Car Dealer Magazine: Issue 165 by Blackball Media

Issue 165 | December 2021 | CarDealerMag.co.uk | £6

FEATURE

CARS THAT TRANSFORMED THE USED CAR INDUSTRY

BMW M5 CS

INTERVIEW

ALFA BOSS

CEO JEANPHILIPPE IMPARATO ON THE BRAND’S REVIVAL

Hyundai i20 N

Land Rover Defender V8

Ford Mustang Mach-E

Audi RS e-tron GT

Porsche 911 GT3

NEWS

• INCHCAPE UK CEO TO LEAVE • MOTORWAY SALES RECORD • AUDI A8 REFRESHED • BANGERS4BEN LATEST TOTAL • HONDA JAZZ RANGE EXPANDS • McLAREN SALE DENIAL • LSH AUTOS KNOCKOUT!

RTOTY21

THE BEST CARS OF THE YEAR ARE PUT TO THE TEST – HOW DID EACH ONE FARE AND WHICH WAS TOPS?

THANKS FOR VOTING We’ve won

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TO RECEIVE YOUR 3 MONTHS EXTRA FREE Visit: warrantywise.co.uk/car-dealer Terms and conditions apply. Warrantywise Limited reserve the right to withdraw, withhold or amend this offer at any time. This offer entitles you to receive an extra 3 months warranty when purchasing a 12 month warranty plan. 3 month additional warranty will added to the end of the warranty plan and cannot be backdated. An additional 3 months will be applied at the point of purchase. Valid on Bronze, Silver, Gold, Platinum & Platinum Plus 12 month warranty plans only. No cash alternative will be provided. This offer cannot be used in conjunction with any other marketing offer. Warranty plans must be purchased between 28.11..21 – midnight 31.12.21 to qualify for this offer. To redeem, call your dedicated Warrantywise Account Manager or log on to WiseDealer partner portal https://dealer.warrantywise.co.uk/login. 02 | CarDealerMag.co.uk

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THE BOSS FOUNDER James Baggott

james@thebaize.com Twitter: @CarDealerEd

EDITORIAL CHIEF SUB-EDITOR John Bowman

john@blackballmedia.co.uk

HEAD OF CONTENT Jack Evans

jack@blackballmedia.co.uk Twitter: @jackrober

MULTIMEDIA MANAGER Jon Reay jon@blackballmedia.co.uk Twitter: @JonReay

HEAD OF DESIGN Graeme Windell

graeme@blackballmedia.co.uk Twitter: @graemewindell

CONTRIBUTORS James Batchelor, Darren Cassey, Rebecca Chaplin, Nigel Swan, Ted Welford, Jack Williams

FINANCE FINANCE MANAGER Kate Gordon

kate@blackballmedia.co.uk

ADVERTISING SALES MANAGER Kevin Day

kev@blackballmedia.co.uk

ACCOUNT MANAGER Michelle Searle

michelle@blackballmedia.co.uk Twitter: @cardealermich

Distribution Car Dealer is distributed to a database of up to 12,000 franchised car dealers, independents, service and repair sites, car manufacturers and suppliers. Advertisers are supplied with a print certificate every month.

Awards

Winner of Best Business Publication, Headline Auto Awards 2012 & 2014

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Car Dealer is published by Blackball Media Ltd (company number 6473855). All rights reserved. Conditions of sale and supply include the fact Car Dealer shall not, without our consent, be lent, resold, hired out or otherwise disposed of in a mutilated way or in any unauthorised cover by way of trade or affixed to any part of a publication or advertising, literary or pictorial matter whatsoever. Car Dealer is fully protected by copyright. Nothing may be reproduced wholly or in part without permission.

WELCOME. I

n just a few days’ time, we’ll be gathering together for the Used Car Awards at The Brewery in central London. The event, hosted by Wheeler Dealers star Mike Brewer, took a hiatus in 2020 due to the pandemic, but this year it’s back to a physical celebration. I am over the moon to be putting the event on again in person and cannot wait to see people back together again. By the time you read this, we’ll have also revealed our Car Dealer Top 100 list of the most profitable car dealers in the UK – the full list is available on our website now and will be appearing in detail in the next issue of this digital magazine. Now the reason I mention it is because, while it will come as no surprise to those of you in the trade, the best dealers had superb years in 2020. Despite Covid lockdowns shutting showrooms twice, the top dealers made nearly 50 per cent more profit in 2020 than they did in 2019. That’s a staggering achievement, and when you think back to those first few days of lockdown one, when we all thought the world was ending, it shows how entrepreneurs dig deep when the going gets tough. Fast-forward to this year and the judging for the Used Car Awards, and it’s been interesting to see that those dealers who performed the best in our mystery shopping rounds were those who continued with the lessons that they learnt during Covid. It was the dealers who have created a hybrid business model that encompasses digital and physical to offer customers the best service who excelled and impressed the judges. During lockdowns, dealers could only do business via their websites, and we found that those who have continued to offer services honed during those tough times, such as click-and-collect and home deliveries, rose to the top in our judging. This reflects a new way customers want to engage with showrooms. Some want to shop at home in the evening and have their new or used cars delivered to them when it suits. Others want to research new cars online and when they find the right one, reserve it so they know it’s theirs and then finish the deal at the garage. We wanted to see dealers had embraced this, and when we mystery-shopped all the dealers who made our nominations list we took these details into account. What was pleasing to see this year was that the majority of the dealers got back to us – we contacted them all via their websites first. In the past, up to a third have ignored our initial inquiry, but that seems to be slipping away to be a thing of the past. Dealers have certainly sharpened their skills and the winners of our Used Car Awards should be proud to know they really are at the top of their game. It doesn’t surprise me that many of them are the same names making great returns according to our Top 100 list. Good luck to all those on the shortlist for the Used Car Awards. I look forward to seeing hundreds of you there at the sell-out event on November 29. While you’re waiting, I hope you enjoy this issue and make sure you check out the Top 100 list in full on our website.

Dealers have certainly sharpened their skills and the winners of our Used Car Awards should be proud to know they really are at the top of their game.

JAMES BAGGOTT Founder, Car Dealer CarDealerMag.co.uk | 03

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04 | CarDealerMag.co.uk 343045

IGNITION. ISSUE 165 | DECEMBER 2021

34 6

74 10 INTERVIEW

‘This business is not supported by volume. I don’t want that and Stellantis does not need that.’ 10

COMMENT

‘I can count on one hand the cars I’ve got out of and said I’d go out and buy myself.’ 17

BIG MIKE

‘Darren was met by four police cars, sirens blazing and blue lights flashing, and carted off to the nick.’ 18

CONTENTS

Interview: Brian Gilda UCA 2021 shortlist Interview: Alfa Romeo CEO Car news round-up News digest Supplier news Feedback Business news Car Dealer Live Finance

6 8 10 22 28 57 60 62 64 66

COMMENT James Baggott Big Mike James Litton

17 18 21

FEATURES 50 vehicles that changed the used car industry New Range Rover facts Road Test of the Year Cool stuff

14 24 34 58

DATA FILE The Statistics LCV news Suppliers Guide Long-termers

68 70 72 74

REGISTRATIONS

‘We are likely to see an increasingly high number of car owners buying from the used car market.’ 68 CarDealerMag.co.uk | 05

INTERVIEW

‘I’m eager enough to try to make it better, and I’m clever enough – I hope’ Brian Gilda has been selling Fords for nearly 40 years but he’s never seen a year like 2020, reports James Batchelor.

’ve been through a few financial world crises from beginning to end, and I didn’t think I would see anything like this,’ he tells Car Dealer on the publication of the firm’s 2020 full-year results. Gilda is chairman of Peoples Ford – Europe’s largest independent Ford dealer – and a founder-director of the Retail Automotive Alliance, which is the UK’s leading independent automotive retail purchasing group. Moreover, he’s a director of the Ford UK Dealer Council and vice-chairman of the Ford European Dealer Council, advising some 2,250 dealers across 22 European markets. He is also chairman of the Ford European Product Working Group. So, when someone of Gilda’s standing says he’s never seen a year like 2020, you can’t help but take notice. ‘The problem with the pandemic was there were people who were plainly making decisions, and making horrible decisions, which were affecting the lives of my staff, of their relatives and friends, and everybody in the community – that was quite scary.’ Speaking of his firm’s performance following the first lockdown, Gilda says: ‘The real story is that we set ourselves up to come out of lockdown to be in the best position to take advantage. ‘Our mental capacity [during lockdown] was good, and our aftersales activity was looking after the blue-light services. So we didn’t have to fill it [the business] with oil, crank it up and give it a good kick – we were ready to go. ‘When the spike came, we had the right stock and motivated people – bang and off we went.’ And what a bang it was. Last year, the firm turned in its strongest financial performance ever. Profit before tax soared to £7.98m in the year ended August 31, 2021 – up a whopping 165 per cent on the year before. Twelve months ago, the business – which has six showrooms in the UK: three in central Scotland and another three in the north-west of England – reported pre-tax profit had slumped to just over £3m, which was down from the £4.6m that it made the year before. Turnover for the period ended August 31 this year totalled £289.5m – up by almost 20 per cent on the previous year. It’s the strongest financial performance the business has recorded in its 38-year history. Peoples took £880,000 in government furlough cash, and Gilda described the furlough 06 | CarDealerMag.co.uk

Now, if God was going to have an enema, Bathgate is probably where it would be. Brian Gilda

Click here to watch the interview with Peoples Ford boss Brian Gilda

The problem with the pandemic was there were people who were making horrible decisions, which were affecting the lives of everybody – that was quite scary. Brian Gilda

scheme as an ‘exceptionally clever piece of financial engineering’ by the government. ‘The one thing we did recognise before we went into the financial year was we had to look after our staff better than we normally would do,’ he says. ‘This was a pandemic, not a financial crisis, and people were worried about themselves. And I think we passed the test we set ourselves.’ Gilda revealed that the company had made one redundancy during the past 12 months, and all staff with the exception of directors were awarded a £400 bonus. ‘When you think about it, we’ve had a recession in our industry since the end of the Second World War. ‘In some ways, we have the skinniest margins that you could ever think about. ‘My margins in this last year were 2.75 per cent. That probably puts me in the upper quartile of returns in the industry – at 2.75 per cent! ‘It doesn’t give you much wiggle room. But somehow, with the help of our manufacturer partners, we managed to get through the pain barrier and come over the other side.’ Commenting on the current major problem that is the supply chain crisis, he said: ‘This particular pain with regard to semiconductors is new to me – I haven’t seen this before.’ 2023 will be the company’s fortieth anniversary, and Gilda says the motor retail landscape has changed quite a bit in that time. ‘My aspiration in starting the business was I was fed up with working for people who were in the industry for the wrong reasons. ‘Ford said to me if I could raise the money then I had this opportunity [to set up a business and sell Fords]. I said, “Terrific, where is the opportunity?” and they said, “Bathgate”. ‘Now, if God was going to have an enema, that’s probably where it would be – the dealership itself had gone bust three times before!’ Much to his mother’s disappointment, Gilda never put his name over the door, and so began a four-decade journey steadily building up the business – now run by his daughter – to the enviable position it’s in today. Gilda isn’t a man to look back and cling on to those early days in the Eighties – he’s realistic about the future. ‘If you cut me, I have the Blue Oval running through me, but I am realistic in knowing that with Ford looking to change its imprint in the dealer body, there may or may not be other opportunities. ‘I’m eager enough to try to make it [the business] better, and I’m clever enough – I hope – not to be seduced into something that doesn’t make any kind of sense. I think there’s going to be something coming out of the cupboard soon.’

FUTURE

Playing the waiting game when it comes to agency sales AGENCY agreements are one of the main discussion points among dealers and manufacturers at the moment, as both sides try to work out what retail will look like in the future. When it comes to Ford, Brian Gilda says: ‘It’s not surprising that all the manufacturers are looking at how we can rearrange the furniture and distribution. ‘Now, whether that translates to block exemption for us, or agency for Stellantis, or whatever, remains to be seen.’ He added: ‘With Ford, I think the position is still under review, and we will wait until they want to talk to us on the dealer council.’

CarDealerMag.co.uk | 07

EVENT

Countdown truly begins as shortlist is revealed

The judges have completed their mystery shopping but who made the final cut? Find out here...

he mystery shopping is complete and the final runners and riders for this year’s Used Car Awards can now be revealed! The shortlist here contains the names of those who will find out on the big night whether or not they've won one of our coveted Used Car Awards, sponsored by Black Horse. Judges ran the rule over everyone nominated, with reviews from various websites, citations and the all-important mystery shopping itself taken into account. The awards evening at The Brewery on Monday, November 29 will follow the venue’s Covid-19 policy, which will require guests to be double-vaccinated or able to produce a negative result from a lateral flow test taken no more than 48 hours before the event. The full Used Car Awards Covid-19 policy can be seen here with links to how you can obtain your passes or negative test. Awards host and judge Mike Brewer said: ‘This really has been a year like no other for the used car industry and our shortlisted dealers haven't let the side down. ‘Despite being busier than ever, the good guys have been consistently great and our mystery shoppers were seriously impressed with those who have made the cut this year. ‘I can't wait to get back together with the great and the good of the motor trade and party together once again.’ The black-tie event will see guests enjoy a cocktail on arrival, sponsored by eBay Motors Group, a three-course meal and all-inclusive beers and wine. There will be a fun casino, also sponsored by eBay Motors Group, after the awards. In addition, an exclusive after party will be held into the small hours, sponsored by GardX, at The Brewery. This event is strictly limited on numbers. If you’d like to attend it, please contact Melissa Thorpe at GardX. Car Dealer editor-in-chief James Baggott said: ‘Congratulations to everyone who made our shortlist. ‘The standard has been incredibly high, and I’m very much looking forward to revealing the winners and highly commended firms at this year’s big event.’

Click here to see Mike Brewer on the Used Car Awards

08 | CarDealerMag.co.uk

Despite being busier than ever, the good guys have been consistently great and our mystery shoppers were seriously impressed Mike Brewer

Shortlist Dealers’ Dealer Sponsored by GardX Jamie Caple, Car Quay Darren Edwards, Sytner Daksh Gupta, Marshall Motor Group Peter Smyth, Swansway Peter Waddell, Big Motoring World

Used Car Online Sales Experience Sponsored by Codeweavers Carzam Hilton Garage Richmond Motor Group Vertu Motors Wilsons

Used Car Supermarket Sponsored by Autoguard Warranties Big Motoring World Carshop Carz by Peter Vardy Croyland Car Megastore Hilton Garage

Used Car Dealership Group Sponsored by Black Horse Hendy Group Marshall Motor Group Swansway Group Sytner TrustFord

Service & Repair Outlet Sponsored by Warrantywise Anderson Clark Motor Repairs Just Nice Clean Cars Spencers MOT & Service Centre Thatcham MOT Centre Uckfield Motor Services

Specialist Used Car Dealership Sponsored by Blue Motor Finance Nicholas Mee & Co Pilote Classics Premier GT Quirks Car Company SuperMini UK

Newcomer Dealership Sponsored by 1Link Trade Buyer Auto Sales North East Bedford Car Sales Car Brothers Ivanhurst Motor Company Stephen’s Car Sales

Manufacturer Used Car Scheme Sponsored by ADL Carmarket Audi Hyundai Kia Volkswagen Volvo

Used Car Product Sponsored by Händler Protect Auto Trader Cap HPI Close Brothers Motor Finance Trade To Trade Underwriting Motorway

Used Car Sales Team Sponsored by Motorway Beck Evans Carshop Crompton Way Motors Trade Price Cars Plympton Car Centre

Days To Turn Sponsored by Auto Trader Heritage Skoda Gloucester Motorpoint Burnley CarShop Express Leicester RU Cars Loughborough Thurlow Nunn Vauxhall Beccles

Social Media User Sponsored by iVendi Emerald House of Cars Marshall Motor Group Pilote Classics Premier GT TrustFord

Used Car Dealer Principal Sponsored by Aston Lark James Fackrell, Taunton VW Spencer Gray, Spencers Car Sales James Quigley, Acorn Kia Crewe Mark Swindells, Croyland Car Megastore Craig Vladimirovs, Car Quay

Used Commercial Vehicle Dealer Sponsored by Close Brothers Motor Finance Ideal Commercials JL Vans Marshall Truck & Van (Fareham) Norwich Van Centre Van Monster

Use of Video Sponsored by Carwow Acklam Car Centre George Kingsley Prestige and Performance Prestige Diesels & Sports Redgate Lodge Targa Florio Cars Used Car Website Sponsored by CarGurus Croyland Car Megastore Marshall Motor Group The Car Group Wilsons Yeomans

Future Star Sponsored by Northridge Finance Jamie Burton, Croyland Car Megastore Jack Heywood, Car Quay Josh Lowry, MB Motors Ballymena Kieran Mattock, Norwich Van Centre Elliott Rosoman, Trade Price Cars Used Car Customer Care Sponsored by RAC Dealer Network Acklam Car Centre Angus MacKinnon Chequers Cars Prestige Diesels & Sports Plympton Car Centre

Used Car Dealership: Up To 50 Cars Sponsored by Black Horse ADG Sevenoaks Crompton Way Motors Prestige Diesels & Sports Thame Cars The Car Company Bristol & Bath Used Car Dealership: 51-100 Cars Sponsored by Black Horse Acklam Car Centre Martin Brothers Motor Company Plympton Car Centre Tempest 4 Cars The Professional Car Agent Used Car Dealership: Over 100 Cars Sponsored by Black Horse Car Quay ESP Cars MB Motors Ballymena Redgate Lodge Trade Price Cars

Car categories All sponsored by City Auction Group Used Small Car Used Mid-Sized Car Used Executive Car Used Sports Car Used SUV Used AFV Used Car of the Year (from the above) No nominations revealed Outstanding Achievement Sponsored by Trade To Trade Underwriting No nominations list Lifetime Achievement Sponsored by GardX No nominations list

The Used Car Awards 2021 will be held at The Brewery in London on Monday, November 29.

Sponsored by CarDealerMag.co.uk | 09

INTERVIEW

‘I don’t care about how many cars we sell’

Despite that, Alfa Romeo CEO Jean-Philippe Imparato tells Ted Welford why its revival will be a success this time around.

