Car Dealer Magazine: Issue 125

USED CAR AWARDS: COUNTDOWN IS ON TO THE BIGGEST PARTY OF THE YEAR !

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Issue 125 | August 2018 | CarDealerMag.co.uk | £5

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Editorial HEAD OF EDITORIAL Rebecca Chaplin

rebecca@blackballmedia.co.uk Twitter: @believebecca

HEAD OF DESIGN Graeme Windell

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PRODUCTION EDITOR Dave Brown

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FEATURES EDITOR Jack Evans

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STAFF WRITER Ryan Hirons

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STAFF WRITER Tom Wiltshire

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MANAGING DIRECTOR BLACKBALL MEDIA Andy Entwistle andy@blackballmedia.co.uk Twitter: @CarDealerAndy Contributors Felicity Bestwick, John Bowman, Jess Ernerth, Jonny Fleetwood, Ted Welford

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Welcome.

THE summer is always a heart-warming time of year at Car Dealer Towers.

We get to take a trip up another Tower – the Spinnaker in Portsmouth, to be precise – for our Power Awards.

Those who have been before will know the battle for awards is hard fought, and with space at a premium, only the very best of the best get a seat for a slap-up dinner with breathtaking views across the Solent.

Despite the blistering heatwave that started only days before the awards, and the England World Cup match that took place on the night, our winners still donned their black ties and posh frocks for a glitzy evening of celebration.

The most exciting part for us each year is being able to reveal who the most respected and appreciated suppliers and manufacturers are. From pages 34 to 47 of this edition of the magazine, we not only bring you the supplier section results, but also a full league table that reveals what franchised dealers think about their manufacturer partners.

Some of the placings might surprise you!

As one awards ceremony comes to an end, it’s time to get your nominations and entries in for another – and in this issue we bring you details of the prestigious and incredibly popular Used Car Awards for 2018.

It’s another highlight of the Car Dealer Magazine calendar, bringing together all parts of the automotive industry for a fabulous pre-Christmas party at The Brewery in London. Once again, the evening will be hosted by the one and only Mike Brewer, who will hand out gongs to the Social Media User of the Year, Dealer Group of the Year and many other winners. Find out how to get involved from pages 16-19 or head to our website to nominate now!

Incidentally, the car on our cover is surely destined to

pick up some awards before too long. I’m sure many of you will have sold either new or used Ford Focuses, and the latest incarnation is a real winner.

We’ve been putting it to the test in Nice, and you can find out what we thought on pages 48-49.

We’ve got a hatchback, saloon, SUV and pick-up on test this month too, with the new Kia Ceed, Peugeot 508, Jeep Renegade and SsangYong Musso all included in a bumper road tests section.

SsangYong is, of course, a manufacturer that hails from South Korea – and although something of a fledgling brand in this country at the moment, it will be looking to emulate the success of fellow South Korean carmakers Hyundai and Kia in the years ahead.

The SMMT recently revealed that more South Korean cars are sold in the UK than anywhere else in Europe – and we have been finding out why your customers can’t get enough of them. Read all about it on pages 6-7.

There’s one thing to be sad about this month. Our series of So You Wanna Be A Car Dealer? has run for 16 months in the magazine, taking us from the inception of a business through to running it like a pro, but this is the final instalment! We hope you’ve enjoyed it, but there will be two new regular sections to replace it in the next edition.

Enjoy the issue.

Rebecca Chaplin Head of Editorial CarDealerMag.co.uk | 03

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04 | CarDealerMag.co.uk

Join Car Dealer Club by visiting CarDealerClub.com Members get free legal advice worth £195 for a £49.99 subscription

So You Wanna Be A Car Dealer?

The final part of our series for new entrants to the trade

Focus on a South Korean success story

ISSUE 125 I AUGUST 2018

Dashboard.

Big Story: South Korea’s success Around the UK More From Leasing Used Car Awards launch Rebecca Chaplin Big Mike Around the World Feedback Finance Car Dealer Power

06 10 12 16 21 23 25 28 30 34

Features.

Mazda Magic by the Mile History of hybrids

Data File.

Car Dealer Club The Statistics Auctions Taking Stock Real Deals Market Insight Suppliers Guide

Forecourt.

Ford Focus SsangYong Musso

48 53

Key Notes with Traka Long-termers James Baggott

54 56 72 74 76 78 80 81 84 86 87 90

A round-up of dealership news from across the UK

New addition to long-term fleet is a real summer sizzler

Our events...

As voted for by dealers, Car Dealer Power is unique. Details of our 2018 winners are online at bit.ly/CDP-18 – and coverage of this year’s survey and awards night starts on page 34.

The Car Dealer Used Car Awards, sponsored by Black Horse, celebrate the used car industry. Get involved in this year’s event – and find out more on pages 16-19.

Europe’s biggest automotive trade expo features the Live Stage, breakout sessions, workshops and much more.

It’s all over for 2018 – but watch this space for news of our plans for 2019.

CarDealerMag.co.uk | 05

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THE BIG STORY

An Asian love affair that shows no signs of losing its passion Hyundai Tucson SsangYong Musso

Kia Picanto

We can’t get enough of what South Korea’s motor manufacturers have to offer, it seems. Rebecca Chaplin examines the phenomenon of this accelerating enthusiasm.

T

he UK is now the largest new car market in the EU for South Korean car brands, according to latest figures from the Society of Motor Manufacturers and Traders.

The growing strength of the automotive relationship between the UK and South Korea has been highlighted by the SMMT during its trade mission to the east Asian country. It said 190,215 British motorists chose cars with South Korean badges last year, with Kia, Hyundai and SsangYong models accounting for around one in 13 (7.5 per cent) of new car registrations – up from 60,460 (2.5 per cent) in 2007.

Meanwhile, British consumers are also responsible for boosting output at South Korean car factories, with UK demand for models built in the country hitting record levels in 2017. The UK imported 103,078 South Korean-made cars last year – up by 93 per cent since 2010. Over the same period, UK production of cars for South Korean buyers has risen more than fourfold, with 20,698 models exported to the country last year.

The Kia Sportage was the top South Korean vehicle registered in the UK last year, followed in turn by the Hyundai Tucson, Hyundai i10, Kia Picanto and Hyundai i20.

06 | CarDealerMag.co.uk

Speaking to Car Dealer Magazine, president and chief executive of Kia Motors UK Paul Philpott said it was impossible to credit the brand’s growth in the UK to any one factor but that its global focus to develop reliable, stylish cars that exceeded customer expectations and represented great value had played a part.

‘Here in the UK we changed our business model more than 10 years ago to give our dealer partners confidence both in us as Kia UK and also in the fact that they could build real confidence and trust with their customers,’ he said.

‘It was essential for them that they could see a real opportunity to grow profitably in a sustainable way, and we set out to establish a real sense of partnership with them.’

It would be fair to say that both Kia and parent company Hyundai have transformed their image and range over the years. Hyundai chief executive Tony Whitehorn told Car Dealer Magazine: ‘Every business is ultimately determined by its product, and over the past 10 years the transformation of Hyundai’s product portfolio has been phenomenal. In 2018 Hyundai had Amica, Getz and Accent; today it is dominated by Tucson, Kona and i30N – what a transformation!

‘Hyundai has moved on from being a purely

rational purchase to one that is much more of an emotional decision because of design, styling and overall appeal of the car. Owning a Hyundai today signifies an intelligent choice, whereas 10 years ago it was purely on price.’

Philpott echoed those sentiments, explaining that brand perception had changed in the UK and that it had seen an increase in ‘readiness of UK consumers to put the Kia brand on their shopping list’.

He added: ‘Our customers have been essential to our success, and increasingly more UK motorists have seen that Kia is an attractive and trustworthy brand – of course, that was helped by the introduction of the seven-year warranty, which still leads the industry despite some recent moves by some brands to enhance their warranty provision. In the mainstream market, car buyers need to have confidence in their purchase, and I am grateful that ever more of them are prepared to put their trust in us.

‘But we do not take any of that for granted, and

How we can learn from the banking industry

Rebecca Chaplin, p21

What the bosses said Hyundai i10

Hyundai i20

‘Our customers have been essential to our success, and increasingly more UK motorists have seen that Kia is an attractive and trustworthy brand.’

Paul Philpott – Kia

Kia Sportage

everyone within Kia and within our franchised dealer network remains totally committed to continuing that journey.

‘With new EVs to come and new segments of the market to enter, we will continue to strive to make Kia ever more relevant to an even greater number of UK motorists.’

The SMMT’s trip to South Korea was an important one for SsangYong, as UK managing director Nick Laird arranged for SMMT chief executive Mike Hawes to meet the manufacturer’s top people. Laird told us: ‘In a time of change you need to overcommunicate and SsangYong, the factory, are taking a lot of time to talk to us as distributors in Europe about the new product that is upcoming, the changes to stuff that’s coming in the near future, and even involving us in the design process on some of the product.’

The latest vehicles from the brand – including its Musso pick-up that you can read about on page 53 – represent a new phase for the South Korean brand that currently sells around 4,000 units in

the UK, but with this new product it expects to grow. Its plan is to reach 10,000 vehicle sales a year in the next 10 years.

Laird said at the launch of the SsangYong Musso: ‘The first thing we need to do is get people hearing and knowing the name SsangYong and secondly have that name stand for something you know to be good. When you get beyond that, the history, heritage and legacy becomes important because customers want to know they’re buying a car from someone who knows what they’re doing.

‘This calendar year we’re going to sell about 4,000 units. We are constrained by the Euro 6 C to B transition, where we have ordered very few cars from the factory in the first six months as we’re deliberately running down our stocks. Next year I think we’ll be closer to 6,000 units.

‘In 2019 we also launch our next Korando SUV at about this time. Again, it’s a big investment by [parent company] Mahindra, and that vehicle comes with fresh powertrains too. It’s a much bigger segment than pick-ups but it’s also more competitive.’

Car Dealer Power Awards, Page 34 SsangYong Musso first drive, Page 53

‘Every business is ultimately determined by its product, and over the past 10 years the transformation of Hyundai’s product portfolio has been phenomenal.’

Tony Whitehorn – Hyundai

‘The first thing we need to do is get people hearing and knowing the name SsangYong and secondly have that name stand for something you know to be good.’

Nick Laird – SsangYong CarDealerMag.co.uk | 07

Dashboard.

JD POWER STUDY

Technology woes affect premium cars’ reliability

E

merging technologies mean premium models are now becoming more unreliable than volume cars, according to JD Power’s UK vehicle dependability study.

The company’s data, which is based on responses from 13,536 vehicle owners, shows that technology woes are continuing to be common for owners after one to three years, with issues around Bluetooth connectivity and voice recognition among the six most common problems in the study.

Motorists are still worrying about engine and transmission problems, as these tend to be the most expensive and dangerous. Despite advances in technology, the most commonly reported issue is vehicles failing to start.

Of the brands identified in the study, Hyundai was the most reliable, with a score of 78 problems per 100 vehicles (PP100). The South Korean brand was followed by Suzuki with 87 PP100 and Kia with 94 PP100.

Recruitment company is certainly making progress!

by TRISTAN SHALE-HESTER @tristan_shale At the other end of the scale, BMW ranked as the most unreliable with 192 PP100, followed by Fiat with 177 PP100 and Audi with 175 PP100.

Of the respondents who experienced no problems with their vehicle, 54 per cent said they ‘definitely will’ buy or lease the same brand again, while only 37 per cent of owners who experienced one of the top 10 most severe problems said the same.

Josh Halliburton, head of European operations at JD Power, said: ‘Automotive systems are more complex than they’ve ever been and premium brands especially are incorporating autonomous driving building blocks – adaptive cruise control, lane keep assist, automatic braking – into their models. It’s imperative for manufacturers to address this issue to improve the level of consumer trust in the technology.’

One car Two audiences Get your cars seen in two markets at once with a single advert

08 | CarDealerMag.co.uk

EXPANSION

PROGRESS Recruitment Solutions, the Norwich-based automotive recruitment specialist, has extended its head office to accommodate its growing team.

Despite being just seven years old, the fast-growing business founded by managing director Laura Rycroft now employs around 30 people, and the head office floor space has been increased by more than 30 per cent to nearly 3,000 square feet.

Rycroft, pictured above, said: ‘We’re always looking to invest, and increasing the size of our offices was essential to keep us moving ahead.’

DEMAND

Ford: Commercial vehicle range is keeping diesel engines alive D iesel engines still have a future at Ford, according to the Blue Oval’s powertrain chief, but almost entirely because the firm’s commercial vehicle customers demand it.

Speaking to us at the launch of the new Focus – itself benefiting from two new diesel engines from launch – chief powertrain engineer Simon Palmer hinted that with diesel-powered cars becoming ever more complex and expensive, it’s not passenger car sales that are keeping development worthwhile.

‘We’re seeing a significant reduction in demand for diesel engines on passenger cars – and even more so on small passenger cars,’ Palmer told us.

‘I think we can all see that the divide between gasoline and diesel in small and medium passenger cars – in terms of fuel efficiency – is reducing, and so the business case as an individual for buying a diesel is far weaker today than it was five or 10 years ago.

by JON REAY @JonReay

‘We have to remember as well, diesel engines require a significant amount of after-treatment and engine technology to meet the latest emission standards. So in short they’re expensive, and you have to balance that out with the affordability of small passenger cars.’

Despite this – and the ‘demonisation’ of the fuel across Europe – Ford has invested heavily in the development of two allnew ‘EcoBlue’ diesels in the past 18 months: a 1.5 and a 2.0-litre in various states of tune. Why? Customers of its profitable commercial vehicle range still rely on diesel.

‘We still see a need for diesel engines on commercial vehicles, and obviously what we’re looking to do is try to protect our diesel engines’ longevity,’ Palmer explained.

‘If demand [for diesel in passenger cars] is there, we are positioned in such a way that we can respond to it.’

New Focus on test, p48

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CarDealerMag.co.uk | 09

Dashboard.

News from around the UK

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

Jennings Kia supports cycling festival again

BEDFORD

Motorvogue’s expansion enters its final phase WORK has begun on the final phase of a three-part expansion of a major dealership in Bedford. The last stage of the project at the town’s Interchange Retail Park will deliver a 3,470 sq ft extension of the existing 11,000 sq ft showroom for multi-brand dealership Motorvogue, as well as a new Renault and

Dacia showroom measuring 3,120 sq ft. It will bring further jobs and investment to Bedford, primarily through the relocation of Motorvogue’s Renault and Dacia franchise from Clapham in north Bedfordshire.

Jon Pochin, Motorvogue MD, said: ‘We’re excited to enter this next phase of Motorvogue’s evolution.’

JENNINGS Kia has renewed its support for Stockton-on-Tees’ annual cycling festival. Taking place as this edition of Car Dealer went to press, the free event, from Friday, July 13 to Sunday, July 15, organised by the local council, offered activities for cycling fans of all ages.

It was the eighth year of the festival and the second year the dealership had given its backing. The Stocktonbased showroom donated the use of eight models from the new Kia car range as support vehicles.

SUNDERLAND

BASINGSTOKE

Dealership donates car Grant will help bring to children’s charity old and young together

TOWN Centre Automobiles in Sunderland has continued its support of a children’s charity by donating a new Citroen C3 Aircross to the cause. Grace House allows children with complex disabilities to enjoy short breaks and sleepovers – something that is often impossible for disabled young people to do because of their needs. In addition to providing a getaway for children, the charity also provides respite for family members.

10 | CarDealerMag.co.uk

INCHCAPE UK’s Toyota retail centre in Basingstoke has donated £1,550 to the Happy Faces Playgroup and Cherry Blossom Manor Care Home to support a project that brings different generations together to help combat loneliness. The money will help the playgroup in Sherfieldon-Loddon continue monthly visits to the care home in Bramley. The visits include activity sessions for the children and elderly residents, including arts and crafts, puzzles, singing, baking and picnics.

Top-selling cars in June June 2018

Ford Fiesta Volkswagen Golf Vauxhall Corsa Mini Volkswagen Polo Ford Focus BMW 3 Series Nissan Qashqai Volkswagen Tiguan BMW 1 Series

WILTSHIRE

Source: SMMT

8,900 6,873 6,076 5,839 5,494 4,840 4,002 3,939 3,527 3,383

The statistics, p74

CarShop executive’s £1,550 skydive tally

A SENIOR executive at CarShop has taken the plunge to raise money for the supermarket group’s charity partner. People director Fiona Cottle, above, raised more than £1,500 for Global’s Make Some Noise by leaping out of a plane at 10,000 feet for the tandem skydive in Wiltshire. She said: ‘Completing the skydive was a double achievement for me – I managed to fulfil a lifelong ambition to jump out of an aeroplane while also raising money for a fantastic charity.’

Why it’s time to hang out the digital bunting

James Baggott, p90

ESSEX

STOCKPORT

SURREY

Fresh way to discover the Mitsubishi brand

Cricketers bowled over by donation of new kit

Showroom’s grant will help young patients

MITSUBISHI Motors in the UK has officially opened the doors at its first retail store. The store – at intu Lakeside – offers people a new way to discover the Mitsubishi brand, learn about its vehicles, take a test drive and even buy a vehicle.

Rob Lindley, managing director of Mitsubishi Motors in the UK, said: ‘We are putting the customer at the very centre of what we do.

The store’s design perfectly conveys the bold, adventurous nature of the Mitsubishi brand.’

LOOKERS Kia in Stockport has backed local sportswomen by providing Stockport Georgians Cricket Club with new kits this season. The new attire was presented to the club’s ladies’ team in time for its first match of the season against Wistaston Village CC, which it won with a score of 135-8. The dealership will continue to support the club throughout the season with tailored offers to players and coaches as well as cheering them on from the stands.

‘Our Google score is 4.4 stars out of five and our Facebook score is 4.7 stars out of five. I am more than happy.’

James Litton column, p84

INCHCAPE’S Lexus retail centre in Guildford has donated £1,550 to the children’s outpatient unit at the Royal Surrey County Hospital.

The dealership, in Moorfield Road, provided the grant to help the hospital buy a device to help staff assess children’s breathing.

The presence of the new piece of equipment – a saturation monitor – will mean youngsters won’t always have to be admitted to a ward. The donation was made as part of the Toyota Fund for a Better Tomorrow.

DARLINGTON

Seat dealership wins customer service prize

BRISTOL Street Motors Seat in Darlington has won an award for excellent customer service. The dealership, which is one of Seat’s top 25 sites for performance in the Spanish brand’s retail network, was recognised in the company’s international aftersales customer satisfaction survey. The business was entered into a prize draw and won one of five £2,000 sums. Seat presented the cash to the dealership and allowed the team to decide how it should be spent. Good work, guys!

UK

DS now represented by dedicated dealer network DS AUTOMOBILES has made a significant step forward as a new brand. The Citroën offshoot is now represented in the UK by a 25-strong network of DS Stores and DS Salons, with cars in the model range now only available for order through these outlets. The move also signifies the separation for Citroën dealerships that can no longer trade with customers on new DS products. There are, however, a selection of Citroën investors that have been granted DS franchise contracts.

First drive

Ford Focus

Jon Reay delivers his verdict on latest incarnation of top-selling hatch Forecourt, p48 CarDealerMag.co.uk | 11

Dashboard.

News from somewhere other than the UK

Around the World: p25

Harrison

MORE FROM LEASING

Subscription schemes are leasing by another name Mitsubishi reveals new dealership design MITSUBISHI Motors is to introduce a new design for the interior and exterior of approximately 5,000 of its dealerships worldwide.

The move is based on the new brand message ‘Drive Your Ambition’ announced last year, and is intended to provide a better customer experience in a high-quality retail environment as well as strengthen Mitsubishi Motors’ brand image. The new design features

black, white and grey colour schemes with red dynamic lines as an accent. The uniform design is also aimed at ensuring consistency for customers across the brand, from motor shows, websites and brochures to dealerships.

Guillaume Cartier, senior vicepresident of global marketing and sales at Mitsubishi Motors, said: ‘Our brand is evolving and we need to reflect this in each and every customer touchpoint.’

More than a third of car buyers choose the first model they see

H

yundai has found that more than a third of Brits don’t now shop around before buying a new car, opting for the first model they go to see.

Add in those customers who only check out one other vehicle and the figure rises to more than half.

Hyundai says the research enforces the trend towards better-informed customers making the most of online car research and buying tools, such as its Click to Buy website. Several Hyundai models are available through the site, which gives customers a transparent fixed price for the car, as well as full information on monthly payments, CO2 emissions, equipment and fuel economy.

But even though people are viewing fewer cars before making their choice, many will still take someone with them to help look over their potential purchase.

Men are more confident than women, though, with only 40 per cent taking someone along, compared with more than 71 per cent of women. In both cases, it’ll most likely be their partner, with dads coming in at second most popular.

And who has the final say? Sixty-six per 12 | CarDealerMag.co.uk

by TRISTAN SHALE-HESTER @tristan_shale

cent of men claim they made the final decision on buying a car, compared with 55 per cent of women.

When it comes to top priorities, men and women generally want exactly the same things from their cars. From the 2,000 drivers surveyed, more than 71 per cent said that price was the most important factor in their buying decision.

Reliability was a close second, with type of fuel, comfort, make of the car and economy all featuring in the top 10 of what Brits feel are important.

Hyundai Motor UK president and CEO Tony Whitehorn said: ‘Clearly, today’s carbuyers are better informed than ever, and they’re making very concrete decisions on which car they want before even going to see it. This is a trend that we’ve seen grow in recent years and we want to be ahead of it, which is why we offer the most comprehensive new-car-buying research and online purchasing tool on the market, with Click to Buy.’

W

hen we made predictions for 2018 at the end of last year, one of the things we identified was that online car sales would begin to rapidly accelerate. This was because Bain & Company had reported almost 50 per cent of new car sales journeys begin online, and that the number of online brokers was growing rapidly.

What we didn’t predict was how quickly manufacturers would move into offering online carsubscription leasing services, and how this would potentially kick-start the transition away from the traditional car dealership and harden motorists’ alreadychanging views on owning a vehicle.

Volvo (Care By) and Mercedes-Benz (Flexperience) have already launched their respective subscription services in Europe, while BMW, Ford and Porsche have made inroads in the USA, offering those looking for a new vehicle a hassle-free, one-bill solution to driving by bundling car, insurance, servicing and maintenance into a monthly payment. Jaguar Land Rover (Carpe) has just launched a proposition in the UK aimed at high-mileage business users.

Differentiating from traditional leasing by offering perks such as flexibility regarding car choice and contract length, subscription services look to build on the traditional leasing model to fill a niche in the market for often affluent motorists who don’t want a long-term commitment or who require seasonal vehicles.

While undoubtedly innovative, research suggests subscription schemes have a way to go to truly meet consumer needs. The automotive distribution researchbased organisation ICDP found that 39 per cent of consumers said access to a range of brands when considering any subscription scheme was important.

What’s clear is that consumers are ready to adopt car usership. When compared with leasing, suddenly the traditional models of buying and owning a car, whether through HP or PCP, begin to look a little draconian, potentially leaving consumers to bear the brunt of depreciation and to sell an out-of-date (but much-loved) car at the end of the agreement – aspects that these emerging leasing schemes disregard.

While PCP will remain the most popular choice for funding a vehicle for the foreseeable future, the tide certainly seems to be changing. Statistics from the FLA show that personal leasing was the fastest-growing consumer new car finance product over the past 12 months.

We’ve got our eye on the future; have you?

‘It’s clear that consumers are ready to adopt car usership.’

Paul Harrison is head of strategic partnerships at ContractHireAndLeasing.com

CarDealerMag.co.uk | 13

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SURVEY FINDINGS

More people want to do buying research online

N

ew research from Close Brothers Motor Finance has shown that more car buyers would choose to do research online than in a dealership.

The company’s latest Britain Under the Bonnet report, which surveyed more than 200 dealers and more than 2,000 drivers, shows that 57 per cent of motorists use the internet to help inform their choice of car, compared with 40 per cent last year. However, although the internet has overtaken dealerships for research for the first time, 79 per cent of consumers still buy their cars from a physical site, while only two per cent make the purchase online.

The study found that all age demographics, except for over-65s, prefer to research online than at a dealership. In addition, 48 per cent of consumers bought their last car from a new dealer; 31 per cent from a used dealer; 12 per cent from a private seller; four per cent from family or friends; two per cent from the internet and two per cent from auction houses.

Of those who bought their car from a dealer, 67

per cent said the reason they did so was because they felt they would get a good deal, while 36 per cent sought advice for the price range and 35 per cent wanted help to finalise the decision.

Sean Kemple, director of sales at Close Brothers Motor Finance, said: ‘As technology evolves, the way people research and purchase cars is changing. As a result, dealers are undoubtedly facing new challenges.

‘As buyers carry out online research before entering a forecourt, the main challenge is encouraging them to take the next step and walk into a dealership.

‘In order to do this effectively, dealers need to make sure their digital forecourt has as compelling an offering as their physical one.

‘Let’s not forget that drivers still look to dealers for advice and support, even if they are spending more time researching online and less time in the showroom, so ensuring their staff are best equipped to deliver genuine insight and advice to prospective customers is going to be crucial in the months ahead.’

DOUBLE REJECTION

Apax Partners rules out buying BCA Marketplace

APAX Partners has decided against pursuing a takeover bid for BCA Marketplace.

Last month, the auction house dismissed a £1.6bn offer made by the private equity investment group in May. And a second acquisition proposal was similarly rejected by the WeBuyAnyCar owner, which said both had undervalued the company as well as its ‘attractive prospects’.

In a statement, BCA Marketplace said: ‘The board of BCA received two preliminary and conditional indicative proposals from Apax relating to a possible cash offer for the entire share capital of BCA. ‘After careful consideration, the board of BCA concluded that the proposals undervalued the company and its attractive prospects. Accordingly, the board of BCA unanimously rejected the proposals.’

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CarDealerMag.co.uk | 15

Used Car Awards.

Why you should enter the Used Car Awards

I

t’s the glitzy event that gets the entire used car industry talking. Recognising the best, the brightest, the smartest and the nicest across the full spectrum of the used car trade, the Car Dealer Used Car Awards are the gold standard that celebrates the finest in the business!

Now in its seventh year, the event has become THE awards for the used car industry, with winning dealers and sponsors proud to shout about their successes – and keen to have a party as well! Make no mistake: winning a Car Dealer Used Car Award is a BIG deal.

The awards celebrate and recognise all the different areas of this vital backbone of the motor industry. From the smaller independents to the larger groups, every dealer who has an involvement with the used car business can take part in the event.

This year, it’s taking place on Monday, November 26, and on the night, we’ll be handing out gongs in a variety of categories.

If you reach the final shortlist, you’ll be invited to our sparkling awards night, to be hosted by TV’s Mike Brewer and held at The Brewery, London. You’ll be able to enjoy a great meal, free drinks and – if it’s your thing – plenty of dancing!

