Graham May 07963 331418
 LANARKSHIRE David Thomson 07766 270837
 LEEDS Derek Smith 0113 232 8900 
 LEICESTER Nick Naik 07860794999 LEWES John Rennie 07717 101713
 MANSFIELD & ASHFIELD Phil Lawson 07751 488111
 MERSEYSIDE Peter Barnes 0151 521 3136
 MILTON KEYNES Derek Wormald 07958 715927
 MONTROSE (MDIA) Brian A Thomson 07775 727603 MORAY Iain Holgan 07870 593441
 NEWCASTLE UPON TYNE Elizabeth Cairns 0191 266 6659
 NORTH AVON (NADIA) Jeremy Price 07770 608848 NORTH LONDON (LDIS) Roy E.Gerondaes 07956 275230
 NORTH WALES Arthur Carpenter 0777 9662868
 NORTH WEST FEDERATION Des Desai 07900 513372
 NORTHWITCH & DISTRICT (NADDIA) Pete Laws 07748693352 NOTTINGHAM (DING) Kate Fennelly 07751156408 NUNEATON & DISTRICT Ralph Walton 024 76386873
 PERTH Judith Fotheringham 01764 670259
 PLYMOUTH & DISTRICT Rob Bullen 01566 782431
 PONTEFRACT Simon Austin 07708 702745 POWYS Paul Wilson 01544 350263
 ROCHDALE Harold Lightfoot 01706 341785
 ROTHERHAM James Crowe 07811 236773

RUGBY Sunil Rana 01788 575859
 RUSHDEN Ian Green 07966 149589
 SALISBURY Jo Horswell 01725 517595
 SCARBOROUGH AND DISTRICT Annabel Wallis 07899 824339
 SOLIHULL Peter Williams 07970 782690
 SOUTH EAST (KENT) Adrian Lewis 07984 603898
 SOUTH MANCHESTER Rob Farrelly 07526 005140
 SOUTH STAFFORDSHIRE Paul Buckle 07773 359128
 SOUTHEND AND DISTRICT Tony Mihill 07968 476881
 SOUTHPORT Ian Duff 07752 913917
 ST ALBANS AND DISTRICT Louise Watson 07973 309661
 ST HELENS & DISTRICT Christine Holland 01942 713743
 STOCKTON Brian Docherty 07891 864219
 SUNDERLAND Bert Moncur 07976 539179
 SUSSEX Rob Ward 01903 774929
 TEESSIDE Paul Coleman 01642 517848
 WAKEFIELD Peter Gamewell 07713 444126
 WARRINGTON Anne Green 07840 077807
 WATFORD Peter Fraser 020 8950 8111
 WEST LOTHIAN Helen Fearn 07795 230732 WHITCHURCH Bill Hancock 07860 477833
 WIRRAL Richard Gillmore 07790 193138
 WORCESTER & DISTRICT Adrian Care 01905 757234
 WYCOMBE David Wallington 01494 714678
 YORK Edward Marshall 07971 431515 Intelligent Instructor 63

ntelligent answers


Invoking the spirit of our very own ‘Agony Aunt’ in the form of the lovely and well-versed Lou Walsh, we hope to provide solutions to your professional queries and answers to your industry questions

BEST BEFORE DATE I have a pupil with an old-style paper driving licence. She needs to take her passport with her as ID for her theory test but her

SLIPPERY SLOPES I have a pupil who beats himself up every time he makes what he considers to be a mistake. He gets angry and frustrated with himself, and then his driving is affected. His speed goes up, his hazard perception goes down and then more and more faults start happening, which only adds to his anger. He is aware he does it, but he can’t seem to manage it. How can I help him break this vicious cycle? Dave (ADI) ANSWER: This is so common. The emotional reaction often stems from fear or shame and can be deep rooted, not just driving related, but the behaviour is expressed when driving. Firstly, acknowledging that

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passport is out of date! Will that matter? Martin (ADI) ANSWER: Yes, it matters! The paper licence needs to be backed up with a VALID passport. She has two choices, apply for a new passport (worth doing anyway if

she has a trip abroad planned in the near future), or reapply for her provisional licence. The latter will mean she is issued with a photo driving licence and won’t need further I.D for either her theory test or her practical.

being so self-aware is a good thing, will help. He needs to be commended for having high standards. However, it’s useful to have a conversation about the difference between self-reflection and selfcriticism - one is your food, the other is your poison. Ask him which he thinks he does and what he thinks the difference is. Then turn this conversation into a discussion about how to change the criticism into solutions. When put like this he may come up with some unique ideas himself. Secondly, this reaction is a sure sign he is focusing retrospectively on his drive rather than proactively. The key to breaking the cycle is to really enhance the forward planning and anticipation skills as a form of prevention rather than treatment. There are lots of ways of doing this (perhaps an

article itself Ed?), but focus on what he can influence rather than what he can’t. Changing the mind set is also a must, looking for ways to switch off and prevent the negative thoughts arising. Often the best way of tackling this is to flood the brain with positives! Focus your teaching to encourage him to recognise all the good. So, for every one ‘mistake’ he thinks he’s made, ask him for two things he’s pleased with or feels he’s doing well. Do this regularly! Two resources you may find useful: ● ‘The Chimp Paradox’ by Steve Peters (available in audio or paperback - and YouTube videos) ● ‘Mindset’ by Carol Dwech Both of these are on my bookshelf and are regularly dipped into.