10 | CarDealerMag.co.uk

’m not paid on volume, I don’t care about how many cars we sell. I don’t even know where we’ll be at at the end of the year.’ Alfa Romeo. A brand that started out in 1910 producing some of the finest racing cars and glamorous models that are still capable of winning concours d’elegance events around the world. Yet fast-forward a century and oh how this firm’s fortunes had changed. No longer producing some of the most beautiful cars but...rather cheap superminis based on the same platform as the Fiat Punto. Hardly luxurious, right? The past decade has been troublesome for this Italian firm. Under its FCA stewardship it was set to be properly revived on numerous occasions, but instead it just kept plodding on. It was also riddled by a pass-the-parcel approach to CEOs, while dramatically falling short of previous sales targets In 2020, it sold just over 50,000 cars globally. But now there looks to be genuine hope at Alfa, with the Stellantis takeover seeing Jean-Philippe Imparato appointed as the brand’s CEO earlier this year. Previously, he was at Peugeot and truly helped that brand change its fortunes around and elevate its status. So it really shows a commitment to Alfa by putting such a top dog in charge. We got a chance to sit down with Imparato on his first visit to the UK since taking over as Alfa Romeo’s leader, just a couple of hours after he’d announced to his dealers that they’d be introducing an agency model from June 2023. More on that later, though. But for a brand that sells such a relatively small number of cars these days, straighttalking Imparato oddly has no intention of chasing volumes, and actually doesn’t seem to care how many cars Alfa Romeo sells. ‘This business is not supported by volume or last-day registrations. I don’t want that and Stellantis does not need that. I’m not paid on volume and I don’t care about that. I don’t even know where we’ll be by the end of 2021. I don’t want to push new metal – it destroys the brand.’ Despite only being at the helm for a few months, Imparato has already returned Alfa Romeo to profitability, and a key way this has been achieved is by only building cars when there’s a customer. It might sound daft, but when the Frenchman took over at the start of the year, just 38 per cent of Alfa Romeos were ‘built to order’. Today, that figure is 72 per cent, and there’s a hope this will increase to 90 per cent by the end of 2022. There’s going to be a lot of movement from Alfa Romeo in the next few years, too. First up

ALFA’S HITS

ALFA Romeo might have had some flops over the years, but it’s also had some fantastic hits. These are some of the best cars from its history…

Giulia Quadrifoglio

(2016-) One of the best sports saloons ever made, the Giulia Quadrifoglio shows what Alfa can do when it’s on form.

8C Competizione next year there will finally be the introduction of the Tonale – a more compact SUV slotting beneath the Stelvio. It will likely become the firm’s best seller, and will also be available as a PHEV – making it Alfa Romeo’s first electrified model. But Imparato stresses he won’t sign it off unless he considers the ‘quality okay’. After this, Alfa will launch a further four new cars over the next five years, with its first EV due in 2024 and a second in 2025. By 2027, Alfa Romeo will become ‘electric only’. That’s a considerable switch for a marque that has only ever sold petrol and diesels. ‘That for us is exciting, but challenging. Exciting because it’s something new, but challenging because since 1910 Alfa Romeos have been centred around the engine. So we are working on what will be the “vibe” of Alfa Romeo in an electric age. But what we’ll be is driver-centric. ‘Do we want to send an iPad with a car attached around it or do we want to mandate that the driver is at the centre of the experience? For us, it will be the driver, and always human-driven.’ When it comes to Alfa Romeo’s success, Imparato says it will be down to two things: the quality of the cars and the quality of the business. By that he means the firm’s cars will be priced in line with German competition, with BMW explicitly mentioned. ‘Pricing power is a tool to assist the positioning of a brand. We have a German benchmark and I want to be at that level of pricing. The next step is residual values, and the way to do this is by being disciplined with how we sell cars. I’m sure that with this discipline in three or four years – and with the product plan we have – we will come back to the same level as our competitors.’ And what about agency sales? Well, from June 2023 this will be how new Alfa Romeos are sold, along with DS models and all van brands under the huge Stellantis umbrella. Imparato is clear that this is the way to go if it wishes to remain profitable. ‘Dealers need to review their business model. I can’t imagine for one second that the current business model for dealers will be stable in the coming years. We have to control distribution costs, so we are changing the way we are selling cars, and they will have to change their ways to absorb costs. We might be one of the first [to move to agency sales] but we will not be the last, that’s for sure.’ But while the question of agency sales might be up for discussion, Imparato’s commitment most certainly isn’t. This is a man who knows what he wants, and he won’t stop until he gets it. It’s exactly what Alfa Romeo needs and precisely what it’s lacked for the past few decades. ‘We don’t want to change our strategy every morning, and the next five years are locked and funded by Stellantis. I have the cars, I have the technology and I have the content to execute it. Now I just need to touch the dream!’

I can’t imagine for one second that the current business model for dealers will be stable in the coming years.

(2007-10) Alfa Romeo’s only real modern supercar, the 8C is undoubtedly one of the most beautiful cars ever produced.

(1989-91) Bold and wedgy, the SZ is a symbol of the ’80s. Like it or not, it’s one of Alfa Romeo’s boldest cars to date.

GTA

(1965-71) A lightweight coupe that remains great to this day. A special GTAm version (pictured) made it extra special to drive.

(1927-1954) A symbol of Alfa Romeo’s luxury in its early days, the glamorous 6C is named after its cylinder count and is still capable of winning concours awards today.

CarDealerMag.co.uk | 11

ADVERTISING FEATURE

The price can be right all the time now with Connect Imagine keying in data just once and having it updated across multiple systems in real-time. Thanks to Auto Trader, that dream is now real!

uto Trader has opened up a real-time data product to all dealers that it says will save them time and maximise their margins because of its efficiency, as well as dramatically improve the online experience for customers. Hailed as an industry first, Auto Trader Connect lets retailers use all its data capabilities to create and manage stock in multiple back-end and consumer-facing systems using its advanced vehicle data in real-time, ensuring consistency and accuracy with minimal effort. The stock management system has been in use by 325 dealers for a year, but the first phase of it – Retail Essentials – will be part of all of Auto Trader’s standard advertising packages from 2022, with early access from December 1 this year. The online marketplace said that when data isn’t shared between systems in real-time, sales channels can rapidly get out of sync, causing inconsistencies in key details plus incorrectly advertising vehicles with incorrect pricing or that have already been sold. That, in turn, can lead to frustration and a poor customer experience. It added that the dealers who had already been using Auto Trader Connect had reported improved efficiency and profits per vehicle.

WHAT OUR CUSTOMERS SAID... 12 | CarDealerMag.co.uk

Auto Trader said that nearly half (45 per cent) of retailers were putting incorrect vehicle spec into their DMS because they didn’t have access to accurate data, which risked misleading consumers and affecting vehicle valuations that could discourage buyers. Karolina Edwards-Smajda, Auto Trader’s commercial product director, said: ‘The retail landscape is evolving incredibly quickly, and with it, consumer expectations have never been higher. ‘In such a competitive and complex market, it’s critical for retailers to offer an exceptional online retail experience. Failure to do so could mean the difference between a sale and losing out to a competitor.’ Meanwhile, chief executive Nathan Coe said of the dealers that had already been using it: ‘We’ve seen that they’re getting good benefits in terms of efficiency, price realised and valuation accuracy, so we’re very keen to make it available to all our retailers.’ The better matching of vehicle to consumer in terms of price point would, he said, make ‘the difference between a spectacular performance and just a good one’. David Male, Robins & Day’s lean process improvement manager, said: ‘This enables us to manage our full stock journey in one system, whether that is at the point of bringing a vehicle into stock or managing our retail stock on the

‘This enables us to manage our full stock journey in one system.’

‘In a nutshell, it saves our business time and improves profit per unit.’

David Male, Robins & Day

Paul Richards, Crompton Way Motors

INTERVIEW In such a competitive and complex market, it’s critical for retailers to offer an exceptional online retail experience. Karolina Edwards-Smajda

forecourt with auto pricing functionality. We are able to manage this in realtime in one system, removing wasted effort.’ Crompton Way Motors owner Paul Richards commented: ‘In a nutshell, it saves our business time and improves profit per unit. We operate on a fast turnover, so this means we can reprice faster to drive higher margins. It’s also a massive time-saver. We’re saving two to three hours a day – a full day a week. We also no longer have the frustrating wait for a feed to run. If I want to change a price, correct a mistake or add a new photo, it’s done in an instant, both on Auto Trader and my website.’ Meanwhile, Parkway Motor Group managing director Sean Booth said: ‘Being connected in real-time to Auto Trader allows us to have all of the data at our fingertips to manage our inventory as accurately as possible. ‘This enables us to advertise vehicles with rich vehicle data, price more accurately to optimise margin and manage them across our Parkway Group website and Auto Trader all from one system in real-time.’ Third-party system providers will need to integrate the service into the dealers’ platforms, with more than 40 either already having done so or committed to it, and Coe added that Auto Trader would do most of the donkey work with the providers so that dealers got the benefits seamlessly.

Click here for more information about Auto Trader Connect

Nathan Coe

James Baggott spoke exclusively with Auto Trader chief executive Nathan Coe to find out how the advertising marketplace was reflecting market forces.

onsumer demand for used cars remains as strong as ever and prices aren’t going to dip any time soon. That’s the expert opinion of the man at the top of automotive advertising marketplace Auto Trader. In an exclusive video interview with Car Dealer, Auto Trader chief executive Nathan Coe said his data experts believe that used car prices will remain high for at least the next six months. He explained that even if trade values are beginning to plateau, Auto Trader hasn’t seen any tail-off in demand from car buyers. Coe said: ‘We are still seeing as strong trends as we’ve ever seen. If you look at year on year, no matter which metrics we look at, ad views per car are still up as high as they have been. ‘Cars in October were selling 11 per cent quicker than they were two years ago back in a more normal market. ‘That strong demand, combined with what we know to be a tighter supply, is still translating into very strong retail price growth.’ Coe said new car production and sales will have to pick up dramatically before it starts to impact on the used market but that we’re ‘talking about a good six months’ before any real price falls are witnessed. ‘Everything we have seen says to us that actually these strong conditions are going to be around for some time to come,’ he added. The Auto Trader chief executive believes that a lot of this has been driven by consumers not willing to wait for new cars. Semiconductor shortages have seen manufacturers extend waiting lists on new cars and the fact many consumers simply aren’t prepared to wait is pushing used prices up. Coe agrees that this ‘Amazon Prime’ mentality among car buyers is driving price growth. The Auto Trader boss also explained the benefits of the firm’s Connect product, which is being opened up to all dealers in April, with early access from December 1 this year. It ensures accuracy and consistency, which has a knock-on effect on gross margin, and streamlines stock management systems.

Click here to watch the full interview with Nathan Coe CarDealerMag.co.uk | 13

50 FEATURE

CARS THAT TRANSFORMED THE USED CAR INDUSTRY

With the 2021 Car Dealer Used Car Awards fast approaching, we take a fond look at the vehicles that have really proved their worth to retailers in the second-hand sector. 1. Alfa Romeo 156

11. Ford Fiesta

2. Audi 80

12. Ford Focus

3. Audi A4 Cabriolet

13. Ford Mondeo

4. Austin Metro

14. Honda Jazz

5. BMW E30

15. Honda Civic Type R

6. BMW E46

16. Hyundai i10

7. Citroen ZX

17. Isuzu D-Max

8. Dacia Duster

18. Jaguar X300

Alfas might be great cars for enthusiasts but they were never an easy sell. And then the 3-Series-beating 156 came along...

Until the ‘B3’ 80 appeared in 1986, Audis were just oddball posh VWs. The 80 changed all that as the brand’s first executive car.

When it debuted in 2003, it was in such demand that used residual values were higher than new prices for over a year.

Its 1981 arrival finally gave British Leyland a car that it didn’t have to apologise for, and it sold like hot cakes in Middle England.

The E30 pretty much invented the compact executive sector – a great car that arrived at just the right time.

No 3 Series has ever been bad news for dealerships, but the E46 3 Series was the hottest forecourt property of the early 2000s.

The ZX was the first car from the brand to not be completely weird – and it almost doubled the company’s sales.

Another one drives a Duster! Yes, the ad may be annoying but the bargain SUV sold in droves and put Dacia on the map.

9. Fiat 500

The Fiesta has always been a winner. But the latest one adds class and sophistication to an already brilliant mix.

When the first-generation Focus appeared in 1998 it transformed Ford’s reputation overnight. A great car and an easy sell.

The Mondeo was a favourite among Britain’s middle classes for two decades, and fleet supplies meant good forecourt fodder.

Honda’s blue-rinse special held its value like no other small car while also offering reliability like clockwork.

A hot hatch with the reliability of a sewing machine? The screaming VTEC Type R was it – and it was a corker.

This was the hottest property when the 2009 scrappage scheme was introduced – Hyundai couldn’t bring enough in.

With utility Land Rovers now collectors’ pieces, the workaday D-Max is the tough workhorse of the moment.

Jags were always cool but flaky. The 1994 XJ saloon was the first reliable one – you could sell it and not fear it coming back next week.

The rebirth of the baby Fiat in 2007 changed the company’s fortunes and even now the 500 remains a firm forecourt favourite.

19. Jaguar XF

10. Ford Cortina

20. Land Rover Discovery 1

For 30 years, a Cortina on the paddock was an easy sell. Popular with families and an icon of a much simpler time. 14 | CarDealerMag.co.uk

The S-Type replacement was a high-tech, credible alternative to a BMW 5 Series or Audi A6, with strong used demand.

The first ‘leisure’ Landy was big news. You could sell them with your eyes shut into the late 2000s.

21. Land Rover Discovery 4

37. Rover 75

22. Mazda MX-5

38. Saab 9-3 Convertible

23. Mercedes C-Class

39. Skoda Octavia

The used market doesn’t love the Disco 5 but adores the 4. Even main dealers still report strong demand.

This single-handedly reinvigorated the sports car market and was a forecourt favourite from the off.

The latest C-Class hasn’t been out of the top 10 sellers lists since it made its debut and it remains prime used car stock.

24. Mercedes SLK

The sleek and slinky SLK had the lot and for a while it enjoyed the highest residual values of any car on the market.

25. MGF

Mazda started it but by the mid-1990s a reborn MG came along and shot to the top of the sales charts for a decade.

26. MG ZS EV

The most sought-after used EV on Auto Trader, the MG ZS EV has driven astonishing network growth and has terrific RVs.

27. Mitsubishi Outlander PHEV

BMW injected some much-needed cash and cachet into Rover in the 1990s and this was a genuinely good car.

Saabs were always good news used – even more so if they’d seen the sharp end of a tin opener.

Heard about the Skoda that was as good as a VW Golf? As reputation-changers go, they don’t come more powerful than this.

40. Suzuki Jimny

Even today, the Jimny is hot used property and holds its value like nothing else – a great, straightforward and no-nonsense off-roader.

41. Toyota Yaris

When the Yaris arrived in 1999, Toyota had a small car to be proud of. It was its most characterful car in a generation and a star of the used market.

42. Toyota Prius

When this came out, plug-in hybrids were scarce and it was the car that first made them popular.

A million and one Uber drivers can’t be wrong – Toyota’s hybrid hero goes on forever, and even a high-miler can be sold quite easily.

28. Mini

43. Vauxhall Insignia

29. Nissan Leaf

44. Vauxhall Cavalier

BMW build quality twinned with British iconography – perfect in the early 2000s, when used and new Minis cost nearly the same.

The Leaf and the firm’s persistence are to thank for the wholesale acceptance of electric cars. A gamechanger.

30. Nissan Micra K11

British-built, Japanese-engineered and indestructible. Still outside takeaways almost 20 years out of production.

31. Nissan Qashqai

For most of its life on sale, the recent Qashqai retained 80 per cent of its value after a year, such was demand.

32. Peugeot 205

Back in the 1980s, the durable 205 was a simple and easy sell – especially if you found a non-turbo diesel. Mmmm... Veg oil!

33. Peugeot 508

Peugeot lost the plot a bit at the start of the new millennium but the 508 brought styling back with a huge bang.

34. Proton Aeroback

Laugh, but when Proton arrived, it meant affordable, reliable motoring – and many a dealer’s timeshare!

35. Renault Clio

Papa? Nicole… A classic of its kind. And so was this combination of French chic and surprisingly decent quality.

36. Renault Espace

This people carrier might be a maintenance headache but for a while it was the classiest MPV, with margins to match.

This was the 2010 European Car of the Year – and one you didn’t have to write down the minute it appeared on the lot.

Cavalier to Vauxhall was what Cortina or Sierra were to Ford, but the Mk 3 did it so much better than rivals. For a while, Vauxhall had a class leader.

45. Vauxhall Corsa

No forecourt is complete without a Corsa or two. Automotive bread and butter they may be, but they’re also money in the bank.

46. VW Golf GTi

In the late 1980s the Mk 2 was car dealer gold – the ultimate yuppie-mobile, with money on the bonnet. It still is today!

47. VW Golf

The fourth-generation Golf was classy and upmarket – and it held its value like no compact hatchback did before or has since.

48. VW Polo

This small VW has always felt a bit more special than a Corsa or Fiesta, which is great news for the bottom line.

49. Volvo 850

The 850 was a gamechanger for Volvo, making it a little less stuffy. The middle classes loved them and they sold in their thousands.

50. Volvo XC90

Plug-in technology allied with sheer luxury have made the XC90 one of the most desirable cars of recent times. CarDealerMag.co.uk | 15

Whatever’s next, let’s do it together When the world changes quickly, it can feel hard to know what your next move is. That’s why our Account Managers take the time to really understand your business. With their knowledge of customer service and innovative solutions, they can help you simplify finance and keep your business moving forward.

Get up-to-date business support at blackhorse.co.uk/dealer/resource-hub 16 | CarDealerMag.co.uk

Want to know the real scoop on the RTOTY contenders? Read on...