If you missed out on last year’s event – and if you did, you really missed something special – don’t delay in entering for the 2018 Used Car Awards. Tickets and sponsorship packages always sell out fast, so inevitably we have to disappoint many of you when there isn’t any space left. Don’t let that happen to you this year... after all, it’s the dealers’ biggest party of the year!

We look forward to seeing you on the night.

16 | CarDealerMag.co.uk

What are they?

The Car Dealer Used Car Awards celebrate every part of the used car industry. For every new car sold in the UK, three others are used – which explains why these awards are so important.

Once again, the awards will be hosted by Mike Brewer and they’ll be held at The Brewery in Chiswell Street, London. It’s the perfect venue: small enough to give an intimate feel to the evening but large enough to host a fantastic party!

Where is it?

At The Brewery in London – an amazing venue that oozes class and sophistication and has provided the perfect setting for the Used Car Awards for the past six years. It’s simply stunning.

When is it?

awards. Mike Brewer does his stuff then it’s time for dinner. After that, we announce the final winners, following which it’s time for dancing, with the night topped off with a disco. There’s plenty of time to enjoy the night with industry colleagues and get busy with some networking in a relaxed environment.

How do I enter?

Entry is FREE and easy. Simply go to the Car Dealer Magazine website and click on the Used Car Awards button to fill in the online form.

Alternatively, you can enter using the form on page 18. There’s no limit to the number of categories for which you can enter. All we ask is that you provide as much detail as you can – make your entry really stand out and make the judges sit up and take notice!

It’s being held on Monday, November 26. Once again, this will be an excuse for a Christmas party you can put on expenses!

How can I sponsor an award?

What’s the running order of the night?

How can I book a table?

Guests are treated to welcome cocktails and wine.

Then we take our seats for the first half of the

There are a number of sponsorship packages. Call the team on (023) 9252 2434.

Anyone can book a table at the Used Car Awards.

Call us on (023) 9252 2434. Sponsors get tables as

part of their packages, but there’s nothing to stop other suppliers to the industry taking a table to entertain clients.

Car manufacturers and dealers can come along, too – bring your staff, your customers, anyone you’d like to wine and dine.

It’s a great chance to launch the festive season in fine style! Everyone is sure to have a ball.

All tables get unlimited beer and wine from 6.30pm when the party opens. It’s an evening filled with awards, fun and laughter.

After all that, we ask you to find your carriage at 12.30am.

CarDealerMag.co.uk | 17

Used Car Awards.

How do I enter?

Entering the Car Dealer Used Car Awards couldn’t be easier. You can do it in one of two ways.

Below is a nomination form that you can fill out and send to us in the post. If you want to nominate for more than one category, that’s absolutely fine – just photocopy the page however many times you need to and pop them in the post. The easiest way to nominate, though, is online. Go to the Car Dealer Magazine website

and click on the Used Car Awards button in the Events section to fill in the online nomination form – ideal if there are a number of categories you’d like to nominate for.

The closing date is Friday, October 5.

Please give as much detail as possible about why your nominee should win, as it’ll help enormously when it comes to creating the shortlists. Make that nomination form really sing!

Don’t worry if you’re struggling to think of

nominations for any of the categories, though – you can leave them blank. But please do get your thinking caps on, as we’re counting on you to nominate yourself or others!

Shortlists for each category will be drawn up by our panel of judges, which will be chaired by Mike Brewer, with the winner and two highly commended places invited to our gala awards night. The winners will be going home with a very special award indeed.

Please fill out the following details to enter by post My name: Preferred contact telephone number: My email address: The category/categories I’d like to enter for and nominee(s) are:

My reasons are:

Want to enter more categories? That’s fine – just photocopy this form. Please send your form (or forms) to UCA Nominations, Blackball Media, Haslar Marine Technology Park, Haslar Road, Gosport, Hampshire, PO12 2AG. If you’d like to send supporting information, that’s fine too. The closing date is Friday, October 5, 2018.

18 | CarDealerMag.co.uk

WHY GETTING INVOLVED IN SPONSORSHIP IS SUCH A GREAT IDEA

O

AWARD CATEGORIES

nce again, we received nothing but fantastic feedback from our award sponsors at the 2017 Used Car Awards. The companies that supported the gongs loved the relaxed atmosphere and found it far easier to network and do business on the night, as the guests were in an excellent mood.

Not only is the awards night a fantastic opportunity to network, but as a sponsor it’s a great way to entertain your clients at the start of the Christmas festivities and to thank them for their support over the past 12 months.

Each award sponsor gets a table of 10 included in the package, which is a fantastic way to entertain your clients or celebrate a brilliant year with your colleagues!

Used Car Dealership of the Year: Up To 50 Cars

Used Car Dealership Group of the Year

Spotlighting dealerships that have made the best use of video technology to present their products and services.

Every award sponsorship package comes with the following:

Aimed at those with more than one site, this award marks the best used car group.

Used Car Sales Team of the Year

•

Used Car Supermarket of the Year

•

• • •

•

Your company logo engraved on the winner’s trophy Your company logo placed alongside all publicity of that award in the run-up to the awards Your chance to nominate winners for the judging panel to consider for your award Table of 10 at the Used Car Awards evening Full-page advert in the results issue of Car Dealer Magazine placed next to the editorial about your award Your company logo included in web promotion of the Used Car Awards

Social Media User of the Year This award will mark the achievements of a dealer that has mastered their digital direction.

We’re looking for the best dealership that stocks up to 50 used cars.

Service & Repair Outlet of the Year

Used Car Dealership of the Year: 51-100 Cars

We’ll be looking for the garage that excels in repairing and maintaining used cars.

This award is for the best dealer that stocks between 51 and 100 cars.

Dealers’ Dealer of the Year

Used Car Dealership of the Year: 100+ Cars

Recognition from your peers is what makes this award extra special.

This one is for the larger dealers stocking more than 100 cars.

Best Dealership Use of Video

Sponsorship Available

This award is for supermarkets that provide great cars and great service on a major scale.

Newcomer Dealership of the Year

Sponsorship Available

This award recognises the best dealership established during 2017.

Specialist Used Car Dealership of the Year

Sponsorship Available

Honouring the best official manufacturer-backed Used Car Scheme of the Year.

Used Car of the Year

Sponsorship Available

Sponsorship Available

Sponsorship Available

Behind every great dealership there’s a great team – and that’s who this award is for.

Used Car Dealer Principal of the Year

The warranty experts

We’re looking for DPs who absolutely excel at running a successful used car dealership.

Best Used Car Customer Care Sponsorship Available

If you sell specialist used cars, you need something special yourself to take this home.

Manufacturer Used Car Scheme of the Year

Sponsorship Available

Sponsorship Available

This winner will be selected from the following five category winners, based on the absolute chart-topping vehicle whose value has stood the test of time against all the others.

Used Small Car of the Year Used Mid-sized Car of the Year Used Executive Car of the Year Used Sports Car of the Year Used SUV of the Year The above five category winners will be chosen by taking into account which make and model has the best residual value in its sector after three years or 30,000 miles. These awards are something that no individual dealer can influence – it’s all about the market figures for these vehicles.

Canny dealers know that cultivating a used car customer can create a punter for life – a loyal supporter who’ll return time after time.

Used Car Product of the Year Whether it’s a brilliant online sales portal or a clever warranty scheme, this award will celebrate the very best of suppliers.

Manufacturer Used Car Website of the Year We’re looking for interactive sites that are easily navigable and present used vehicles clearly.

Dealer Used Car Website of the Year

Sponsorship Available

Our judges will be looking for the ease of use, design and functionality of the website.

Outstanding Achievement of the Year

Sponsorship Available

Recognising the dealer or dealership personality who has achieved something truly remarkable.

Lifetime Achievement Award Once again, the judging panel will be looking for a big hitter in the motor industry.

Rising Star Award The spotlight here is on a person under 25 years old who is tipped to be one to watch in the used car sector.

CarDealerMag.co.uk | 19

Rearguards rear bumper top paint protectors.

YOU’RE C.E.O OF A MAJOR GARAGE GROUP. HOW GOOD ARE YOU AT SUMS? Or maybe you’re not the C.E.O. Maybe you’re just a normal someone who works in the motor trade, with a normal interest in saving money.

Either way, you should look at the cost of repairing a damaged rear bumper, a job that perhaps comes into your Body Shop from a ‘Trade In’.

They’re designed and made in the UK and hide old scratches and prevent new ones.

They’re simple to fit. They’re available in four finishes: Black, Silver, Carbon Look and Brushed Alloy Look.

We make over 750 models so there’s bound to be one for whatever vehicle you’re dealing with.

To repaint and repair a damaged rear bumper costs between £250-£350.

We already supply many dealers who’ve cottoned on to these numbers.

Compare that to the price of fitting a Rearguard over the damaged paintwork, at a cost of around £35-£45.

We courteously suggest you investigate the idea. Take a look at www.rearguards. co.uk, call us on 01525 853888, let’s talk.

You might save, maybe £175 per vehicle. Compute that over a year and it could amount to big money.

Rearguards are RGM’s best-selling rear bumper top paint protectors.

We’d love to hear from you.

We’ve been making auto parts for over 50 years. And one thing we’ve learned is doing things the old way, no longer adds up.

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Behind the scenes REBECCA CHAPLIN

Blackball Media’s head of editorial is never afraid to tell it like it is

Learn from banking blunders and make life easier for your customers

W

hich business do you deal with the most? Which one do you (hopefully) trust the most?

For the majority, and unless you’re storing your hard-earned under your mattress like Scrooge McDuck, the one partner you really can’t do without is your bank.

We’re talking about some businesses that have been around since the 1600s, making our industry look practically preschool with some banks even predating the invention of the steam engine. They keep us and our companies running every single day. We panicked that the millennium bug would take them down, with the rest of our digitised society, but they emerged unscathed.

However, it was on April 22, 2018, that the banks would really start encountering serious problems – the TSB, at least.

Admittedly, this might seem like old news (this is the August edition after all) but the problem is rumbling on. As I write this, it was only three hours ago that there were more issues.

The bank’s headaches are all due to an ‘IT migration error’. TSB was still integrated into Lloyds’ banking system, despite the companies splitting in 2013, so rather than the problems stemming from a simple upgrade going wrong, it actually seems to be more to do with the attempted removal of a huge amount of data from one place and the relocation of it somewhere else.

Then Visa suffered a ‘major network fault’ on June 1 meaning that shoppers around the world couldn’t use their cards with chip and pin machines. Many shop systems supported by Visa were also affected.

BP hasn’t been immune to technological problems either, with a glitch rendering its UK fuel stations unable to accept card payments for more than three hours one day in July.

It’s all pretty scary, but it does seem that the back ends of most banks are run on MS-DOS with data from each decade patched into the mainframe with chewing gum. That might be a slight exaggeration, and probably betrays a lack of programming knowledge on my part. But while they seem able to sustain themselves day-to-day, it seems many banks just aren’t set up for making changes to systems that are in need of urgent attention.

Hopefully this is a lesson that will be learnt from, and we’re not heading for the end of the modern world as the banks hit problems.

After all, it’s an industry that’s successfully improved and innovated over the years to give customers what they want – but can they keep up with disruptors entering the field? Particularly if you’re

one of the many people who’ve been affected by issues this year.

Live chat and chatbots have been around for years, but would you trust one with your bank details? That’s what intelligent assistant Cleo is asking you to do, and it wants you to connect your accounts to it through Facebook Messenger.

The idea is that ‘Cleo’ will keep in touch about your spending habits, help you with budgeting and answer questions about whether you can afford that third Starbucks of the week.

App-based Monzo is a banking start-up that’s gained traction fast thanks to the fact that it doesn’t charge fees when you’re spending abroad. For those who haven’t seen it yet, it’s easy to view your monthly spending with purchases split up by type.

Now, you might have noticed that banks have been responding to their disruptors in a similar way. Barclays introduced ways to pay people from your mobile while Clydesdale has launched an app-based account called B Service that displays your spending in an easy-to-read way.

What’s my point? you’re asking. This is a motor trade magazine, not Bankers’ Monthly, after all.

Well, the concept is the same, really. How do you make it easier and more convenient for your customers to buy from you rather than put up barriers based on how things have always been done?

The day-to-day life of a dealership involves buying cars, advertising cars and selling cars – and while there are ways to modify this, you wouldn’t mess with the basic formula.

However, I was at a conference held by financial platform Divido recently with mattress retailer Simba and sales platform Shopify, which started the chain reaction in my mind that led to the existence of this column.

If you’re selling mattresses, how complicated can it be? Like cars, people need them and they have simple options to choose from such as size, quality, new or used.

Do you go in store and jump on them, buy one cheap off eBay or Gumtree or order online? But, the biggest problem – and I mean the biggest – is how do you get it into your house?

You design it so it can be packed into a box small enough to be carried into your bedroom.

It sounds simple, but for years we’ve struggled by hoisting mattresses up staircases and bending them around corners.

I’m not suggesting you invent the first folding car, but in an industry where trust and great customer service are so important, make life easier for your customers. Don’t let anything stand in the way of a car buyer trying to spend their money.

‘TSB was integrated into Lloyds’ banking system, despite the companies splitting in 2013.’

Rebecca Chaplin is head of editorial at Blackball Media and presents news programmes and features on its online video channel Trade Plates TV. CarDealerMag.co.uk | 21

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www.blueskyinteractive.co.uk 22 | CarDealerMag.co.uk

Big Mike Our man on the inside shares his thoughts on the car business

Trip on the M6 solved a mystery – and had dodgy Derek bang to rights

I

was chewing the fat with Car Dealer’s founder, James, the other day about cars that were cheap as chips when the mag first appeared but are now starting to creep into classic territory. For him, with his baseball cap, shorts and fondness for ‘drum and bass’ music, whatever that is, it’s a hot hatch that appeals. That’s why he’s got an XR2 and a 205 GTi tucked away, bought at very much the right time – ie, when you could get one for a few quid, rather than a few grand.

For me, it’s an old Jag that does it, and I have a particular fondness for the X300 Series – the ‘modern’ Jag with the retro styling. It didn’t try as hard as the overly styled S-Type, nor was it as blockishly Eighties as the XJ40 model before.

It was, put simply, a great combination of looks and build quality – a Jaguar that encapsulated everything that was traditional about the brand, right down to a rubbish boot and crap rear legroom, but character in spades.

Back in 2008, when Car Dealer first landed on your mats, it was the pure ‘pub landlord’ Jag. Most were shabby, they were expensive to run and repair and nobody wanted them. £1,000 would get you something tidy, and I went through a phase of buying the best ones I could. Indeed, the two very best are still in my garage, awaiting the day they’re properly appreciated, at which point I’ll introduce them back on to the market as low-mileage examples and finally retire to the Seychelles. Or possibly Rhyl.

I do remember, though, that I used to have a rival in the auction halls when it came to these cars, and if we bumped into each other these days I suspect it wouldn’t be the friendliest of reunions.

The chap in question, who we’ll call Dodgy Derek because he was called Derek and was decidedly dodgy (an inspired nickname, I know…), was a regular at the car auction I used to frequent. An auction that, seemingly, used to get rather confused in its stock descriptions.

On many an occasion, I’d turn up to bid on a Jaguar that was listed with very sensible miles, only to find it going through the block with as much as 50k more on the clock than in the catalogue.

The cars would roll into the hall, the auctioneer would appear befuddled when he checked the mileage with the car jockey and the car would be sold as ‘mileage incorrect’. Every time a Jaguar, every time the same buyer. Dodgy blinking Derek.

The scent of rat coming out of this saga was enough for me to turn pest controller, so next time there were two X300s going

through the auction, I went down early to do some sleuthing.

Sure enough, Derek was there, too, and was giving the cars a good look over. I checked them out as well, and made a careful note of the recorded miles. Imagine my surprise, then, when a dark red Sovereign rolled into the ring four hours later to the usual consternation. In the book, it had 81k on the clock. On the dash, it had 130,000. Yet I’d checked it earlier.

Confusion followed, and the red Jaguar was knocked down on a provisional bid – but this time to me. I wanted to know what was going on. After the vendor agreed there was a mileage discrepancy and accepted my provisional bid, I picked up the keys and drove it home, only to find myself doing an indicated 100 on the M6 between junctions 9 and 6. Anyone who knows the M6 will know that this is impossible.

Then the penny dropped. The speedometer was logging kilometres, not miles. When I got back to my lot, I called a mate who was an ex-Jaguar tech for help, to discover that converting an XJ6 from mph to kph and back again was alarmingly simple – it required knowing the codes to access the service mode on the trip computer and then simply toggling between the two.

Dodgy Derek was obviously aware of this and was setting to work on every XJ that took his fancy. I took my information to the auction house and explained my suspicions. Sure enough, it looked like we had Derek bang to rights.

We could have landed him in hot water – but this was the car trade back in its less regulated days, and it was far more fun to leave Derek to his own devices, only for the auctioneer to bid him off the wall on every single car he tried to buy, while throwing one-liners into his spiel that told Derek in no uncertain terms that they had his number.

‘I’ve clocked your bid, Del,’ for example, or ‘There’s quite a bit of distance between you and the next bidder.’

For each bid against the wall, I’d agree to underwrite it to what I thought the car was worth in a clean trade sale with the correct mileage, and for months it worked to my advantage, as I was the only person in the hall (other than the auctioneer and an increasingly disgruntled Dodgy Derek) who was aware of the car’s true mileage.

I’ve got one out the back – a 4.0-litre Sovereign in Sapphire Blue that had 90k on the clock when it went through the ring and is still to tip over 60,000 in real money. That’s the chalet in Rhyl paid for, with a bit of luck…

‘When I got back to my lot, I called a mate who was an ex-Jaguar tech for help.’

Who is Big Mike? Well, that would be telling. What we can say is he’s had more than 40 years in the car trade so has probably forgotten more about it than we’re likely to know.

CarDealerMag.co.uk | 23

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24 | CarDealerMag.co.uk

Dashboard.

Around the world Dealer news from somewhere other than here

RWANDA

THE Volkswagen brand is expanding in Africa, with the recent launch of an ‘Integrated Mobility Solution’ in Rwanda that includes local vehicle assembly, innovative mobility services and a new sales and service retail outlet. Thomas Schäfer, CEO of VW Group South Africa and the person responsible for the SubSahara region, officially launched the project in the capital Kigali in the presence of Rwanda’s President Paul Kagame. He said: ‘Rwanda has great potential.’

AMERICA

LIGHT trucks outsold cars by a ratio of two to one in the first five months of the year. The news marks a major change because just five years ago, the two types of vehicle were neck and neck. Low fuel costs and the fact that modern trucks and SUVs deliver better fuel economy than their predecessors are persuading people to make the switch.

Manufacturers are on track to sell about 5.3 million cars in the US this year, which would be the fewest since 1958, reported Autoweek.

SOUTH AFRICA

AUDI is getting some negative publicity amid claims that some of its vehicles can unexpectedly catch fire. Motorist Themba Mabasa complained on Twitter that his TT burst into flames recently while another Audi owner, Alex Poltera, posted a video of his Audi Q3 burning. The German carmaker said the two incidents were entirely separate and unrelated.

CHINA

CHINA’S used car market is growing strongly at the moment.

New statistics from the China Automobile Dealers’ Association (CADA) show that 1.2 million used cars were sold in May, up 21 per cent on the same month last year. The performance brought used car sales in the first five months of 2018 to 5.54 million vehicles, reported the website ECNS.cn – a 15 per cent increase year-onyear, which was better than expected. CADA president Shen Jinjun said that compared with the United States, for example, there was still huge potential in China’s used car sector.

INDIA

VOLVO has opened a new showroom in Kolkata. Inaugurating the dealership, Charles Frump, managing director, Volvo Car India, said: ‘Kolkata is the gateway to the east and home to a lot of affluent families. I am confident that our partners SPL Volvo will help us achieve our sales and service objectives.’ The Swedish manufacturer wants to double its market share in India by 2020.

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Dashboard.

Part 16: Growing up For the final part of our series, it’s time to take things to the next level, says Dan Read. Because we’re only just getting started...

W

ell, you’ve made it this far, so you must be doing something right.

Just think, when we started this series, your car dealership was merely a twinkle in your eye and now look at it – all grown up and ready to face the world! The question is, what’s next? How do you go from selling 10 or 20 cars a month to double, treble or quadruple that?

Take Imperial Car Supermarkets for example.

Like many independent car dealerships, it started

with two blokes trading from an old petrol station forecourt. Before long, it was selling 50 cars a month and employing 10 people. That was in 2006. A little over 10 years later, it now employs more than 170 people at several sites and turns over £142 million per year.

How did they do it? What’s the secret to that sort of growth? Could you possibly achieve the same thing? To find out, we talked to Imperial’s operations director, Neil Smith, who knows a thing or two about rapid expansion…

WHAT DRIVES GROWTH?

volume anyway. It really is a gut feeling at that point – the number will be so obvious, you’ll know that if you had larger premises you’d turn over more each month.

It sounds obvious, but the only way you can grow and expand in this business is by selling more and more cars. Volume drives growth. It’s all the basics really – making sure the cars are priced right, prepared right and that customers are treated right. Do that, and naturally you’ll sell more cars, because your reputation will build, you’ll get referrals and if you’re recognised – especially in our business where the perception of car dealers is still not great – you’ll stand out as the one doing things right. That will give you opportunities to expand.

WHAT’S THE TIPPING POINT?

Reaching a certain sales volume. It really could be as simple as that, or not having enough space any more. If your site can accommodate 15 cars and you’re selling 15 cars a month, then you know there’s potential there. Having a certain amount of capital helps, but that will be driven by your 26 | CarDealerMag.co.uk

WHAT MOVES SHOULD YOU MAKE?

It’s down to what the individual wants to do.

Some will stay trading five to 10 cars a month because they’re happy with that. Others have an ambition to push things as far as they can. So if you’re sitting there thinking ‘I know I can sell another 10 cars… all I need is bigger premises or storage space’, then start looking for larger sites.

It’s exponential. But at a certain level, a bigger site won’t necessarily work. You can then start looking at additional sites.

WHAT ABOUT INVESTING IN AN ONLINE PRESENCE?

Online presence increases brand awareness, even

if it’s just in your local area. You need a presence across all digital channels, but once the customer is on your actual website, it should fill them with confidence. Over the years, we’ve made a real effort to ensure that everything we publish about our vehicles is open and transparent. Continuous investment in that digital platform is key to making sure you’re one of the 1.7 dealerships a customer physically visits before buying.

‘Ultimately, growth will be driven by the success of the business and the ambition of the person running it.’

Neil Smith

HOW ABOUT ADDING TO YOUR OFFERING WITH A WORKSHOP, FOR EXAMPLE? Adding a workshop certainly helps with vehicle prep. We’ve always had a fixation with prepping cars well. When we were smaller we outsourced it all to bodyshops and garages.

Now we do it all in-house, so there are obviously cost and efficiency savings there. It’s also a way to open another revenue stream and meet new customers – someone might visit for an oil change but suddenly they’re aware of your brand. If you’ve got the servicing right, hopefully they’ll remember you when it comes to buying their next car.

WHAT ARE THE BIG RISKS WITH EXPANSION?

If you grow too much it’s then very hard to downsize. The only way you can scale back is by

reducing stock. You can’t really reduce the size of your site or the cost of it. The natural progression is to acquire bigger premises, but do it step by step: start with one site for 20 cars, then move to another that can handle 40 and so on. Don’t buy 100 cars and wonder where to put them; work the other way around.

HOW DO I AVOID GETTING AHEAD OF MYSELF?

Take advice from the people around you. Speak to your accountant. Growth should be measured.

We’d never have gone straight from two sites to 10. Look at where you want to go next, look at the demographics, at the competition and at your stock profile – just like you did from the outset.

Understand who you want to be and how you’re going to get there.

WHAT IF I GET REALLY BIG?

The bigger you get and the more you spread

your reach, the more likely you are to get on the radars of bigger companies that might make you an offer. You could even be approached by a manufacturer to become a franchise – I know independent traders who’ve gone on to take manufacturer-sponsored programmes and become main dealers. But to go from being an independent to suddenly answering to someone else could be awful for some people – especially if, like us, you prefer a more dynamic and flexible approach.

ANY OTHER WORDS OF WISDOM?

Unfortunately, there’s no magic formula. But if you’ve got the right ambition and you’re seeing your business grow, there will come a time when you have to make a decision: stick with what you’ve got or go after more. Ultimately, growth will be driven by the success of the business and the ambition of the person running it.

CarDealerMag.co.uk | 27

Feedback.

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

Our website at CarDealerMag.co.uk

So, how did we all start I STARTED at 15 as a Saturday boy car washer, then a petrol pump attendant, then a console operator. I became a valeter at 16 at the same garage. When I passed my driving test at 17, I bought my first PX, a Moggy split screen in dove grey. I was on £50 a week and I bought the Moggy for £150. I sold it to a doctor for £800 using the local paper. I was absolutely hooked from there.

Arfur Dealy I started in 1980 at 16, valeting. I bought a Mini van and started going around the industrial estates touting for cars to clean. I had a good few weeks and saw a Mini 1275GT for sale. Can’t remember the price but I got it, cleaned it up and sold it on. Hooked.

Two years down the line, I sold Gleamers car valeting for decent money and set myself up in an old farm barn buying and selling.

Later on, I got taken on by two gentlemen who dealt in prime German stuff and learnt more about the trade. Set myself up again three years later with their blessing and their help. Have a hell of a lot to thank those two guys for. They were known as the underwriters to the motor trade.

Here I am today doing the same thing to a young guy and his business.

No idea why, but it satisfies me and I don’t want him burnt. He’s honest and does the right thing and I like that.

RHO I started six months ago with no experience but a lot of enthusiasm. I’m doing it full-time for now. If I can’t make ends meet, I’ll have to get a job. It’s hard work and stressful but I’m very happy. The thought of going back to being told what to do by someone else petrifies me.

EPV My father unfortunately suddenly passed away and given I hated my job as an auctioneer/ antiques valuer, I quit after 12 years (bloody

Picture of the month

The view from the top of the Spinnaker Tower in Portsmouth always impresses our guests at Car Dealer Power – and this year, as well as enjoying the views across the Solent towards the Isle of Wight, we were also able to check out ‘Big Lizzie’ – the Royal Navy’s new £3 billion aircraft carrier HMS Queen Elizabeth.

An impressive sight! terrifying leaving the only real job I’d had after working my way up the ranks) and spent the summer on the beach before realising that I needed a job.

It’s always funny how I imagined a life of being on the beach, touring Europe and bumming around was my dream but in reality I needed a focus. I’m a grafter, not a player.

My brother-in-law who I barely conversed with at the time worked at a main dealer and suggested starting up together and running a used site. I had never driven a car at this point.

We signed a lease for a 30-car site and I had two months to get passed. Failed my theory first time round by not studying and thinking ‘how hard can it really be’ and eventually passed two weeks before my practical. Smashed it out

the park and within a week I was cutting down overgrown bushes and learning how to clad a portable building with uPVC. We went out and bought 25 cars in two weeks from our local halls (my God, the bad stock we threw our money into, we were so green) and I learnt how to open a bonnet, watched a YouTube video on how to charge a flat battery and worked out that some stuff needs to have the clutch depressed to start it.