WHAT ABOUT YOU? If you’d like some free professional informative industry advice,


POINTS & SURPRISES Who gets the points if a pupil gets caught speeding on a driving lesson? Shane (newly qualified ADI) ANSWER: The driver. The notice of intended prosecution

STATISTICAL REALITY Is it possible to find the statistics showing the number of theory and L-tests taken,

BACK SEAT DRIVERS I’m a new PDI, and I’m currently teaching two women who are sisters-in-law and are at similar stages in their learning. Am I allowed to have them in the back to observe each other’s lessons and, if so, do you think this would be useful? Megan (PDI) ANSWER: Shared time is something I often offer. I really enjoy structuring a lesson in a way that allows the person in the back to interact and participate in the learning, and in a way that enhances the lesson for the person driving as well as for themselves. No one is quiet in my lessons!


is sent to the car’s registered address. So as the instructor using your own registered training vehicle, this will come to you. You will be asked who was driving and you need to supply their details. The driver then receives the points and fine. A speed awareness course may be offered.

However, as an instructor, you are the supervising driver and effectively the person in control (or not) of the situation, particularly as a professional, and you have a moral obligation for safety and learning. But only in extreme circumstances will you be found to share some legal responsibility.

the number of ADIs on the DVSA register and the statistics for ADI tests? Pamala (researcher) ANSWER: Yes. The DVSA frequently report test statistics. It makes for an interesting read!

Here is the link where you will find the latest figures: government/statistics/ driver-and-rider-testing-andinstructor-statistics-april-tojune-2017

‘Peer to peer learning is so powerful, and learning can be enhanced and accelerated' However, it does come down to the individual pupils and you, as an instructor. If you are confident with your teaching skills and ability to facilitate a lesson where you are focusing on learning for both, and everyone benefits, then defintely go for it. Those of us who have success with ‘joint lessons’ see some great results. The lessons are interesting and dynamic. Peer to peer learning

is so powerful, and learning can be enhanced and accelerated. Why not do it once and see how it goes? Ask them to be honest during and after the lesson, making sure it works for you all. Then you can decide the best way forward for you.

please feel free to get in touch via:



C & A MACKIE INSURANCE Smaller scale, customer focused business leads to loyal customers With modern business increasingly controlled by big, often multi-national providers, it often seems surprising that those working on a smaller scale can compete. But C&A Mackie has been a market leader in the driving instructor motor insurance market for over 25 years. While now part of a larger insurance group (Hamilton Robertson Insurance Brokers), company Director Graeme Robertson believes that the core values remain and are the driver behind the business’s continuing growth: “We have two main areas of the business we can thank for our success, and that is our loyal client base and our hard-working customer focused staff.”


All businesses have to follow the prevailing climate within which they work, and insurance is very much affected by the continuously changing financial markets and competition. This is why customer loyalty is difficult to bank on. As Graeme admits: “We appreciate price is important and thank our clients 66 Intelligent Instructor

for their loyalty. Even clients we have lost over the years tend to return to us as our market can work in a pricing cycle. Premiums can change year on year therefore we would urge any previous clients to get in touch for a quote. As soon as you call our office for a motor insurance quote we know if you are an existing, previous or brand-new client, and while we will always try to do our best for new and old customers, there is always an especially warm welcome back for old friends.” Increasing online presence means that the chance of gaining the attention of new clients has increased, further improved by the chance to win prizes such as Champagne through their Facebook page purely for registering interest. But other than online perks, it appears to be the more fundamental benefits that are winning over old, new and existing customers, such as Excess, Motor Breakdown, and Legal Protection.


However, Graeme believes there

is an even more powerful force at work; customer service. “Our clients know that in the event of an accident they will receive a dedicated, caring and hands on service from our claims team. We are very proud of our ever-expanding team of underwriting and claims staff at C & A Mackie Insurance, and if it wasn’t for their customer dedication and hard work over the years, we would not have such a successful driving instructor insurance business.” It would seem that the staff are not only attentive and customer focused, but they are fast and efficient at turning around quotations, renewals and claims. In such a busy and time sensitive industry as ours, where our training vehicle is our essential tool to success we can’t afford to be without, speed and efficiency of business remains a high priority for both the customer and this insurance provider. To find out more: c-amackie. 0141 4238555 camackie

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Driving you Forward

Intelligent instructor Magazine DECEMBER 2017  
Intelligent instructor Magazine DECEMBER 2017