It’ll be interesting to see how my thoughts compare with Car Dealer’s other writers. But if they disagree, they’re obviously wrong.

t’s been one of those months where time disappears. So much so that it got to deadline week for this issue of the magazine and I realised I wouldn’t be able to write nearly as much as I wanted to. That’s why you won’t find my words in our Road Test of the Year feature. I always enjoy waxing lyrical about the year’s best cars, which we gather together for a bit of competitive fun, so instead I thought I’d give a personal take here on the cars we took to Wales. And as I’m writing this having not seen the end result, it’ll be interesting to see how my thoughts compare with Car Dealer’s other writers. But if they disagree, they’re obviously wrong. Cars get a place in RTOTY if they’re interesting. While that often means they’re a performance variant, it’s not a prerequisite of inclusion. At the end of the test we mark them all in 10 categories – from performance to practicality – with the teams’ combined scores crowning the winner from our seven contenders. Scoring the least amount for me was the rather disappointing Ford Mustang Mach E. I dislike the fact it’s called a Mustang for a start, can’t get on with its looks and was left incredibly cold by the way it drives. It’s too spongy, very uninvolving and all rather dull. The BMW M5 CS was second from bottom for me. While I liked its looks and its punchy performance, I found it slightly underwhelming. Mid-table is where I placed the two electric cars. The Audi RS e-tron was fifth. It’s seriously fast, but that really doesn’t do it for me. Call me old-fashioned, but I want fast cars to make loud noises. Driving it on Welsh roads at pace felt more like a video game – everything fastforwards but without many of the sensations you were expecting to accompany it. I scored the Skoda Enyaq two points higher. While it wasn’t exactly dynamic on the roads, it’s incredibly practical for an EV, has a huge range and is sumptuously comfortable over distance. It’s a great electric car and I can see why our Car Dealer readers voted it their Car of the Year in the Power awards. The top three was an eclectic mix for me. In third place was the Land Rover Defender V8. I absolutely love the Defender. It’s a brilliant off roader that’s got a perfect mix of rugged looks and ability, matched with luxurious, premium elements. The multimedia system is spot on, the build quality inside feels high end and, with the V8 under the bonnet, it’s great fun to drive. In second place for me is the Hyundai i20 N. The little pocket-rocket rival to Ford’s Fiesta ST takes a little warming to, but when you gel, it really is brilliant. It took me a little while to get used to it – at first I found the engine a little lacklustre. However, after a decent blast on some tight and twisty switchbacks, the i20 and I started to really get on. The manual gearbox is involving, the steering quick and it has kerbside appeal, which isn’t something you could say for many Korean hatchbacks. But my winner was the outstanding Porsche 911 GT3. You might think that would be an obvious choice, but often pure supercars lose out in the scoring stakes in RTOTY as they lack practicality, comfort and value for money. However, the GT3 aced my scores with solid 10s for fun, desirability, performance and handling. It truly is one of the best cars I have ever driven and I don’t say that lightly. I can count on one hand the cars I’ve got out of and said I’d go out and buy myself, and this monumentally good Porsche is one of them. It has that incredible ability to make you feel super-special behind the wheel. It’s glorious to drive, sounds superb and looks a million dollars. It’s no surprise that people are paying upwards of £250k to get their hands on one. I stole every moment I could to get behind its wheel and every time got out with the biggest smile across my face. It’s one of the all-time greats and, for me, won the test by a landslide. I’ll be interested to see if my colleagues agreed with my order… if they didn’t, ignore them.

Speaking out

COMMENT

JAMES BAGGOTT

AGAINST OUR BETTER JUDGMENT, WE LET THE CEO HAVE HIS SAY EACH MONTH James Baggott founded Car Dealer Magazine and is the 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. CarDealerMag.co.uk | 17

Big Mike OUR MAN ON THE INSIDE SHARES HIS THOUGHTS ON THE CAR BUSINESS

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. 18 | CarDealerMag.co.uk

COMMENT

Sales success not to be sniffed at – until the wheels finally came off

ack in the early 2000s when my site was a lot bigger than it is today, I employed a couple of likely lads called Darren and Dave – perfect names for salesmen in Birmingham’s used car ghetto. Darren was the more annoying of the two, with a squeaky high-pitched voice, blond highlights and a bit of a god complex, especially when it came to trying to impress the ladies. Dave was a typical working-class Brummie lad. A lovely chap, but not the sharpest tool in the box – a fact not helped by the fact that he spoke in a tedious monotone and had limited conversational skills. He could tell you in granular detail about the best fish and chip shops in each suburb of Birmingham, or which pubs kept their Banks’s Bitter at the optimal temperature, but when it came to scintillating conversation he was a bit of a non-starter. Despite their differences, D&D were pretty competitive, constantly trying to outdo each other on commission and sales, yet it was Darren that always seemed to do best – certainly if his Rolex watch, Loake loafers and Paul Smith suit were anything to go by. Later on, though, I found out why. Our Dazza, you see, was not the Messiah – he was a very naughty boy. The truth of his financial success was discovered when, by now running a dealership of his own and having poached Dave from me, Darren asked the site mechanic – Greasy Steve – to swap over the perfectly good wheels and tyres fitted to his own BMW (in which he’d just returned from a foreign holiday) on to a sales BMW and fit the sales car wheels to his own. His justification was that he preferred the Pirelli tyres on the sales car, and as it was him that owned the dealership he could do what he liked. Besides which, he told Steve, he’d already lined a buyer up for the sales BMW so it was imperative that this was done quickly. It was a pattern that repeated itself an uncanny number of times over the years. Darren would sell a car identical to the one he was driving himself at the time, but would insist on the wheels and tyres being swapped over between his car and the sales car. Still, he was the boss and it was assumed by the other lads on site that it was just one of his quirks. After all, after nearly five decades of working in the West Midlands car trade, I can vouch for the fact it’s not uncommon to come across a ‘character’ or two… Then came the big moment that blew the whole thing apart. It was another BMW this time – a 5 Series – and as per the previous times, Darren got Greasy Steve to swap the wheels and tyres over before the sales car was delivered to its new home. Unbeknown to Darren, though, Dave was unaware that the Beemer had been reserved already, and in order to close off the week in what he thought was a decent way, he sold it to a walk-in customer on the Friday afternoon as a cash sale. Darren was apoplectic with rage, and nobody really knew why. By Monday, we all found out, as on arriving at work Darren was met by four police cars, sirens blazing and blue lights flashing, and carted off to the nick. That was eight years ago, and we haven’t seen him since, as he’s been dining at some of Her Majesty’s finest stainless steel tables ever since. It turns out that the lady who bought the silver 5 Series the previous Friday had driven it up to her mum’s in Cheshire over the weekend and had discovered the wheels felt very unbalanced on the motorway. But rather than bring it back to the forecourt for investigation, on the Monday morning

Darren was met by four police cars, sirens blazing and blue lights flashing, and carted off to the nick.

The BMW’s wheels had a street value of around £800,000. You can buy a few Rolexes and Paul Smith suits for that.

she’d taken it to a fast-fit tyre place for balancing and alignment, which the tyre place found puzzlingly impossible to carry out. It all became apparent when the tyre fitter decided to take one of the tyres off the rim to see if the wheel itself was out of true – only for three blocks of chalky white powder to fall out of the tyre carcass. Further investigation discovered that the other three tyres were the same and that, as a result, the BMW’s wheels had a street value of around £800,000. You can certainly buy a few Rolexes and Paul Smith suits for that. It came out in court that Darren had a deal going with the local Mr Big, and that the matching personal car and sales cars weren’t a coincidence. Darren would drive down to Gibraltar in one of them, the tyres would be packed full of Colombian marching powder, and he’d hot-foot it back across Europe and through customs in a car that, unless you took the tyres off the rims, was squeaky clean. I’d imagine the blast back across Europe wasn’t entirely comfortable, though, given the imbalanced wheels. Meanwhile, back at the top of the empire, Mr Big (I do know his name, but I dare not publish it for fear of finding a horse’s head on my pillow) would send one of his hangers-on over to Darren’s disguised as a genuine punter, to buy whatever the identical sales car was to the one that Daz had just vibrated his way across Europe in. It was a clever scam, and a way of adding more and more layers of complexity to a drugs operation that had been running smoothly for years. The irony here, of course, is that for a similar number of years, Dave had lived in the shadow of Darren – the golden boy salesman who seemingly took all the commission when, in reality, we should have just called him Snow White. Dave’s income came from honest graft (well, from selling cars, anyway) so I can’t help but feel quite pleased for the lad that following Darren’s incarceration (15 years in total), he took over the reins of the dealership and has made rather a success of it, managing not to bore all of the customers away after all.

I’d imagine the blast back across Europe wasn’t entirely comfortable, though, given the imbalanced wheels. CarDealerMag.co.uk | 19

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Forget rollercoaster – we’re on a cable car and it’ll give us choice in 2022

The big lesson to be learnt from 2021 for all dealers is the absolute importance of used cars in the future profitability of the industry.

f you ask anyone in the motor trade what the past few months have been like, you will often hear the word ‘rollercoaster’. I can imagine for some that the unpredictability of market conditions and the unprecedented increase in used car values would leave them with that impression, but it wouldn’t be the word I would use. ‘Rollercoaster’ implies some very steep climbs and some very rapid falls, but this hasn’t been the motor trade over the past year. I prefer the term ‘cable car’. Indulge me for a moment... We got into the cable car at the bottom of the mountain at the start of 2021, and as the year has progressed we have ascended slowly and serenely up towards the top, enjoying some lovely views along the way. Yes, there have been those moments when the cable car comes to an abrupt stop and you’re left hanging and swinging precariously, but we soon get moving again. There are some commentators out there who think the cable car won’t let you disembark at the station at the top of the mountain in 2022 and instead will swing you round and head back towards the bottom at an uncontrollable speed, but I’m not one of those doom-mongers. My prediction for 2022 is (are you getting tired of the metaphor yet?) that we’ll get off and have some choice about how we get back down to normality. The big question is how will used car values perform next year? I believe that we are seeing some return to pre-pandemic seasonal trends in the fourth quarter (cooling demand resulting in falling values, particularly for late-plate cars whose market was arguably the most cooked) and that will continue in the first quarter. This means a strong appetite for used cars and further increases. However, as more new cars get delivered throughout 2022, new car offers will start to impact on used car demand and the typical depreciation models will slowly become re-established. New car order books have never been as big. Fuelled by a lack of supply and the consumer behaviours around electrification, franchised dealers should see any drop-off in used car profitability compensated for by the recently absent new car margin. The same could be said of the fleet market. Taxation benefits designed to encourage the uptake in electric vehicles are starting to drive individuals back to company cars. These companies also have strong order books, which will result in more historically normal market conditions when these cars are defleeted in 2024 and beyond. Vehicle parts are starting to become more available, but the longer-term threat to aftersales revenues from electrification still looms and needs to be considered. The big lesson to be learnt from 2021 for all dealers, franchised or independent, is the absolute importance of used cars in the future profitability of the industry. This means continuing to look at more diverse stock, widening supply chains and being disciplined around pricing data and disposal.

Trader Tales

COMMENT

JAMES LITTON

CASTING AN EXPERIENCED EYE ON THE WIDE AND CHALLENGING WORLD OF MOTOR SALES

James Litton is an automotive retail consultant who always has something to say about the industry he loves. CarDealerMag.co.uk | 21

DASHBOARD

CAR NEWS ROUND-UP Manufacturers have been busy refining existing models and producing new ones. We look at 10 of the results...

MERCEDES-AMG

SL to arrive with V8 power and fabric folding roof MERCEDES-AMG'S latest SL is getting a bold new look and a variety of advancements. Fitted with AMG’s Panamericana grille, it sits on a new aluminium platform that aims to be more rigid than before. Two engines will be available from launch next year– both of them 4.0-litre V8s.

BMW

Wraps are off updated M135i BMW'S M135i has been given a raft of chassis upgrades to improve its handling. The suspension system has received plenty of tweaks, such as new and redesigned mounts, as well as a recalibration of the spring and damping systems, which are said to reduce roll in corners. The new model also has uprated brakes. Under the bonnet remains a 302bhp four-cylinder petrol engine that sends power to all four wheels, with a mechanical limited-slip differential on the front axle improving grip when accelerating. The M135i can go from 0-60mph in 4.6 seconds, has fuel economy of up to 38.2mpg and CO2 emissions of up to 179g/km. 22 | CarDealerMag.co.uk

It also ditches the folding hard-top roof in favour of a triple-layer fabric version that Mercedes says takes just 15 seconds to fold away. The cabin has the 11.9-inch screen of the latest S-Class and C-Class models, running the MBUX system, combined with a 12.3-inch driver display.

GWM ORA

Cat’s out of the bag as Chinese brand sets eyes on UK market CHINESE brand GWM Ora is readying its Ora Cat 01 hatchback for launch in the UK, with plans to disrupt the burgeoning electric car market. The company, which is part of Great Wall Motors, has told Car Dealer it intends to launch fully early next year in the UK, with the electric Cat 01 sold through a 30-strong network. Instead of offering an online sales process, GWM Ora plans to have traditional physical dealerships along with pop-up walk-in showrooms in shopping centres. It hopes to have agreements with around 30 sites when it launches the brand and the car fully in March 2022.

HONDA

Jazz line-up expands with EX Style grade

HONDA has bolstered the range of the Jazz with a new trim level. Called EX Style, it sits at the top and brings unique styling upgrades and enhanced equipment. The trim has black-themed styling tweaks, including the body mouldings and rear spoiler. To complete the look, its 16-inch alloy wheels, finished in black, are unique to the grade. Inside is a nine-inch touchscreen infotainment system.

FERRARI

A one-off with two seats and a V12 VAUXHALL

New Astra goes on sale from £23,275 FERRARI has revealed its latest one-off model in the form of the BR20. Based on the GTC4Lusso platform, it's a two-seat coupe with a V12 engine. Assuming it’s the same unit found in the base car, it’ll have a power output of around 680bhp. The BR20’s styling cues are said to come from some of the most iconic 12-cylinder models in Ferrari’s history, such as the 410 SA and 500 Superfast. The rear seats have been removed from the GTC4Lusso, while the bodywork has been extended so the BR20 is three inches longer.

AUDI

Refreshed A8 has sharper look and more tech inside and out AUDI has updated its flagship A8 saloon with a new exterior design and upgraded technology. Currently at the top of the saloon range, the A8 now has a front end that incorporates a wider grille, while the side intakes have been made upright and sit close to the newly designed headlights. The rear retains a full-width light bar, with digital OLED technology either side. Buyers can now opt for a new S line exterior package, too. Five new matte colours have been added and there are now new 10.1-inch screens on the backs of the front seats that can relay content from passengers’ smartphones, as well as receive streams from all major platforms.

ALFA ROMEO

First EV on its way in 2024 as chief exec announces flurry of models ALFA Romeo is readying a raft of new models, with the first electric vehicle now confirmed for launch in 2024. Speaking to the PA news agency, the brand’s global CEO Jean-Phillipe Imparato said five new models would launch in the next five years. He also revealed that its first battery-electric model would be introduced in 2024. The brand’s ‘refuelling’ – as Imparato referred to it – will begin next year with the introduction of the mid-size Tonale SUV. With a plug-in hybrid set to be offered, it will be the first Alfa Romeo to be electrifiedd. After this, Imparato confirmed a further four models, including the aforementioned EV in 2024 and a further EV in 2025. By 2027, Alfa Romeo is set to be 100 per cent electric.

Alfa Romeo Tonale

Order books open for new hatchback

ORDER books have opened for the new DS 4 hatchback ahead of deliveries early next year. The premium French vehicle starts at £25,350 and is available in three designs, each with different equipment levels and a choice of petrol, diesel and plug-in hybrids. The entry model is called DS 4, followed by Performance Line and Cross. Standard equipment across the range includes an ‘extended head-up display’, with the illusion of vital information showing four metres ahead.

THE new Vauxhall Astra has gone on sale, with the popular hatchback debuting a simplified trim line-up that will be rolled out across other models in the firm’s range. Starting at £23,275, there will be just three trims, called Design, GS Line and Ultimate. The range begins with Design, with standard features including 16-inch alloy wheels, Vauxhall’s ‘Pure Panel’ infotainment and navigation systems with a 10-inch colour touchscreen and 10-inch digital instrument cluster, plus extensive driverassistance technology.

Taigo is firm’s first coupe-style SUV VOLKSWAGEN’S new Taigo has gone on sale in the UK, priced from £21,960. Arriving as the firm’s first coupe-styled SUV, it’s based on the same MQB A0 platform as the one underpinning the Polo and rolls off the same production line in Pamplona. The Taigo gives the high seating position associated with a four-wheel-drive but in a more compact body. LED headlights are standard, as is an eight-inch digital cockpit setup.

CarDealerMag.co.uk | 23

FEATURE

THE ALL-NEW

RANGEROVER

New from the ground up, the fifth-generation Range Rover has been eagerly awaited. It’s fair to say James Batchelor is among those rather excited about it... Smooth

A key feature of the smooth, minimalist styling are the windows. They’re completely flush, with no obvious window surrounds

and Rover has pulled the covers off its longawaited new flagship SUV, the Range Rover. Arriving early next year, the reinvented luxury SUV is only the fifth new Range Rover since the model debuted in 1970. It launches with a range of electrified engines plus new technology, with a pure-electric version arriving in 2024. The new Range Rover comes in standard and long wheelbase (LWB) forms. The latter, for the first time, will also be offered as a seven-seater. Topping the line-up is the Range Rover SV. Developed by Jaguar Land Rover’s Special Vehicle Operations division, it’s designed to take the fight to the Rolls-Royce Cullinan. Prices start at £94,400 for the D300 diesel, rising to more than £137,000 for the First Edition powered by a new BMW-sourced V8 petrol engine. 24 | CarDealerMag.co.uk

Platform

The fifth-generation Range Rover also sits on a new platform called MLA-Flex. It’s for this reason that the Range Rover is able to come in plug-in hybrid and full-electric versions.

4-,5- and 7-seaters

Standard and long wheelbase versions can be specified with four seats rather than the usual five, while the LWB can come with seven full-sized seats. Buyers can also have two ‘executive’ seats with extra TV screens and other luxuries.