Spent a lot of those first few months very, very worried... to say I was out of my depth is the understatement of the century. I used to go on test drives in the passenger seat with the handbook in my lap. ‘What’s hill descent?’ ‘One moment whilst I find page 85-3.’

I spent a lot of time in cars, driving everything, opening everything, reading every handbook and going online every day reading forums.

Three years in and we now have two sites, 100 cars and two staff. I understand and use CRA15, know how margin schemes operate, get what an EGR does and why it gets clogged, know all buyers are liars and have a love/hate relationship with it. Not my most modest sentence but we’ve come a long way and I’m bloody proud.

I still feel sorry for those first few punters I handled though! grant8064 I got into the trade completely by accident. My now business partner used to buy cars, fix them and keep them for six months.

We were both between jobs and bought a Seat Ibiza together. Barely made our money back. I then bought an RX8 which was the first car I ever bought completely with no-one’s advice.

Turned out it had a compression problem and wouldn’t start warm. Eventually got the hang of it and we’re five years in.

We’ve had three very good years but the last two have been terrible. Seems to be getting better now though, fingers crossed. tradegirl

Top Car Dealer Power tweets We are so happy to announce that we have won the ‘Website Provider for Independent Dealers’ category at the #CDPower awards.

We are so grateful to every one of our dealers who voted. Thank you!

67 Degrees @67degreesuk

RESULT! We are humbled and delighted to report we have won the @CarDealerMag #CDPower award for Cleaning Product Of The Year for the third year in a row. Thank you to all the dealers that voted for us.

AutoglymProfessional @AutoglymPro

#CDPower @theSpinnaker in Portsmouth for the Car Dealer Power 2018 Awards and 4th year for GardX as Paint Protection Provider of the Year – well done #teamGardX Alistair Jeff @alistair777

So amazingly proud to have won #CDPower Recruitment Agency of the year for a record 6th year on the trot. Many thanks to all who voted #weareautomotiverecruitment Perfect Placement @MotorTradeJobs

28 | CarDealerMag.co.uk

Fantastic win for Volvo at Car Dealer Power Awards for our innovative and inspiring Human Made Stories. #CDPower Volvo Car UK PR @VolvoCarUKPR

More and more of our readers are joining the debate – and it couldn’t be

On Twitter: Follow @CarDealerMag

Forum: CarDealerMagazine.co.uk/forum

out in the motor trade?

Should cars be advertised before prep work is done?

I have this long-standing debate with a friend. He thinks that all prep should be completed and the vehicle ready to go before he publishes his ad.

I think that a vehicle should be advertised as soon as it arrives provided you have the ability to show it as it will look when ready. Photoshopping scratches (that will be repaired in a bodyshop) is a classic example so there is no misleading involved. My thinking is that customers often spend several days looking at a car advert online before they first make contact.

It’s these few days I like to save by placing my ad, then finish the prep and not have so much waiting time. Bear in mind that all my viewings are by appointment with no walk-ons.

Nick M.K. I’ve got a forecourt. Cars are placed on my website as soon as they are bought, with the strapline of ‘in soon’. Once they arrive, I add some photos before the car is valeted. Photos

are retaken once valeted. Had a guy come in Thursday for a 13-plate Qashqai despite it clearly saying ‘in soon’ and no photos. He is just so keen to have the car. Wants to give me a deposit without seeing it. So I agree with you Nick. Get it advertised. Get it sold!

David Ayers I used to be in the ‘get it spot on, photo and video it’ camp as I do a detailed set of photos and videos but having taken advice from others, I am waiting too long. So I need to find a way of getting the car photographed and up for sale prior to prep. I think if the car is cosmetically sound then mechanical or electrical work can take place after it’s up for sale. If its paintwork needs attention, it’s discouraging for people to see it like that IMO. EPV Well, I’m gonna give the ‘other side of the coin’

FRUSTRATION

Punters ignoring sold signs!

NOT sure if anyone else has had this happen to them, but it’s a slight annoyance to me.

We have a lovely-sized pitch containing about 70 used cars all nicely lined up with price boards on them.

We also have, in the far corner, a section for our sold stuff. It’s right at the back and it’s clearly where our sold cars are. They all have sold boards in them and yet we still get people wandering straight over there and pressing their faces on the windows looking in...

Here’s a perfect example. Thirty minutes ago, two fellas aged about 40ish drove on to our car park, got out of their car and walked straight to our sold section. They spent five minutes looking and I wandered over to ask if I could help. I was then asked questions like, ‘are all these sold?’ ‘what was the mileage on those?’ and my favourite, ‘can I sit in that one?’

‘No, sorry, it’s sold!’

Dan W Try ‘reserved’ tickets instead, they do not generate the same reaction from nosy punters or time wasters. trade vet

viewpoint. Whenever I’ve advertised a car that’s not prepared correctly, it causes stress – whether that’s successfully getting a deposit and then rushing to get the job done for the now impatient punter – or failing to get it sold as the car lets itself down.

No matter how much you assure them you’ll get it all done, they can walk. I don’t like any more excuses ‘not to buy’ than can be helped.

You should only have the price as the thing they can argue about. A good car will sell and I think presentation is a reflection of you and your business. I don’t see the urgency myself.

However, we have a site so maybe selling from home with only a few cars in stock it is felt that they need to be advertised immediately. For me that still doesn’t make sense.

NOACROSS Wouldn’t post any pics until prep done.

Jack Regan

The bonkers text from my sister that drove me nuts!

Had a fantastic text off my sister today. She was having her tyres changed and they couldn’t find her ‘lock and walnut key’.

Nearly spat my tea out!

Anybody had any better?

Mikey 360 Lady went into the parts department asking for some 710 for her engine. Think about it.

David Ayers

The quickest way to get interest in a car was always to put ‘sold’ in it. If I have two cars exactly the same, I always put ‘sold’ in one of them otherwise the punters feel they missed something. You then tell them the unsold car is actually the better car. mrs maybe The best stock always sells first and you’re left with the harder-to-shift stuff. Also, how many times do you get not a sausage on a car for weeks/months and then once it’s sold you get a couple of other sniffs on it!

NOACROSS

When I met the other half, she told me she used to own a Vauxhall Fiesta. I still take the p*** out of her now... oh look, there’s a Ford Vectra, oh look there’s a Vauxhall Mondeo. The joke isn’t getting thin even after 10 years.

Arfur Dealy I’ve seen a few misspellings on eBay adverts. ‘Just had new head gas kit’ was a recent one.

Lakeside I bought a car years ago over the phone and the trader said it was an estate. It turned up and it was a saloon. Rang him up to moan and he said he’d told me it was ‘in a state’. It was.

NOACROSS

easier to get involved! Sign up to our forum at CarDealerMagazine.co.uk/forum

The publisher reserves the right to edit submissions.

CarDealerMag.co.uk | 29

Finance.

OFFERS

Renault launches zero per cent deals for the summer R enault is offering zero per cent finance this summer on all its models bar the Megane RS. In addition, both the Clio and Captur new EasyLife variants also have an additional £1,000 off when a car is part-exchanged.

The £1,000 discount needs a voucher, which is only available during July, to be downloaded and printed from the renault.co.uk website. While on the site, prospective customers can also access the used carvaluing tool, giving them a good idea of the part-exchange value, depending on the condition of the vehicle, ahead of visiting the dealership.

Both the Clio and Captur have recently had new line-ups announced, with their ranges now simpler to understand, with more specification, enhanced visual appeal and, in most cases, a lower like-for-like price.

An example is the Clio Iconic, pictured, which is available from £14,700 on the road – a £254 saving against the previous Dynamique Nav, despite the additional equipment of 17-inch black alloy wheels, rear

parking sensors, extra-tinted rear and tailgate windows plus chrome window surrounds. A MediaNav multimedia system with seven-inch touchscreen satellite navigation is also included.

The Clio Iconic TCe 75 is available for £199 a month with £199 deposit and zero per cent APR over 48 months.

On Renault Selections PCP finance the Captur Play is also £199 a month with £199 deposit and zero per cent

APR over 48 months. It has a wealth of features, including the addition as standard of the popular two-tone exterior paintwork when compared with the previous Expression+ trim.

Renault’s offers run until October 1 and are available on vehicles ordered

by September 30 and delivered before December 30, 2018. They all have an optional final payment, with some having a deposit contribution as well.

ŠKODA

Deposit contributions of up to £3,000 offered for third quarter ŠKODA is offering deposit offer covers all models excluding SE contributions of up to £3,000 as part Technology - including the SportLine of its finance offers via its Solutions and SportLine Plus variants.

PCPs for the third quarter of 2018.

The Octavia has a deposit Rates on some models are down to contribution of £2,500 with a 3.9 per cent representative APR and representative APR of 5.2 per cent and it is also giving servicing packages also includes two services. It covers during the period of the deal, which hatch and estate models, excluding SE runs until October 1.

Technology models but including the The flagship Superb, for example, vRS range and the Scout. is available with a £3,000 deposit Customers looking to snap up a contribution, two services and a current Fabia can get a £2,000 deposit First response Stripper 1.pdfcent.

1 04/05/2018 11:15:13 representative APR of-5.2 The contribution along with finance at 3.9 C

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per cent representative APR, while. buyers looking to order the new model – which is set to arrive from September – can net the same lowrate finance package and a deposit contribution of £1,750.

Meanwhile, the Citigo comes with a £1,500 deposit contribution and 6.7 per cent representative APR, while the Karoq has deposit contributions from £600 to £2,000, two services and representative APRs of 4.9 and 6.8 per cent.

STARTLINE

Conal takes over as head of IT and digital

STARTLINE Motor Finance has appointed Conal Furie as its head of IT and digital, taking charge of all of the technology operations.

He has almost 25 years’ experience of working in IT in the motor retail sector, having started his career as an IT support specialist at Lex Retail Group in 1992.

He has been head of IT at Arnold Clark, IT director at Peter Vardy and was most recently innovations director at Jardine Motors Group. ‘I’m very pleased to be joining Startline at this stage in the company’s development,’ said Furie.

‘It has built its proposition into a genuine force in the market place over the last few years.’

Startline CEO Paul Burgess said: ‘Conal’s arrival will allow Startline to realise its ambition of positioning itself as the most forward-thinking and technologically advanced lender in the motor finance sector. The investments we plan to make in the next few months and years, especially with the appointment of Conal, will make a genuine difference to our customers.’

IN ASSOCIATION WITH

Time is money BEN GARSIDE

A monthly look at the world of automotive finance and marketing

Let’s see your keepy uppies so we can give breakfasts to hungry kids

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s a lot of you will know, over the past five years we have been raising money and supporting Magic Breakfast. This is a charity that provides breakfasts for children who would otherwise have gone without in the morning.

In the UK, we have 4 million children living in poverty and half a million children regularly going to school without breakfast.

Child hunger is a bigger issue than you would probably think.

Some children are too hungry to learn and some haven’t eaten since their free school dinner the previous day!

Five years ago, we chose to support Magic Breakfast for a number of reasons. It wasn’t a well-known charity and 88 per cent of the funds raised go directly to the charity.

As a company, we know that children are our future and they need fuel to learn.

First Response Finance has a learning and development culture, and felt that it was a great fit.

Over the past five years we’ve donated more than £200,000 to Magic Breakfast, and we want to raise and donate even more from our final campaign.

We have just released this final campaign to motor dealers and consumers with the ambition to raise £5,000. We sent more than 800 branded footballs to local businesses and motor dealers across the UK to get the campaign started.

Each football has been delivered fully inflated with instructions on how the person can get involved and raise some much-needed money ready for 2018’s new school year in September. However, we want all dealers to get involved! So we’re

challenging the motor industry to show off its footy skills and keep up for charity. First Response will then donate £1 to Magic Breakfast for every video that gets tagged to our pages.

The idea is simple: grab a football, film yourself or your customers doing keepy uppies and post it to our Facebook or Twitter profiles using the hashtag #KeepUpForCharity.

All entries will be placed into a prize draw to win one of 100 limited-edition branded footballs. Terms and conditions apply.

We’re obviously hoping to take advantage of the football craze that’s hit the UK because of the World Cup, and we would like to benefit a charity at the same time.

The campaign is a great way to raise awareness of Magic Breakfast as well as getting people involved with a bit of summer fun. It really is a summer of football at the minute, so we’re expecting quite a few people to jump on board.

This is a four-week campaign and we’d really appreciate everyone’s participation.

Also, for every finance agreement that goes live this month we’ll also donate £1 to Magic Breakfast, which means the total donation should exceed our £5,000 target.

So if you want to do a good deed this month, grab a football and film your attempt.

Our company will donate £1 on your behalf, and as it only costs 22p per breakfast this will mean more than four breakfasts are funded.

Get involved now by searching for First Response Finance on Facebook or Twitter and remember to use the hashtag #KeepUpForCharity when you upload your video to our social media profiles.

‘As a company, we know that children are our future and they need fuel to learn.’

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

Turn over the page for more finance stories

CarDealerMag.co.uk | 31

Dealfinder.

Finance.

YOUR ESSENTIAL GUIDE TO SUPERCARS

Audi R8 RWS

Porsche 911 Carrera GTS REGARDED by many as the best modern 911 that could be used every day, the GTS models have built up a strong following.

While the GTS isn’t as powerful or quick to accelerate as the other two cars here, it’s the one that’s the best to drive – if only by a smidgen. It’s only marginally slower, too, with its flat six engine producing 444bhp and able to sprint to 60mph in 3.9 seconds and on to a maximum speed of 193mph.

A customer deposit of £21,300 is followed by 35 monthly payments of £1,033.90. Over the three-year deal, they’ll pay £57,486.50. A final payment of £51,824.40 can be made if they choose to buy their GTS outright.

This, along with the £10 option-to-purchase fee, brings the total amount payable to £109,320.90, compared with the on-theroad cash price of £97,090.

THE Audi R8 has proved a fierce supercar contender since it was first launched at the end of 2006.

Capable of a top speed of 199mph and 0-60mph in 3.5 seconds, it’s fiercely fast – but with an interior that’s just as plush as your average luxury saloon. The latest model is known as the RWS – or Rear Wheel Series – and is not only the first rear-wheel-drive R8 but also the first rear-wheel-drive Audi. And despite only going on sale earlier in 2018, it’s now regarded by many as the best R8.

Audi asks for a customer deposit of £23,500, followed by 35 monthly payments of £1,440.19. At the end of the contract, the customer will have spent £73,906.65. If they then choose to buy their R8, a final payment of £52,817.15 and a £10 option-topurchase fee brings the total amount payable to £126,733.80 – noticeably more than its on-the-road price of £112,520.

SURVEY

Revealed: The battle when trying to sell finance products C

ustomer ambivalence faced by dealers when selling car finance and insurance has been revealed in new data from BMW Group’s independent motor finance division.

Alphera Financial Services’ UK-wide survey asked people to rank the importance of different aspects of the sales process relative to a detailed discussion of available finance options.

The survey was conducted in March among 1,035 motorists across the UK and not specifically BMW Group customers.

Seventy-one per cent believed being able to discuss their preferred choice of paint colour was of the same or greater importance than having a detailed discussion about potential finance options. Just over half (53 per cent) said the same C

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by JOHN BOWMAN john@blackballmedia.co.uk about discussing the available selection of alloy wheels, while 60 per cent said being shown how to integrate their phone with their new car was more important or just as important as discussing how they would finance their car.

Alphera director Spencer Halil said: ‘For many buyers, car finance can be hard to get their heads around, so dealers need to make the subject as attractive and easy to understand as the more exciting elements of a car purchase.’

It is supporting a new accreditation scheme in partnership with the Institute of the Motor Industry (IMI) to improve industry standards and

enhance transparency over car finance sales.

IMI chief executive Steve Nash, pictured, said: ‘The IMI’s new finance and insurance accreditation framework has been developed in co-operation with dealers, manufacturers and finance companies like Alphera Financial Services. It helps sales staff to safeguard car buyers by providing them with relevant and correct information relating to motor finance, and give customers greater confidence in discussing car finance and insurance products.’

IN ASSOCIATION WITH

Aston Martin Vantage IT WAS about time that Aston Martin replaced its Vantage and thankfully it did in 2018. This latest model has a greater focus on being fun, with its engineers benchmarking the model against the Porsche 911 – a bold move. Using a Mercedes-Benz-sourced turbocharged 4.0-litre V8 capable of producing 503bhp, it can match the Audi R8’s 0-60mph time of 3.5 seconds and has a top speed of 195mph.

Aston Martin has higher deposits and final payments than the other cars here, although this does mean cheaper monthly instalments.

A customer deposit of £37,353.07 is needed, followed by 35 monthly payments of £895.

Over the three-year deal, the customer will pay £68,678.07. If they then wish to buy their Vantage, a steep £68,621 is needed. This brings the overall amount payable to £137,299.07 – just over £15,000 more than the £120,900 on-the-road price.

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Consumer car finance markets rose by value and by volume in May

Profit boost sees 2017 significantly outperformed

NEW figures released by the Finance & Leasing Association in July show that new business in the point-of-sale consumer new car finance market grew 15 per cent by value and 10 per cent by volume in May compared with the same month in 2017.

The percentage of private new car sales financed by FLA members through the POS was 89.3 per cent in the 12 months to May 2018 – unchanged compared with the same period to April 2018. The POS consumer used car finance market also reported new business growth in May 2018 of 12 per cent by value and nine per cent by volume.

Geraldine Kilkelly, head of research and chief economist, said: ‘Monthly falls in new business volumes reported in the first three months of 2018 have been followed by a recovery in April and May, in line with demand for new car purchases.

‘The POS consumer car finance market reported new business volumes overall up by four per cent in the first five months of 2018, consistent with expectations for the year as a whole.’

THE average UK motor retailer produced a strong performance for the month of May producing a profit of just under £300, according to dealer profitability specialist ASE. This compares very favourably with the May 2017 result, where the average retailer lost £17,000.

While it should be noted that this was a particularly bad performance, the result for 2018 is creditable and builds on April’s good news.

As the third quarter of the year progresses, ASE expects the Worldwide Harmonised Light Vehicle Test Procedure to start to impact on performance, particularly for franchises with a dearth of vehicles until the new regulations come into force.

Hopefully it will all balance out by the year-end, enabling franchises to hit their annual target, it says.

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Survey.

“

It was great to be able to hand out trophies to companies we have welcomed to the top of the Spinnaker Tower in previous years – and also greet guests who hadn’t attended before.

34 | CarDealerMag.co.uk

W

elcome to our coverage of this year’s Car Dealer Power survey and awards night. As many of you will know, Car Dealer Power is the annual poll we run in which our readers give their opinions on the car manufacturers they represent and the suppliers with whom they do business – and it gets more popular every year!

Car Dealer Power gives us an unrivalled insight into what dealers right across the country are thinking. And because everything is confidential, you are happy to tell us exactly what you think.

Once again this year, more of you than ever filled out the online and paper versions of the form and it was great that, as usual, you weren’t backwards in coming forwards.

We’ll be looking at suppliers first, recognising the best in the business – the ones that offer fantastic products and unparalleled service to the UK’s dealers. Then we’ll focus on the manufacturers you represent. How do they

WINNING compare when it comes to finance offers, ROI, brand awareness and the actual cars they make that you then have to sell?

Marks out of 10 were given in the categories you will see included in the following pages. In the event of a tie, the judges took into account the number of positive comments received.

Car Dealer Power is genuinely special. The winners are part of an elite club that is doing the job properly as recognised by dealers. The team who bring you the magazine have no influence or say in who wins the awards – dealers do that.

We’ve got the easy job, and that’s handing over the trophies and certificates.

Winners and highly commended winners were invited to Portsmouth’s stunning Spinnaker Tower to celebrate their achievements.

Car Cleaning Product of the Year Winner: Autoglym Highly commended: Autosmart Highly commended: CarPlan James Baggott, left, hands over the trophy to Mark Docherty of Autoglym

CLEANING products are incredibly important to dealerships of all shapes and sizes. After all, no customer would want to buy a dirty car, so every vehicle on display needs to be spick and span at all times.

Interestingly, our trio of finalists in this category also found themselves in the top three last year – so they must be doing something right!

Our two highly commended winners both have an excellent reputation in the industry and innovate constantly to help their dealer partners keep their stock looking sparkling. Guests were asked to put their hands together for Autosmart and CarPlan. Well done to both of you!

But our winner was a company whose name is synonymous with making cars look top-notch – Autoglym. Congratulations!

SUPPLIERS The founder of Car Dealer Magazine and joint host of the ceremony, James Baggott, said: ‘I always love hosting the Car Dealer Power Awards and this year was no exception.

‘It was great to be able to hand out trophies to representatives of companies we have welcomed to the top of the Spinnaker Tower in previous years – and also greet guests who hadn’t attended before. When we launched Car Dealer Power, we really did want to give the dealers of the UK a voice – to enable them to have their say in complete confidence.

‘They responded in their droves in that first year and the same goes for 2018. Well done to all our winners and we’ll be doing it again in 2019!’

Coverage of this year’s survey and awards night continues overleaf

A great atmosphere, great company... and a wonderful evening all round! Car Dealer Power is one of our favourite nights of the year and in 2019, the event will be celebrating its tenth anniversary

CarDealerMag.co.uk | 35

Survey.

Recruitment Agency of the Year

Trade-to-Trade Remarketer of the Year

Winner: Perfect Placement

Winner: Dealer Auction

Highly commended: InAutomotive

Highly commended: Aston Barclay

Highly commended: Progress Recruitment Solutions

Highly commended: Autotrade-mail Jimi Matthews of Perfect Placement collects the company’s award from Rebecca Chaplin

HIRING staff is one of those things we all have to do but it can be a real drag – especially if time is tight. It can make or break a company and that’s why a good recruitment agency can be an invaluable partner.

Guests at the Car Dealer Power Awards were first of all asked to put their hands together for our two highly commended winners in this category – InAutomotive and Progress Recruitment Solutions.

But our winner was a company that has graced the Car Dealer Power stage many times, and it’s no surprise when you look at the level of support it offers the partners it works with. Our readers said this firm was ‘always professional’ and ‘offered superb levels of communication’.

It was a big well done to Perfect Placement – congratulations!

Used Car Valuations Provider of the Year Winner: Cap HPI Highly commended: Auto Trader – Retail Check Highly commended: Glass’s Jill Cordon, national sales manager at Cap HPI, collects the company’s trophy from Car Dealer editor Rebecca Chaplin WE all know how important buying and selling at the right price is, and even those who really know their product want a second opinion based on current values. While some dealers still trust their gut and others long for the good old paper guides, there’s a whole world of new ways to figure out the true value of a car.

Guests were firstly asked to put their hands together for the two highly commended firms in this category – Auto Trader for Retail Check and Glass’s. But our winner – and enjoying a well-deserved triumph indeed – was Cap HPI. Its website claims it has the information and the insight to help dealers make smarter automotive decisions – and our readers would seem to agree. Congratulations!

36 | CarDealerMag.co.uk

Gary Nixon, national sales director at Dealer Auction, collects the winner’s trophy from Car Dealer founder James Baggott James presents Tom Mapes of Aston Barclay with the company’s ‘highly commended’ certificate

IT’S something we hear all the time here at Car Dealer Magazine – finding the right stock is becoming increasingly difficult, so choosing the right trade-to-trade remarketing partner is critically important.

Our two highly commended winners in this category received some shining reviews from their customers.

It was a big well done to two well-known and popular names in the industry – Aston Barclay and Autotrade-mail.

Our winner, astonishingly for the fifth time, was a company that offers trade buyers the opportunity to source and buy trade cars direct from franchised main dealers – Dealer Auction.

Congratulations to all three – well-deserved accolades indeed.

Guests had time to admire the stunning view across Portsmouth Harbour from the top of the Spinnaker Tower

Consumer Lead Generation of the Year

Dealer Management System of the Year

Winner: iVendi

Winner: Click Dealer

Highly commended: GardX AD-Vantage

Highly commended: Dragon2000

Highly commended: Gubagoo

Highly commended: Gemini Systems Ollie Moxham from Click Dealer collects the winner’s trophy from Car Dealer editor Rebecca Chaplin

Phil Harding from iVendi is presented with the winner’s trophy by Car Dealer founder James Baggott Gemma Heathcote from GardX collects the company’s ‘highly commended’ certificate from Rebecca Chaplin

WHAT dealers need when it comes to lead generation is quality… and quantity. Strong leads and lots of them will keep a dealership flying, and thanks to the internet there are plenty of ways to find in-market buyers.

Guests were firstly asked to put their hands together for our two highly commended winners in this category – GardX AD-Vantage and Gubagoo – with iVendi emerging as the winner for its Car Finance Checker product.

Phil Harding, iVendi marketing and partnerships manager, said after collecting the trophy: ‘This really does demonstrate the quality of the product that we are providing for car dealers.

‘It can really help them generate good-quality leads and good finance leads. We’re really proud to win this award.’

CONTROLLING all the moving parts of a dealership is complicated at the best of times – and at the worst of times it can be a nightmare! That’s why we hear time and again what a lifesaver dealer management systems are.

Our two highly commended winners were Dragon2000 and Gemini Systems. But our winner, Click Dealer, pipped them to the post with lots of favourable comments from readers who took part in this year’s Car Dealer Power survey.

With more than 15 years of experience in the automotive software market, Click Dealer is certainly well established when it comes to DMS. Survey respondents said this firm ‘constantly strives to be the best’, with one saying its DMS was the ‘best-value product’ they’d ever had !

Provenance Check Provider of the Year Winner: Cap HPI Highly commended: Experian Highly commended: MotorCheck James Baggott presents the trophy to Jill Cordon from Cap HPI

PROVENANCE checking is an area of running a car dealership that no-one can afford to ignore. Dealers need to be confident that any vehicle they take in part-exchange hasn’t been stolen, isn’t subject to outstanding finance and has no other hidden history.

Experian and MotorCheck were our highly commended winners in this all-important category. But our winner, for an amazing sixth consecutive year, was a company that sets the global standard when it comes to automotive data – Cap HPI. Our readers said its service was simply ‘fantastic’ and many survey respondents described the company as a trusted partner of their business.

CarDealerMag.co.uk | 37

Survey.

Website Provider For Franchised Dealers

Website Provider for Independent Dealers

Winner: GForces

Winner: 67 Degrees

Highly commended: Autoweb Design

Highly commended: Click Dealer

Highly commended: Bluesky Interactive

Highly commended: Spidersnet

Emma-Louise Parsons, senior account director at GForces, collects the company’s trophy from James Baggott

Justin Woodford, director and front-end web developer at 67 Degrees, collects the firm’s trophy from Rebecca Chaplin

Martin Dew, digital solutions director at Autoweb Design, collects the company’s ‘highly commended’ certificate from James Baggott

Ollie Moxham and Pip Moxham of Click Dealer on stage with James Baggott

WHEN it comes to websites, simply having one these days isn’t enough – it also needs to look good and work brilliantly.