Off road

Terrain Response 2 gives maximum off-road capability. The Range Rover can also ford up to 900mm of water, and there’s an active locking rear differential as well. The all-wheeldrive system is in permanent fourwheel-drive mode when the car is travelling off road, pulling away from a standstill, in cold weather and at speeds above 100mph.

Inside

It still has the trademark, throne-like, elevated driving position, but now there’s also a large 13.1-inch curved touchscreen in the centre of the dashboard, air vents that always remain straight and level no matter which direction they’re facing, and wood veneers crafted using techniques learnt from cabinet-makers.

Technology

There’s a Cabin Air Purification Pro system to stop nasty bacteria from entering the car, active noise cancellation, Amazon Alexa and softwareover-the-air updates. Also, there’s a remote parking system that allows the driver to manoeuvre the Range Rover in and out of spaces from their smartphone while standing up to three metres away, and every Range Rover has all-wheel steering.

Power

The Range Rover gets a selection of new or recently introduced engines. There are 3.0-litre straight-six mild-hybrid petrol and diesels, two plug-in hybrids and a forthcoming pureelectric version.

Electrified

Two plug-in hybrids are offered, both using a 3.0-litre straight-six petrol engine mated to a 38.2kWh battery and a 140bhp electric motor. The pure EV range is up to 62 miles and CO2 emissions are 30g/km. A pureelectric Range Rover (Land Rover’s first EV) will arrive in 2024.

Styling

Land Rover’s designers have shunned the temptation to radically overhaul the classic Range Rover look and instead have focused on paring down the styling. The front end has a similar look but the rear end is unlike any other Range Rover, with ‘hidden-until-lit’ lights.

Tailgate

Electric doors

The new Range Rover’s doors can be opened and closed automatically by pressing a button inside or on the door, or by using the car’s touchscreen. The driver’s door can even close by itself when the brake pedal is pushed.

Handling

Always a Range Rover hallmark, the split tailgate is present and correct on the new car. Buyers can also choose the ‘Tailgate Event Suite’, which turns the tailgate into luxurious seating for two people.

Every Range Rover gets ‘Dynamic Response Pro’ – an electronic active roll control system that continually optimises the front and rear anti-roll bars to prevent roll and encourage quicker corner responses. There’s also a new air suspension system that reads the road for potholes ahead, plus torque vectoring by braking to enhance ability and grip on twisty roads.

CarDealerMag.co.uk | 25

The UK’s only independent lender dedicated solely to high-end vehicle finance

Holistic underwriting process and personal service underpins everything we do, taking time to get the know our clients Dealers and Brokers have direct access to Credit Underwriters Lending from £25K For more information call 020 3355 0047 or visit jbrcapital.com Finance and terms subject to status. JBR Capital Limited is authorised and regulated by the Financial Conduct Authority. Firm reference number is 682493.

26 | CarDealerMag.co.uk

PARTNER

ADVERTISING FEATURE

What goes up must come down When it comes to the current unprecedented buoyancy in the used luxury and supercar market, will the drop be sudden and steep or gentle and gradual? Darren Selig, founder and chief commercial officer of high-end vehicle finance lender JBR Capital, reflects on the massive surge in demand for and value of prestige cars over the past 12 months and gives his insight into how he sees the market playing out.

e’ve all heard the expression ‘What goes up must come down’. It might be a bit of an old chestnut, but gravity and market forces prove its validity time and time again. Most automotive retailers say the uptake started when they began click-and-collect services post the first lockdown in June 2020 and continued throughout the year. Reopening their showrooms again in April 2021 has done nothing to stem the tide and retailers continue to service pent-up demand in the market. For us at JBR Capital, things in fact took off in March 2021. In an average, pre-pandemic month, we processed 350 applications for finance for customers wishing to purchase cars priced from £25,000 and above. Now we are seeing more than 550 applications every month, and volumes continue to grow across high-end cars as well as the luxury end of the volume market. We’ve just enjoyed our most successful business period ever since the business was launched at the start of 2015, lending £130m since March 1 and enabling customers to fund their passion for supercars and luxury vehicles. Used prestige car values are up by around 30 per cent compared with the start of the year, but where will they be 12 months from now? That depends on what happens to a range of unprecedented factors currently affecting the market. Some of them, such as the fulfilment of pent-up demand and global semiconductor shortage, which is causing a shortfall in new cars, will abate. Others, such as Brexit, which has forced UK car enthusiasts to purchase at home rather than in Europe and incur higher import taxes, will remain constant. Prices of UK-registered desirable, limited-run left-hand-drive-only supercars are now very firm indeed, for instance – even taking the rest of the market into account. Other factors, such as customers’ desire to procure a petrol-power super or hypercar representing the pinnacle of ICE engineering, are likely to increase, at least until the curtain comes down on car fossil-fuelled sales in the UK in 2030. I can’t see the current market situation changing significantly over the next 12 months. There is no oversupply in the used market – quite the opposite in fact, as dealers struggle to find the right quality of used stock – so no top-end dealer is likely to be left ‘holding the baby’. But demand and values cannot keep rising indefinitely of course, and the market should remain cautious. Eventually, with the global semiconductor shortage resolved, manufacturers will return to higher production levels. But provided they don’t flood the market with new models – something virtually impossible in the supercar and luxury sector anyway – demand for used cars is likely to remain strong for the next year. Given unforeseen disruption, like Martians landing on the White House lawn, I suspect that we will see subtle signs of a correction and the beginning of a return to normalcy, or at least a new normalcy by 2023. But hopefully, what has gone up will come down very slowly and very gently.

There is no oversupply in the used market – quite the opposite in fact, as dealers struggle to find the right quality of used stock – so no top-end dealer is likely to be left ‘holding the baby’. Darren Selig JBR Capital founder and chief commercial officer

For more information visit jbrcapital.com Finance and terms are subject to status. JBR Capital Limited is authorised and regulated by the Financial Conduct Authority. Firm reference number IS 682493.

CarDealerMag.co.uk | 27

DASHBOARD SURVEY

Dealer principal pay reaches £116k

HERE ARE TASTERS OF STORIES YOU MAY HAVE MISSED

NEWS DIGEST CLICK ON THE PICTURES FOR THE FULL STORY c

THE average total pay for a dealer principal this year is £116,000 – up from £100,000 in 2020 and £97,000 the year before. But managing directors and chief executives have taken a bit of a hit, with their average total annual remuneration dropping from £273,000 in 2020 to £272,000, potentially because of pay freezes. That’s according to accountants and business advisers BDO in its latest Motor Salary Survey.

NEW HOME

Volvo Cars Dundee to move premises

#B4B21

Bangers4Ben cars fetch £15,350 at auction and take charity rally total to £35,250 so far THE hammer has dropped on this year’s Bangers4Ben as the cars have made their way to auction and been sold to new owners – raising a further £15,350! Possibly one of the biggest indicators of strong used car prices is that the majority of cars sold by BCA at the B4B21 auction made a profit, which anyone who’s been before will know isn’t always the case. The current total raised by the event is £35,250, without taking into account buyers’ fees donated by BCA. Teams have raised £19,900 themselves so far from a slightly smaller group of cars than in previous years.

DEAL

Luscombe Motors to supply 280 MG5 EVs

VOLVO Cars Dundee is heading to a new multi-million-pound home half a mile away on the same estate. The John Clark Motor Group-owned showroom is upping sticks from Macadam Place, pictured, and moving to Rutherford Road on the Dryburgh Industrial Estate. It is due to open later this year, and the retailer said it would allow it to accommodate Volvo’s growing range of EV,s including the XC40 and plug-in hybrids.

28 | CarDealerMag.co.uk

LUSCOMBE Motors has agreed a deal to supply 280 MG5 EVs as Uber private hire cars. The Leeds-based MG dealer has secured the deal after an initial batch of 20 cars proved a huge hit with drivers. The latest order will see the cars delivered throughout the first quarter for use all over the country, and MD Robin Luscombe said the deal was bigger than anything he could have dreamt of.

APPOINTMENT

I always enjoy waxing lyrical about the year’s best cars, which we gather together for a bit of competitive fun.

James Baggott p17

Rebecca McNeil is new FLA chairperson

CLOSE Brothers Retail chief executive Rebecca McNeil is to take over as the Finance & Leasing Association’s new chairperson. Previously CEO at Close Brothers Motor Finance, she will succeed Richard Jones at the trade body as of November 30. Her industry experience also includes senior roles at Barclays. ‘I’m honoured to be joining the FLA board,’ she said. ‘The association is a formidable advocate for our industry.’

GardX rebrands AD-Vantage platform. Supplier News: p57

‘Getting back to some semblance of normality, road-tripping to Wales was very much back on the cards.’

Road Test of the Year: p34

ACQUISITION

Snows bolsters Peugeot portfolio

TARGET

CONTEST

Charity Ben launches Volvo P1800 will be Hot Wheels legend Christmas appeal

T S A C D PO Driven by

SNOWS Motor Group has snapped up Hamble Motors of Southampton, making it one of the largest Peugeot dealers in the UK. It bought the single-site showroom in Bursledon Road for an undisclosed sum, with the deal taking Snows’ portfolio of Peugeot showrooms to six. Neil McCue, Snows Motor Group’s chief operation officer, said: ‘We are very excited to take on this great business and warmly welcome Hamble Motors staff to Snows.’

AUTOMOTIVE industry charity Ben has launched a Christmas appeal with the aim of raising £500,000 so it can continue to help record numbers of people. Its fundraising income has been badly affected by Covid-19, while the pandemic has also made many people need its services more. The charity said demand for support has increased 147 per cent during 2021 as people turned to it for issues from mental and physical health to domestic abuse.

RETURNS

Brewer classic cars make £230k at sale

WHEELER Dealers star Mike Brewer made nearly a quarter of a million pounds from selling part of his collection of classic used cars. The TV star entered five used cars into the Silverstone Auctions sale at the Classic Car Show and all were sold. His five cars achieved a total hammer price of £230,062. The biggest return was for his 1966 Lotus Cortina Mk1. The fully restored model sold for £63,000 – well above the estimated £55k.

A HEAVILY modified Volvo P1800 built in the UK has won a global competition to be turned into a toy. The classic car, built by Lee Johnstone in Somerset, will be immortalised as a 1:64 Hot Wheels toy to be sold around the world. It’ll join other iconic custom cars in the Hot Wheels Garage of Legends after winning the competition. The Volvo uses a Chevrolet 454 big block engine with a 671 GMC supercharger and dual four-barrel carburettors.

OM R F M A E THE T EALER CAR DBOUT TALK ATEST THE LAAND NEWSVIEWS IN INTER EGULAR THIS R ST PODCA

QUASHED

The BMW’s wheels had a street value of around £800,000.

Big Mike p18

McLaren denies it’s been sold to Audi

E R E H K C CLI

THE McLaren Group has denied it has been sold to Audi, after a report emerged that a deal had been reached between the two firms. Autocar reported that a source close to the negotiations had confirmed the deal had been agreed. However, the Woking-based firm moved swiftly to quash the story, which it called ‘wholly inaccurate’. It had been reported that the buyout was agreed for Audi to gain access to Formula 1.

PAST O T N E T S TO LI ES OF THE EPISODEALER CAR DASTS PODC Turn over page to catch up on more stories

CarDealerMag.co.uk | 29

DASHBOARD GROWTH

Motorway sales soar to record high

MOTORWAY enjoyed nearly 300 per cent year-on-year growth after sales reached a record £306m during the third quarter. The online marketplace co-founded by Tom Leathes, pictured, sold 20,076 cars between July and September 2021 and is now shifting well over 8,000 cars a month. It also sold £140m-worth of cars in September alone. Motorway, which launched in 2017, now expects to deliver more than $2bn (circa £1.45bn) in sales over the next year.

MENTAL HEALTH

Sytner Group signs up to charter

HERE ARE TASTERS OF STORIES YOU MAY HAVE MISSED

NEWS DIGEST CLICK ON THE PICTURES FOR THE FULL STORY

CHAMPION!

What a knockout! Taekwondo Olympian Bianca sets challenge for LSH Auto staff during visits WORKERS at dealer group LSH Auto received a knockout surprise when Team GB’s taekwondo medallist Bianca Walkden paid them a visit. The triple world champion has been an ambassador for the Mercedes dealer group since March and took time out of her training schedule to meet staff, with the 30-year-old visiting several dealerships across the north-west and Midlands. The professional athlete laid down a target score of 71 points on the Rezzil VR machine for LSH Auto colleagues to try to beat. How did they do? Click on the picture to find out!

OPENING

New store is first of its kind for CarShop

SYTNER Group has reinforced its commitment to the well-being of its staff by signing up to the Mental Health Charter. It has already been rolling out mental health training but said it wanted to raise more awareness and help employees gain more of an understanding of mental health. The charter offers businesses awareness and support resources. Staff will also have access to mindfulness techniques, wellness journals, tips on maintaining good mental health and induction training. 30 | CarDealerMag.co.uk

USED car retailer CarShop has opened its fourth store in Yorkshire – bringing a jobs boost with it. CarShop Express Halifax, based in Shelf, started welcoming the public on November 1. Fifteen positions have been created at the 14,520 sq ft site, which is CarShop’s 15th UK store. It offers digital browsing of CarShop’s thousands of cars across the UK but also has 70 cars on site – a first for the company.

900 The maximum depth of water in millimetres that the new Range Rover can ford.

Feature p24

ISUZU

Dealer network expansion ‘is vital’

ISUZU UK boss William Brown has said its dealer network expansion is vital to meet customer expectations of service. Managing director William Brown was speaking after the Chorley Group became the latest dealer appointment. He said the success of the new D-Max had been rewarding and challenging. ‘However, with our plans for growth, it was vital to have an expanded dealer network in place.’

We’ve selected some of the coolest things‘Quote.’ that are hitting the market just in time for Christmas

Feature:p58 pXX Feature:

MOVING ON

Inchcape UK CEO to leave after five years

INCHCAPE’S UK retail business head James Brearley is to leave the company at the end of this year. Brearley was appointed chief executive in January 2017 after joining as special projects director in April 2016. As CEO, he was responsible for implementing a new five-year plan to overhaul Inchcape’s operating structure. Inchcape says the plan has been achieved and Brearley has decided to leave to take up a new challenge, although it didn’t say what it was.

CONSTELLATION

CarNext snapped up in Europe ambition

BCA owner Constellation Automotive Group is poised to become Europe’s biggest online used car marketplace after buying CarNext. The deal is estimated to take Constellation’s yearly sales via all its platforms, which also include We Buy Any Car and Cinch, to £21bn a year from more than 2.5m vehicles. No details were revealed about the terms of the acquisition of the Amsterdam-based digital used car sales marketplace.

RETIREMENT

‘Rollercoaster’ implies some very steep climbs and some very rapid falls, but this hasn’t been the motor trade over the past year. James Litton p21

BCA

McLaren sold for record auction price

BRITISH Car Auctions has sold a McLaren 765LT V8 SSG for an online record price of more than £300,000. The black-and-silver supercar is the most expensive vehicle ever sold online by BCA. It’s also the highest value recorded by the auction company since 2010, when it sold a Bugatti Veyron to a hall bidder for £625,000. The 2021-reg one-owner McLaren had covered just 1,331 warranted miles from new and was in exceptional condition.

Vauxhall’s Bryan bows out aged 90

VAUXHALL is waving goodbye to a long-standing member of staff who has worked with the manufacturer for 75 years. Bryan Webb is now 90 years old and has worked with the car brand since 1946, when he walked into his local garage looking for a job. He began working at Hough & Whitmore in Gloucester, where he completed his mechanical apprenticeship, and became warranty administrator at Baylis Gloucester 34 years ago.

JCT600

Satellite Porsche Centre opens in York

A SATELLITE Porsche Centre has opened in York to support its parent dealership in Leeds. The 567 sq m showroom and workshop, which took some nine months to complete for an unspecified sum, can display four cars inside, 21 vehicles outside, and has a six-bay workshop plus MOT bay. Part of the JCT600 group, it also boasts six charging stations and can display up to 25 pre-owned Porsche-approved vehicles.

BITE-SIZE Click on the text box for the full story

TEST: Electric car owners will soon be allowed to use Tesla’s Supercharger network thanks to a new trial. Taking place at 10 Supercharger locations in the Netherlands, the trial will allow non-Tesla EV owners to access charging via the Tesla app.

STAKE: Hedin Group AB has become Pendragon’s largest shareholder. In a stock market notification, Pendragon – which owns the Evans Halshaw and Stratstone brands – said Hedin had upped its stake and now owned 23.2 per cent of it.

TEAMWORK: Lamborghini Leicester has partnered with the city’s Tigers rugby union club. It will see the showroom support the team for all their matches and is being hailed as ‘a flexible solution for the dealership to mix and match its business goals’.

BOOST: Dealers in England are set to benefit from a new 50 per cent business rates discount, announced by Rishi Sunak in his autumn Budget. The temporary measure will see eligible firms benefit by up to a maximum of £110,000 for a year next year.