Dealers need sites that suit the needs of their customers, offer great advice and make the car-buying process easy.

Our winner in this category, GForces, is one of the biggest names in automotive websites. It boasts a global presence and works with big dealer groups in the UK such as Swansway, Jardine Motors and Sytner.

Our readers told us it has ‘the best product on the market’ and that ‘customer service is excellent’.

Many congratulations – and also to our two ‘highly commended’ winners, Autoweb Design and Bluesky Interactive.

EVEN though their businesses might be smaller, independent dealers’ websites are just as important as those in the franchised world. After all, the internet is a level playing field for everyone to make the most of.

Our two highly commended winners in this category – Click Dealer and Spidersnet – won plenty of plaudits in the 2018 Car Dealer Power survey.

However, our winner this year has made a huge difference to its dealer partners. Having only been founded in 2016, it’s made a name for itself fast. Comments from readers in our survey said that its websites are ‘cutting edge’ and account management has been ‘fantastic’.

It was highly commended last year… but this year saw its first Car Dealer Power win. A huge well done to 67 Degrees!

Video Provider of the Year

Motor Factor of the Year

Winner: CitNOW

Winner: Andrew Page

Highly commended: AutosOnShow

Highly commended: Euro Car Parts

Highly commended: Radar Video

Highly commended: TMS Motor Spares

VIDEO is increasing in importance all the time and our winner really is a specialist in the automotive video industry – because it claims to have created it! Well done to them and to our highly commended winners.

OUR winner in this category received an abundance of positive comments and good scores in this year’s Car Dealer Power survey, making it top dog.

Congratulations also to our two runners-up. Well done all.

38 | CarDealerMag.co.uk

Warranty Provider of the Year

Paint Protection Provider of the Year

Winner: The WMS Group

Winner: GardX

Highly commended: A1 Approved Warranties

Highly commended: Diamondbrite

Highly commended: Car Care Plan

Highly commended: Supagard Keith Pipe, head of sales at The WMS Group, receives the company’s trophy from Rebecca Chaplin

Amanda Massey is presented with GardX’s trophy by Car Dealer founder James Baggott

WARRANTIES continue to play an important role at countless car dealerships across the UK. They deliver an additional source of income on every car and give customers welcome peace of mind.

In a market where customer service can be the only differentiating factor, knowing that your provider is recognised as one of the best around can play a huge part in your success. Guests at the Car Dealer Power Awards were first of all asked to put their hands together for our two highly commended winners in this category: A1 Approved Warranties and Car Care Plan.

But our overall winner, for the fourth year in a row, was The WMS Group. Many congratulations to all three companies!

IT’S well known in the industry that paint protection can make a big difference to dealer margins. Introducing it into the sales process at the right time can have a positive impact on your bottom line – and great point-of-sale material and marketing can help here, too.

Our two highly commended winners in this category – Diamondbrite and Supagard – won plenty of praise in our survey for the products they offer and the great levels of customer service they provide.

But our winner, once again, was GardX. Amanda Massey, head of sales for the company, who picked up the award, said: ‘We are confident that our products and service are the best in the market, and it’s awards like this that help to prove this is true!’

Auction House of the Year

Trade Insurance Provider of the Year

Winner: Manheim

Winner: Aston Lark

Highly commended: Aston Barclay

Highly commended: Tradex

Highly commended: BCA

Highly commended: Unicom Barry Slater from Manheim is presented with the winner’s trophy by Rebecca Chaplin

THOUSANDS of cars roll through the halls of our three finalists in the Auction House of the Year category every year – after all, they service a vast number of dealers across the UK by remarketing their unwanted stock, keeping their forecourts full, or both!

Our two highly commended winners in this all-important category were Aston Barclay and BCA, so a big well done to them.

But there can only be one winner, and this year it was Manheim – a company with more than 100 years of experience and 16 auction centres across the UK. Like our two ‘highly commendeds’, Manheim attracted plenty of positive feedback in this year’s Car Dealer Power survey. One respondent even said: ‘I love them!’ You can’t do better than that!

Aston Lark’s Jem Emirali, left, and John Cook on stage with James Baggott

OUR readers really need to be able to rely on their trade insurance provider. That came across strongly in the comments this year – and our finalists have proved they can be trusted to support dealers throughout the process of organising cover and coming to their rescue when needed.

Our two highly commended winners – Tradex and Unicom – earned high scores and fantastic comments in this tough category.

But our deserving winner, Aston Lark, pipped them to the post.

The company received top marks from our readers about the brilliant customer service they get and the quick and helpful responses provided to their queries.

Many congratulations to all three!

CarDealerMag.co.uk | 39

Survey.

Online Advertiser for New Cars

Online Advertiser for Used Cars

Winner: Auto Trader

Winner: Auto Trader

Highly commended: Google

Highly commended: CarGurus

Highly commended: Motors.co.uk

Highly commended: Motors.co.uk Kerry Lewis, account manager at Auto Trader, collects the trophy from James Baggott

A double triumph!

Kerry Lewis, account manager at Auto Trader, on stage with Rebecca Chaplin

WE had a fantastic response in this all-important category… and it’s always highly competitive. If you’re a dealer selling new cars, it’s incredibly important to have as many routes to market as possible, and our three finalists excel in this field.

Our winner in this category – Auto Trader – is quite simply the biggest name around when it comes to buying cars online. Our survey respondents said they loved the usability of the website and the app, and they always got great results from their adverts on the platform.

Our two highly commended winners in this category were Google and Motors.co.uk. Although not present on the night, we’ll make sure they get their framed certificates very soon.

NO sooner had Kerry Lewis from Auto Trader taken her seat after collecting the ‘Online Advertiser for New Cars’ trophy than her presence was required on stage again!

The reason? Auto Trader scored an impressive double triumph by also picking up the trophy for being the best Online Advertiser for Used Cars!

All of our finalists received lots of positive comments from our readers but Auto Trader emerged victorious with top marks and plenty of plaudits from dealers up and down the land.

With more cars advertised on its website than any other in the UK, it’s unsurprising that car buyers keep coming back.

Highly commended were CarGurus and Motors.co.uk. Well done.

Finance Provider of the Year – Prime

Extra Mile Award

Winner: MotoNovo Finance

Winner: 67 Degrees

Highly commended: Black Horse Highly commended: Close Brothers Motor Finance Tom Harding from MotoNovo Finance collects the trophy from James Baggott

NEARLY 90 per cent of all cars are sold using finance, with many customers opting for PCPs to fund their next vehicle. Our readers want their finance providers to offer them slick service with quick decisions.

Our winner in this category – MotoNovo Finance – has more than 40 years’ experience providing funding in the motor industry.

It offers a raft of solutions that give dealers access to products that suit all of their customers’ needs.

Our readers said this firm was ‘easy to work with’, has an ‘option for every need’, with one saying they were ‘just brilliant’.

Our two highly commended winners in this category were Close Brothers Motor Finance and Black Horse. Many congratulations.

40 | CarDealerMag.co.uk

Stuart Harvey from 67 Degrees on stage with Rebecca Chaplin THE Extra Mile Award has no finalists as such – just one overall winner who received the most votes from dealers.

Our winner – 67 Degrees – is an outfit that has only recently joined the automotive industry but has made a huge impact with the dealers it helps. A key part of this company’s philosophy is to work closely with its dealer partners to ensure they deliver results.

One reader told us the 67 Degrees team had helped them to create a promotional event outside of work hours. We were told it offered ‘incredible service levels and attention to detail’ and was ‘just fantastic - always making their customers feel like they’re at the forefront of their minds’. Great testimonials from a couple of very happy customers!

Product Innovation of the Year

Manufacturer Marketing Initiative of the Year

Winner: MotoNovo for findandfundmycar.com

Winner: Volvo Car UK

Highly commended: Click Dealer for ClickEngage

Highly commended: Audi

Highly commended: eDynamix for iConsent

Highly commended: Volkswagen Rebecca Chaplin presents the trophy to Barnaby Jones from Volvo Car UK

James Baggott presents Ben Rivers from MotoNovo Finance with the Product Innovation of the Year trophy

James presents Ollie and Pip Moxham from Click Dealer with their ‘highly commended’ certificate

THERE was a lot of innovation for our readers to choose from in this year’s survey – with, incidentally, many companies using this year’s CDX event in Manchester to bring new products to market.

Our two ‘highly commended’ winners in this category were Click Dealer for ClickEngage and eDynamix for iConsent.

Our winner, however, was a great new product launched at the start of this year by one of the best-known names in the world of motor finance.

It allows consumers to search for and find their ideal car and check out their suitability for finance on the same site. Thousands of happy customers have already given the service the thumbs-up, while dealers have told us it is a great way to boost business. It was a big well done to MotoNovo Finance for findandfundmycar.com!

THE Manufacturer Marketing Initiative of the Year Award went to Volvo Car UK. The carmaker was successful because of its ‘Human Made Stories’ – a series of short films it produced in partnership with Sky Atlantic.

The project focuses on people whose inspiring work reflects Volvo’s own values, giving an insight into how their vision and determination to do things differently are helping to improve lives, protect the environment and challenge conventions.

This aligns perfectly with Volvo’s commitment to people-centred innovation, craftsmanship, design and environmental sustainability.

The Human Made Stories campaign premiered in September 2016.

It explores the work of engineer Oliver Armitage, who is helping to transform the lives of amputees with the design of smart prostheses, the efforts of Maria Rindstram and Josefin Arrhénborg to clear marine wrecks from the Stockholm archipelago, and photographer Erik Johansson, whose surreal photographs challenge conventions.

The project has also produced a series of 24 idents, screened as part of Volvo’s ongoing sponsorship of Sky Atlantic, and content for use across social and digital channels.

James Baggott, founder of Car Dealer Magazine and CEO of its parent company, Baize Group, said: ‘Volvo is well known for being a brand that likes to do things a little differently, and the Human Made Stories idea was a stroke of genius. The idea behind the campaign was to highlight the pioneering and innovative side of Volvo, and it certainly succeeded.’

Georgina Williams, Volvo Car UK’s head of marketing, said: ‘This award gives us great pride in what we have achieved with Human Made Stories.’

The partnership between Volvo and Sky Atlantic was brokered by Sky Media, the advertising sales arm of Sky, and Mindshare. The creative work was carried out by Grey London.

Audi and Volkswagen were highly commended in this category.

Guests on the night certainly seemed to be having a good time at the awards!

Finance Provider of the Year – Sub-Prime Winner: First Response Finance Highly commended: Evolution Funding Highly commended: Mallard Finance ANYONE reading coverage of this year’s Car Dealer Power survey would be forgiven for having a sense of déjà vu here – the line-up of winners in this category is identical to last year! Well done to all three companies.

Now find out which model was this year’s Car of the Year – and who was voted Manufacturer of the Year.

Turn to pages 44-47 CarDealerMag.co.uk | 41

the award-winning platform as voted by dealers “Dealers recognise the transformative power of our platform and we’re proud to have won ‘Product Innovation of the Year.’ The site is completely transforming the way used cars are bought and sold by making the process easier for customers and putting the power firmly in the hands of the dealer - not the aggretator. The long overdue revolution has begun and together with dealers we will revolutionise the industry.”

Mark Standish, Group CEO “findandfundmycar.com launched earlier this year and dealers absolutely love it. Survey respondents told us it has been instrumental in increasing their finance leads and has resulted in a huge number of sales each month.”

James Baggott, Founder, Car Dealer Magazine

‘Product Innovation of the Year’

42 | CarDealerMag.co.uk

“Sleek operations from beginning to end.

There is very little to do from my end. I do believe that findandfundmycar.com is ticking all the boxes”

“A customer heard the findandfundmycar.com advert in the gym, and immediately went on to the website, applied for a car and was accepted - a very positive experience”

Kenneth, KJ Trading Company Ltd, Londonderry

Neil, KCS of Surrey Ltd, Surrey

“We had the lead on Wednesday, gave him a ring on Thursday, and he was driving away by Friday. It was nice and easy”

“findandfundmycar.com has already proven to deliver quality leads and proposals in the short period of time we’ve been with them”

Tom, H&D Motors, Watford

Martin, Smallbone & Son Ltd, West Midlands

to join the revolution, call 0844 880 2401 or email fafmcsupport@motonovofinance.com MotoNovo Finance, a division of FirstRand Bank Limited (London Branch). Registered in England (Branch Reg. No: BR010027) at Austin Friars House, 2-6 Austin Friars, London, EC2N 2HD. FirstRand Bank Limited is authorised and regulated by the South African Reserve Bank. Authorised by the Prudential Regulation Authority. Subject to regulation by the Financial Conduct Authority and limited regulation by the Prudential Regulation Authority. Details about the extent of our regulation by the Prudential Regulation Authority are available from us on request. FirstRand Bank Limited (London Branch) is a branch of FirstRand Bank Limited, a public limited company registered with the Companies and Intellectual Property Commission in South Africa (Reg. No. 1929/001225/06) Head office: 4 Merchant Place, Corner Fredman Drive and Rivonia Road, Sandton 2196, South Africa.

powered by

CarDealerMag.co.uk | 43

Survey.

Car of the Year Winner: Ford Fiesta Highly commended: Kia Stinger Highly commended: Volvo XC40 GUESTS were all ears as we prepared to reveal the winner of the all-important Car of the Year Award.

Our winner was the Ford Fiesta. A compact supermini, it is loved the country over for its excellent drive, headturning looks and affordable price tag. A true household name, the Fiesta manages to infuse even the dreariest of drives with a little bit of fun.

And now Ford has introduced a range-topping performance model that really is the feather in its cap.

The Fiesta tops the charts for the best-selling car in the UK, which goes to show how popular it is – and our survey respondents showered it with praise for all the reasons we’ve mentioned. One dealer simply said: ‘It’s THE reason we’re in business.’ High praise indeed.

The highly commended winners in this category were the Kia Stinger and Volvo XC40. Congratulations all round!

44 | CarDealerMag.co.uk

James Baggott presents the Car of the Year trophy to Kevin Fisher, Ford franchise manager west at Hendy Group

CarDealerMag.co.uk | 45

Survey.

F

or the ninth consecutive year, Car Dealer Magazine gave its readers the chance to have their say about the manufacturers they represent – and once again, the results of our annual survey make fascinating reading. Presented in the magazine in a slightly different format this year, you can see at a glance how each manufacturer was ranked in a variety

representative and rule out the possibility of one unhappy dealer scuppering their manufacturer’s hopes of a decent placing in our table.

Rebecca Chaplin, editor of Car Dealer, said: ‘We know from speaking to our readers that they relish the chance to have their say on their manufacturer partners each year. We are sure the 2018 results will be studied as closely as ever.’

MANUFACTURERS of categories, from the finance offers it provides to brand awareness and marketing activity. To be included in the list, a manufacturer must have had 10 or more responses from its dealers.

This is to ensure the results are truly

Below are the average marks out of 10 that dealers awarded their manufacturers in 13 key categories, followed by the final overall percentage on the right

rs 18 17 rer ffe 20 n 20 tu o c n ce fa s io io er an nu sit osit Po P Ma Fin Off

t

r po

up

rsa

s les

te Af

t rke Ma

ing

t en

t ne

m ge

er int

g re ly a nin ts tu o an an pp ren t l ity en u l a uc m p i h s r r m t w b c r d i ca ss ire ar oa ca ss da I pr nu w ce qu rw ed an Br Ac Ap Ne Us Fo Re Bo RO s es

1

1

Kia

9.2

9.5

9.2

9.1

9.2

9.3

8.9

8.6

8.4

9.3

8.9

8.8

9.1

90.4%

2

14

BMW

8.4

8.3

7.8

7.4

8.0

7.7

7.6

7.8

7.5

8.1

7.0

6.6

7.2

76.4%

3

3

Ford

8.2

7.5

7.8

7.8

8.3

7.5

7.0

7.1

7.3

8.1

6.7

7.0

7.6

75.3%

4

4

Land Rover

7.5

7.8

7.0

6.9

8.2

7.1

6.7

7.0

7.9

7.9

6.8

6.7

7.3

72.9%

5

5

Volkswagen

7.5

7.4

7.2

7.2

7.5

7.5

7.2

6.7

7.1

7.1

6.4

6.8

6.9

71.2%

6

N/A

Bentley

7.7

7.2

7.2

6.7

7.7

7.2

7.2

7.2

7.0

6.8

5.6

6.2

7.2

69.9%

7

10

Nissan

7.2

7.1

6.9

6.9

7.7

8.1

6.5

7.2

6.1

6.5

5.7

5.6

5.8

67.2%

8

12

Citroën

7.0

7.0

6.9

6.4

6.5

6.5

6.3

6.4

6.9

6.6

5.5

5.5

5.6

63.9%

9

6

Audi

6.9

6.9

6.8

6.8

6.1

6.1

5.6

6.5

6.0

5.8

6.0

6.2

5.8

62.7%

10

28

Mini

7.5

7.4

8.1

5.5

6.1

5.5

5.5

5.8

5.5

6.1

6.1

5.4

5.3

61.4%

11

9

Volvo

6.4

6.9

6.0

6.1

6.8

6.4

5.9

5.6

5.6

6.1

5.0

4.8

6.1

59.8%

12

22

Subaru

7.2

6.2

5.2

5.4

4.5

5.0

5.3

5.4

5.0

5.0

6.5

6.5

6.0

56.3%

13

2

Seat

5.6

4.6

5.2

5.6

6.6

5.6

5.6

7.1

5.3

5.3

5.4

5.2

5.5

55.8%

14

20

Suzuki

5.8

6.6

5.2

5.3

6.0

5.6

5.6

5.8

5.4

5.4

5.0

4.9

4.2

54.5%

15

29

Porsche

5.6

5.0

5.4

5.5

5.5

5.5

5.7

5.3

5.5

5.0

5.4

5.1

5.2

53.6%

16

21

Škoda

5.6

5.2

5.6

5.2

6.1

5.1

5.2

5.0

5.6

5.0

5.1

4.7

5.2

52.8%

17

13

Mazda

5.4

5.1

6.1

6.1

4.1

6.7

5.8

4.8

3.6

5.2

6.1

5.7

3.1

52.2%

18

N/A

Lexus

5.3

5.4

5.1

5.3

5.1

5.4

4.0

5.1

6.0

6.4

5.1

4.5

4.1

51.4%

19

30

Renault

5.9

5.9

5.8

5.7

5.4

3.5

4.8

4.3

4.5

4.7

5.3

5.3

5.3

51.1%

20

8

Honda

5.3

4.7

5.3

4.7

5.3

5.0

4.7

5.2

6.3

5.1

5.2

4.2

5.0

50.8%

21

25

MG

6.1

5.1

4.1

5.2

4.2

5.1

5.2

5.2

4.7

4.4

5.3

5.4

5.3

50.2%

22

16

Vauxhall

4.1

5.8

5.1

5.6

5.6

5.1

5.1

5.6

5.3

5.3

3.3

3.8

4.2

49.2%

23

27

SsangYong

3.6

5.5

5.6

4.5

4.4

5.4

4.9

5.1

5.2

4.4

4.9

5.1

4.9

48.8%

24

24

Mitsubishi

4.7

5.2

5.7

4.6

5.6

4.5

4.3

4.3

4.2

5.6

5.7

3.1

3.1

46.6%

25

7

Hyundai

4.3

5.7

4.0

5.2

5.7

4.7

5.5

5.0

4.3

3.0

3.3

4.2

3.9

45.2%

26

15

Mercedes-Benz

5.5

5.5

5.5

4.4

4.5

4.5

4.3

4.0

4.5

4.0

5.0

3.3

3.6

45.1%

27

17

Fiat

6.1

4.5

4.7

5.2

5.7

4.7

3.2

5.6

3.1

3.1

3.7

3.0

4.5

43.9%

28

26

Jaguar

5.0

5.0

4.5

4.4

6.1

4.3

4.0

4.3

4.5

4.0

2.7

3.4

3.7

43.0%

29

11

Peugeot

5.1

4.8

4.4

4.1

4.1

3.8

4.3

4.2

4.2

4.0

4.2

3.8

3.8

42.2%

30

19

Toyota

4.1

3.5

4.1

3.8

4.3

4.8

4.3

3.2

3.3

4.3

4.8

4.7

4.1

41.0%

31

N/A

Alfa Romeo

5.0

6.1

3.8

3.5

5.0

3.0

3.6

6.0

3.2

3.2

2.5

4.0

4.1

40.8%

32

18

Jeep

4.3

4.6

3.8

3.2

4.2

3.6

3.3

3.6

3.6

3.1

5.3

4.6

4.9

40.1%

46 | CarDealerMag.co.uk

re co

ls

a Fin

Manufacturer of the Year Winner: Kia Motors (UK) Ltd KIA Motors (UK) Ltd was named Manufacturer of the Year at Car Dealer Power 2018. This is the third consecutive year and fourth time overall that Kia has picked up the prize.

Collecting the trophy, Paul Philpott, president and chief executive of Kia Motors (UK) Ltd, said: ‘We are thrilled to win this award as it is voted for by dealers.

‘To win for the third year in a row shows our dealers are confident and happy to be part of our brand. The strong partnerships we have built with our dealers are hugely important to our continued growth.’

James Baggott, founder of Car Dealer Magazine and CEO of its parent company, Baize Group, said: ‘This is an astonishing achievement by Kia. ‘To win this award for a third consecutive time shows that the manufacturer is 100 per cent committed to maintaining great relationships with its dealers. Quality cars and an industry-leading warranty are helping Kia enjoy continued success despite the uncertain times in which we find ourselves.’ [CD]

Paul Philpott collects Kia’s trophy from Rebecca Chaplin, editor of Car Dealer and head of editorial at Blackball Media

CarDealerMag.co.uk | 47

Forecourt.

FIRST DRIVE

Ford Focus The Blue Oval’s all-new mid-sized hatch packs plenty of tech and equipment, but can it remain leader of the pack?Jon Reay finds out.

THE KNOWLEDGE Model as tested: Focus Vignale Price (base): £17,930 Engine: 1.5 EcoBoost 150ps Power: 148bhp Torque: 240Nm Max speed: 129mph 0-60mph: 8.9 seconds MPG (combined): 46.3 Emissions (g/km): 138 TARGET BUYERS: Families, fleet buyers, you name it.

THE RIVALS: VW Golf, Vauxhall Astra, Mercedes A-Class.

KEY SELLING POINTS: 1. Great to drive.

2. Classy interior.

3. Great new engine range.

DEAL CLINCHER: The most fun hatchback to drive now has even better tech and refinement.

What is it?

Twenty years after the first Focus was launched, Ford’s mid-sized hatch might not be the sales chart-topper it once was – now usurped by its smaller sibling, the Fiesta – but there’s no underestimating how important it still is to the brand and to buyers in the UK.

What’s new?

This fourth-generation car is entirely new, filled with more technology than before, and promises to be even better to drive thanks to a stiffer chassis and some clever suspension bits and pieces. There’s also an array of new or heavily improved engines available, including new 1.5-litre petrols with fuel-sipping cylinder deactivation tech.

Also new is the eight-speed automatic gearbox, complete here with a Jaguar-style rotary dial for selecting park, reverse and drive. Replacing the 48 | CarDealerMag.co.uk

Suspension

Focus gets optional active dampers for the first time, helping balance comfort and fun.

previous PowerShift dual-clutch set-ups, this is a proper automatic – and a good one at that.

What’s under the bonnet?

The Focus gets four engines – two petrols, two diesels – in various states of tune. A 1.0-litre EcoBoost borrowed from the old car is the cheapest, although we’d advise against the entrylevel 83bhp version in a car of this size.

Next up is a new 1.5-litre petrol with either 148bhp or 179bhp, the latter only available with

a manual gearbox. Finally, on the diesel front there’s the choice of a new 1.5 – either with 94bhp or 123bhp – and a new 2.0-litre with 148bhp. Information about gradient, cornering speed and driving style is fed to the gearbox’s computer, which does a surprisingly good job of working out when to shift down or up on its own. The Focus’s manual options – two six-speed ’boxes – have been tweaked for improved shift quality and efficiency too.

What’s it like to drive?

Aside from its bold design, it was driving dynamics where the original 1998 Focus really stood out from the crowd – so does the fourth generation carry on the tradition?

In a word, yes. It’s still great fun to drive, and arguably more enjoyable behind the wheel than the car it replaces.

Even in comparatively unsporty Vignale

Head-up display

Focus gets Ford’s first HUD and it’s a good ’un – clear and bright.

Electrification coming ‘very soon’ to Focus platform Ford’s previous electric Focus didn’t exactly go down a storm here in the UK, but a new version could be on its way sooner than we think.

The new Focus has only been revealed with internal combustion engines for now, but engineers have hinted that the all-new platform has been designed with electrification in mind – whether that’s through a mild hybrid system or as a full battery-powered electric vehicle.

Wireless charging pad

Qi charge pad brings Focus interior up to date with latest rivals.

trim, it steers with an accuracy and fluidity that many of its rivals still haven’t quite matched, and has a ride that manages to soak up road imperfections while still remaining composed around the twisty stuff. ST-Line models, meanwhile, get a firmer, 10mm-lower suspension that helps the Focus handle even more neatly.

How does it look?

ST-Line trim remains the best-looking model to our eyes, although the chunky Active spec cars – not yet released – also give the Focus a nice roughand-tough crossover look.

What’s it like inside?

The driving position is spot on, dials are all clear and easy to read and most trim levels come with plenty of seat adjustability (for the driver at least).

Front and rear visibility is on a par with rivals, and the Focus is easy enough to park without

the use of any electronic aids. That said, parking sensors are included on Titanium trim and above, while Ford’s newly improved Active Park Assist system is even easier to use than before.

Its wheelbase has been increased to allow for extra rear legroom, and the dashboard is now less deep and sculpted in such a way that the interior feels airier and more spacious. Taller passengers in the back could feel the squeeze on headroom.

What’s the spec like?

If comfort is your top priority, pick the Vignale trim level. Its soft leather seats are adjustable every which way, while double-glazed windows and active noise cancellation mean road and engine noise is eerily absent most of the time.

However, if practicality is a priority, the estate version has you covered. With the rear seats in place it’ll now take loads that are 43mm higher and 25mm longer than before, while folding

‘As our C2 platform evolves for different applications, the powertrains that it will ultimately accommodate will cover most forms of electrification,’ chief powertrain engineer Simon Palmer told us.

‘So it’s ready for pretty much everything, and it’s a question of demand and time.

So yes, it’s fair to say that electrification is coming very soon.’

them flat – now at the pull of a switch – gives a load capacity of 1,650 litres. That’s not quite as spacious as the cavernous Skoda Octavia estate, but it does beat the similarly sized Vauxhall Astra Sports Tourer by 20 litres or so.

What do the press say?

What Car? said: ‘The Ford Focus stands out as the best driver’s car in the class, complemented by a fine ride and decent practicality.’ Auto Express said: ‘The Ford Focus is a great-handling family hatchback that also matches its rivals on interior quality and cabin space.’