EXPANSION: Mini’s Shadow Edition trim has been made available across the whole line-up. Launched solely for the Clubman and Countryman models earlier this year, it can now be ordered for the hatch, convertible and electric. CarDealerMag.co.uk | 31

ADVERTISING FEATURE

Plugged in to helping dealers get the edge with EV customers

25%

The amount by which Rightcharge could cut customers’ carbon emissions by incentivising drivers to smart-charge overnight

ith petrol and diesel prices recently reaching a record high, it’s little wonder that more and more people – fed up with being held over an oil barrel – are turning to EVs. September was the best month for new battery-electric vehicles, grabbing a market share of 15.2 per cent with 32,721 sales, according to the SMMT. And with the impending 2030 ban on sales of new petrol and diesel cars, that’s a figure that is only going to increase. Helping dealers to get the edge with EV customers is Rightcharge – the comparison site for chargers and tariffs. Established in 2019 by Charlie Cook, its strategy is to build partnerships with showrooms, dealership groups and leasing companies as well as car manufacturers – and it’s been paying dividends for retailers ever since. Such is Rightcharge’s standing in the sector that industry giants Lookers (one of the UK’s largest car retailers) and Leasing.com (the UK’s biggest car leasing comparison site) recently came on board to join others choosing it as their recommended partner for EV charging. Cook, who is Rightcharge’s chief executive, told Car Dealer: ‘Ultimately, what we really want to do is provide a customer experience that helps dealerships sell more electric vehicles and to make going electric easier for their customers. ‘There is a financial benefit that we offer our partners, but I’d say probably the biggest reason that our partners choose us is because of the reputation that gives them in the market, because they’re now able to offer the driver a recommendation on the charger that’s right for them, a quick and easy installation experience, and savings on both the up-front cost of their charger as well as their ongoing energy bills.’ Rightcharge looks at a customer’s lifestyle, including whether they might buy more chargers in future, as well as their home situation. Based on that, it can recommend not just the best charger but also the most economical tariff – a service woefully lacking elsewhere. Rightcharge shows drivers a selection of home chargers and EV-friendly tariffs that are ranked on their suitability for the driver based on their home, car and driving habits. Drivers are offered the best installation rates from a panel of more than 50 vetted charge point installation companies – giving Rightcharge one of the biggest installation networks in the UK. Any particular region – from Land’s End to the Orkneys – is covered by anywhere from three to 20 different installation companies. ‘It all goes into making sure that when customers make their first choice on a charge point, they’re choosing something that they’re not going to come back and want to replace in a couple of years because they realise that something else might have been a better option for them,’ said Cook. ‘I experienced drivers being offered a single brand of charger at the dealership point of sale and then going online, spending 12 months looking at Facebook groups and then subsequently learning that actually they should have invested in something more suitable that would have saved them money. So they have ended up spending another five, six, seven hundred pounds on a replacement charge point, and that could have been avoided. ‘And that’s a pretty negative association for the person who sold you your car if you feel like that’s information that you should have had up front. ‘However, I’m definitely seeing a shift today. Dealerships want to give an informed choice so that they demonstrate their expertise, build trust and win repeat business. ‘They’re much more likely to want to come back, as they’ll have faith that the same sales executive will give them the right support for their next vehicle too. The big benefit is the ability to sell more cars, which is obviously something all of our partners are interested in.’ So, the customer is happy but are there more immediate benefits for a dealership? Indeed there are. 32 | CarDealerMag.co.uk

Ultimately, what we really want to do is provide a customer experience that helps dealerships sell more electric vehicles. Charlie Cook

Source: 1 https://www.ofgem.gov.uk/sites/default/files/2021-07/Phase%201%20EV%20publication%20v2.pdf

£150

The amount that an average driver could save in energy costs a year at least by using Rightcharge

CUSTOMER EXPERIENCE

Supply bottlenecks eliminated in sector

‘The secondary benefit is we work on a revenue share model, whereby we offer a commission to the dealership for each charge point that’s installed, and that can be reinvested into the business or it can be offered to sales executives as an incentive to support customers with smart-charging,’ said Cook. So the reassurance that dealers can give via Rightcharge, by making it as easy as possible for customers to understand the sometimes bewildering EV world of chargers and tariffs, is a win-win. ‘Because what isn’t possibly widely known is that when people charge their cars, they can make a difference to their bank balance as well as the environment. Using Rightcharge can not only help save the average driver more than £150 a year in energy costs, but it can also cut carbon emissions by 25 per cent by incentivising drivers to smart-charge overnight to access off-peak electricity rates,’ said Cook. ‘Our electricity is actually cleaner overnight than it is during the evening. Essentially, power overnight comes mostly from clean sources like wind, whereas during the evening when everyone gets home and switches their oven, TV and kettle on, that’s when the electricity demand peaks. ‘To meet that demand, gas turbines across the country are turned up. And so, the average emissions mix of the grid is at its dirtiest, if you like, although the technical way of saying that is the grid carbon intensity is highest during the evening and lowest overnight. ‘It’s basically a perfect scenario for a customer, because not only is the cheapest time to use the electricity in the early hours of the morning, it’s also the cleanest time. ‘And from the dealership’s perspective, they’ve got the ability to provide a simple solution that gives that extra USP – they can discuss those financial savings that are available, so they can bring down the total cost of ownership in that conversation with the customer.’ Cook continued: ‘We want to try to make smart-charging the norm and not the exception. ‘A recent Ofgem report1 revealed that buying an electric vehicle hadn’t changed what consumers look for in a home energy tariff or how they use their energy. This shows a lack of awareness of smart energy tariffs and their benefits for the consumer. I think every driver is going to appreciate that sort of insight from the company they buy their car from.’ As touched on earlier, the fuel crisis has acted as a kind of wake-up call, with Rightcharge seeing a 40 per cent increase in business from August to September alone. ‘The rise in fuel prices has definitely made people think electric could be the answer because they can refuel at home. How much easier is that? To be able to just plug in like I plug my phone in and not have to worry about having to rush out to a petrol station ever again?’ said Cook. What’s more, that £150-plus saving mentioned earlier is only going to increase. ‘That number was £580 a year up until about a month ago, so the saving has been cut, but the big thing for dealers to point out to their customers is that savings still exist – EV drivers are one of the only kind of energy customer that can actually save by switching. ‘And when the energy market returns to some form of normality, which of course it will – hopefully in the next six, if not 12, months – then the savings opportunities are going to go back to the multiple hundreds of pounds: £300, £400, £500. There are only rosier days ahead for EV drivers. ‘It’s a very positive outlook, and one that I think auto retailers can really use to pleasantly surprise their customers.’

THE Rightcharge network approach means that drivers can access quick installations even as demand scales rapidly over the next few years. Recruitment is expanding as well, so these are truly exciting times for the forwardthinking company. ‘It operates on a network model, meaning we operate one of the largest installation networks in the UK,’ said CEO Charlie Cook. ‘I think the massive advantage of that is we can grow by bringing in the most customer-focused installation businesses out there. ‘There are 6,000 registered installers in the UK and we’re currently working with the best 50. ‘So, we see that network model as a silver bullet for being able to offer amazing customer experience at scale – if one installer in our network gets busy, they remove themselves from the customer’s results and that driver goes to an installer who’s ready to respond quickly. ‘One of the challenges I think the sector suffers from is that we tend to see bottlenecks in the largest national installers. ‘But because we can bring on a new installation company in a couple of days, carry out our due diligence and bring them on board, we can scale at a rate that means we can always deliver as this market continues to grow and grow over the coming years.’

For more information visit rightcharge.co.uk or email charlie.cook@rightcharge.co.uk CarDealerMag.co.uk | 33

HYUNDAI i20 N BMW M5 CS PAGE 44

LAND ROVER DEFENDER V8 PAGE 42

Introduction: JAMES BATCHELOR Photography: DARREN CASSEY & JON REAY Location: SOUTH WALES 34 | CarDealerMag.co.uk

PAGE 48

FORD MUSTANG MACH-E PAGE 38

SKODA ENYAQ PAGE 40

AUDI RS E-TRON GT PAGE 46

PORSCHE 911 GT3 PAGE 50

EV motorway charging points were generally considered to be more reliable and less stress-inducing than searching for a drop of petrol. CarDealerMag.co.uk | 35

What a difference 12 months have made to Road Test of the Year! James Batchelor sets the scene...

t was one of the few occasions for the Car Dealer team to actually be in each other’s company rather than conversing through a piece of video-calling software. But in 2020, the traditional procedure of convoying westwards and sampling the best cars of the year on technical Welsh roads had to be put on ice. Instead, we plumped for southern England, kept two metres apart from each other, and sterilised every steering wheel, gear lever and door handle in ways to make Kim and Aggie proud. This time around though, with the world – and, indeed, the motor trade – getting back to some semblance of normality, road-tripping to Wales was very much back on the cards. The cars were booked, accommodation arranged, and the tight and thrilling lanes of Brecon in south Wales programmed into Google Maps. Well, that was the idea up until the week preceding our departure date... Despite the government’s protestations that there was no fuel shortage, queues at the pumps left stations dry. It was at its worst in the south-east, and with the Car Dealer team all based in various locations on the south coast, the idea of heading to Wales in some rather inefficient petrol-engined cars suddenly became rather unappealing. In an interesting twist of irony, though, the electric contingent of our group of motors really came into their own. Last year saw the Porsche Taycan, Honda e and Polestar 2 represent cars with plugs – three quirky, niche and a little bit oddball cars. This year, just as dealers were reporting that electric car inquiries were going through the roof, we had three more mainstream electric cars, showing the pace of development in the EV sector. Two of them transported the crew from southern England to the foothills of the Brecon Beacons, as EV motorway charging points were generally considered to be more reliable and less stressinducing than searching for a drop of petrol. Oh, what strange times we’re living in. The Ford Mustang Mach-E is one of the year’s most highly anticipated new cars, without question. Let’s face it, a new car wearing a Pony badge is always big news, but of more interest is what it represents, both in terms of Ford’s future and how far the electric car market has come in a relatively short space of time. Meanwhile, the Skoda Enyaq is here to fight the case of the electric car finally becoming a viable alternative to a diesel SUV for families, while the Audi RS e-tron GT should show if the concept of the fast, four-wheel Audi saloon is safe in an electric future. The Land Rover Defender returns, not necessarily to defend its crown but more to show how the British brand has diversified its reinterpreted icon over the past 12 months. It’s added a plug-in hybrid version to the range, and at the same time as launching the PHEV, Land Rover also wheeled out a V8 model with a 518bhp 5.0-litre supercharged engine under the bonnet. We chose the latter for this year’s RTOTY. BMW has been busy launching the M3 and M4 during the past 12 months, but it’s also found time to tinker with the pin-up poster child of its M division – the M5. Along with giving it a new matte-like paint job, lashings of gold trim and retro yellow LED daytime running lights, BMW has added a little more flair, power and pizazz to create the limitedrun CS. But is it really worth more than double an M3? That’s what we’ll find out. Costing as much as the M5 CS’s set of carbon-ceramic brakes (almost, probably...), there’s the little Hyundai i20 N. It could be the Ford Fiesta ST’s worst nightmare – and the roads around Brecon will give us an answer. Finally, there’s the Porsche 911 GT3. If we’re honest, a GT3 doesn’t need any justification for being on a road test such as this. But with the days of the highly engineered petrol sports car numbered, could the GT3 be the high water mark we’ll look back on fondly in the future? I hope you enjoy reading about the best cars of the year. 36 | CarDealerMag.co.uk

The Skoda Enyaq and Ford Mustang Mach-E

The Hyundai i20 N and Porsche 911 GT

Getting back to some semblance of normality, roadtripping to Wales was very much back on the cards.

The RTOTY gang assemble!

The Audi RS e-tron GT

The Land Rover Defender V8

The BMW M5 CS CarDealerMag.co.uk | 37

FORD MUSTANG

MACH-E

ack in 2005, Fightstar frontman Charlie Simpson walked out on stage at Reading Festival to a deluge of bottles filled with a yellowish liquid that was almost certainly not water. Perhaps they still associated him with Busted, but I remember watching the band stand strong for a good five minutes, wait for the crowd to run out of missiles, then proceed with their set as planned. It was one of the best sets of the weekend. In many ways, I think Ford could probably see some parallels. When it announced that a new Mustang was on the way – and not only was it going to be electric but also an SUV – it must have known that a lot of keyboard warriors would be cracking their knuckles ready to send their metaphorical bottles of urine into the social media comments sections. And so it came to be that any mention of the Mach-E was met with cries of ‘But it’s not a real Mustang!’ However, Ford has persevered with its revolutionary new model, which is full of big tech and impressive performance figures. Bizarre analogies out of the way, if you try to ignore any association with the ‘other’ Mustang, there’s not much to complain about on paper. SUVs have a tendency to look a little frumpy, but the Mach-E has sleek lines. It looks about as sporty as it’s possible for high-riding vehicles to look without resorting to the awkward SUV-coupe styling that’s become popular in the premium segment. Then there’s the interior. I was concerned when Ford said it was going tech-heavy and premium with the Mach-E’s cabin, but it has absolutely nailed it. If you tried Ford’s premium Vignale models and weren’t impressed, this is on another level. Clearly inspired by the Tesla Model 3, there’s a large central infotainment screen that controls most functions. The 15.5-inch display is crystal clear and the menus are easy to navigate, if occasionally slow to register touches. The dial that’s embedded in the bottom of the display is a fantastic addition, too. Then there are the numbers. We tested the all-wheel-drive extended range version, which means it has a dual electric motor setup making 346bhp and 580Nm of torque. The result is a 0-60mph time of 5.6 seconds and a range of about 335 miles. First impressions of that range are good, too. With a full charge, the readout on the display showed just under 300 miles, and our motorway run to Wales – three hours sitting at around 70mph is not an EV’s happy place – saw the mileage drop at a reasonable rate. 38 | CarDealerMag.co.uk

Ford Mustang Mach-E Extended Range Price: £57,030 Engine: Dual electric motors Power: 346bhp Torque: 580Nm Max speed: 111mph O-60mph: 5.6 seconds Range: circa 335 miles Emissions: 0g/km CO2

And on the motorway, where the roads are smoother, the Mach-E is at its best. There’s plenty of space for all passengers, the seats are supportive, and the suspension soaks up all but the worst cracks. So far, so good. But here’s the thing... Once you get off the motorway, it’s just not that nice to drive. For a start, Ford has this odd steering feel where the wheel centring is quite aggressive, as if you’re working against an elastic band. It’s just noticeable enough to be annoying. Out on the open brushland of the Brecon Beacons, where the roads are narrow and vary between sweeping curves and tight turns, you really feel the Mach-E’s weight, too. It’s difficult to get in a rhythm, and its size makes it tough to relax. However, the biggest issue for me is the overly intrusive driver-assistance systems. The lane-keep assist is constantly tugging and twitching the wheel. When you have a truck coming towards you on a narrow road and you’re fighting the wheel to let you put a tyre on the white line it’s not only annoying but unnerving. You can (mostly) turn this off in the settings, but even in its lowest settings it’s always there, nudging at the wheel like an annoying child. Looking at the scoring tables, while I think its second-bottom place for styling is harsh, the fact that the Skoda Enyaq was the only car to score worse in the fun, desirability, performance and handling segments shows I wasn’t alone in being uninspired. The Enyaq is its closest rival in this company, and while it’s not as interesting to look at inside or out, the Czech EV is just a more pleasant car to drive. It’s not trying too hard, it’s just a solid family car. There’s a lot to like with the Mustang Mach-E, such as the cabin, but one of the reasons we get the best of the best together in one place each year is because it highlights the small things. In isolation, you might forgive the Mustang’s inadequacies, but when you have it alongside those at the top of the class it really shines a light on them. The Mustang Mach-E isn’t a bad car. The problem is that it’s good, but not great. If you do a lot of motorway miles and want a comfortable, long-range, value-for-money EV then you could do a lot worse. But if you want something to put a smile on your face, or regularly drive on narrow country lanes or in urban areas with rubbish road surfaces, you might want to look elsewhere. Your local Skoda dealer, for example…

by Darren Cassey @darrencassey

On the motorway, where the roads are smoother, the Mach-E is at its best.

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SKODA

ENYAQ

Skoda Enyaq iV 80 Base price: £32,010 Engine: Single 77kW battery Power: 201bhp Torque: 310Nm Max speed: 99mph O-60mph: 8.4 seconds Range: 331 miles Emissions: 0g/km CO2

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ou may be wondering why an apparently conventional family SUV has sneaked into Road Test of the Year 2021 – after all, this is a celebration of the best cars to have launched in the past 12 months. You might also say why should anyone pay even the slightest attention to another Skoda, even if it is painted in a very attractive shade of ‘Race Blue’. It’s a Skoda – it’s bound to be brilliant but it’s not a car that’ll keep you awake at night, urging you to drive it. While the Skoda Enyaq (or Enyaq iV to give it its proper name) might look a little too normal compared with some of the more exotic machinery in this year’s group, I was keen to include it. You see, not only are Skoda dealers busy performing test drives and supplying customer orders, but for electric car drivers the Enyaq is arguably the most important car of the year. Here we have a car that comfortably (according to manufacturer-quoted WLTP figures) covers between 250 and 330 miles on a full charge, has space for five, is reasonably priced and goes about its business in typical Skoda fashion – unassumingly and rationally. It’s a big deal for all of those reasons, but also because you could say it embarrasses Volkswagen. The parent company is making a big deal about its electric cars, especially by setting up the ID. sub-brand. However, the products that have arrived so far – the ID.3 hatchback and ID.4 SUV – are good but a little underwhelming. Some people bemoan the cars’ looks as being a bit too conventional, others find the interior quality a let down, and some have found a few technical issues. When I say some, I mean myself of course. The Enyaq, on the other hand, has slipped into Skoda’s model range and in many ways is just another one of its ever-sprawling SUV offerings, but it’s just powered by electricity rather than petrol or diesel. And by being a Skoda, it’s more practical, better equipped and more spacious than its VW sisters. The surprise, however, is that it’s somehow better to drive, seems to be better made and is just nicer to live with. First things first, though – the nitty gritty details. There are two battery sizes – a 58kWh called ‘60’ and 77kWh dubbed ‘80’ – the choice of rear- and all-wheel drive, three power outputs (177bhp for the ‘60’, 201bhp for the ‘80’ and 261bhp for the four-wheel drive ‘80x’), while prices kick off at a very government plug-car-grant-friendly £32,010. There are no trim levels as in other Skodas but ‘designs’, so there’s the choice of ‘Loft’, ‘Suite’, ‘ecoSuite’ and ‘Lounge’. A bit fancy, you might argue, but there’s a SportLine with racier styling to balance that out.