What do we think?

Surprise surprise, the new Focus is – from the driver’s seat at least – probably the best car in its segment once again. There are rivals with posher interiors, cheaper price tags or longer warranties, but as a package the Focus is still the one to beat.

CarDealerMag.co.uk | 49

Forecourt.

FIRST DRIVE

Jeep Renegade

THE KNOWLEDGE Model: Jeep Renegade Limited Price: To be finalised Engine: 1.0-litre, turbocharged three-cylinder Power: 118bhp Torque: 190Nm Max speed: To be finalised 0-60mph: To be finalised MPG: To be finalised Emissions: To be finalised TARGET BUYERS: Want to stand out from the crowd but keep it small?

This is for you.

THE RIVALS: Nissan Juke, Seat Arona, Mazda CX-3.

KEY SELLING POINTS: 1. Brings funk.

2. Satisfying gearbox.

3. Trailhawk version can actually go off road.

Jeep’s refreshed Renegade injects some funkiness into the compact SUV market, but will it be a success in the UK? Ryan Hirons has this to say...

What is it?

Introduced in 2013, the Renegade was brought in by the FCA-owned iconic American firm to capitalise on the boom in popularity for big-innature-but-small-in-stature cars. The Renegade is a rare sight on UK roads but Jeep hopes this refresh might bring it to the forefront of a market that shows no signs of slowing down.

What’s new?

The new Renegade doesn’t revolutionise the formula but there’s definitely some noteworthy changes — the most obvious being its new front fascia that brings an array of LEDs to the mix.

New powertrain options are present, too. An entirely refreshed petrol range features for the compact SUV — though diesel options remain unchanged at the core, with a few minor tweaks.

What’s under the bonnet?

One of the new petrol options powered our Jeep Renegade test car. It’s a three-cylinder 1.0-litre turbocharged unit, delivering 118bhp and 190Nm of torque — here paired with a six-speed manual gearbox that sends power to the front wheels.

It’s a flexible enough unit, offering a nice, wide band of power across the rev range – although a lack of refinement becomes quite noticeable on the motorway cruise. The six-speed gearbox has a positive feel to it too.

What’s it like to drive?

While the new petrol engines are very good, the SUV is a little on the vague side in terms of 50 | CarDealerMag.co.uk

steering input — making it less town-friendly than rivals. At speed, poor ride quality and high wind noise mean it’s not well suited to chewing up motorway miles either.

What it does offer over rivals is genuine goanywhere capability — at least in off-road-focused Trailhawk form. A brief off-road run in the trail-rated version proved pleasant, tackling some pretty tough conditions without so much as a wheel spun.

How does it look?

The Jeep Renegade is arguably one of the more interesting cars in its segment when it comes to design – scaling down the trademark boxy Jeep style into a funky little shape.

A bit of a nip and tuck has done it no harm, either. This facelift hasn’t brought a whole lot in the way of visual changes, but a redesigned front fascia with full circular LED headlights brings it up to date and allows it to further stand out in a very crowded market.

DEAL CLINCHER: Adds tons of coolness to a market full of boring motors.

What’s the spec like?

Exact UK specifications and pricing have yet to be confirmed but our Limited trim test car had a reasonable amount of kit.

Exterior equipment included the new LED headlights and 19-inch alloy wheels, while inside cruise control, a panoramic sunroof and 8.4-inch infotainment display with support for Android Auto and Apple CarPlay took the spotlight.

Lane departure warning and ‘intelligent speed assist’, which adjusts cruise speed automatically, with traffic sign recognition will both come as standard across Europe. Automatic parking will come later in 2018, too.

What do the press think?

Autocar described the Renegade as ‘charmingly authentic – but also pricey and rather rough and ready’ while Car said: ‘Jeep’s smallest SUV (for now) will still undoubtedly remain a popular choice with its fairly unique character, better-thanmost off-road capability and attractive looks.’

What’s it like inside?

What do we think?

Space is quite cramped up front and it’s hard to find a driving position that’s just about right – often feeling too high, far away from the pedals, while also being too close to the steering wheel.

You’d struggle to fit any regular-sized humans in the back row, too. That said, headroom is plentiful thanks to the car’s tall design, and although hard plastics are present there are also faux-leather seats that feel plush, along with a dashboard coated in soft-touch plastic.

While a facelift of the Jeep Renegade has gone some way into improving the quirky SUV, we still reckon it’ll remain an infrequent sight on UK roads. It just doesn’t drive as well as rivals and space is pretty limited. That said, if you want to stand out, this does it, offering bags of funk in a tiny package. It helps that the Jeep badge brings tons of appeal, too. And if you truly want to take your compact SUV off road, the Renegade Trailhawk might actually be the class leader.

Forecourt.

THE KNOWLEDGE Model: 508 GT 2.0L BlueHDi

180 EAT8 Price (as tested): £36,400 Engine: 2.0-litre four-cylinder diesel Power: 177bhp Torque: 400Nm Max speed: 146mph 0-60mph: 8.1 seconds MPG (combined): 60.1 Emissions (g/km): 124 TARGET BUYERS: Customers after a luxury machine without the usual luxury price.

FIRST DRIVE

THE RIVALS: Vauxhall Insignia, Volkswagen Passat, Ford Mondeo.

Peugeot 508

KEY SELLING POINTS: 1. Seriously stylish.

2. Best example of i-Cockpit.

3. Fun to drive, yet well refined on a cruise.

Ryan Hirons tries out the new version of the saloon to see if it delivers the desired premium performance, feel and looks for the manufacturer.

What is it?

Peugeot has been on something of a push to move up the car market. One piece has been missing from the premium puzzle, though – a genuinely appealing saloon offering. Well, now one’s here – introducing the Peugeot 508.

What’s new?

The 508 is now in its second generation, but this is effectively a rewrite of the saloon.

First up is the new design — taking Peugeot’s latest corporate look and placing it in perhaps its most complete form yet, with a sleek body and impactful, angular front fascia. The flagship-like look continues inside, with the firm’s i-Cockpit the star of the show.

There’s also a ton of tech on board, including night vision — a claimed first for the segment — allowing drivers to catch obstacles otherwise difficult to see in pitch-black conditions.

What’s under the bonnet?

We got behind the wheel of the Peugeot 508 in GT BlueHDi 180 EAT8 flavour, meaning it’s powered by a 2.0-litre four-cylinder diesel engine paired with an eight-speed automatic gearbox.

It’s an engine extremely well suited to a cruise.

Sitting on a motorway in Comfort mode, it’s well refined and is potent enough for a bit more spirited driving. However, it begins to feel a tad gutless when strung out higher in the rev range.

What’s it like to drive?

The Peugeot 508 delivers a driving experience

that matches the looks. It feels agile and capable of taking pretty much anything you’ll throw at it when pushing it on a B-road.

Steering is very well judged, while the chassis itself appears finely tuned. Despite delivering on the hard driving front, it manages to be a comfortable cruiser, too. Suspension is supple and road noise is pretty limited in the cabin.

How does it look?

Peugeot’s current corporate design is one we’re big fans of, and the 508 might just be the epitome of it.

The sleek body allows the sharp fascia and LED headlights to make a striking impact on the overall design, while the walrus-esque daytime running lights create something of a concept car effect. We’d even go so far as to say this is the best-looking Peugeot of the millennium.

What’s it like inside?

Step inside the Peugeot 508 and you’ll find perhaps the best application of its i-Cockpit technology to date — you almost get the sense the car was designed to fit around the interior, rather than vice versa.

The jet-plane-like effect works seriously well here, with a low-down driving position creating a sense of being in a sports-focused machine — enhanced further by the compact steering wheel.

It’s not all rosy, though. Premium-feel materials in the car aren’t exactly bad to touch but they’re by no means the most convincing in the segment.

As for practicality, you’re looking at 487 litres of

DEAL CLINCHER: The best Peugeot product for more than a decade.

boot space while seating five people, all of whom can fit comfortably in the car – even adults.

What’s the spec like?

Prices start at £25,000, although our GT test car comes in at a seemingly hefty £36,400.

There’s a good amount of equipment thrown in for that price, though. Assistance tech includes adaptive cruise control with lane keep assist, allround parking sensors and blind spot detection.

Luxury kit is generous too, with electric seats that boast a massage function along with heating, dual-zone climate control, the i-Cockpit cabin and a 10-inch infotainment display.

On top of all that, there are full LED headlights with automatic high beams and 19-inch alloy wheels to build on that sporty appearance.

What do the press think?

Carbuyer said: ‘Peugeot has upped its game with its latest 508, a big hatchback that could give premium rivals a fright’, while Honest John described it as the ‘leader of the class’.

What do we think?

The Peugeot 508 is the best car the firm has produced this millennium. It’s a genuinely desirable saloon and one that deserves to sell well. It manages to achieve that difficult blend of a good-looking car that’s great to drive while also being even better suited for the everyday commute. It’s not without its flaws but none earth-shattering, and there’s no reason to not buy the 508 in comparison with rivals.

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Forecourt.

FIRST DRIVE

Kia Ceed

THE KNOWLEDGE

Tom Wiltshire heads to Portugal to drive Kia’s latest family hatchback – the 2018 Ceed. It may have lost an apostrophe but what has the new version gained?

What is it?

The family hatchback sector is under siege from SUVs but that doesn’t mean it’s dead – far from it. There’s enough life in this sector yet that Kia has gone in all guns blazing with this – the all-new Ceed.

Though it may come from a South Korean brand, the Ceed is designed, engineered, built and sold entirely in Europe, so in theory it should be perfect for European tastes.

What’s new?

Let’s get the trifles out of the way first – the new car loses the apostrophe of the old Cee’d and simply becomes Ceed: Community Europe, European Design. Easy.

More noteworthy is the new bodywork, which is wider and lower than the outgoing car, although identical in length and wheelbase.

The styling’s sharper, there’s a new LED daytime running light signature front and rear, and the cabin is now oriented towards the driver.

The only new tech to note is a host of safety improvements, including level 2 autonomous ‘Lane Follow Assist’, which can steer, brake and accelerate the car in traffic.

What’s under the bonnet?

There is a choice of three petrol 52 | CarDealerMag.co.uk

engines and a lone diesel. Kicking off the range is a naturally aspirated 1.4-litre petrol, which is likely to be best suited to town use, given its measly 99bhp output.

We’d opt for the middle ground: a 1.0-litre turbocharged three-cylinder that puts out 118bhp.

What’s it like to drive?

Kia has invested heavily in making the Ceed drive as well as its rivals – and with a talented team including ex-BMW M division engineer Albert Biermann, the transformation is remarkable. The Ceed feels confident in the corners, staying flat and gripping well. The nicely weighted steering rack is intuitive, making smooth cornering easy, and it pairs well with the willing engines and slick manual gear change. The caveat is a slightly firmer ride.

How does it look?

At first glance, the Ceed is a little disappointing – imagine averaging out the differences between a Ford Focus and Vauxhall Astra. Step closer, however, and smart details do start to make themselves known.

Bold LED daytime running light signatures feature front and rear, and the front end has the latest ‘Tiger Nose’ grille.

What’s it like inside?

Inside is classic contemporary Kia – which brings with it some pros and cons. On the plus side, everything is fantastically intuitive, with controls exactly where you’d expect them and an infotainment system that, despite not being the newest or shiniest, remains one of the easiest to use in the business. However, there’s no denying that it’s all a bit black and basic in there.

What’s the spec like?

High equipment levels are a major pull factor for first-time Kia buyers, and the brand hasn’t disappointed with the new Ceed. Eschewing entry-level ‘1’ trim in the UK, the range kicks off with ‘2’ trim, which features a seven-inch infotainment display with Apple CarPlay and Android Auto, Bluetooth, automatic lights, keyless entry and a raft of standard safety equipment, including autonomous emergency braking, high-beam assist and blindspot monitoring.

Spec up and you’ll gain lane follow assist, which can drive the car itself in traffic, as well as a great JBL-tuned stereo. Pricing isn’t quite such a bargain as the previous car, but it’s still low considering the level of standard equipment.

Model (as tested):

Kia Ceed 1.0 T-GDi 2 Price: From £18,295 Engine: 1.0-litre 3 cyl petrol Power: 118bhp Torque: 172Nm Max speed: 118mph 0-60mph: 10.9 seconds MPG: 50.4 Emissions (g/km): 128 TARGET BUYERS: Families – and high-mileage drivers plus penny-pinchers – will enjoy the diesel.

THE RIVALS: Ford Focus, VW Golf, Peugeot 308.

KEY SELLING POINTS: 1. Sharper styling than predecessor.

2. Excellent driveability.

3. Value for money.

DEAL CLINCHER: Seven-year warranty and reliability.

What do the press think?

The Telegraph said: ‘It’s OK, but far from outstanding.’ What Car? said: ‘It’s one of the most comfortable family hatchbacks around.’

What do we think?

The Ceed has come of age and in the process become a seriously good C-segment hatch. It’s good to drive, wonderfully roomy and, with that class-leading seven-year warranty, a good option for private buyers who keep their cars for a long time.

Forecourt.

FIRST DRIVE THE KNOWLEDGE

SsangYong Musso After the success of Hyundai and Kia in the UK, is there room for another South Korean contender? Rebecca Chaplin puts SsangYong’s latest offering to the test.

What is it?

South Korean brand SsangYong is only selling around 1,500 cars a year – all SUVs and pick-ups – and it’s mainly focused on rural areas and buyers who need them for work. While its range sells in small volumes, the brand has breathed fresh life into the latest editions, offering attractive but affordable cars. This is its new Musso, a pick-up with some serious towing capabilities.

What’s new?

The new Musso has had a makeover to look more stylish. Its biggest appeal is its payload and towing capacity – able to bear a braked trailer load of 3,500kg paired with the automatic gearbox and carry a 1,085kg payload. It also has a surprisingly premium feel inside.

What’s under the bonnet?

There’s one engine option in the Musso, and it’s a 2.2-litre diesel that’s ideal for load lugging. It’s available as either a six-speed manual or automatic, but in this case we tested the auto. All models come with part-time four-wheel drive. That gives you the option to switch to all-wheel power and the option of hill descent control,

if needed. It has a top speed of 115mph from its 179bhp engine, that will achieve between 32.9 and 35.8mpg on a combined cycle. It also produces 211-226g/km of CO2, which currently puts it in the 250g/km vehicle excise duty band.

What’s it like to drive?

The double cab of the Musso is undisturbed by the engine noise when out on the road, even at high motorway speeds. However, when going this fast, the slightly disconnected steering suffers from the shakes. Cruising around the countryside though, this pick-up is comfortable and tackles big bumps off-road well, thanks to the fourwheel drive. The low ride height and suspension that’s designed to carry weight does mean that small bumps are very noticeable out on the road, though.

How does it look?

SsangYong has made a very attractive car with a nice fit and finish. If you can get past the relatively unknown badge – which for some loyal buyers will be difficult – the car is stylish and stands out on the road thanks to that distinctive grille and light formation. The top-spec Musso

Rhino is a real show-off with grab rails and plenty of chrome.

What’s it like inside?

Depending on how you’ll use it, the Musso has plenty of interior choices. Hard-wearing but attractive TPU seats are available, but there’s also cloth and leather for those demanding a more premium pickup. The cab is spacious with plenty of storage. However, the finish isn’t as high-end as other options on the market – but you’ll save a pretty penny with the SsangYong.

What’s the spec like?

Available in EX, Rebel, Saracen and Rhino specifications, the Musso can do basic and functional or over-the-top and showy. However, the entry-level cars are available for less than a new Ford Focus at £19,995 and go up to £28,254.

SsangYong predicts the base-spec EX won’t be particularly popular in the UK, featuring 17-inch alloys and Bluetooth capability. Step up from that to the £22,495 Rebel option with 18-inch alloys as standard, roof bars, an eight-inch touchscreen and heated seats. The £24,995 Saracen adds a 9.2-inch screen and leather seats, and for £28,245 you can get the aforementioned top-spec Rhino.

Model: SsangYong Musso Saracen Price: £24,995 Engine: 2.2-litre diesel Power: 179bhp Torque: 400Nm Max speed: 115mph 0-60mph: N/A MPG: 32.9-35.8 Emissions (g/km): 211-226 TARGET BUYERS: Builders, farmers, contractors... and any cost-conscious person with a lot to carry.

THE RIVALS: Nissan Navara, Mitsubishi L200, Isuzu DMAX. KEY SELLING POINTS: 1. Affordable.

2. Robust quality.

3. Payload and towing capacity.

DEAL CLINCHER: A lot of chunky pick-up, but a pretty modest price tag.

What do the press think?

The Sun said: ‘It’s clear the Korean brand is heading in the right direction.’ Autocar said: ‘Were it not for the Musso’s crude ride quality, SsangYong would have a seriously impressive pick-up on its hands.’

What do we think?

If you’re looking for something affordable that offers loads for your money then the Musso could be it. It has a tonne of appeal if you’re looking to carry around a lot of weight and use it as a workhorse on a daily basis.

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Feature.

Mazda magic by the mile Jack Evans gets behind the wheel of a stunning 1984 Mazda RX-7 for a classic rally across Bavaria that starts and ends at a rather special dealership.

W

hen Mazda says its dealers really love their product, it’s not exaggerating. And definitely not in the case of Walter Frey and his sons Markus and Joachim.

The family have been Mazda dealers since the 1970s, running the Auto Frey business in Augsburg, Germany, where they also celebrate the brand at their Mazda Classic Car Museum.

It’s where a century of automotive history is highlighted – with a centrepiece of 45 classic Mazdas sold around the world. These cars are from a personal collection, restored by the family and on display since the museum opened just over a year ago. And it made a fitting start and end point for a classic Mazda rally across Bavaria involving 50 vehicles from the brand.

You’d have been forgiven for thinking that when invited to take part in a classic Mazda heritage drive, you’d be heading out to Hiroshima or maybe even Tokyo. But no – Bavaria was where we’d be jetting to.

It’s not as odd as it first appears, though.

Felix Wankel – the designer of the intrinsically Japanese powertrain that is the rotary engine – was German, and his invention was refined by Mazda and used in the very car we’d be driving: a 1984 RX-7. Designed to take on rivals such as Porsche at the sports car game, the RX-7 packed a compact 1.3-litre engine with just shy of 115bhp, capable of pushing it to 60mph in around 8.2 54 | CarDealerMag.co.uk

seconds and on to a top speed of 125mph – pretty decent performance figures for the time.

We’d be piloting it in the first Mazda Classic Challenge – a coming together of Mazda enthusiasts for a 120-mile circular route with the city of Augsburg as its start and finish point.

We start in a little convoy, accompanied by a bright blue RX-3 and drop-dead gorgeous Cosmo – all three chattering eagerly to get away.

Pootling our way out of the city, we get used to the brakes and gears which, despite being more than 30 years old, feel remarkably modern.

The feedback through the wheel is enlivening, and as the road opens up and we head into the countryside, it’s obvious just how ‘right’ the RX-7 feels in size and performance. It’s one of those cars that feels quick travelling at even moderate speeds, and you can get it moving down the road at some lick simply by revving out the delightfully smooth rotary. The five-speed gearbox is smooth enough to use too, and the clutch is light enough – though nothing like a modern machine.

Challenges have been dotted along the course of the route, involving counting how many pingpong balls are stored in an MX-5’s boot and a couple of maths questions. Since maths isn’t our strong suit, we stay relatively clear of the latter.

Back in the car, we dot our way through a myriad strictly maintained German villages. All beautiful, yes – but often completely deserted.

We’re travelling through on a Saturday, but each time we go through a new habitation you’d think Germany was in the World Cup final and down

We make it back to where we started to penalties. On the plus side, we have few people to annoy as we warble through the narrow lanes.

We head towards the Mickhausen hill climb — a historic piece of public road perfect for exploiting the balance of the RX-7. The Mazda gained a huge amount of praise when it was first released and we can see why – it’s delicate to drive but feels poised and eager to get going at all times. The hill climb section is a bit of a giggle and a welcome change to the short stints in between villages. We pause to take photos by a

The museum

BEHIND the Mazda Classic Car Museum are car dealers Walter Frey and sons Joachim and Markus. In 1971, Frey senior founded Auto Frey in Gersthofen, near Augsburg, and it’s still owned by the family.

Auto Frey has been a Mazda dealer since 1978, making it one of Germany’s first Mazda dealers. The decision to go with the Japanese carmaker came about because its rotary engine fascinated Frey.

He has been an avid car collector for more than 30 years now. It all started when he discovered and bought his first Mazda Cosmo Sport in New Jersey in 1980. This car now stands as the proud centrepiece of all the vehicles on show.

Frey passed his passion down to his sons, and together they have created the largest collection of Mazda production vehicles the world has ever seen. The 45 vehicles represent every model and series launched by the Japanese car manufacturer since the 1930s.

To accomplish their dream of owning a car museum, the biggest challenge was to find a building to house the huge collection, and with the help of the local mayor they found an old tram depot that proved to be just the job.

Jack pretends to understand German as directions are given. Alles klar, Herr Evans? roadside barn, and before long the entire rally is pulling up, expecting a challenge. We wave them off, with many a stern Germanic face meeting our hopeless attempts to divert the traffic away.

Pictures taken, it’s on to the road once more.

By now we’ve fallen behind the bulk of the rally, with only a smattering of slower cars dotted along our path. We make quick time, the little Cosmo makes decent – if smoky – progress, while the RX-3 sounds more like a superbike every time we get close to it. Thankfully, neither has any faults –

and we expected the same of the far newer RX-7.

Not quite. We start coming to a stop shortly after our hill climb section when entering a town.

Suddenly, the engine cuts out completely. In fact, it shuts off with such little noise that we barely realise it’s stopped running, only alerted to the fact by the warning lights. We turn the key and the engine struggles to get going – but eventually fires. Thinking it to be a momentary blip, we carry on. But then it happens again. And again.

At one point, we get stuck outside a

supermarket, waved on by friendly locals to rejoin the traffic – and are forced to wave back at them in an attempt to make them realise we can’t actually move. It’s a little disconcerting, and soon my co-driver and I devise a method to avoid the engine shutting down – him using the handbrake to bring the car to a stop while I manage the throttle and clutch to keep the revs up. We do this for some time, then realise the car has fixed itself.

According to a Mazda technician accompanying us, it’s just one of the quirks the car has. It is the Mazda Challenge, after all. We’re just thankful the problem has resolved itself as we head back into Augsburg – the stop-start traffic isn’t friendly to cars with dodgy idles, after all.

Rolling across the line all sweaty, we’re ready for a beer – and this being Germany, there’s plenty on the go already. It’s been a real adventure – and a fine reminder of just how much classic cars still have to offer.

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Feature.

History’s most famous hybrids It’s not just the automotive world where clever combinations work to deliver a desired result. Check out the spheres of nature and even mythology...

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o understand hybrids, we must first go back 14 billion years, to precisely three minutes after the Big Bang. Since those first few moments, matter has been mingling, bonding, binding and fusing into hybrids – at first to form atoms, then elements and compounds and the building blocks of life as we know it. In other words, hybrids are as old as time itself.

Of course, when you think of hybrids today, you’re more likely to picture a car than some chemical reaction in the nuclear fires of a

supernova, but still, the principle is the same.

Sometimes, two things simply work better together. Petrol and electricity, for example.

Or gin and tonic.

In fact, hybrids are all around us, and even inside of us. Everybody knows that humans are 60 per cent water, which of course is a hybrid.

Look around and you’ll see hybrids absolutely everywhere, from farmers’ fields to far-flung forests, from test tubes to test tracks.

And, as you’re about to see, some of them even changed the world…

ILLUSTRATIONS: BILL McCONKEY

Centaur, left Possibly the most famous of all mythological beasts, these half-human, half-horse hybrids were said to worship the God of Wine, which may explain their reputation as boisterous, hoofy drunkards. The story goes that Centaurs were dreamed up by the Ancient Greeks, probably as a reaction to their first encounters with nomads on horseback, who from a distance looked like an allin-one horse-and-jockey combo with an outside chance in the 4.10 at Kempton Park.

Pizzly Bear, left They’ve been romping in zoos since the Eighties, but polar bears and grizzlies rarely meet in the wild, let alone produce crossbreed cubs. In fact, with only a handful of sightings, few believed that pizzly bears existed at all outside of captivity, until somebody shot one in 2006. DNA tests confirmed it was a hybrid: white like a polar bear but with the face of a grizzly, along with brown paws and big claws. Nobody knows for sure what’s bringing them together, although climate change may be causing their habitats to overlap.

Toyota Prius, far right Believe it or not, it’s more than 20 years since Toyota launched the Prius, the world’s first mass-produced hybrid vehicle and one of the most important cars of all time, up there with the Ford Model T, the original Mini and the McLaren F1. When it first came along, even the iPhone was still 10 years away, and few thought that – 56 | CarDealerMag.co.uk

one day – even supercars would be fuelled by a mixture of petrol and batteries. Today, a world without hybrids seems unthinkable.

Frankenstein’s Monster, bottom left In Mary Shelley’s famous novel – often regarded as the first work of science-fiction – it’s not entirely clear how Victor Frankenstein made his monster, though it was most likely a gruesome hybrid of flesh and bone harvested from graves and slaughterhouses, stitched together and brought to life in a flash of alchemy. What we do know is that his creation was eight feet tall and hideously ugly, yet sensitive and emotional. Or so it said on Tinder.

Bloodhound SSC, main picture Hybrid cars are as much about performance as efficiency, but even so, Bloodhound SSC, the 1,000mph car, takes things to a whole new level by combining a jet engine – the sort you’d find in a Eurofighter Typhoon – with a cluster of rockets.

In all, it has about 135,000 thrust horsepower, which is more than eight times the power of all the cars on the F1 grid combined. Even the fuel is pumped by a supercharged, 550bhp V8. Just as well when you consider it’ll need 40 litres of rocket oxidiser for every second of its top speed run in South Africa next year.

Chimera Embryo In genetics, a chimera is a hybrid organism with cells from two different species. In this case

those species are pigs and people, after scientists injected human cells into an animal embryo. It’s controversial, but by editing animal embryos, you could use them to host human organs for vital transplant operations. Rather than waiting for a donor, you grow a custom organ inside an animal. (Unless it all goes horribly wrong and you get a freaky pork-person with a gammon face and trotters for hands.)

MMA Fighting This is a full-contact, hybrid combat sport otherwise known as cage fighting. In the early days it paired contestants with two distinct fighting styles, but modern fighters combine techniques from all sorts of martial arts including judo, karate and jiu-jitsu, along with boxing, wrestling and other ways of giving somebody a good kicking. It has since grown into a worldwide hit, with global championships raising its profile.

Puggle Humans have been matchmaking dogs for centuries. But while some are bred for useful reasons like fetching pheasants or sniffing out stowaways, others are designed to fit in a handbag. Or to have a ridiculous name.

Take the Puggle, for example, the comedy offspring of a Beagle and a Pug. There’s more. The list of top designer dogs includes labradoodles, horgis, cockapoos and schnoodles. Even bulldogs and shih tzus have shared a bone or two.

Tree of 40 Fruit The Tree of 40 Fruit is an arboreal artwork created

by American art professor Sam Van Aken, who grafts buds from various fruit trees onto a single ‘stock’ tree. Over several years, the stock tree eventually grows branches from its different donors, each bearing a unique fruit, including peaches, plums, apricots, nectarines and cherries.

So far he’s planted 16 of these hybrid trees in seven US states, which in springtime blossom pink, crimson and white. Must be quite a sight!

Lexus LS500h, above left In the not-too-distant future, every car will feature hybrid or electric tech. Already though, carmakers such as Lexus and Toyota have hybridelectric versions of almost every model in their showrooms. Lexus in particular is leading the way when it comes to petrol-electric hybrids.

Its new LS500h is an executive saloon with limo-like luxury. It’s soothing and quiet when you need it to be, but also capable of proper performance with very low emissions.

All this is thanks to the world’s first multi-stage hybrid system featuring a 3.5-litre V6 working together with clever electric motors.

The best of both worlds? That’s what hybrids are all about, after all.

CarDealerMag.co.uk | 57

We are delighted to have just signed up our

800th club member Thank you all for putting your trust in us

We have been using Cartotrade for two years now and absolutely love the platform. It is clear and concise and easy to upload our cars, unlike Autotrade-mail. We are exceptionally busy and sell 500 cars a year from one site on the South Coast of England. We simply don’t have time to manage complex websites and find that Cartotrade is excellent and Trade clients are pre-vetted by the team so buyers are genuine. Well done guys.

William Kirkham, Targa Florio Cars Ltd – May 2018

The UK’s fastest growing online “real-time” trading network Get the best prices for your unwanted trade stock Only £40 per month No other buying or selling fees Proper dealers Proper cars No contracts Great service Cartotrade is independently owned, run and brought to you by the original autotrade-mail management team

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Call now for your Free Trial - 01243 772200

Focus on.

Cartotrade.com

Cartotrade success has reunited a winning team!

CARTOTRADE

W: cartotrade.com T: 01243 772200

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e have had an incredibly busy 2018 to date and are delighted to have recently hit 800 subscribing members.

Due to this level of support and commitment, we are now into a positive monthly cashflow situation that has allowed for further development of our website for our members.

In addition, we are delighted that two more of our former Autotrade-mail colleagues have joined Rachael within our team. Tony and Mat, who both have extensive knowledge and experience, will help us further improve the service we offer you all.

As directors (Kevin and Laura), we cannot believe our good fortune to have picked up our old team colleagues.

All were with us in the very early days of Autotrade-mail and helped us to shape the business and make it the market leader at the time. They’re thrilled to be back doing what they know best and enjoy hearing dealers say they are loving what we’re doing.

Throughout the rest of 2018 and into 2019 there will be many new enhancements to make the website even better, and we won’t be using these as an excuse to try to charge more than our £40 per month membership fee. Our price guarantee is just that – guaranteed for the life of membership!

Cartotrade have many fans from the franchise and independents, from Scotland to Land’s End, with cars from £1,000 to £200,000, and it is with their heritage and care that they are continuing to grow,

William at Targa Floria Cars stated: ‘We have been using Cartotrade for two years now and absolutely love the platform.

‘It is clear and concise and easy to upload our cars. Our garage is exceptionally busy and sells 500 cars a year from just one site on the south coast of England.

‘We simply don’t have time to manage complex websites and find that Cartotrade is excellent.

‘Trade clients are pre-vetted by the cartotrade. com team so buyers are genuine.’

The recent introductions [see right] really are the tip of the iceberg, but we know these ones are important to dealers.

Moving forward, we are focused on improving how dealers can offer their vehicles to maximise their selling opportunities and encourage more stock being placed on the website.

We will also be advancing the ways that members can communicate with one another through the website.

We are very grateful to all our members who have put their faith in us. We will continue to get bigger and stronger, and we couldn’t do it without their continued support.

Here are just two of our most recent introductions…

MOT status We now have automated pre-filling of MOT data when compiling adverts, saving both sellers and buyers valuable time and trouble.

Cap pricing We have introduced a Cap ‘slider’ that lets dealers search for vehicles at whatever percentage of Cap they like.

This was another excellent idea suggested by a member. We encourage members to tell us what they’d like – a simple business formula that makes so much sense.

‘Cartotrade now have a fantastic Cap slider tool allowing you to see exactly where vehicles stand against Cap. A brilliant addition to an already excellent website!’

Jonathan Wise Automotive Ltd CarDealerMag.co.uk | 59

Focus on.

Dragon2000

Industry-first finance integration will be a true game-changer DRAGON2000

E: sales@dragon2000.co.uk

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ragon2000 has partnered with Codeweavers to offer an industry-first finance integration into their dealer management system, DragonDMS. The all-new feature will allow car dealers to instantly retrieve finance quotes alongside their stock and manage the resulting proposals from within one place, saving huge amounts of time jumping from system to system and rekeying important data.

‘Having finance rates and proposals at your fingertips within the DMS is a ‘‘game-changer’’ at the point of sale,’ said Mark Kelland, commercial manager of Dragon2000 Ltd. ‘Sales staff can easily adjust terms and figures to suit, in front of the customer, and then submit a proposal without having to switch to another program and ask repeat questions, making the sales process quick, easy and seamless.’

The integrated Finance Calculator will give dealers the ability to retrieve live finance quotes instantly for customers, whether they are on the phone or in front of the sales desk, from all of their preferred lenders and against any vehicle in their DragonDMS. Monthly payment budget searches can also be performed over the entirety of stock, to discover which vehicles best match a customer’s requirements and affordability. Once the perfect quote has been tailored to suit, the dealer is able to quickly submit the proposal to the lender.

The integration of finance proposals is also a powerful tool for Dragon2000 customers.

Every single finance application submitted, whether it’s generated from within the DMS or the dealer’s own website, will be pulled through into the CRM section and linked to the customer’s inquiry record and the vehicle stock record, allowing your sales team to act fast and to track, manage and close the sales opportunity.

Shaun Harris, commercial director of Codeweavers, explained: ‘One of Codeweavers’

main objectives for this year in the dealer market was to empower CRM and DMS providers with finance solutions. We developed a range of APIs to remove the need for dealers to access multiple point-of-sale systems and bring finance to the fore in the dealer’s primary customer-facing system.

‘Dragon2000 bought into the concept and were early adopters of the technology. They have done an excellent job of seamlessly integrating the solutions into the DragonDMS platform. Dealers will now be able to present finance earlier in the sales process, reduce costs from less data re-entry and improve the customer experience.’

For more than 20 years, motor trade experts Dragon2000 have been helping car dealers and garages raise efficiencies, maximise profit potential, reduce costs and improve customer retention. Recognising the importance of a single point of data entry as a key time-saver

for businesses, they also offer individually built websites that fully integrate with the DragonDMS, and their APPraise app – which is free to DragonDMS users – includes sales video and vehicle health check features.

A pilot of the Codeweavers finance integration is currently being conducted with a number of selected dealers, and the integration will be made available to all dealers using DragonDMS in the coming weeks. l For more information, call 01327 222333, email sales@dragon2000.co.uk or visit dragon2000.co.uk

‘Having finance rates and proposals at your fingertips within the DMS is a ‘‘game-changer’’ at the point of sale.’

Mark Kelland, right, commercial manager of Dragon2000

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An industry-first for DragonDMS

Dealer Management System of the Year

Dragon2000 and Codeweavers have teamed up to offer a brand new finance integration for customers using DragonDMS, so you can manage your finance proposals all in one place.

Features include: • Easily adjust terms and figures to suit your customer’s budget and submit proposals all from within the DragonDMS • Instantly retrieve finance quotes from your preferred lenders against any stock vehicle Present finance earlier in the sales process.

Reduce costs and save time, eliminating double entry of data.

Improve the customer experience.

DMS

Websites Dragon2000

Apps

• Monthly payment budget searches performed against entire stock • Proposals appear instantly in DragonDMS and live progress updates received

Dragon2000 E: sales@dragon2000.co.uk

W: dragon2000.co.uk

T: 01327 222 333

CarDealerMag.co.uk | 61

Focus on.

Click Dealer

Empower your customers to enjoy e-commerce with ClickEngage!

CLICK DEALER

T: 01782 454354

E: cardealermag@clickdealer.co.uk

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n today’s increasingly online climate, consumers need to make their own decisions – after all, it is their purchasing journey.

People are used to the high levels of customer service experienced on Amazon, eBay and other e-commerce giants, and the automotive world is beginning to catch up with the transactional standards expected today.

That’s why with Click Dealer’s award-winning online retailing and lead management platform ClickEngage, consumers can choose to complete the whole of the journey online or just a small segment of it. It’s all about giving them the tools to self-serve and do things in their own time and in a manner that suits them best.

ClickEngage can be utilised on any dealership’s website, franchise or independent, through the use of technical integration and the forwardthinking development of open APIs. The platform may be customised for consumers to complete their full vehicle-buying journey online including data capture, part-ex, finance, add-on deal stacking and even reserving their vehicle. Alternatively, dealers can strip the product back to just include one or a few of those functions, whichever is felt to be the best fit for their customers or business set-up.

While giving consumers the perception that they’re in full control of their own journey, by providing an array of options to cater to their wants and needs, dealers are actually the masters of their own destiny because they can see the full picture of everything they do, due to the sheer transparency of ClickEngage.

If a consumer looks at part-exchanging multiple vehicles, different finance options and views a variety of vehicles, through ClickEngage dealerships will know about it and can cater packages to better suit prospective customers’ needs – a very powerful position to be in indeed.

Dealers can take a more customer-centric approach than ever because of the visibility given to them by ClickEngage. Enquiry information drops straight into their DMS and details a customer’s journey through the platform in terms

of their part-ex, add-on and finance interactions.

It gives the dealer full visibility and, if used effectively, can make a really positive impact on processes and ultimately the bottom line.

London Motor Company owner Spencer Kent said: ‘ClickEngage has improved my sales process no end. I think the key to this is the transparency I now have for my online enquiries.

‘By knowing what a part-ex customer wants to use in their deal or by understanding if they want any additional products or services to be included provides such a great advantage. It helps both parties negotiate the best package.

‘The tech is ever-evolving. Since we went live, there have been countless updates and improvements. Click Dealer really are leading the industry with innovation and are a joy to work with!’

Rory Anderson of RS Car Sales in Sandbach is also a huge advocate of ClickEngage and claims that it has saved him days in admin time per week as well as improving conversion for his

‘Click Dealer have really hit the sweet spot with ClickEngage. They’ve thought of everything.’

Rory Anderson of RS Car Sales in Sandbach 62 | CarDealerMag.co.uk

dealership. ‘My conversion numbers have really rocketed since implementing ClickEngage on my website. The enquiries come in at all hours and the system automatically replies with quality content. It’s terrific!

‘We can see how users have interacted with finance options online, which means we can customise the perfect deal for them before they’ve even turned up at the showroom.

‘It’s helped to join the journey up for the customers who want to complete in the showroom and provide great information for the sales team to get the deal over the line.

‘Click Dealer have really hit the sweet spot with ClickEngage. They’ve thought of everything and it’s now a tried-and-tested formula.

‘Our customers can do as little or as much as they want online, so we can give them the best of both worlds – whatever makes them feel comfortable to make their decision to buy.’

Get in touch with Click Dealer today for your free ClickEngage demo and take the first steps to giving your customers the online experience that they deserve.

Call 01782 454354 or email cardealermag@ clickdealer.co.uk to speak to the market leaders in online transactional processing for vehicles. l

WHY DID CLICK DEALER BUILD ?

TO ENABLE ALL DEALERS TO BECOME DISRUPTORS ONLINE TO ENSURE CLICK DEALER CUSTOMERS CAN BE THE FIRST RESPONDER TO THE 40% OF CAR BUYERS WHO HAVE ENQUIRED OUT OF HOURS TO IMPROVE FINANCE PENETRATION FOR ONLINE ENQUIRIES TO CONVERT OVER 90% OF ALL RESERVATION FEES INTO SALES TO SUPPORT THE CAR BUYERS WHO WANT TO TRANSACT ONLINE TO PROVIDE A LOW COST, LOW RISK SOLUTION TO SELLING VEHICLES ONLINE 24/7 TO PROVIDE A FRICTIONLESS JOURNEY THAT ALLOWS CAR BUYERS TO DO AS MUCH AS THEY DESIRE ONLINE

F o r m o re i n f o r m a t i o n o r a f re e n o o b l i g a t i o n demo call or email Click Dealer on:

t: 01782 454 354

e: cardealermag@clickdealer.co.uk w: www.clickdealer.co.uk

CarDealerMag.co.uk | 63

ON CUE .

PR

S

Experts in PR for your dealership

LIST

S

IA PEC

Effective and positive PR can drive traffic to your showroom and help you sell cars. It can position your business at the heart of your local area and community, creating a brand and raising awareness. It also builds trust and recognition, meaning buyers are more likely to consider your dealership over the local competition.

OnCue Comms is THE specialist in automotive dealer PR, working with leading car manufacturers, dealer groups and independent traders the length and breadth of the UK.

Romans International

Our press release on the sale of the UK’s first ‘used’ Bugatti Chiron generated global mainstream media coverage.

023 9252 2434 64 | CarDealerMag.co.uk

Nissan EV first

Our story about a customer taking delivery of the first new Nissan Leaf in Europe made headlines around the world.

takeashot@oncuecomms.com

Fiat 500 Gelato promotion Our ice-cold gelato PR stunt set social media ablaze on the hottest day of the year.

oncuecomms.com

Focus on.

Warranty providers

A boost for your business, peace of mind for buyers Warranties are a great way of building long-lasting relationships with customers – and three of the best-known providers in the business are keen to work with you.

by DAVE BROWN @CarDealerDave

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in this feature. First up, we talk to Warrantywise, which, as many of you will know, is endorsed by leading automotive personality Quentin Willson.

The company points out that every year more than a million cars are left unprotected when their manufacturer’s warranty expires.

Such vehicles have the potential to cost their owners millions of pounds in repair bills during the vehicle’s fourth year and beyond (a bit longer for some manufacturers!).

Modern vehicles can cost a small fortune to fix if they go wrong, and with some main dealers now charging up to £200 per hour, the labour charges alone can be crippling. Why not get involved with Warrantywise to protect your customers and your own reputation and give your balance sheet a boost at the same time?

Next we take a look at the RAC Approved Dealer Network – and why dealers the length and breadth of the UK are benefiting from their

association with one of the world’s most famous motoring organisations. Access to a first-class warranty product is a key reason why many dealers choose to join the network, and as one member tells us on page 69: ‘Used car buyers know that the RAC wouldn’t put their name to any warranty or other product that wasn’t of a very high quality. We give a six-month warranty as standard but many people choose to increase that to two years. They like the RAC name being attached to the warranty.’

Finally, it’s the turn of the WMS Group to have its say – and as well as being known as one of the market leaders in providing extended warranties, tremendous growth is on the horizon for the multi-award-winning firm as it embarks on a series of exciting new developments.

It must be doing something right – the company was voted Warranty Provider of the Year in this year’s Car Dealer Power survey!

Warrantywise

RAC Approved Dealers

WMS Group

We chat to the company that says it’s the best choice for you and your business.

How branding from the famous motoring organisation gives buyers confidence.

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A firm that can genuinely help you make more money from each customer.

e are operating in uncertain times at the moment, with Brexit, dieselgate and a host of other issues all conspiring to make life tricky, to say the least.

With this in mind, and with margins on car sales under pressure, dealers really need to make the most of all aftersales opportunities to boost that all-important bottom line while adding extra value and peace of mind for their customers.

One avenue that’s open to dealers of all shapes and sizes is to consider offering warranties as part of the package when a car is sold.

As we have mentioned before, there is no shortage of choice out there when it comes to warranty providers and there is a wide variety of trusted names you can turn to if you’re looking to find a partner in this area.

Here at Car Dealer, we have been finding out about some of the leading players in this field and a trio of top warranty providers are included

FEATURED SUPPLIERS

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Focus on.

Warranty providers

Why Warrantywise is the best choice WARRANTYWISE

T: 0800 001 4551 W: warrantywise.co.uk/cardealer

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ounded in 2000, Warrantywise is the UK’s leading specialist car warranty company – and it’s an organisation you should be looking to work with if you want to protect your customers’ vehicles, enhance your reputation and make more money.

This well-known business has more than 6,000 used car dealerships and 300,000 warranty customers on board with it – figures which speak for themselves. And with a great product to its name, and a host of famous faces delivering ringing endorsements, there’s no doubting the company’s credentials.

Warrantywise offers car warranties for both retail customers and car dealers. Their policies are designed to offer excellent levels of cover and protection similar to those provided by manufacturers.

Every year, over 1,000,000 cars are left unprotected when their manufacturer’s warranty expires. Such vehicles have the potential to cost their owners millions of pounds in repair bills during the vehicle’s fourth year and beyond.

Modern vehicles can cost a small fortune to fix if they go wrong and with some main dealers now charging up to £200 per hour, the labour charges alone can be crippling.

As a car dealer, it is your duty to offer your customers the highest level of cover, not only to protect them from unexpected breakdowns but also to protect yourself and strengthen your own reputation. Warrantywise can offer this cover!

Selling warranties has never been more beneficial and can provide a great extra revenue stream for your business.

The company offers five different levels of cover, based on the age and mileage of the car.

These are: Bronze, Silver, Gold, Platinum and Platinum Plus.

The company couldn’t be more welcoming to new dealer partners. A new business adviser will introduce you to the product and help you become familiar with it, before a personal account manager is introduced to look after you for the rest of your time with Warrantywise.

But why should your dealership be using Warrantywise over other warranty providers? The reasons are plentiful.

Endorsed by industry figurehead Quentin Willson, Warrantywise covers every single make and model of car on the market.

66 | CarDealerMag.co.uk

Warrantywise is endorsed by Quentin Willson

All repairs are handled in-house for your peace of mind and the company has higher single repair limits than any other. Repairs can also be done at any VAT-registered garage of your choice, meaning there are no customer limitations.

Flexible labour rates are available and emergency cover is included free of charge, which includes roadside assistance and recovery.

Warrantywise can also offer you bespoke tailored packages to suit your exact needs, along with competitive pricing and enhanced profit margins for extra dealer revenue.

The company covers the cost of parts in pairs, wear and tear, and cover from day one, with no Insurance Premium Tax charged.

Warrantywise cares about its customers and provides the very best quality products. It has many loyal customers that have used its services for many years, demonstrating how well the firm builds relationships with its clients.

Each warranty is available with a sales package and Warrantywise can provide a profit margin tool for making extra revenue.

The company aims to take all the hassle away from you, so you can focus on the business of selling cars and running your dealership. As if this all wasn’t amazing enough, Warrantywise is currently running an offer for new business

customers, where if you sign up before August 31, you’ll receive £200! (Terms and conditions apply.)

Warrantywise is also the best choice for your customers, with a huge number of features in its products for you to highlight to them, including: • A choice of higher levels of cover with more parts included – all mechanical, electrical and electronic parts available. Includes parts which often go wrong, such as vanos units, clutch covers, drive plates, release bearings, brake discs and brake drums.

• Warrantywise pays for parts replaced in pairs when only one part has failed, for the sake of safety. This includes shock absorbers, suspension springs, brake discs and brake drums.

• Plan repair limit is set to value of vehicle at time of booking – if a vehicle value depreciates, the plan repair limit will remain at the higher value regardless of how long the plan has run.

• No charge for betterment – should the customer require a new engine or gearbox, they get a new engine or gearbox, and won’t be asked to contribute towards the cost of repair.

If you’re looking for a warranty company to work with that will offer your customers a deal they won’t be able to resist, then Warrantywise is the obvious choice.

by Tristan Shale-Hester

DO YOU OFFER THE UK’S BEST

CAR WARRANTY? A used car warranty from Warrantywise protects you and your customers from more than just expensive garage repairs.

As a car dealer, it is your duty to offer your customers the highest level of cover, not only to protect them from unexpected breakdowns, but also to protect yourself and strengthen your own reputation. Warrantywise can offer this cover, and selling warranties has never been more beneficial. Not only can you increase your profits, you can also collect points to spend on products for your dealership. Best of all, it’s been designed by motoring consumer champion, Quentin Willson.

RECEIVE

£200

RECEIVE £200 WHEN YOU SIGN UP

VISIT WARRANTYWISE.CO.UK/WISEDEALER

TOM HARTLEY SHARES HIS EXPERIENCE WITH WARRANTYWISE Warrantywise have provided Tom Hartley with the UK’s Best Used Car Warranty for over 12 years. Tom praised Warrantywise describing the warranty cover equivalent, to a franchise dealerships or manufacturers warranty.

TOM HARTLEY’S COMMENTS

“Since dealing with Warrantywise we’ve had a great relationship, we’ve never ever had any problems, they honour their warranty cover and they do it very efficiently. Being

established for over 43 years, it is very important to us that our customers are very

comfortable with the warranty we put on our used cars. When we sell a car with the name Tom Hartley on it and a Warrantywise cover we are 100% happy.”

Read the full case study at: warrantywise.co.uk/tom-hartley Terms and conditions apply. Accurate at the time of printing.

For a FREE Information Pack Visit

warrantywise.co.uk/cardealer

Call us on Freephone 0800 001 4551

Simply the Best in the Business CarDealerMag.co.uk | 67

Choosing a used car can be a headache for many customers.

As an RAC Approved Dealer you’ll receive exclusive benefits to support the growth of your business and drive customer confidence.

USE OF OUR TRUSTED BRAND* / OUR 82 POINT PREPARATION STANDARD / ADDITIONAL RAC PRODUCT REVENUE STREAMS INCLUDING RAC WARRANTY / FREE POS MATERIALS / 12 MONTHS’ FREE RAC BREAKDOWN COVER FOR YOUR CUSTOMERS

Call us today and benefit from RAC Approved status: Call: 0330 100 3807 Email: dealernetwork@rac.co.uk Visit: rac.co.uk/getapproved *76% of used car buyers surveyed who purchased a car from the RAC Approved Dealer Network said that the dealer’s affiliation to the RAC impacted their decision to buy a car from them. (Source: RAC Reviews)

68 | CarDealerMag.co.uk

Focus on.

Warranty providers

‘RAC branding gives customers confidence in our warranties’ RAC APPROVED DEALERS

T: 0330 100 3807 W: rac.co.uk/getapproved

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s a family-owned used car dealership based in Perth, Mark Berwick Motors is a business very much based on reputation.

Mark MacNeill, national sales manager, explained: ‘Our proposition is ‘‘the right car at the right price’’ and a lot of customers come to us as a result of recommendations. For our kind of dealership, trust and credibility mean everything.’

In September last year, a decision was made to become an RAC Approved Dealer, joining 330 dealers across the UK and 1,350 who are part of the RAC Dealer Network in total.

Mark explained: ‘We had worked pretty well with our existing warranty provider for a long while but we liked the idea of moving our proposition up a gear by joining up with the RAC. ‘Becoming an Approved Dealer is not just a label. The RAC asks you to meet their very specific standards but it is something that has definite commercial value.’

The RAC Approved Dealer status has a big impact on how customers view the business,

Mark said. ‘We were already a well-trusted and liked dealership but the association with the RAC name brings an extra level of credibility, especially for those coming to the business anew who find us online or through other advertising.

‘Used car buyers know that the RAC wouldn’t put their name to any warranty or other product that wasn’t of a very high quality. Also, our corporate colours were already black and orange, so the RAC branding looks good in our marketing.’

Mark added that the strength of the RAC proposition could be seen in the increased level of warranty upsell at the business.

‘We give a six-month warranty as standard but many people choose to increase that to two years.

They like the RAC name being attached to the warranty as well as the product itself.’

Sean Kent, sales director at the RAC Dealer Network, which partners with The Warranty Group, now part of Assurant, said: ‘The RAC Approved Dealer programme is designed to deliver the best possible used car buying

An association with the RAC name adds an extra level of credibility to a dealership

Why it pays to be an RAC Approved Dealer • RAC Approved Dealers are the only dealers who offer RAC BuySure. This includes:

• Vehicles prepared to the RAC 82-point standard • A minimum three-month warranty term provided by the dealer • 12-month complimentary roadside, recovery and home breakdown cover • The dealer has permission to advertise themselves as an RAC Approved Dealer and is allowed extensive use of the RAC brand – including free point-of-sale material.

• Preferential listing on the RAC Cars website and access to The Engine – our brand-new marketing and support portal.

• Our leading warranty product which provides terms of up to 36 months at silver, gold, platinum and platinum-plus levels.

• A comprehensive range of RAC products to drive profits including breakdown cover, GAP insurance, tyre & alloy, SMART and service plans.

• Training and support from our nationwide team.

To find out more about becoming an RAC Approved Dealer, call 0330 100 3807, e-mail dealernetwork@rac.co.uk or visit rac.co.uk/getapproved Research shows that 80 per cent of used car buyers surveyed who purchased a car from an RAC Approved Dealer said that doing so gave them more confidence, while 76 per cent of experience for consumers while providing dealers with the advantages of being able to prominently use the RAC brand in their sales and marketing to boost their business. We are seeking high-quality dealers who share our absolute commitment

used car buyers surveyed who bought a car from an RAC Approved Dealer added that their affiliation to the RAC positively impacted on their decision to buy a car from them. to customer satisfaction and whose values are commensurate with the RAC’s reputation.

‘The programme sets high standards, which does mean more work for dealers, but the benefits are considerable.’

CarDealerMag.co.uk | 69

ANOTHER ONE IN THE NET! Voted Warranty Provider of the Year by dealers like you – FOUR years in a row!

Contact us to find out how we can maximise your customer acquisition, retention and profitability with our award-winning warranty products.

01844 293810 Sales@WMSGroup.co.uk

The warranty experts 70 | CarDealerMag.co.uk

www.WMSGroup.co.uk

Focus on.

Warranty providers

Let us help you drive your business forward WMS GROUP

T: 01844 293810

E: Sales@WMSGroup.co.uk

D

espite operating in a saturated marketplace, the WMS Group has achieved steady year-onyear growth through its commitment to continually increase standards across the industry.

During the past few years, the company has implemented an extensive range of initiatives that has seen it develop into one of the market leaders in providing extended warranties.

However, tremendous growth is John Colinswood: ‘We deliver on the horizon for the multi-awarda consistently excellent winning firm as it embarks on a series product at every stage’ of exciting new developments.