Give the 58kWh battery a full charge and it’ll manage a claimed 256 miles before it runs out, while the larger battery can do 331 miles. The four-wheel-drive version – which combines the 77kWh’s 201bhp electric motor on the rear axle with a 60bhp front-mounted motor – manages 303 miles. Charging times range from around nine hours to nearly 13, but a rapid charge for all takes about 30 minutes. The Enyaq used in this feature also had a starring role in Car Dealer Power (it was named Car of the Year) a week before, so by the time a nice man from Skoda collected it to take it home, it had covered about 1,000 miles – extensive testing, you might say. During that time, it had averaged 3.4 miles per kWh, or in other words, around 261 miles. Not quite the 331 claimed but a very usable range nonetheless. Unlike the Ford Mustang Mach-E or Tesla Model Y, the Enyaq doesn’t deliver its thrills in a way we’ve come to expect from electric cars recently. Floor the throttle in many of the Enyaq’s rivals and you’re thrust back into the seat, but that’s not the case with the Skoda. Squeeze the throttle and the speed builds in a measured, relaxed kind way. There’s a bit of body roll and the ride is even quite smooth despite our car’s elegant 21-inch wheels – this is a car that’s perfectly dialled into conventional family living. It’s not fast but it’s not slow – it’s just right. That doesn’t mean there isn’t a joy to be had driving it. The steering’s nicely weighted and has far more ‘feel’ to it than the Mustang Mach-E’s, and the car changes direction very neatly on a twisty Welsh road. The big wheels certainly help here and make the Enyaq more reactive. Smaller wheels boost comfort levels further and add a bit more electric range but they also dial down the sharp handling. And all the time, you’re sitting in an interior that’s very nicely built – it feels plusher than an ID.4’s – with a large, easy-to-use sat nav, comfy seats and acres of space for people and things. For me, this is far and away the best pound-for-pound electric car on sale right now.

by James Batchelor james.batchelor@blackballmedia.co.uk

This is a car that’s perfectly dialled into conventional family living.

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LAND ROVER

DEFENDER V8

and Rover didn’t need to build the V8. The petrol and diesels do just fine for the reinvented Defender these days, and of course the plug-in hybrid version gives the toughest Land Rover a green conscience. But sometimes the best cars are the ones that didn’t have a requirement to exist, and you could certainly say that about the Defender V8. While it feels like it’s very unfashionable, politically incorrect, gross, and so on, to talk about a large 4x4 powered by an old-school eight-cylinder engine, the V8 and the Defender do have a history. Land Rover first stuck the old Rover-Buick 3.5-litre V8 into the Series III Land Rover in the late Seventies, and the engine was available throughout the Eighties before being dropped when the ‘first’ Defender launched in 1990. So it’s only fitting that the second Defender (if you can call it that) gets an eight-cylinder engine the first car never got. Thirty years on and it’s quite a different engine of course. That old Rover engine has been dead for a long time, but the 5.0-litre supercharged V8 this car gets is hardly in its first flush of youth either. The 5.0 AJ-V8, previously built by Ford but now by Jaguar Land Rover itself, dates back to the mid-Nineties in one form or another, and in recent years has been the engine JLR has turned to when it needed a thumping range-topper for a Jaguar or Land Rover model. The writing is on the wall for the venerable old thing, though, as tighter EU emissions regulations coming into force over the next few years has meant JLR is using a BMW 4.4-litre twin-turbo V8 for the new Range Rover, so there won’t be many more new applications for the old 5.0-litre. The AJ-V8 has come in various states of tune over the years, but over 500bhp is its sweet spot. For the Defender, JLR has plumped for a pretty conservative 518bhp and given the chassis a bit of a once-over to help the Defender cope with the power upgrade. So there are new anti-roll bars to help keep the body a bit more tied down, the suspension has been recalibrated and there’s an electronic limited slip differential and torque vectoring by braking. Add 20-inch wheels, a couple of subtle V8 badges, some suede-like stuff for the interior plus blue brake callipers and that’s pretty much it. There’s a very good reason for this small but effective assortment of tweaks. The Defender V8 is a Land Rover product – it trundles down the same production line as all the other Defenders, and doesn’t get engineered by its Special Vehicle Operations division like the Range Rover Sport SVR does, for example. That means the Defender V8 has to perform as 42 | CarDealerMag.co.uk

Land Rover Defender 90 V8 Base price: £100,890 Engine: 5.0-litre, supercharged V8 Power: 518bhp Torque: 625Nm Max speed: 145mph O-60mph: 4.7 seconds MPG (combined): 19.2 Emissions: 330g/km CO2

By gum it’s quick... Squeeze the throttle and the retro body sits back on its rear axle.

well on the farm as it does on the King’s Road, so there’s still the full gamut of a low-range transfer case, Terrain Response 2, wade sensing and other essential off-roading paraphernalia. The V8 comes in short-wheelbase 90 and 110 long-wheelbase forms, but for some reason the 90 suits the engine better – perhaps it’s the hot rod-like character. Within a few metres and even at near-walking pace, you can tell this V8 is more than just a Defender with a big engine under the bonnet. The steering immediately feels sharper, no doubt helped by the massive 22-inch wheels and lower profile rubber. Pick up the pace a bit and you can tell the suspension has tied down the body considerably – it’s less wayward and a bit more controlled. For the V8, the Terrain Response 2 system gets a ‘Dynamic’ mode that does the usual – sharpens and hardens practically everything – and it’s essential if you want to make quick progress from point to point. The engine feels more alive and the exhausts are a touch louder – not uncouth like a Range Rover Sport SVR, but a slightly deeper bellow. By gum it’s quick. While the old 5.0-litre V8 does come in more powerful tunes, 518bhp in a tall and short 4x4 is an awful lot. Squeeze the throttle and the blocky retro body sits back on its rear axle, and it really does fire down the road. Exit a corner and you can feel that electronic diff doing its best to keep the car controlled, although if you hit a bump or an imperfection in the road there’s a pogo-stick-like bounce. It’s hysterically good fun. While there wasn’t a chance to try out the V8 off road, there were plenty of times when a slower pace was needed between shoot locations. Just like other more ‘normal’ Defenders, there’s a familiar cosseting feel that all modern Land Rovers have. And with big squishy seats and a now-excellent infotainment system (previous JLR systems have been less than brilliant), it’s a very special car to drive. With prices starting from £100,890, it overlaps into the new Range Rover’s territory, but in perfect Land Rover fashion it offers something so wonderfully different to the super-smooth and super-posh flagship. The Defender V8 is ludicrous, unnecessary, hilarious and utterly fabulous.

by James Batchelor james.batchelor@blackballmedia.co.uk CarDealerMag.co.uk | 43

BMW

M5 CS

BMW M5 CS Price (as tested): £140,780 Engine: 4.4-litre twinturbocharged V8 Power: 626bhp Torque: 750Nm Max speed: 189mph O-60mph: 2.8 seconds MPG (combined): 25 Emissions: 256g/km CO2

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f there’s one thing BMW knows how to do, it’s creating big, fast saloon cars. Ever since the arrival of the original E28 M5 in the mid-1980s, BMW has shown the world that you needn’t compromise when choosing between space, pace and comfort. But during the M5’s long and illustrious life, it hasn’t been stripped back and made into a tougher, lighter model. That’s all changed, though, with the arrival of our next contender – the M5 CS. You’ll have found the CS – or Club Sport – badge adorning the bumpers of other BMW models such as the M2 and M3, but up until now, it hasn’t found its way on to the big M5. However, things have changed for this F90-generation car. BMW takes its regular M5 Competition and gives its 4.4-litre turbocharged V8 a modest increase of 10bhp up to a total of 626bhp, so the CS now has the mantle of ‘the most powerful M-car ever’, which gives you a little idea of how serious this car is. However, the CS has more on its side than brute force alone. No, there’s quite a lot more going on under the matte-finished skin than you might think. It’s got a seven-millimetre drop in ride height over the Competition, courtesy of a suspension system first developed for the M8 Gran Coupe. You’ve then got beefier engine mounts, a new sports exhaust system and plenty of weight-saving carbon-fibre-reinforced plastic (CFRP). The bonnet, for instance, is made out of it and so is the front splitter. Among its use in other components, this helps the CS to shift 70kg over the regular Clubsport. Saving the weight of two Dalmatians’ worth of bulk is no mean feat, but you’d struggle to – ahem – spot where it’s been taken from during everyday driving. Because it’s everyday driving where the M5 has historically been so dominant. It’s a car that’ll happily soak up the rigours of the day-to-day routine yet deliver shattering performance should the mood strike. So you might think that the CS version, with its crash diet and serious ceramic brakes, might take away some of that all-purpose talent. Not quite. You see, the M5 CS rides and acts largely as a normal M5 should. It’s reasonably comfortable and, save for the flamboyant bucket seats, feels much the same inside too. The ride is a touch firmer at lower speeds, but you almost expect this of a car boasting to be harder, faster and leaner than the one upon which it is based. The four-wheel-drive system hasn’t been ditched in the quest for lightness either, so there’s traction whenever you want it. How the CS manages to deploy all 626bhp in the

This is a car that rewards the driver, engaging you to push that little bit harder.

cold wet is beyond our belief, but somehow all of its computer wizardry allows it to. The whole car feels far sharper than before, too, and that gives you the confidence to wield all of that horsepower. Plus, the reduced weight means that the M5 CS somehow doesn’t feel as large to drive. Of course, it’s largely the same in terms of dimensions as the standard M5 Competition, but that drop in bulk, as well as the more agile steering, works wonders to remove some of that ‘school bus’ feeling you get in the Competition – an issue that is usually only exaggerated on small, compact roads such as the ones we’re on. Those carbon brakes are excellent too, and ensure that you can bring this four-door space shuttle to a stop when you need to. However, it’s the confidence that the M5 CS inspires in its driver that is the most impressive aspect. After all, this is still a big, powerful saloon car and yet, more often than not, you could drive it like a regular 5 Series. The 4.4-litre engine can remain muted should you need it, while the automatic gearbox shifts as smooth as you’d like. Just because you can drive the M5 CS like a diesel version doesn’t mean you should, though. This is a car that rewards the driver, engaging you to push that little bit harder, brake that little bit later. It’s a really involving experience, helped on by the small changes that BMW has made to the points you engage with. The gearshift paddles, for instance, are ultra-long carbon versions pinched from the latest M3 and elevate the process of flicking up and down the cogs. It’s the little things, after all. The CS looks likely to be as high as the current generation of M5 will go, so you could almost call it a run-out model. The next-generation car will likely be a hybrid, closing a chapter on one of the most impressive engines we’ve seen, and it’ll seal up a section of the M5’s history that many people will look back on fondly – including us. But for now, the CS is a prime example of what generations of development can do. Its combination of performance, usability and unending charm are what highlight the CS as one of the all-time greats. It’s been a privilege to have it in this year’s test.

by Jack Evans @jackrober CarDealerMag.co.uk | 45

AUDI RS

E-TRON GT

AUDI RS E-TRON GT Price (as tested): From £112,250 Engine: Dual electric motors Power: 637bhp Torque: 830Nm Max speed: 155mph O-60mph: 3.3 seconds Range: 283 miles Emissions: 0g/km CO2

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f you’ve not seen it yet, there’s a new show written by Steve Martin that you can watch on Disney+ called Only Murders In The Building. What’s that got to do with the new Audi RS e-tron GT? One is a comedy drama about a group of strangers who decide to solve crime and make a podcast about it, the other is an exceptionally fast electric car, but they have one thing in common. Without spoiling any of the plotline, there’s one episode that is filmed from the perspective of Theo, a deaf character, and – having watched this after driving the e-tron – I thought you can really see what a difference sound makes to our lives. Driving the e-tron around Wales, there is sadly something missing. However, I think there’s a really big ‘but’ that has to be mentioned, because driving this back to back with the 911 GT3 is so cruel, going from an orchestra being pushed to its limits in one car to a vehicle that feels as though it has every other characteristic of an exceptional sportscar but a solo flautist is nervously playing its tune. I could rattle through the spec sheet and tell you it will do 0-60mph in 3.3 seconds and 475kW at peak performance, which works out at nearly 640bhp, but really you want to know what that feels like on the road. There’s no denying that this car is good. In fact, it’s very, very good. Its problem is it’s a shock to the system for petrolheads. Sit them in a Tesla with its toy car looks and send them to 100mph in seconds and it’s a novelty; sit them in the cockpit of a car that could easily be mistaken for one in an R8 and you’ll find them fiddling with the speakers trying to work out where the sound has gone. This is a car that feels precise but dangerous at the same time. It’s never really out of control but also feels like it might kill you when you put your foot down and the power is delivered so directly. Sadly, this is a car that has me really torn. If we start from the outside, it looks so good. Electric cars shouldn’t look out of place if they were driven in Tron – and the e-tron GT is just that. It looks enough like a traditional Audi while also having its own unique style. The interior isn’t so wild but it’s a formula that works, and why would you want to mess with that? You’re sitting in control of this small, nimble and powerful machine, and that wills you to put your foot down. You want to cling on for dear life as the engine roars and you jump your way through

There’s no denying that this car is good. In fact, it’s very, very good.

the gears with the vibrations rumbling through your back and all through your arms. But you don’t get that. You do get the clinging on for dear life, but instead it’s as you drop your foot and the power is so instant that even I think I’m not sure how long I can hold this as it keeps soaring down the road. Maybe it’s we who need reprogramming. During our road test, I found myself thinking is the sound really the problem or is it something else? However, it’s really hard to fault anything on the e-tron. It’s precise in so many ways – from how it corners, to its poise on the road. It feels perfectly balanced, and when you reach a long, weaving section of road it’s hard to imagine wanting to be behind the wheel of anything else as the e-tron slices through the hills. Its problems, for me, are far more about what this car isn’t. It lacks emotion, which is more than just noise from the engine – it’s the whole experience that you buy into when you’re spending this sort of money on a sports car. It’s the fact that everything has got a little bit too technical and political with electric cars, and the thought of what this car could have been, rather than a filler on the Audi line-up. It sits neatly between a TT and an R8’s specifications, and while we all know it’s a Taycan, it’s not allowed to be as good as one. Not to mention the RS is the full-blooded version of the e-tron GT but it sadly doesn’t feel worthy of wearing that badge when you compare it to conventionally fuelled RS models. So, sorry e-tron, it’s not going to work out, but in this case I really do think it’s me and not you.

by Rebecca Chaplin @believebecca

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HYUNDAI

i20 N

ould someone check on Hyundai? They say the past 18 months have affected everyone in strange ways, but our new-found fixation with anti-bac wipes and twometre distancing has got nothing on the sudden personality change of a certain South Korean car company. I’m not talking about Hyundai and Kia’s pivot to producing properly competitive cars – that was over a decade ago, do keep up. What’s taken a bit longer is for Hyundai to find its mojo: not to let its models sit back as the plain Jane cousins to Kia’s Peter Schreyerpenned models. So here we have the first-ever interesting Hyundai i20: a car whose previous unenviable role was to not upstage the Kia Rio. The styling’s certainly an improvement, as is the interior, but it’s not here just for being a jolly nice supermini: we’ve brought it to Wales because Hyundai has somehow built a Fiesta ST slayer, and on its first attempt. As you’ll have gathered, this is the Nurburgring-honed i20 N – following on from other such models as the i30 N, the i30 N Fastback and… oh that’s it. To dismiss its apparent lack of pedigree would be a mistake, though – Hyundai’s performance division really isn’t messing about. Just as Kia knew its best chance at European success was to hire a famed European designer, Hyundai headhunted none other than BMW M division star Albert Biermann – and just five years later, it’s clear the investment is paying off. Like its bigger brother, the i20 N has all the visual jewellery you’d expect of a shouty hot hatch – front and rear splitters, that all-important rear boot spoiler, and of course the N models’ signature red trim and baby blue paint combo. If you’re the sort of person who doesn’t like your performance car to blend in – and I’m one of them – it certainly looks the part. As you’d expect, Biermann und das Team have spent plenty of time on the i20’s chassis too: the N sits 40mm lower than a standard i20, has firmer springs, and its dainty shell is strengthened and braced in all kinds of places to feel every part the miniature M – sorry, N car. Under the bonnet there’s a turbocharged 1.6-litre four-cylinder – a more traditional setup than the Fiesta ST and its emissions-friendly three-pot, with a more traditional soundtrack to boot. Some – not I – would say the wee Hyundai’s engine note is a bit less characterful than the Ford’s, but pay them no mind – the ST’s pantomime-like booming is no match for the N’s old(er) school raucousness in my eyes. 48 | CarDealerMag.co.uk

Around the undulating B-roads of Wales the whole package feels almost custom-built for the job at hand. Make no mistake though, the N is every bit a modern hot hatch: instantaneous power delivery, a ludicrously grippy front end – aided by a limited-slip differential of Hyundai’s own design – and a firm, but not punishing, ride. Around the undulating B-roads of Wales – and particularly in this company – the whole package feels almost custom-built for the job at hand. The steering is accurate with just the right amount of weight – provided you leave the different modes alone, anyway – and avoids the tendency of some LSD-equipped hot hatches to feel totally unnatural when cornering hard. The springs and dampers, while a bit firm at lower speeds, make mincemeat of the peaks and crests of the Brecon Beacons’ finest tarmac, with a sort of fluidity you’d expect from a car much bigger and more expensive than the i20. Hyundai has nailed the pedal feel too, and for someone wearing size 10 Timberlands on a cold and wet Welsh morning, it’s a pleasure to find them not squished perilously close together either. This, of course, is all well and good for a day out in Britain’s petrolhead playground. What’s just as important is how the angry little Korean hatchback stands up to the task of actually being a little Korean hatchback. Reader, I have some surprising news: it’s not bad. Despite the shouty exterior and badge that may or may not stand for Nurburgring, the i20 is an easy car to live with. Hop inside and you’ll find a – well, if I’m honest, a slightly boring interior. The gearbox is light and easy to use – not artificially ‘meaty’ for the sake of it. The seats are supportive and sporty but – unlike a Fiesta ST’s – don’t feel like the bolsters are trying to squeeze you into pâté. Nor does it goad you into bad behaviour quite like the ST does. The Fiesta feels desperate for you to mash your right foot into the carpet, but oddly the i20 doesn’t – it isn’t as tryhard-for-your attention somehow. This is probably the most surprising – and impressive – thing of all about the i20 N. Not only has Hyundai effectively come out of nowhere with a proper small hot hatch, but – loud exhaust and shouty exterior aside – it’s made one that’s perfectly usable day to day. And d’you know what? It’s the one I’d have over a Fiesta, too. Now there’s a phrase I never thought I’d say about a Hyundai i20.

Hyundai i20 N Price: £24,995 Engine: 1.6-litre turbocharged petrol Power: 201bhp Torque: 275Nm Max speed: 142mph O-60mph: 6.2 seconds MPG (combined): 40.4mpg Emissions: 158g/km CO2

by Jon Reay @JonReay CarDealerMag.co.uk | 49

PORSCHE

911 GT3

Porsche 911 GT3 Price (as tested): £123,100 Engine: 4.0-litre six-cylinder ‘Boxer’ Power: 503bhp Torque: 470Nm Max speed: 199mph O-60mph: 3.7 seconds MPG (combined): 21.2-22.8 Emissions: 304 – 283g/km CO2

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t’s funny what combinations of numbers and letters will do, isn’t it? MI6, and you instantly think of James Bond. Seven-four-seven, and it’s the Boeing plane that formed a backbone to the aviation industry. And then there’s another one – GT3. Because for many years now, those three little characters have invoked such a reaction among motoring enthusiasts that you’d think they’d be associated with something near-Biblical. However, rather than signifying a date, they’ve always come to represent one of the most respected Porsche models in the business. 2021 marked the arrival of a new one. Making its debut on this latest 992-generation 911 platform, the GT3 now has more performance than before and, according to Porsche, even better handling than the car it replaces. And that was certainly no wet flannel in the bends. So what have we got to play with in this latest GT3 as it takes on the soggy, puddle-strewn roads of south Wales? At the rear of the car sits a 4.0-litre ‘Boxer’ engine, bringing 503bhp. It’s derived from the engine you’ll find in the 911 GT3 R endurance racer, too, so a top speed of 199mph – with the six-speed manual we’ve got here – is to be expected. Zero to 60mph? Three point seven seconds. You’d be slightly quicker with the PDK automatic, but who cares when you’ve got three pedals and one of the most glorious shifters in the business – more on that later. Almost immediately, the bewinged GT3 lets us know that it’s not a car for mucking around in. Entering a national speed limit road, we gingerly approach the throttle. As the engine starts to become a little more vocal, the revs flare as the rear tyres lose traction – in fourth gear. A handful? On wet Welsh roads, you’d better believe it. But driven smartly the GT3 will find grip. The front end of the car is razor-sharp and turning in, you can guide it through the bends as it searches out traction like a sniffer dog at an airport. So, despite the torrents of rainwater streaking down the roads outside Brecon, the GT3 requires caution but there’s pace to be found should you want it. Of course, the PDK would be quicker. Let’s be honest now. Although motoring enthusiasts often bemoan the dying art of the manual gearbox, you can’t ignore that, for many people, the auto ’box is simply the better choice. They’re easier to live with, far more pleasant in traffic, and in the GT3’s case actually makes it faster-accelerating. But in a car such as this Porsche, a six-speed manual takes the whole experience to another level. It’d be detrimental to the car if this was some woolly gearshift, but its

It’s a car that never fails to turn heads and brightens up the dreary weather.

precision and mechanical joyfulness is something to behold. It is, in classic Porsche fashion, quite long-geared, but you learn to lean on it and allow the engine to build to its stratospheric 9,000rpm redline. It’s even comfortable to live with. All right, the low-speed ride isn’t going to be giving a Mercedes S-Class any scares, but the damping is so well executed that as you gather speed it really does skim out the road ahead of you. The ability to lift the nose is a life-saver as we enter and leave a variety of ragged-surfaced car parks, too. There’s no avoiding the gravel as it plinks into the GT3’s wheel arches, mind. The seats are low-slung and supportive, while the level of fit-and-finish you get is excellent. There’s Alcantara used aplenty, meeting leather and metal in one impressive cocktail. The general seating position is absolutely spot on; you can get the steering wheel nice and close to your chest, while its thin-rimmed design feels more like wheel designs of old. It’s great to use. This is a car you just don’t get tired of driving. Sitting before you with its huge arches – it’s wider than the previous-generation car – it feels like a proper event before you’ve even turned the engine over. Finished in Shark Blue, it’s a car that never fails to turn heads and brightens up the dreary weather we drive through. It’s far more about how it drives than how it looks, though. Each aspect of the driving experience feels honed, sharp and expertly judged. The pedal weights – and spacing – are pin-sharp, while the steering’s accuracy enables it to dart through the bends, but it’s not overly burdened with weight, either. Sure, we might opt for the more undercover Touring model, lopping off the GT3’s rear wing for a car that’ll create some excitement for those in the know and pass under the radar of those who aren’t, but there are many who would rather have this sporting Porsche in all its big-wing glory. It’s almost a reason to be sad. This car is so good, so accomplished and so wonderfully well rounded that you can’t understand how it can be improved. Of course, Porsche will always find a way to push things further, but for now, this feels as good as it can get.

by Jack Evans @jackrober

CarDealerMag.co.uk | 51

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439

Hyundai i20 N

404

Audi RS e-tron GT

403

BMW M5 CS

399

Land Rover Defender V8

390

Skoda Enyaq

386

Ford Mustang Mach-E

373

52 | CarDealerMag.co.uk

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Lowest score

2PLACE ND

Highest score

AND THE WINNER IS...

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ast year’s Road Test of the Year was hardly normal, thanks to a more local setting and gallons of hand sanitiser, but RTOTY ’21 was a welcome return to form, writes James Batchelor. Whether it’s now working from home more or completing more car sales online, in many ways returning to the old days isn’t possible in the motor industry. But this year’s Road Test of the Year allowed us to get back to trying out cars the proper way – and that meant getting wet, eating cheap pastry goods and arguing about cars. The road tester’s dream. You’ll see from our photos that the weather throughout our three-day test veered from damp to pretty foul at times. It was the perfect territory for the Defender, despite its prodigious power, but gave whoever was behind the wheel of the Porsche rather a lot to think about. The electric cars, meanwhile, just sailed through, unfazed by the distinctly Welsh climate. While being atmospheric, the sopping conditions actually cast our collected cars in an interesting light. The petrol-powered ones often had to be driven with an eye on the watery ditch ahead of you; they needed some care – even the Defender did at times. The electric triplet showed the real pace that EVs have made in the decade – they perfectly performed how most petrol and diesel cars do 99 per cent of the time, insofar as they were refined and cosseting to drive. They delivered their thrills in a different kind of way, which was represented in the scores. Ah yes, the scores. Just like in previous years, each car is scored out of 10 in nine categories. These cover all bases – from fun to value for money, and from performance to practicality. The system allows a fair crack of the whip for all the cars, regardless of price tag or the size of their rear wing. Easily the biggest surprise is the Ford Mustang Mach-E. This is a car that has had rave reviews with other motoring press titles and, on the face of it, it’s easy to see why. It’s a handsomely and interestingly styled pure-electric SUV, it has plenty of great tech – that portrait touchscreen was liked by nearly all of our testers – and you can’t help but be excited about a car with the legendary ‘pony’ badge in its nose and rump. And yet it finished bottom. Part of this is to do with the competition in RTOTY ’21 being especially high compared with other years, but the main reason is that the undulating Brecon Beacons just didn’t put the car in a great light. It came second from bottom in five categories, and on this basis it would seem the Mach-E has the glamour but not quite the sparkle.

tic

THE VERDICT

RTOTY

HIGHLIGHT

Jack Evans Porsche 911 GT3

‘Porsche has smashed it yet again with a car so complete and exciting it’s almost impossible not to enjoy.’

James Batchelor Skoda Enyaq

Scoring 13 more points than the ’Stang was the Skoda. A cynic could say the Enyaq was never really going to be in the higher rungs of the overall chart, simply because it’s too rational and earnest. That’s true, but the fact that it, rather than its more glamorous Volkswagen ID.4 sister car, was in this test at all is praise in itself. After three days in Wales and more than 1,000 miles in our custody, the Enyaq – our testers all agreed – is one of the best of the current EV crop. Four points is all that separates family SUV transport for the present times and an SUV that’s very much of the old guard. That’s not to say the Land Rover Defender V8 is old hat – its diesel sister car topped the charts in RTOTY ’20 after all – as it feels suitably modern and is decked out with the latest tech. But it’s clear the tide is turning fast, and it doesn’t matter how wonderful a V8-powered SUV is, its days are numbered, no matter which badge is on the nose. As last hurrahs go, though, the Defender V8 is splendid. Sitting in fourth is the BMW M5 CS. Our testers were left in no doubt that the V8-powered super-saloon is going out on a high (the next M5 is very likely to be a plug-in hybrid), and the CS is as good as M5s come. Its trick four-wheel-drive system came in handy on drenched roads and the big Beemer scored high scores in most areas. Where it fell down, though, was in value for money – at £140,000, it struggles to justify itself, especially when a four-wheel-drive M3 Competition costs £78k and doesn’t feel £62,000 worse. Another four points separated an electric car from a petrol-powered one, but this time the EV came out on top. The Audi RS e-tron GT snatched third from the M5 CS – something that would have been unthinkable before the current cohort of impressive electric cars. It oozes desirability thanks to its stunning looks and is outrageously fast. The only things that failed it were its rather clinical way of getting down the road, and how it doesn’t feel like a traditional RS product. It may take some time to get used to electric RS Audis. Second place goes to a small South Korean hatchback costing a fiver short of £25,000. In RTOTY ’13, the Fiesta ST surprised everyone and took home the top gong, and there’s a whiff of that here, too. If Porsche hadn’t decided to launch one of its greatest cars of all time, the i20 N would be the top dog. Despite this, the hysterically hilarious Hyundai beat cars costing twice, if not three times, as much. It came second in both the fun and handling categories and was top in value for money. Ultimately, it shows that the current golden era of hot hatchbacks isn’t over just yet. There was talk over a few beers and burgers that the i20 N would claim the top spot in RTOTY ’21, but the GT3 just had to take home what it deserved. Let’s be clear here, it hasn’t waltzed off because it’s a 911, but because Porsche didn’t really need to make it this good. In all honesty, the last GT3 was ridiculously competent and frothed with character, but Porsche has done what it does best – it moves the bar upwards every single time.

‘I really do think the Enyaq is the best pound-for-pound EV money can buy right now.’

Rebecca Chaplin Land Rover Defender V8

‘Sadly, I am that short woman who loves driving the tall Chelsea Tractor.’

Darren Cassey Porsche 911 GT3

‘The 911 is the predictable choice, but the GT3 is simply next level.’

Jon Reay Audi RS E-Tron GT

Poor man’s Taycan it may be, but my God it’s organcompressingly quick.

CarDealerMag.co.uk | 53

IMAGINE REMOVING BIRD D E P O S I T E TC H I N G W I T H BY APPOINTMENT TO HER MAJESTY THE QUEEN SUPPLIER OF CAR CARE PRODUCTS AUTOGLYM, LETCHWORTH, ENGLAND

BY APPOINTMENT TO H.R.H. THE PRINCE OF WALES SUPPLIER OF CAR CARE PRODUCTS AUTOGLYM, LETCHWORTH, ENGLAND

NO WET SANDING NO BUFFING MACHINE N O H O LO G R A M S

REFLOW

NO SWIRL MARKS N O P I G TA I L S NO RISK

Reflow is a breakthrough treatment that permanently removes etching marks and dull spots, caused by bird deposits, from car paintwork*. Developed by Autoglym, Reflow is an innovative solution to one of the most common problems in car care – paintwork damage caused by bird deposits. Reflow is safe, easy to use and requires no specialist tools and takes just 30 minutes to effectively heal vehicle paintwork, leaving a perfect finish once again.

W AT E R A C T I VAT I O N

THERMAL TRANSFER

PA I N T H E A L I N G

Cold water is added to pack to activate, pack is placed on affected area and left for 30 minutes.

Pack heats surface to optimum temperature allowing paintwork to reflow and fill imperfections.

As pack cools, paintwork sets effectively healing affected area, pack is removed − etching disappears.

*Important note: Reflow works best on new or nearly new vehicles, with clear coat, that are up to three years old. If paintwork is aged, Reflow will significantly improve the appearance of the etching but might not remove it completely.

autoglym reflow 54 | CarDealerMag.co.uk

FOCUS ON Autoglym

autoglym.com

How do I use this product?

1. Always pre-test alloy or plated parts, aftermarket or refurbished wheels before use.

Clean more for less cost Heavy Duty Wheel Cleaner is our BRAND-NEW powerful, fast-acting, acid-free cleaner for automotive wheels. Fast-building foam increases dwell time and cleaning efficiency, while its chemically advanced formula rapidly removes brake dust, road grime and traffic film from wheels with minimal agitation.

2. Spray on to wheels and tyre walls, starting at the bottom and moving upwards. Allow up to five minutes of dwell time. Do not allow the product to dry.

What type of wheels is it suitable for?

Heavy Duty Wheel Cleaner can be used on all types of wheels that have lacquered alloy, painted and plastic finishes. It is suitable for cars, vans, trucks and other commercial vehicles. We do not recommend it is used on motorcycles, though. We also advise not to use this product on Alcoa, chrome, split rims or unlacquered surfaces. Do not use on warm surfaces, either.

Features & benefits:

- Fast-acting wheel cleaner – enables you to clean more vehicles in a day - Acid-free solution – allows the option to use on a variety of wheels - Suitable for common wheel types that have lacquered alloy, painted and plastic finishes - High cling – prevents wheel cleaner running off wheel face quickly - Fast-building foam – increases cling time and helps users track where they have been - Minimal agitation – ensures wheels can be cleaned more quickly - Heavy-duty tyre cleaner – cleans wheels and tyres in a single operation; provides the ideal surface to dress - Dilutable solution – use at 1:3 or increase the concentration for heavily soiled wheels

3. Agitate surfaces with a suitable wheel brush to remove stubborn dirt. Rinse thoroughly with cold water.

Is this the same as Autoglym Professional’s Acid Free Wheel Cleaner?

No. Heavy Duty Wheel Cleaner is a brand-new formulation, created to exceed the performance in Acid Free Wheel Cleaner in many areas. Heavy Duty Wheel Cleaner is higher foaming, which leads to increased cling and contact time with the wheel, so the product stays on the wheel and doesn’t run off as readily. It has more chemical cleaning power, so less brushing and agitation is required to clean wheels. All this leads to a faster clean, increasing operator efficiency and reducing cost.

To order or find out more, visit autoglym.com CarDealerMag.co.uk | 55

together Let’s do more

Part of the drive to reach your goals, we’re a partner to grow your business and help you thrive.

Finance

Compliance

Funding

Insight

Delivering finance solutions for your customers

Navigating regulation and compliance changes to keep you safe

Providing access to the funding you need

Sharing data and information to help you make decisions

Giving you more, so you can do more. We’re stronger together. closemotorfinance.co.uk/together

56 | CarDealerMag.co.uk

Finance Compliance Funding Insight

DASHBOARD

SUPPLIER NEWS

A ROUND-UP OF WHAT’S BEEN HAPPENING ACROSS THE COUNTRY ASTON BARCLAY

Hyundai Ioniq 5 tops desirability index

THE Hyundai Ioniq topped Aston Barclay’s used car desirability index for October. The EV was the most in-demand used car across the auction group’s physical and online channels. In second place was the Toyota Prius, with the Kia Niro, Tesla Model 3 and Lexus NX also appearing in the top 25. Martin Potter, Aston Barclay’s managing director – customer, said: ‘More consumers are considering owning EVs for the first time.’

SEMICONDUCTOR CRISIS

Buyers happy to wait up to year for new cars BUYERS are happy to wait for up to a year for their new car because of the semiconductor shortage but they want dealers to keep them updated. That’s the latest findings by What Car? as part of its weekly industry research. A poll of 1,245 people looking to buy a new car found that 10 per cent of them were willing to wait between nine and 12 months. Sixty per cent of buyers also said they’d accept their delivery times being extended if the seller was upfront about it possibly happening.

IVENDI

Darren is first chief commercial officer

DARREN Sinclair has been made iVendi’s first chief commercial officer as the company looks to double its revenue over the next three years. Until August, he was Cox Automotive Europe’s board member with responsibility for the operational and strategic leadership of Modix and Codeweavers. Sinclair said iVendi had ‘created an enviable market position for itself’, adding that he was delighted to be asked to be part of its expansion plans.

GARDX

Times have been tough and will more than likely continue to be challenging.

Richard Pygott p67

AUTO TRADER

‘Fuel’ for thought as platform is rebranded

Real-time data product opened to all dealers

GARDX has rebranded its ADVantage image and sales video platform. ‘Fuel Digital, powered by GardX’ is the new name for the division, and the rebrand comes as GardX renews its focus on delivering first-class online services to dealers and OEMs. It brings together a suite of products to provide a professional, structured and profitable service for dealers while improving the consumer carbuying journey, says GardX.

AUTO Trader has opened up a realtime data product to all dealers that it says will maximise margins as well as dramatically improve the online experience for customers. Hailed as an industry first, Auto Trader Connect lets retailers use all its data capabilities to update multiple back-end and consumerfacing systems with advanced vehicle data in real time, ensuring consistency and accuracy with minimal effort. CarDealerMag.co.uk | 57

FEATURE.

’TIS THE SEASON TO SPEND LOLLY We’re getting closer to Christmas – although just one visit to the shops would make you think it’s next week – and that means there’s plenty of cool stuff starting to hit the market. So if you’re planning a gift purchase for the automotive enthusiast in your life, we reckon these options will do very nicely indeed!

Volkswagen GTI Balance Bike

£80

THE GTI moniker is one of the best known in the business, having been applied to some of the most iconic hot hatches of all time. Now you’ll find it on a speedy mode of transportation for younger GTI fans on a new Volkswagen-made balance bike. It’s kitted out with a snazzy red seat and GTI logos, too.

Autocar digital archive

Goodwood Festival of Speed tickets

From £47 for adults DURING the depths of winter it’s nice to remember that the summer still exists. And what better way to do so than to get signed up for one of its largest motoring events – the Goodwood Festival of Speed? Tickets are now on sale for the show, which takes place between June 23 and 26, 2022. Prices start at £47 for adults, while a Young Person’s ticket – for those aged between 13 and 21 – start from £23.50. Children aged 12 and under get in free but they must be accompanied by an adult. 58 | CarDealerMag.co.uk

£7.99 per month or £74.99 annually

AUTOCAR – one of the UK’s most popular car enthusiast magazines – has been on sale for just over 125 years, publishing more than 6,000 issues. Covering car reviews and news, it has just released a fully digitised archive, giving users access to all of its back catalogue. Having taken more than six months to complete, the new service covers every issue – with road tests spanning the launch of the Ford Model T to the very latest models.