John Colinswood, WMS Group demand from dealers has been exceptionally managing director, said: ‘We have strong, with many taking advantage of this invested a considerable sum into the business premium product. to provide our partner dealers with the most WMS Rescue & Recovery is spearheaded by comprehensive products, service and support head of operations Rajiv Kapoor. Rajiv said: on the market today. With consumer and dealer ‘Unlike other providers, our priority is customer expectations reaching an all-time high, it is safety. We will ensure that the driver and their essential that we deliver a consistently excellent passengers are in a safe location away from the product at every stage.’ road, also considering any medical conditions Earlier this year, the WMS Group announced and arranging help where required. the launch of its own breakdown division, WMS ‘Following that, our mechanically trained call Rescue & Recovery, and even though the service handlers will be able to work out the exact cause has only been available since January 2, initial

of the failure by asking the customer a series of questions. This enables us to send the right vehicle and equipment from our approved VRO network, therefore minimising downtime and inconvenience for the customer.

‘WMS Rescue & Recovery is a gamechanger. We have created this product from the ground up to ensure that it exceeds our customer expectations at every single stage. From the point of purchase to making a call-out and extending to renewal, our mission is to ensure that each of our customers receive only the best possible care and that they are returned to the road as quickly and safely as possible.’

In summary, the WMS Group is optimistic for the year to come. The view of Keith Pipe, WMS Group’s head of sales, is that ‘with PCP volumes set to rise again, we are going to do everything we possibly can to generate record sales for our dealer network over the coming 12 months and beyond’.

He added: ‘The WMS Group is no longer just a warranty provider – we are offering dealers a complete premium package comprising all the tools and resources they need to take their business to the next level.’

‘Highlight key areas that can help you make more money’ FOR many dealers, declining new car sales have led to a tough market – not just for new car dealers but used ones, too! As people are increasingly less willing to upgrade their car, it’s more important than ever to make more money from each customer.

WMS Group is one of the leading suppliers of dealer warranty services, with its flagship used car warranty scheme Safe and Sound endorsed by former Stig and Hollywood stunt driver Ben Collins.

Ian Tallent, marketing manager at WMS Group, said: ‘There isn’t a ‘‘silver bullet’’ to help dealers, but making lots of small differences could lead to big improvements and customers spending more.

‘By ensuring you have good customer

care and that your products are aligned with each other – such as our warranties, rescue & recovery services and GAP insurance provided by our Safe and Sound scheme – you can really reap the rewards.

‘Going that extra mile with customer service leads to happy customers that can become lifelong customers. They might get a car serviced with you and continue to do so before buying their next car from you.’

This sentiment is also highlighted by the WMS Group’s head of sales, Keith Pipe, who told us: ‘We’re not talking about something radically different. Instead, focus on the basics and highlight key areas that can help you make more money from every customer.’

Too often, dealers see extra products as a

hindrance to a sale rather than a way to add value. They often focus too much on the ‘price’ element rather than things like convenience, reputation and peace of mind. When dealing with customers, they can create awareness and desire for related products.

Dealers really need to see the benefits of a well-structured warranty programme that delivers the right level of cover for the vehicles being retailed. Crucially, the warranty provider needs to provide exceptional claims service in the event of a component failure – and WMS Group certainly ticks that box.

Promoting a six-month warranty on all retail sales, and then adopting a structured upsell programme, will deliver significant benefits to any dealership’s bottom line. [CD] CarDealerMag.co.uk | 71

Data File.

Ask Lawgistics .com

Car Dealer Club lawyers at Lawgistics answer dealers’ legal questions. Join for £49.99 a year to get advice like this when you need it

Should we be worried about our home?

Q

I started out as a sole trader but as my business grew, I changed to a limited company to try to limit my personal liability.

However, I am now in a position with a finance provider which is threatening to make me personally bankrupt. They say I owe them money and that they can come after me as I signed an indemnity to guarantee their funds. As a director of a limited company, I thought all debts come under the company and not me personally. My wife is worried about our home. Is that at risk?

You are right in general terms as the main point of setting up as a limited company is to ensure that any debts stay with the company. This means your personal assets, including your home, are then safe.

This is why companies are able to dissolve while owing money without any of the directors having to pay from their own personal pockets for any of the debts that remain outstanding.

However, if you sign an indemnity, it will almost

A

certainly mean you have agreed to waive the protection of operating as a limited company with that particular party.

It works the same way as when you act as a guarantor on a rental agreement or a loan. On a rental agreement, if the tenant fails to pay their rent, the landlord will legally be able to pursue anyone who signed as a guarantor.

Some loan companies will lend to those with poor credit on the basis they get a guarantor meaning that if the person who was lent the money fails to pay back, the guarantor (usually a friend or family member) will become liable to pay back what is owed.

In your case, it sounds like the finance company is threatening to issue a statutory demand for personal bankruptcy based on money they say you owe under the indemnity.

Personal bankruptcy can lead to a loss of property but in this case, the finance company cannot issue a statutory demand against the

indemnity. A statutory demand (the first step to making someone bankrupt) can only be served under the Insolvency Act 1986 against a debt.

Section 267 of said Act makes clear that a debt is for a liquidated (fixed) sum only. In your case, the finance company is trying to recover sums due under the indemnity agreement.

Such liabilities to indemnify can only give rise to an action for unliquidated damages – damages being an entirely different legal concept to debt.

So, in this case, the finance company cannot legitimately serve a statutory demand to try to make you bankrupt as the monies owed under the indemnity agreement are almost certainly unliquidated damages and so by their very nature are not a debt.

Therefore, they are not a basis for bankruptcy as confirmed in the case Dowling v Promontoria (Arrow) Ltd (September 11, 2017).

Your wife can therefore rest easy in regard to your home in this particular circumstance.

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72 | CarDealerMag.co.uk

A free telephone consultation and other great benefits, too n A free telephone consultation worth £100. n Lawgistics’ Basic package worth £95. n Twenty-five per cent off the ‘pay-on-use’ legal helpline and casework service. n Up to 25 per cent off any stationery or warranty products. n Upgrade the Basic package and receive £100 off the Small Business package or £250 off the Professional package.

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Exclusive 10 per cent discount on your tailormade trade insurance At Unicom, we’ve been safeguarding our clients with the best protection policies for more than 20 years – so, no matter what role your business plays in the motor trade, we can have you covered for every possible risk. From road risks to legal cover, your motor trade insurance can be tailored to suit your individual needs. It’s our job to make sure that you get the best price for the cover that you want.

A cautionary tale – beware!

W

e were recently asked to advise a client who had attended to a customer who had apparently locked himself out of his car.

All efforts to gain access had failed. The customer was desperate and sanctioned any means to enter the car and start it. Eventually he agreed to the breaking of a window, and this was done, despite the repair cost.

After starting the car by bridging the circuit, the customer drove off in his now somewhat draughty car. Before he left, he ordered a replacement window.

The driver was never seen again.

Instead, a different and rather irate customer appeared at the garage demanding to know why they had helped a thief steal his car from outside his home!

The lesson here is that a stranded motorist should always be asked to provide his credentials, even in a stressful situation. They should be photographed, recorded and made to sign for the voluntary damage. The complainant too should be checked – it might have been a joint enterprise to extort damages.

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We can rely on getting great advice from a useful company that’s swift and efficient SAVE On Used Cars is a family-run business based in Scunthorpe, Lincolnshire, and is a big operation, with 210 cars typically on-site at any one time. The company doesn’t specialise in any particular marques, but sells vehicles in a wide price range of £1,000 to £24,000.

Unsurprisingly, with that much stock in play, the company has to use Lawgistics a little more often than some clients – typically getting in touch once or twice a month to discuss minor issues.

Shaun Mullen, the dealership’s operations manager, said the firm uses the service as a ‘sounding board’. He added: ‘The reason we signed up was because we wanted legal support; someone we could call upon if required, but more importantly someone who could guide us and ensure we’re doing things the right way.

‘We always try to do the right thing, but sometimes you might make a decision that isn’t 100 per cent correct, maybe because you’re misinformed or just not up to speed with all the legal jargon. Lawgistics helps and is a sounding board for

us – a very useful one, too.’

Mullen criticised the Consumer Rights Act of 2015 for not taking into account the technicalities of a car and sometimes unfairly favouring the consumer. He said Lawgistics was a ‘useful tool’ in regard to that piece of legislation.

‘If I was starting up a business, or in charge of another dealership, I’d definitely sign up to Lawgistics,’ he said. ‘We try to avoid going down the legal route and prefer to come to agreements with Lawgistics’ help before things go further. It’s great to know they’d have our back if an issue ever did go further, though.’

Mullen concluded: ‘Lawgistics offers a great service which is swift and efficient, and on the off-chance something needs to be escalated, it is dealt with very quickly.

‘They always deliver and that is all you can ask for.’

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LAWGISTICS’ Basic membership – which you receive as a member of Car Dealer Club – is a cracking deal, but what if you need something that has extra clout? Larger dealer groups or a dealer embroiled in a big legal battle may require some more firepower, and the good news is that club members get discounts on Lawgistics’ other packages. You’ll receive a £100 discount off the Small Business package (normally £795) – perfect for sole traders, a partnership or a small dealer group – and £250 off the Professional package (normally £1,595). This is ideal for franchises, a dealer group or a car supermarket and covers all relevant legal areas and documentation.

There really is a package for everyone with Lawgistics.

To join go to cardealerclub.com or call 023 9252 2434 and speak to one of the Car Dealer team Book an appointment with Paragon’s motor finance team and get £50* At Paragon, we’re so confident we can better the deals and improve the service other lenders offer that we want to give £50* to all eligible Car Dealer Club members who book an appointment with us to see how Paragon could help you and your customers get a better deal. Book your £50* appointment now by calling us on 0345 149 7777. * Terms, conditions and eligibility rules apply. Visit cardealerclub.com/#benefits for more details.

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Data file.

Thestatistics

| SMMT SALES DATA | TAKING STOCK | TURBULENT TIMES

Rollercoaster six-month spell ends with a small decline in registrations T

he UK new car market declined moderately in June, with year-onyear demand falling by 3.5 per cent, according to figures released by the Society of Motor Manufacturers and Traders (SMMT).

A total of 234,945 new cars joined British roads in the month as the market continued to stabilise following turbulence over the past year or so.

Demand from larger fleets fell 6.4 per cent, but business buyers with fewer than 25 vehicles on their books returned to showrooms, registering an 11.3 per cent uplift in demand after an 11-month long hiatus. Private demand was largely flat, at -0.6 per cent.

Smaller cars remained most popular, with supermini and lower medium vehicles taking a combined 57.4 per cent market share. However, dual-purpose was the fastest growing segment, with demand up by some 16.4 per cent – 6,710 more than in the same month last year.

There was good news for the alternatively-fuelled vehicle sector, with a 45 per cent increase in plug-in and hybrid registrations as consumers responded to a growing range of

SMMT chief Mike Hawes models. Petrol cars also attracted more buyers, with demand up 12.3 per cent.

However, this growth was not enough to offset continuing decline in diesel registrations, with a 28.2 per cent fall a result of continuing consumer uncertainty over future policy towards this technology.

June capped off a turbulent first half of the year, distorted by the previous year’s VED hikes, with the market experiencing a severe double-digit decline in March followed by a stronger April and May, when year-on-year demand grew. Year-to-date, overall demand remains down, by some 6.3 per cent to 1,313,994 units.

Mike Hawes, SMMT chief executive, said: ‘Despite a rocky first six months for the new car market, it’s great to see demand for alternatively-fuelled vehicles continuing to rise. Given these cars still represent only one in 20 registrations, however, they cannot yet have the impact in driving down overall emissions that conventional vehicles, including diesels, continue to deliver.

‘Recent government statements acknowledging the importance of petrol and diesel are encouraging.

However, we now need a strategy that supports industry investment into next-generation technologies and puts motorists back in the driving seat, encouraged to buy the car that best suits their needs – whatever its fuel type.’

Ian Gilmartin, head of retail and wholesale at Barclays Corporate Banking, said: ‘A dip in overall new car sales is no surprise, considering the challenges being faced by sellers.

‘The industry has rightly been more vocal in recent weeks, with the lack of clarity around what the playing field will look like for the motor market postBrexit growing. Patience is running out for both manufacturers and retailers.’

SMMT sales data June/year to date

5

Top

Most-improved manufacturers in June

MG +177% Jeep +77% Bentley +36% Seat +32% Subaru +31%

5

Bottom

Worst-performing manufacturers in June

Infiniti -74% Chevrolet -71% Lotus -56% McLaren -33.9% Nissan -33.8%

Yes, June was disappointing, but dealers shouldn’t lose confidence RISING sales of alternatively-fuelled vehicles offer a glimmer of hope amid the decline of diesel – that was one of the reactions from industry experts to the latest new car sales figures.

Ian Plummer, director at Auto Trader, said the sale of new AFVs now would mean more ecofriendly options for used car buyers soon.

‘Every month seems to bring more negative news about diesel,’ he said. ‘But the bright spot 74 | CarDealerMag.co.uk

is that electric and hybrid sales are really starting to gain traction. If current trends continue, it probably won’t be much more than a couple of years until AFVs overtake diesel in sales volumes.

‘AFV registrations in June were 15,549 – still well below the 74,361 diesels, but 45 per cent up on last year, and the rate of growth is accelerating.

AFVs now account for 6.6 per cent of all new car sales. Looking ahead, there is a healthy pipeline

of very impressive “second-generation” hybrid and electric models coming into the market over the next year, which will provide more choice for consumers considering a switch.’

Sean Kemple, director of sales at Close Brothers Motor Finance, said: ‘It’s been a disappointing June, but dealers shouldn’t lose confidence in the market. This month follows two strong months of increased new car registrations.’

Lexus

Vauxhall

+12% June 2018 Marque

2018 542

Alfa Romeo Aston Martin Audi Bentley BMW Chevrolet Citroen Dacia DS Fiat Ford

June 2017

% market share

Abarth

-13%

2017

Year-to-date (YTD)

% market share

% change

2018

% market share

2017

% market share

% change

0.23

2,293

0.16

32.53

0.18

23.74

3,039

448

0.18

-6.25

2,537

0.19

2,701

0.19

-6.07

112

0.05

5.36

689

0.05

982

0.07

-29.84

15,081

6.19

-3.68

89,263

6.79

89,719

6.40

-0.51

168

0.07

36.31

833

0.06

968

0.07

-13.95

7.87

20.03

92,396

7.03

92,638

6.61

-0.26

0.00

-71.43

28

0.00

42

0.00

-33.33

0.23

438

420

0.18

118

0.05

14,526

6.18

229

0.10

22,985

9.78

19,149

2

0.00

7

5,144

2.19

4,685

1.92

9.80

28,247

2.15

29,849

2.13

-5.37

2,000

0.85

2,845

1.17

-29.70

13,617

1.04

14,387

1.03

-5.35

712

0.30

872

0.36

-18.35

3,896

0.30

5,146

0.37

-24.29

3,613

1.54

5,062

2.08

-28.63

19,946

1.52

28,695

2.05

-30.49

22,334

9.51

27,095

11.13

-17.57

145,541

11.08

168,316

12.01

-13.53

Honda

4,606

1.96

5,043

2.07

-8.67

29,657

2.26

29,227

2.08

1.47

Hyundai

8,663

3.69

7,965

3.27

8.76

51,041

3.88

50,100

3.57

1.88

Infiniti

97

0.04

383

0.16

-74.67

551

0.04

2,132

0.15

-74.16

Jaguar

2,960

1.26

2,960

1.22

0.00

18,152

1.38

20,390

1.45

-10.98 -7.67

644

0.27

363

0.15

77.41

3,501

0.27

3,792

0.27

9,162

3.90

7,972

3.27

14.93

51,506

3.92

50,650

3.61

1.69

Land Rover

6,024

2.56

6,201

2.55

-2.85

41,432

3.15

45,675

3.26

-9.29

Lexus

1,306

0.56

1,161

0.48

12.49

6,908

0.53

6,442

0.46

7.23

Jeep Kia

Lotus Maserati Mazda

20

0.01

46

0.02

-56.52

132

0.01

165

0.01

-20.00

108

0.05

107

0.04

0.93

730

0.06

963

0.07

-24.20

3,628

1.54

3,255

1.34

11.46

21,881

1.67

22,561

1.61

-3.01 47.73

37

0.02

56

0.02

-33.93

390

0.03

264

0.02

14,928

6.35

15,715

6.46

-5.01

91,342

6.95

98,557

7.03

-7.32

MG

871

0.37

314

0.13

177.39

4,286

0.33

1,993

0.14

115.05

Mini

8,176

3.48

9,015

3.70

-9.31

34,125

2.60

34,988

2.50

-2.47

McLaren Mercedes-Benz

1,545

0.66

1,361

0.56

13.52

10,131

0.77

8,916

0.64

13.63

Nissan

8,640

3.68

13,067

5.37

-33.88

59,581

4.53

85,085

6.07

-29.97

Peugeot

7,786

3.31

7,688

3.16

1.27

44,989

3.42

47,546

3.39

-5.38

Porsche

1,163

0.50

1,302

0.53

-10.68

8,874

0.68

7,557

0.54

17.43

Renault

-15.16

Mitsubishi

5,606

2.39

7,316

3.01

-23.37

34,636

2.64

40,824

2.91

Seat

6,517

2.77

4,901

2.01

32.97

35,896

2.73

29,491

2.10

21.72

Skoda

8,233

3.50

7,512

3.09

9.60

42,397

3.23

42,558

3.04

-0.38

smart

633

0.27

881

0.36

-28.15

3,831

0.29

5,987

0.43

-36.01

SsangYong

359

0.15

362

0.15

-0.83

1,625

0.12

2,276

0.16

-28.60

Subaru

265

0.11

202

0.08

31.19

1,627

0.12

1,412

0.10

15.23

Suzuki

3,903

1.66

3,486

1.43

11.96

20,464

1.56

21,817

1.56

-6.20

Toyota

9,697

4.13

9,556

3.93

1.48

56,399

4.29

56,428

4.03

-0.05

Vauxhall

18,218

7.75

20,981

8.62

-13.17

97,950

7.45

112,487

8.02

-12.92

23,224

9.88

22,639

9.30

2.58

113,386

8.63

108,027

7.71

4.96

4,545

1.93

5,018

2.06

-9.43

23,605

1.80

24,519

1.75

-3.73

Volkswagen Volvo Other British

58

0.02

65

0.03

-10.77

388

0.03

361

0.03

7.48

Other Imports

698

0.30

599

0.25

16.53

2,549

0.19

2,885

0.21

-11.65

234,945

100

243,454

100

-3.50

1,313,994

100

1,401,811

100

-6.26

Total

Figures supplied by SMMT

CarDealerMag.co.uk | 75

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BCA signs major new agreement with BMW

AUCTION STATIONS

Next-generation Dealer Pro app makes valuations easy

B

CA Marketplace has agreed a major new auto services contract with BMW UK that includes its specialist leasing business Alphabet.

The agreement, which is for a minimum of five years, will see BCA provide a full range of joined-up services ranging from dock to defleet and beyond.

It marks the culmination of the BCA Marketplace strategy of being the market leader of integrated solutions for both physical and digital services to the auto industry. BMW UK has worked with BCA to build and develop an innovative, costefficient and market-leading solution for its used car needs.

Over the next five years, BCA will solely defleet, refurbish, inventory-manage and remarket vehicles on behalf of BMW UK, both physically and digitally, including 90 per cent volume for Alphabet.

The agreement is the single biggest remarketing contract BCA has ever signed.

BMW UK has also agreed a five-year deal for BCA Fleet Solutions to be the sole defleet and refurbishment partner, with BCA building a new dedicated BMW defleet centre that will handle all its storage and refurbishment needs.

In addition, BCA Logistics has been awarded a seven-year deal as inspect-andcollect provider to BMW and Alphabet.

T Stewart Hodges, BMW UK’s remarketing operations manager, said: ‘The BCA business model is unique in its breadth of services across the supply chain, and this provides a compelling customer service offering and creates efficiencies through synergies across all divisions.

‘For BMW, the opportunity to partner with BCA across a range of remarketing, logistics, preparation and inventory management services will bring economies of scale and generate real value.’

Craig Purvey, BCA’s chief commercial officer, said: ‘We are delighted to have secured this substantial and significant volume of business from one of our longest-standing corporate customers.

‘This significant deal with BMW Group underlines that BCA is creating the most efficient, sustainable and profitable vehicle exchange with the capacity to meet the growing needs of the motor industry.’

Strong increases across price and volume FIGURES recently released by Cox Automotive revealed that June was another healthy month for the used car market.

Manheim, a leading UK provider of integrated products and services for the vehicle remarketing sector, continued to Car dealer new strip ad Revised show strong increases across price and

volume. The average sold price continued to increase, up three per cent from £6,649 in May to £6,816 in June, while wholesale volumes in the £10k-to-£20k price bracket experienced a double-digit growth of 16 per cent, reflecting the demand for quality, 4/4/18 12:01 Page 1 mid-market vehicles.

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76 | CarDealerMag.co.uk

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The new Dealer Pro app makes generating a quality partexchange appraisal even more accessible for all dealers, delivering an accurate, transparent and professional partexchange process, whilst building confidence with retail customers and improving profitability.

It is important for customers to have confidence in the process and know that they are getting an accurate valuation for their car.

The new BCA Dealer Pro app fully supports this by offering a quick and easy appraisal service along with a valuation service built around current market pricing.

The system produces an accurate BCA market valuation based on the appraisal data. Information and imagery on incoming part-exchanges are shared within the dealer group. Non-retail stock can be consigned for sale with BCA with no further data entry required.

Already successfully adopted by many of the UK’s leading dealer groups, BCA’s Dealer Pro helps to improve vehicle sales and deliver a class-leading customer experience. The award-winning tool is designed to help dealers manage every aspect of the part-exchange process.

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Taking Stock.

Remarketing specialist BCA analyses its latest Pulse report to give its thoughts on matters that dealers need to consider in the months ahead

Average values at record levels as demand continues into June The heatwave, the World Cup and the approaching holiday season have all failed to make an impact, says Stuart Pearson, BCA’s chief operating officer for its UK remarketing operation.

T

he used car market enjoyed a flaming June as average values continued to rise, with record levels reached for fleet/lease and dealer part-exchange cars.

The headline average value improved to £9,641 – the third highest value on record. Year-on-year, average values rose by £846, a 9.6 per cent rise over the 12-month period, despite average age rising slightly.

Fleet & lease values rose to £11,198, while dealer partexchange values improved to a record high of £5,003. Values for nearly-new vehicles increased by £2,200 (10.8 per cent) to £22,410. Demand from professional buyers continued at very healthy levels into June, with both average values and conversion rates improving compared to May. Auction attendance has been excellent across BCA’s nationwide remarketing network throughout June and bidding – both in-lane

and online – has been very competitive. Fleet & lease values reached record levels for the third time this year, while dealer part-exchange stock posted the fifth consecutive month of record values at BCA. This sustained value evolution reflects both the high levels of demand and the quality of stock we have on offer.

To put the current market into context, it is the first time since 2010 that June average values have shown any improvement over the previous month.

And this is despite the excellent weather, the World Cup and the fast-approaching summer holiday period – distractions that have heralded a softening of demand for used cars in previous years.

Average fleet & lease values improved by £235 (2.1 per cent) to £11,198, the third time a record value has been achieved in the last four

Average value of used car in fleet & lease sector :

£11,198

78 | CarDealerMag.co.uk

months. Retained value against original MRP (manufacturer’s retail price) improved marginally to 43.68 per cent.

Year-on-year values were up by £1,099 (10.8 per cent), with age rising and mileage declining, although both by small margins.

As we have indicated, average dealer part-exchange values improved only marginally to £5,003, but it was enough to register the fifth consecutive month of record average values in this sector.

Year-on-year values were ahead by £346, representing a 7.4 per cent increase over the 12-month period with age and mileage decreasing.

Values for nearly-new vehicles increased by £2,200 (10.8 per cent) to £22,410, a third consecutive monthly rise. Values are up by £4,197 (23 per cent) year-on-year, a significant rise even when acknowledging the effect of model mix in this low-volume sector.

Average dealer part-exchange values:

£5,003

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CarDealerMag.co.uk | 79

Real Deals.

Why this V8 R8 is a brilliant budget supercar Adam Weller sings the praises of a 4.2-litre Audi that became overshadowed by its more powerful successor.

T

hese days, it’s safe to say that most people associate the Audi R8 with a rather raucous, shouty V10 engine sourced from VW Group stablemate Lamborghini. However, when it first came on to the market, the car housed a slightly more conservative 4.2-litre V8 from the Audi RS4 saloon.

Yes, the V10 version commands your attention with superior statistics and an otherworldly sound, but the V8 is a technical victory in its own right and also serves as an ideal first rung on the ladder for aspiring supercar owners.

The story of the R8 begins with the 2003 Le Mans Quattro concept car, which was designed to commemorate the marque’s ongoing successes at the legendary Le Mans 24 Hours.

Very little had changed from the styling of the Le Mans Quattro when it rolled off the production line as the R8 in 2006. However, the twinturbocharged V10 engine from the concept had been abandoned in favour of the RS4 powerplant.

Even though a 5.2-litre V10 followed and enhanced the performance of the R8 just two years later, there’s certainly an argument to be made for the merits of the V8 version.

Firstly, there’s everyday usability. The V10 engine is prone to a bark even at relatively low revs, whereas the RS4’s low burble is a little less flamboyant – if you get a V8 version, there’s less chance of leaving the house one morning to find a strongly worded letter under your wipers. Secondly, economy.

Not only is the V8 version a cheaper

purchase but it’s also more frugal, with owners reporting MPG in the mid-20s. You have to have a featherweight foot to achieve anything close to that in the V10.

Also, if we were gamblers, we’d have to put our money on the V8 being more reliable for those who want to cover some serious miles in their car.

Ultimately, the original feel of the R8 was somewhat lost when the V10 came along. The V8 versions feel like something of a spiritual successor to the Honda NSX, with supercar performance and superb handling combined with a practical streak and daily driving feasibility rarely seen away from lower-end Porsche 911s.

Of course, the V10 is brilliant – you can’t deny that – but it was more of a Lamborghini than anything, with the same engine as the Italian marque’s Gallardo.

At £44,950, the car on this page is not at the lowest end of the market, but with 16,000 miles on the clock it is remarkably untravelled for a 57-plate car. It also has – in this writer’s opinion – the best spec you can get for the 4.2 R8s, with the lovely Ice Silver paintwork matched with the five-spoke, 19-inch alloy wheels. Inside, you’re

This stunning 57-plate Audi V8 R8 is for sale at £44,950 greeted with the best sight of all in a driver’s car – a six-speed manual. It also has sat nav, a CD autochanger, heated seats and leather upholstery.

It’s for sale at Burcham Car Sourcing in Haslemere and has been serviced through the Audi dealer network throughout its life. In addition, Burcham has known of the car since new, with the first owner discovering it for sale by way of Burcham at Newbury Audi.

With a car this low on miles and in this stunning a condition, there’s only one debate at heart here: do you keep the car tucked away and immaculate for a profit down the line, or enjoy it to the fullest of its vast abilities?

We reckon keep this car under, say, 50,000 miles and enjoy it up to that point.

As long as you’ve been sensible, it should be close to its 20th birthday by then and will be worth considerably more!

But regardless of your decision, no matter whether you make regular or sparing use of this car, it looks like an absolute stunner that shouldn’t be missed!

Treat it gently and you could make a nice profit on this Audi V8 R8

80 | CarDealerMag.co.uk

Market Insight.

...in association with ASE-global.com

Quieter June after May saw raft of earnings announcements It's not a retailer but activity over BCA Marketplace shows sector's general attractiveness, says Mike Jones

T

he month of June was much quieter for the listed motor retailers after the large number of earnings announcements issued during May. While not a motor retailer, the most activity surrounded BCA, which received an unsolicited offer from Apax Partners.

Apax ultimately made two preliminary and conditional indicative proposals for a cash offer for BCA, but they were rejected by the company as it believed they undervalued the company and its ‘attractive prospects’.

The private equity investment group ultimately decided not to make a further offer.

However, it shows the attractiveness of the sector in general.

Pendragon continued its recent drop during the month, offset by gains at Inchcape.

While there was a rise for Caffyns, given the thinly traded nature of the stock this is less of a barometer of overall industry sentiment.

Outside of the motor retailers, we saw gains at BCA, on the back of the acquisition approach, and at Auto Trader, on the back of a very strong set of financial results.

Share price movement since the start of 2018

Share price movement over the past month

Pendragon

-14.2%

-6.3%

Vertu

-1.8%

-0.8%

Lookers

5.2%

1.3%

Inchcape

-0.3%

6.7%

Cambria

0.0%

-1.6%

Caffyns

2.4%

4.9%

Marshall

-0.6%

0.3%

Financial performance After the majority of the listed motor retailers announced their results or trading updates in May, June was considerably quieter.

Marshall released its pre-close statement just after the end of June, which revealed a very strong performance. The company is anticipated to outperform its H1 result from 2017. Given the phenomenal strength of the first quarter of 2017, this is a very creditable performance indeed. The performance was driven by ‘robust’

trading disciplines, tight control of discretionary costs and the positive impact of the previously announced closure of six loss-making sites.

Transaction activity As predicted, we have started to see a pick-up in the level of transaction activity and consolidation in the sector.

Straight after the end of June, Vertu announced it had bought Hughes of Beaconsfield.

This adds two Mercedes-Benz dealerships adjacent to Vertu’s current market area, providing the group with a significant presence in the M4/ M40 corridor. In addition, it brought Vertu’s first Mercedes-Benz commercial van dealership in addition to Škoda, Jeep and Peugeot outlets.

The acquisition price of £21.8m included £9.8m of goodwill – a multiple of 3½ times the group’s 2017 Ebitda.

I expect more acquisitions to be announced over the coming months, with the decreased profit levels in 2017 and lower expectations over goodwill multiples making asset prices comparatively more reasonable than they were 12 months ago.

Mike Jones is chairman of dealer profitability specialist ASE plc. You can read his column here every month.

CarDealerMag.co.uk | 81

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Recruitment.

COACHWORKS

IVENDI

‘Ethical hacker’ to test systems IVENDI has appointed its first security engineer as part of an increasingly sophisticated strategy to deter hackers.

Wesley Parsons, pictured, is a graduate in computer science from Manchester Metropolitan University and was formerly performance and security engineer at endpoint security software provider Avecto. He said: ‘My role is all about building and driving iVendi’s overall security strategy. I will be working closely with the business’s development team to introduce secure development practices.

‘A big part of the job is performing penetration tests on iVendi’s products and infrastructure to ensure that the security requirements of the business and our clients are met.’

James Tew, chief executive of the e-commerce products and services provider, said: ‘The IT jargon for what Wesley does is “ethical hacking” – he plays the role of someone trying to break into our systems in order to test them as thoroughly as possible.’

Non-executive director joins consulting company

S

imon Parker has joined Coachworks Consulting in the newly created position of non-executive director.

Parker joins the independent automotive retailing consultancy from JCT600 where he was the Mercedes-Benz brand director responsible for five sites across Yorkshire and Derbyshire.

Before that, he was responsible for the group’s Volkswagen business.

Parker, right, has worked at senior management levels at Volvo, Toyota and Lexus and as finance director of West Riding Motor Group, having started his career as an accountant with Deloitte.

‘This is an exciting time to be joining Coachworks Consulting, a company I have had the pleasure to work with many times over the years both as a manufacturer and retailer,’ he said.

‘What has always impressed me is the way Coachworks has a deep understanding of how dealers can maximise their operations by identifying and helping to implement sustainable growth opportunities. This has turned around

many businesses across the UK. As a nonexecutive director, I’ll be helping the business achieve its strategic aim of doubling turnover by expanding its portfolio of manufacturer and retailer clients.’

Coachworks Consulting managing director Karl Davis said: ‘I’m delighted to welcome Simon Parker to the board as he brings with him a wealth of experience at senior levels within retailer groups and car manufacturers. His experience will be invaluable as we have set some ambitious growth plans for the business.’

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Data file.

James Litton

TRADER TALES

Customer reviews: Powerful, yes, but easily manipulated

I

f you were looking for somewhere to eat in London last year, you may have tried to book a table at Trip Advisor’s top-rated restaurant in the capital for much of 2017, The Shed at Dulwich. The reason you never got a table was nothing to do with the level of bookings or that your face did not fit; the eaterie simply did not exist.

The hoax was the brainchild of freelance writer Oobah Butler, who wanted to expose the industry of fake reviews, and how public perception can be shaped by ‘independent’ reviewers. At the point of revealing the truth, Butler was receiving calls from celebrities, tourists and locals alike, all desperate to eat at what had been described by correspondents as an intimate, invitation-only venue.

The inevitable PR offensive from Trip Advisor afterwards said behaviour such as Butler’s was akin to ‘attempted fraud for a non-existent business’. It pointed to its cyber security algorithms that have the equivalent capabilities to those used by high street banks.

Whatever your opinion of Butler – and many will view him simply as a mischief maker – the case demonstrates the power of customer reviews and how easily they can be manipulated. If I look at the reviews for my business, our Google score is 4.4 stars out of five and our Facebook score is 4.7 stars out of five. I am more than happy with this.

There are no false reviews posted.

Admittedly there are a couple of reviews which are weak but whether those are fair or not is irrelevant. In actual fact, I believe having some negative scores gives the business credibility.

Who out there has the perfect business? We strive for perfection every day, but either through our own poor performance or external factors affecting customer perception, the reality for any business means there will be some negativity.

Of course, I think we can all agree that too much negativity is never a good thing. Whenever I have used reviews to book a table or hotel, I often look at a combination of factors and the review is frequently the tipping point should options look equal.

My final point on this subject relates to Carwow. Many people view Carwow as a price comparison website which results in a race to the bottom.

I think that was true initially, but as our business on the site has developed, we have one of the leading number of positive reviews for our brand, and that has started to drive purchasing behaviour. We still have to be price-competitive, but our review scores can often be the difference between us securing the order and another dealer.

‘I believe having some negative scores gives the business credibility.’

James Litton is general manager – director of Volvo Cars Poole. He always has something to say about the industry he loves.

84 | CarDealerMag.co.uk

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I gave an old mate a job... and got the right results!

A

ll this recent excitement over the World Cup reminded me of an amusing incident that occurred a couple of years ago.

In my role as sales manager at a small, independent used car dealership in a large town, I’ve always recognised the need to take part in various events in the local area to make sure people know us as part of the community.

With this in mind, I got in touch with a few DPs and sales managers from various showrooms around the town and suggested we hold a five-a-side football tournament in aid of a local charity.

They agreed, not knowing what dastardly little scheme I had in mind.

It just so happened that an old mate of mine from college played as a striker for a League Two team in the early 2000s and, even though he hung up his football boots quite a while ago, he was still damn good with his right foot. (He wasn’t too shabby with his left one either.)

Despite being top-notch strikers, League Two footballers don’t tend to be household names or faces and the club my friend played for is quite far away from the town where our dealership is, so I was confident that none of our rivals would recognise him if he were to join our team.

There was just one snag – one of the rules the other dealer principals and myself had agreed on was that only members of the respective sales teams were allowed to play. However, as my dealership is a small independent, there was no red tape preventing me from appointing my friend as a sales executive for the week, so that’s exactly what I did!

I must admit, I was nervous as we entered our first match, which was against a large franchised dealership from the other side of town. What if one of them was a football obsessive and recognised my pal?

But these fears proved to be unjustified, as no-one gave him a second glance, even when he scored. And scored again. And again.

In the end, we ended up winning not just the match, but the whole tournament.

It was a tad unbelievable and I’m very surprised none of the other teams caught on, but a decent amount of money was raised for a good cause and that’s all that really matters. He even sold a couple of cars during his time with us, as well !

‘No-one gave my friend a second glance even when he scored. And scored again.’

Tell us your story

Have you something to confess? Email our head of editorial (you can find her details on page three) or post it on our forum – cardealermagazine.co.uk/forum CarDealerMag.co.uk | 85

Key Notes.

...in association with Traka

Did you get rid of too much data?

Paul Smith, director of Traka Automotive, explores your options when it comes to GDPR compliance

H

ow was your GDPR compliance experience? Was it an exercise in smooth project management or a blind scramble to delete personal data en masse before May 25?

Many dealerships took the view that the only way to be assured of compliance with GDPR was to request everyone on their database to opt in to receive future communications. The results of that decision were that consumers were hit with an avalanche of ‘please opt in’ emails in the month leading up to GDPR Day. Response rates to these requests were understandably low. An expert consultancy in this area, MotorVise, conducted some research which indicated that complex multi-question opt-in requests were receiving a response rate of just 20 per cent or lower.

However, the new Data Protection Act 2018 (DPA), combined with the latest guidance from the Information Commissioner’s Office (ICO), indicates that probing whether communications with contacts are allowable under the ICO’s ‘legitimate interest’ guidelines would have been a much more fruitful way of approaching GDPR compliance than seeking positive consent, which requires that proactive opt-in.

Indeed, the ICO guidelines suggest that legitimate interests are likely to be ‘most appropriate where you use people’s data in ways they would reasonably expect, and which have a minimal privacy impact, or where there is a compelling justification for the processing’.

Sure, ‘legitimate interest’ guidelines demand a rigorous process and documentation which properly assess whether it’s in the interests of the

consumer that you keep in contact with them post-sale, but surely going down this route is not likely to demand that up to 80 per cent of your database be deleted overnight?

I had a conversation with a head of marketing at a major dealership recently who said he was not even sure whether he could send his customers reminders that their MOT deadline is coming up if that communication came with an option to book an MOT inspection at their workshop.

However, surely on grounds of legitimate interest, this communication would pass as he would be providing a useful reminder in a timely manner and be offering a service that addresses a particular statutory requirement.

After all, legitimate interests can serve ‘your own interests or the interests of third parties.

They can include commercial interests, individual interests and broader societal benefits.’

As you can see, that is pretty broad. All you have to complete is a: l Purpose test: Identify a legitimate interest; l Necessity test: Show that the data processing is necessary to achieve it and; l Balancing test: Balance the above against the individual’s interests, rights and freedoms.

In other words, to cover off #3 you need to have documented a consideration as to whether that customer might benefit from being alerted that their MOT is about to expire and that you have a way of solving that in a convenient way.

After all, there are more than four million drivers apparently on the road without a valid MOT which is an offence. You can be fined up to £1,000 and your car impounded if you are caught

without a valid MOT. An MOT deadline alertbased service seems relevant if you sold a recentlyMOT’d car to a customer 11 months ago.

The good thing about the ICO guidelines is that it’s all there on its website.

They list the questions that any dealership needs to be asking as part of the three aforementioned legitimacy tests.

One such question is: ‘Are some people likely to object or find it intrusive?’ And it even offers a ‘lawful basis interactive guidance tool’ which essentially walks you through a questionnaire and then gives you an action plan to make sure you have documentary evidence of compliance.

You must also tell customers who are subject to the legitimate interest tests that this is your approach and even detail what these interests are.

It may be something you need to list in a contract letter which you present as part of the sales process for a customer signature.

You also need to remain ready to respond in a timely manner to data subjects’ requests for erasure, and respect their right to be informed how their personal data is being processed.

Essentially, GDPR is about tipping the balance of power back in favour of the customer and away from the goliaths of the digital world.

It’s not aimed at car dealerships, as long as they do not abuse people’s personal data and are only sending them updates that they are likely to be interested in. And, in the digital marketing world, permission management is much easier to handle than it used to be. Customers can largely self-serve – unsubscribing from specific or all updates from you if they want to, MOT deadline alerts included.

Paul Smith heads Traka Automotive, part of the ASSA Abloy Group brand Traka. ASSA Abloy bought the electronic key management software provider eTag Solutions, which was founded by him. Traka is a leader in intelligent access control, key management control solutions and keyless electronic lockers.

Keys can make you money…

Find out how at www.traka-automotive.com The only viable key management solution for automotive Email automotive@traka.com or call 0845 225 2910 86 | CarDealerMag.co.uk traka-auto 1-6pg.indd 1

15/12/2016 09:56

Long-termers.

LATEST FROM THE FLEET...

Skoda Superb SportLine Our new addition is shaping up to be a real summer sizzler.

by MAL HAY @MalcolmHay

I

must admit, I was almost beside myself with excitement as I waited for the arrival of our newest long-termer – the Skoda Superb SportLine.

Earlier in the year, I spent lots of time behind the wheel of an Octavia VRS and I grew to absolutely love it. But my latest Czech mate – KU18 ZNH – was going to be even more special, as the good people in the Skoda press office had let us spec it as we pleased. Hell yeah!

Most powerful engine – check; nicest wheels – check; badass colour – check; all the bells and whistles – check, check and check.

We threw everything at this one on the Skoda website’s car configurator and the result is a 2.0-litre TSI 4×4 DSG model, kicking out a whopping 276bhp and finished in stunning Quartz Grey metallic.

Boasting a top speed of 155mph and getting from 0-60 in 5.8 seconds, this is one quick car, especially considering it’s got more storage than your wardrobe and more legroom than the average suburban garden.

Despite this though, the manufacturer’s claimed combined cycle fuel economy figure of 39.8mpg and emissions of just 160g/km mean that, at a stretch, it still qualifies as practical rather than total folly. Inside, too, we ticked pretty much every option on the list, apart from a few odds and sods such as the highest-end sound system and winter pack.

Just take a look at the list of features: 19inch Vega alloy wheels with anti-theft wheel bolts; Alcantara sports seats in black with silver diamond stitching; bi-xenon headlights with AFS (adaptive front light system) and LED daytime running lights; black roof headlining; carbon optic interior elements; Columbus satellite navigation with 9.2-inch touchscreen display and integrated wifi; drive mode selection including HMI Sport; electrically adjustable driver’s seat with memory and lumbar support; electrically adjustable, heated and folding door mirrors with memory function; exterior gloss black sports styling including front grille, side strip, window surrounds and door mirrors and SportLine badging; gloss black rear spoiler (hatch only); gloss

The Skoda Superb SportLine has been quick to impress after joining our family of long-termers

THE KNOWLEDGE Model: Skoda Superb SportLine 4x4 Price: £39,935 Engine: 2.0-litre turbocharged petrol Power: 276bhp Torque: 349Nm Max speed: 155mph 0-60mph: 5.8 seconds MPG (combined): 39.8 Emissions: 160g/km Mileage: 2,958 THIS MONTH’S HIGHLIGHT: The sheer specs appeal of being able to have whatever we wanted on our press car. black roof rails (estate only); headlight washers; keyless entry and start/stop; LED interior light pack (LED ambient lighting in 10 colours, front and rear reading lights, footwell lighting, door handle illumination and vanity mirror lighting); LED rear light package (high functionality);

privacy glass; rear exhaust diffuser with two visible exhaust pipes; sport chassis including two-level electronic stabilisation control (ESC); three-spoke leather ‘super sport’ multifunction steering wheel with silver stitching (includes gear paddles for DSG). And those are just the ones that came as standard.

On top, we also chose crew protection assist and rear side airbags (£445), dynamic chassis control (£760), lane assist and blind spot detection (£860), metallic paint (£575), rear-view parking camera (£355), sunroof (£865), travel assist (£90), tri-zone climate control (£305) and wifi with wireless charging (£305).

That’s one hell of a spec list and yet still, almost unbelievably, our newest addition still came in at a whisker under 40 grand. £39,935 to be precise. Wow! I can’t wait to really get to grips with the Superb and to start clocking up some serious miles. Based on first impressions, a fun summer lies ahead.

CarDealerMag.co.uk | 87

Long-termers.

LATEST FROM THE FLEET...

Seat Arona Xcellence Lux The odometer clicks on to 5,000 miles – and they’ve all been genuinely enjoyable.

by DAVE BROWN @CarDealerDave

I

t’s no secret that these are tough times for the car industry – and while I would never claim to be an expert, it would seem that there are two main reasons for this: firstly, the impact of Brexit and the uncertainty it’s creating for manufacturers and dealers; and secondly, the fallout from the ‘dieselgate’ scandal of three years ago.

Other factors are bound to be at play, of course, and the net result for the first half of this year is that the level of new car registrations is down around six per cent. Many of our best-known carmakers have recorded double-digit declines in sales – but there are exceptions.

One of these is the Spanish brand Seat, which has recorded a healthy increase of 22 per cent when you compare the first half of 2018 with the same period last year – quite an achievement.

I was thinking about this on a recent two-hour trip to see family and friends in our long-term Seat Arona. As I did so, I glanced at the odometer to check how many miles the car had travelled so far – and the figure, slightly weirdly, was exactly 5,000. That’s 5,000 miles of genuinely enjoyable motoring in a car that feels as fresh and new as the day it was delivered to us. True, the shade of the paintwork isn’t to everyone’s tastes (Mystic Magenta, anyone?) but it ticks pretty much every box you can think of in terms of comfort and technology, driveability and fuel economy.

It’s a crossover that’s ideal for any conditions – motorways, B-roads, town and country – and it really comes into its own in the busy streets of our major cities.

Parking? That’s a breeze thanks to the Park Assist system. With 360-degree sensors, the car can parallel park and pull into bays. All you need to do is control the speed and braking and the Arona takes care of the steering. Clever stuff indeed and a great reason to take the Arona right into a bustling city centre.

Incidentally, although ‘city cars’ are the vehicles specifically designed for urban use, they’re not for me. For a start, as I’m 6ft 1in, I struggle to get truly comfortable in some of them.

I also prefer to sit a little higher in a vehicle that’s a bit bigger and in which you don’t feel you’re going to be squashed by a double-decker 88 | CarDealerMag.co.uk

Dave gives the Seat Arona a nice bit of TLC with a thorough vacuuming ahead of a golf trip

THE KNOWLEDGE Model: Seat Arona Xcellence Lux Price (as tested): £22,095 Engine: 1.0 TSI six-speed manual Power: 113bhp Torque: 200Nm Max speed: 113mph 0-60mph: 9.6 seconds MPG (combined): 56.5 Emissions: 114g/km Mileage to date: 5,287 THIS MONTH’S HIGHLIGHT Peace of mind in the knowledge that I can carry four passengers in complete safety once again. bus at any minute, so the Seat Arona is just the ticket. What else have we been up to in KM67 XUU lately? Well, the daily commute is dead easy (it’s all of 16 miles, there and back) and at weekends, it’s time to get the golf clubs out, maybe take some junk from the garage to the tip and give the car a regular wash and brush-up.

I mentioned in a previous report that Seat had issued a recall for our car relating to the central rear seatbelt. A Finnish motoring magazine had identified a problem that could have seen the belt spring open while the car was changing lanes and travelling at speed – but would only occur if all three of the rear seats were being used.

When the story broke, Seat issued a statement saying that it had identified the seatbelt issue and was investigating the repair options.

Well, that repair has now been done, so if I ever need to transport four passengers, I can now do so.

Anyone need a lift to the golf course?

OTHER CARS WE’RE DRIVING

Volkswagen Transporter Kombi Mileage: 2,802 That’s right, the Amarok’s replacement is this – a Transporter Kombi. A practical mixture of both seats and panel van spaciousness, it’s already being thrust into use by the video team.

Vauxhall Grandland X Tom begins to warm to the Grandland X – but it’s not exactly a love story just yet.

by TOM WILTSHIRE @mctreckmeister

I

have to admit that the cars in my custody rarely get used to full capacity. I don’t have any bulky hobby equipment, I don’t have children to stick in the back seat, and my sister’s cavernous Skoda Superb tends to be the vehicle of choice for family outings.

But a recent industry test day up at Millbrook Proving Ground saw the rear bench of our Vauxhall Grandland X finally get some use, as three of us made the 100-mile trek from Southampton to Bedfordshire.

The Grandland X is a big car, something that’s easy to forget from behind the wheel – the feather-light controls and decent visibility frontwards mean it’s simple to place on the road.

Fellow staff writer Ryan Hirons wasn’t lacking space in the back row, even behind two six-foot front-seat passengers.

There’s decent legroom and, despite the panoramic glass roof, ample headroom.

The 514-litre boot made short work of our meagre backpacks too. Again, I rarely use the boot beyond simply throwing in a few bags of shopping, but it’s good to know that the capacity is there if I end up buying more 1960s furniture from eBay (a frighteningly common occurrence).

Yet bigger isn’t always better – especially when it comes to parking. I’ve no issues in my car park at home, but visiting my parents involves

The cruising ability of the 1.2-litre turbocharged engine is impressive – but rear visibility isn’t

parallel parking in a very crowded street. I’ve found myself wishing the Grandland X was less… grand, at least when trying to squeeze into a spot two streets away. It’s parking that shows up the Grandland’s shocking rear visibility too, with a shallow rear window and thick C-pillar making me wish our long-termer had a reversing camera in addition to the standard parking sensors.

One area that certainly doesn’t need downsizing any more is the engine. It’s a tiny

1.2-litre turbocharged petrol with 128bhp, and I’m impressed with its cruising ability. It’s returning a steady 45mpg – still around 10mpg off the claimed figure, but impressive nonetheless for a hefty petrol-powered SUV. So the Vauxhall is growing on me just a tiny bit – although I still don’t enjoy driving it. A recent trip to the hand car wash got the Golden Sunstone paint gleaming again but left me with one more unwelcome size-related surprise – the Grandland qualifies as a ‘large car’ and therefore costs me £8 rather than the usual £5. I think it looks better dirty, and my wallet agrees.

THE KNOWLEDGE

Kia Stonic

Audi SQ5

Mileage: 5,495

Mileage: 3,199

The small crossover proved more than capable of transporting all Ted’s vehicle valeting gear for his weekend hobby. It’s just a shame that such a new car suffers from a number of annoying rattles.

It hasn’t been all plain sailing with the sporty SUV. The Pre-Sense system that applies the brakes if it feels an accident is likely has been worryingly wrong on a couple of occasions.

Model: Vauxhall Grandland X 1.2 Turbo

S/S Sport Nav Price: £28,175 Engine: 1.2-litre three-cylinder petrol Power: 128bhp Torque: 230Nm Max speed: 117mph 0-60mph: 10.9 seconds MPG (combined): 55.4 Emissions: 117g/km Mileage: 7,650 THIS MONTH’S HIGHLIGHT: Using the large, luggage-swallowing boot.

CarDealerMag.co.uk | 89

The last word JA M E S B AG G OT T

Against our better judgment, we give our CEO the final say each month

Keep the bunting, yes, but maybe it’s time for it to flutter in a digital breeze

T

here was a time when opening the boots of the cars on your forecourt and draping some bunting from one lamppost to another was enough to catch the eye of Mrs Miggins as she wandered past on her way to Waitrose.

The little Mini Metro you had keenly priced at £995 would be sitting there, sparkling away, and she’d decide to delay her grocery shop, tow her little shopping cart on to your forecourt and pore over the upgrade to her open-toed sandals, white socks and leg power for what would feel like the rest of time.

You’d guide her around the Metro, extol the virtues of the slick gearshift, lightweight doors and wind-up windows and think of the best ways possible to mask the fact it had an engine akin to a wheezing guinea pig that would struggle to climb a dropped kerb, let alone a hill.

But work your technique you would, schmooze her with a slick patter until eventually she signed an order form and handed over a week’s pension as a deposit. Sale bagged, you’d shut the boots of all the cars again, pack up and go home.

These days, dealerships need a lot more than bunting and boots to capture the attention of car buyers.

The noise businesses need to cut through to get noticed in the car-buying cycle is deafening. Especially online where it can feel like shouting in a stadium full of angry England fans – here, getting your voice heard is nigh-on impossible.

Attracting buyers online requires new rules of engagement. It’s no longer good enough to simply have a forecourt and hope buyers will wander on to it.

Now, buyers aren’t browsing, they’re invariably heading to your site to seal a deal. They’ve done their research, watched the videos of people testing cars and read the countless reviews from countless motoring outlets. They’ve searched the classified websites, crunched the numbers, probably got finance quotes, more than likely got insurance prices and they probably already know the car they’re coming to buy at your site is the one they want.

These are new buyers who need to be treated differently. Nineto-five trading doesn’t suit them – they want to talk to you while they’re watching Coronation Street via a chat function on your website, not on the phone.

They want answers to emails via email, not on the telephone, because they’ve probably found your car online while at work when they probably should have been doing something else.

But how do you capture their attention?

Well, you need to catch their eye when they’re digitally browsing.

That means using different tricks, digital bunting if you like, that flutters in a virtual breeze.

I’m talking about content – news, features, reviews of your very own that you can cast out there, like lures on a line, enticing buyers drifting by to take a bite.

Believe me, it works. The dealerships I follow on social media that do it well certainly get my attention. A decent blog post, or feature, with a compelling headline and pictures can funnel internet browsers to your site. I can never understand why some dealers post links to other people’s content on their social channels – that’s like sending potential buyers who turn up at your dealership to a rival down the road. You wouldn’t do that, so why do this?

Don’t let magazines and newspaper outlets online suck up everyone when you could be grabbing a slice of the action too. It doesn’t have to cost the earth, either – in fact, you can do it yourself, and the benefits will far outweigh the time spent on creating and adding it to your website.

We all know consumers these days are carrying out most, if not all, of their research online, so perhaps letting them do that on your site, rather than somewhere else, could be key. In practical terms, this could be a review of a car you’ve got on sale, less salesy, more advice-led – think Apple Store Genius – where you’re helping the potential buyer make an informed choice.

As buyers’ choices get more and more complicated, with extended car ranges stretching body styles and powertrains to the limits, helping potential buyers make the right choices on your own website is more important than ever.

I’m not saying it’s time to take the bunting down – that would be sacrilege – but I am saying perhaps it’s time you put it up in different places.

‘I’m talking about content that you can cast out there, like lures on a line, enticing buyers to take a bite.’

James Baggott is the founder of Car Dealer Magazine and chief executive officer of parent company @BaizeGroup, an automotive services provider. He now spends most of his time on Twitter @CarDealerEd and annoying the rest of us.

90 | CarDealerMag.co.uk

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