Ducati Pro III scooter

POA

DUCATI is going full throttle into the urban mobility segment, having created a wide range of scooters and e-bikes. The Pro III is the latest addition to the fleet and it’s capable of travelling for just over 30 miles on a single charge. It’s available from Ducati dealerships, too. Just remember that e-scooters can currently only be used on private land and can’t be used on the public road or pavements.

STEP INTO THE FUTURE

of vehicle retailing

ENGAGE

•

CONVERT

•

TRANSACT

iVendi.com tellmemore@ivendi.com 0345 226 0503 CarDealerMag.co.uk | 59

FEEDBACK TOP TWEETS

Cazoo’s latest results showed a loss of £102m in 2020 – and it set tongues wagging.

Jason Kenny @Jasonkenny

No wonder they are valued so highly making profit like that… oh, wait… a loss?

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

I’ve had it up to here with the FCA I’ve had enough of dealing with the FCA. Went through so many hoops trying to get the licence, which then took them nearly a year to process due to Covid. Now get fined for not completing processes that don’t exist on their terrible portal. Call them for help, fail security. Go round and round in circles. Ask to cancel – this takes six months! They are even worse than the DVLA to deal with. Frustrates me so much I’m throwing in the towel and not doing finance in-house any more. I’ve looked at The Compliance Guys but their fees are too high as we do so little finance anyway. So I’m going back to just passing finance leads to brokers. Are there any out there that I can work with that will pay a referral commission? D3matt

PICTURE OF THE MONTH Ryan @LordPidge

Frightening numbers. Wonder how investors feel after their recent crazy valuation and this kind of result?

Bruce J Beaton @beaton_bruce

It’s the biggest race to mediocrity in recent times. Anyone who grew up through dot com delusion will recognise the signs. #Kingsclothes

MX5LOOKatMYMX5 @LOOKatMyMX5 Cazooo you can’t!

I doubt you’ll get a referral fee if you’re not FCA-registered. It’s Gabriel reports you haven’t done that need doing if you do deals or not. That’s why you had the fine. There’s a portal you need to sign into, fill in the details of any finance activity your firm has done and submit it. David Horgan The Gabriel reports are like pulling teeth. I made an a*se of one a while ago but thankfully they called me. I’d managed to put down that I’d done £12m of deals. MarkTVS

THE driver of this lorry had a lucky escape when the cab was left teetering on the edge of the dock in Bristol after the vehicle fell in. The incident happened early on October 21 and the driver had already made it to safety by the time rescuers arrived. The vehicle was secured by firefighters with two winches, using nearby trees for support.

I use The Compliance Guys for £25 a month. I don’t do huge amounts of finance deals but I happily pay them so that I do not have to fill in those online Gabriel forms. Only need one deal a month to make it easily pay for itself. In terms of brokers, I think Octane Finance might be able to help you out if you cancel FCA, but not 100 per cent sure. SouthernTrader

Yes, I got hit with a not-insignificant fine of £250 for not confirming my address was still the same on the new ‘connect portal’. It’s not easy to navigate and at the end you have to search for a submit button after it looks like everything has been submitted. This has to be done every year. Surely a £250 fine for not notifying a change of address would make more sense, rather than having to confirm your address is the same every year. I don’t know many other organisations that could get away with such a large fine without first giving written notification in the form of an actual letter, rather than relying on emails which get easily lost in a busy inbox. Huggins

More and more of our readers are joining the debate – and it couldn’t be 60 | CarDealerMag.co.uk

Our website at CarDealerMag.co.uk

On Twitter: Follow @CarDealerMag

Forum: CarDealerMagazine.co.uk/forum

GOODWILL

Faulty pump is four days out of warranty but would you sort it to keep the peace? Got a water pump failure on a Meriva sold with a self three-month warranty exactly three months and four days ago. The customer wants it done under the warranty, saying it’s only four days out. My argument is if you got six months in prison and they kept you in for an extra four days you wouldn’t be too happy. Would you do it to keep the peace or should I stick to my guns? Glevum We would offer a goodwill gesture to keep the peace. You pay parts, they pay labour or vice versa. The part that has failed isn’t brand new. Before making any offers, make sure the car has been properly diagnosed so you’re sure you aren’t dealing with someone who’s just trying to get a few pounds back. If you do decide to do that, make sure you have a document written to state that the offer you make is a full and final settlement to repair the issue (especially if they use their

own garage – a misdiagnosis shouldn’t hit you in the pocket). D&M

We’ve teamed up with Car Sales Memes to bring you a few of their funniest captions and slogans each month. Enjoy!

If you offered a free repair you might as well go busking. Maybe a few years ago we would have done the repair free of charge for goodwill, but it’s a rare customer these days who doesn’t try to get one over on you and then you never see them again and never get a service or MOT out of them. It’s me The days of goodwill are (mostly) long gone. In my experience, at my end of the market most returning customers (and I do get a few) return on the basis of price. How many of these ‘goodwill’ men show any goodwill upfront? There are certain buyers for certain cars, and as for a Meriva peasant not wanting to take responsibility for their own property, well, is that really a surprise? BHM

Am I being too strict with possible buyers? I had three people coming to view an M3 over the past few weeks and after briefly looking at paperwork they’ve asked if they can testdrive it. They were all very surprised when I said only if they’re happy with everything else, want to buy and pay a deposit. They all jumped in their little city cars and I never heard from them again. I used to be more relaxed about test drives but after a few times where it was clear all they wanted was to kick tyres, I’ve changed my stance. I found that if someone is serious about buying they’ll pay a deposit or even buy the car upfront before collecting. Am I being too strict and risk putting off genuine buyers? Smltd

I don’t think you’re being strict at all – certainly not on a performance car. I had a similar issue a couple years back. This Audi man arrived looking at an A1 black edition and desperately wanted to test drive it even though he’d already offered £1,500 less (by text) than the asking price without seeing the car. Naturally, I told him he needed to pay a deposit for a test drive or better still buy the car and if there was anything wrong with it in I’d refund him on the spot. He kicked off and left, then wrote bad reviews all over the place. My advice is to qualify people better over the phone. If they hesitate or say something you don’t like, you can decide to appoint them or not. Del Boy

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

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DASHBOARD

BUSINESS NEWS

A ROUND-UP OF WHAT’S BEEN HAPPENING ACROSS THE UK OBR

INDEX

Brexit economic impact ‘worse than pandemic’

THE impact of Brexit on the economy will be worse than that caused by the pandemic, according to the chairman of the UK fiscal watchdog. Richard Hughes told the BBC the Office for Budget Responsibility had assumed leaving would ‘reduce our long-run GDP by around four per cent’, adding: ‘We think the effect of the pandemic will reduce that (GDP) output by a further two per cent.’

Consumer confidence drops for third month CONSUMER confidence dropped for the third month in a row in a worrying turn for retailers in the build-up to Christmas. Latest figures show GfK’s Consumer Confidence Index fell four points to minus 17 in October against a backdrop of surging inflation and the likelihood of interest rate rises. The sharpest concern is how consumers see the future economy, with this collapsing 10 points in October in a repeat of September’s figure. Joe Staton, client strategy director at GfK, said: ‘After six months of robust recovery in the first half of 2021, UK consumer confidence has taken a turn for the worse, with all vital signs weakening.’

DEBTS

Interest payments cost government £4.8bn

DROP

Retail sales fall for the fifth consecutive month SHOPPERS continued to shun the high street with sales volumes in September falling for the fifth consecutive month – the longest continuous stretch on record, said the Office for National Statistics. The 0.2 per cent drop was caused by a fall in sales volumes in non-food stores, with lighting and furniture businesses the hardest hit. It followed a 0.6 per cent fall in August. Fuel sales, however, rose by 2.9 per cent in the final weeks of September as panic buying led to many forecourts running dry after suppliers said the HGV driver shortage was affecting deliveries.

62 | CarDealerMag.co.uk

THE government’s interest payments bill on the huge debts built up during the Covid-19 pandemic hit £4.8bn in September due to rising inflation. The latest figure from the Office for National Statistics is the same amount as September last year, despite borrowing levels falling and tax receipts rising. The ONS said it was because of the Retail Price Index measure of inflation rising.

2013 WINNER

WINNER

PROPERTIES

‘Logjam’ eases as fewer homes change hands

AROUND 550,000 homes across Britain are estimated to be going through the sales process, according to property website Rightmove. That’s versus the 700,000 changing hands in June, when buyers rushed to take advantage of the discounts under the stamp duty holiday, which was tapered from July and ended in October. It said the ‘logjam’ was easing as the average time from sale to completion fell from an average of 154 days in July to 127 in October.

Thank you for your vote! Finance Provider of the Year (Sub-Prime)

PROFIT

Lloyds makes £2bn as closures loom LLOYDS Banking Group saw profits beat expectations as bosses said it benefited from the economic rebound after the easing of Covid-19 restrictions. Pre-tax profits for the three months to the end of September nearly doubled to £2bn compared with £1bn in the same period a year ago. It follows news that the group is to close 41 bank and seven Halifax branches next year, blaming declining visits by customers.

PARTNER WITH AN AWARD-WINNING COMPANY 0115 946 6260

enquiries@frfl.co.uk

frfl.co.uk/car CarDealerMag.co.uk | 63

DASHBOARD

INDUSTRY VIEWS NEWS AND THOUGHTS FROM SOME OF OUR CAR DEALER LIVE GUESTS PEOPLES FORD

Furlough praised for its ‘financial engineering’

PEOPLES Ford took £880,000 in furlough cash and chairman Brian Gilda called the scheme an ‘exceptionally clever piece of financial engineering’. He said: ‘I’ve been through a number of world financial crises but I never thought I’d see something like this [Covid]. ‘The one thing we did recognise was we had to look after our staff better than we normally would do. This was a pandemic, not a financial crisis, and people were worried about themselves. And I think we passed the test we set ourselves.’

AUTO TRADER

‘Amazon Prime’ mentality is driving price growth BOSS Nathan Coe agreed that the ‘Amazon Prime’ mentality among car buyers was driving used car price growth. ‘I think almost unquestionably,’ he said. ‘The last time I looked, we had 1,000 make-model derivatives where the used vehicles are selling for more than the new car, which I think pretty much demonstrates it. ‘We know that some of the biggest reasons people change their cars are a change in life circumstances. At the moment, the obvious choice is to go used and make sure you can get it, and that’s playing through to the prices that we’re seeing.’ He added: ‘We’ve come out of the restrictions and our customers are absolutely flying, which is good. The industry is in really good health. So from that perspective, it’s good.’

CAP HPI

The one thing we did recognise was we had to look after our staff better than we normally would do. Brian Gilda Peoples Ford 64 | CarDealerMag.co.uk

Month has plateaued – and that’s good for the industry HEAD of valuations Derren Martin revealed that used car prices rose by 1.2 per cent on average in October. That means that used cars at three years and 60,000 miles are still going up – but nowhere near as fast as they were. ‘This month has sort of plateaued,’ he said. ‘The increases are still there, 1.2 per cent is the average at three years, but it’s a lot more mixed and some have actually gone down. ‘A lot more have stayed level, and we’ve seen things like values go up in the first half of October and then come down over the course of the month – there’s a little bit of a downward trend there for some models. I think it’s actually quite good for the industry that it has plateaued. ‘It hasn’t dropped off a cliff and it hasn’t continued to increase.’

The latest from our fleet. Long-termers: p74

Watch our Car Dealer Live broadcasts as they go out or catch up on any that you’ve missed at: cardealermagazine.co.uk/live MARSHALL MOTOR GROUP

DEALER AUCTION

Buying Motorline will help us take on the new entrants MARSHALL boss Daksh Gupta spoke about why it snapped up dealer Motorline. ‘You’ve heard me talk many, many times over the years about how our strategy is to grow scale as a business, but not just scale for the sake of scale, we also want to grow with our key brand partners. ‘This deal takes us to £3.23bn in a normal year, and effectively this scale will allow us to invest more in our central functions.’ He added: ‘As you know, there have been a number of new entrants in the marketplace and they’re heavily investing, particularly with used cars – a £100bn market, eight million transactions, and we want to be a group that’s relevant. ‘We want to be in a position where we can go toe to toe and fight. That’s what scale brings.’

Giving something back to the independents

SALES and marketing director Sarah Marley explained why it decided to open its platform to independents. ‘Traditionally, franchised dealers were probably seen as the place to go and buy a vehicle. Now you’ve got some fabulous independent dealers offering retail and service. ‘We wanted to build on our heritage, and we see independent dealers [who were also already on the platform] as a key part of our growth plans. ‘We wanted to give something back to our independent dealers who have been such loyal buyers.’

AGENCY SALES

T S A C D PO Driven by

THIS MONTH’S HIGHLIGHTS CLICK HERE TO LISTEN TO MORE CAR DEALER PODCASTS

Dealers will be OK but they need to prepare AUTOMOTIVE industry consultant Mike Jones talked about the changing role of dealers and agency sales. ‘Some of them are starting to get worried about it and are planning the business, almost trying to take the future into their own hands. ‘Some are just assuming they’ll be all right, as long as the brand wants the retailers as a distribution channel or a buffer between them and the real customer,’ he said. ‘Agency is a big issue but it’s not as far advanced as some people thought it was three to six months ago. The brands are still working their way around how they can make it work and we’re seeing some evolution of that.’ Jones added: ‘I think dealers need to prepare for it and take certain actions on their own. I do think dealers will be OK.’

We wanted to build on our heritage, and we see independent dealers as a key part of our growth plans. Sarah Marley Dealer Auction CarDealerMag.co.uk | 65

DASHBOARD

FINANCE NEWS CONSUMER MARKET

New business volumes fall by more than a fifth USED CARS

Extra staff are taken on as demand set to soar

by John Bowman john@blackballmedia.co.uk

xpected high used car demand in early 2022 has prompted Startline Motor Finance to recruit more staff. Chief executive Paul Burgess said that 10 employees were being added to the company’s origination team, based at its Glasgow headquarters, to handle increased levels of business. ‘We normally see a bump in demand during January and are expecting this to be a strong month accompanied by a strong Q1, so we want to have the people in place needed to handle demand from dealers and other motor finance introducers. ‘The used car market has remained buoyant during 2021 and we have continued to see growth as a result. We have supported this by gradually increasing our employee numbers and are now up to around 160 people in total.’ Burgess said Startline expected the general economy next year to be potentially quite volatile but demand for motor finance to be robust. ‘There is a good chance that early next year, we will see a range of factors negatively affecting the economy, including materials and labour shortages, the end of furloughing, and the ongoing upheaval resulting from both Brexit and the pandemic. ‘However, we are confident in the resilience of the used car market. While we expect values to finally stabilise, stock will remain in short supply and consumers appear to have an ongoing appetite to keep buying.’ He added that Startline’s new employees would, like all the company’s staff, be given the option of a hybrid working model in 2022, which was proving popular with staff while keeping Covid risk under control.

66 | CarDealerMag.co.uk

THE consumer car finance market suffered a 21 per cent fall in new business volumes in September 2021 versus the same month in 2020, latest figures reveal. However, said the Finance & Leasing Association (FLA), new business volumes were nine per cent HIGHER in the nine months to September 2021 than during the same period last year. Breaking the figures down by sector, the consumer new car finance market reported a 25 per cent fall in new business by value and 27 per cent by volume in September compared with September 2020. The consumer used car finance market fared far better, with a fall in new business of four per cent by value and 15 per cent by volume during September versus the same month in 2020. Commenting on the figures, Geraldine Kilkelly, director of research and chief economist at the FLA, said: ‘Supply chain issues have been particularly acute in the car market. ‘Motor finance providers expect constraints on new car supply to ease sooner than those in the used car market.’

IN ASSOCIATION WITH

TIME IS MONEY RICHARD PYGOTT

A MONTHLY LOOK AT THE WORLD OF AUTOMOTIVE FINANCE AND MARKETING

Focus on the positives and what you have control over

Richard Pygott is digital marketer and LinkedIn outreach specialist for First Response. Call him on 0115 946 6365 or email richard. pygott@frfl.co.uk

he pandemic has in some way affected every industry, company, job and person. Some of the side-effects, such as the semiconductor shortage for example, have had a huge impact on the new car market, which has severely affected valuations of cars and impacted on the used car market. After discussing some of these issues with quite a few new and used car and motorcycle dealers, some of this negativity has turned into fear. However, it’s not all bad news – we work in a vibrant and agile industry that knows how to sell, and we have overcome many obstacles before. Rather than focus on what we can’t control, it’s always a good idea to focus on the positives and what we can control. I spoke with our external business development managers and here are a few pointers that they said would be worth considering: Buying Stock – Using private customers or even ‘employing’ family members and friends to search for private stock online for you. Some dealers have incentivised their followers on social media to search for stock for them and are offering a monetary reward per car they find. It’s also worth looking back through your previous customers who bought a car from you two to three years ago and contacting them to see if they’re in the buying cycle again. Here at First Response Finance, we’re flexible on age and mileage so we can finance vehicles that many dealers wouldn’t previously have thought possible, especially with older models. Lender Direct – Use finance companies directly so you maintain control of your finance customers and get those finance companies involved with your business, too. Here at First Response Finance for example (as we mentioned in the last issue), we have dedicated account managers available on the phone or face to face who can discuss different strategies with you on how to increase your dealership’s online visibility, conversion and finance penetration. Don’t Stop Advertising – You can look at previous advertising media that you may have dropped. Maybe consider some additional on-site advertising and messages. Review your website – do you have a clear, understandable and compliant finance message on your website and across all platforms, including social media? Times have been tough and will more than likely continue to be challenging. What we should all be focused on is what we can control and how we can apply positive changes to what we do, ensuring that we maximise the business that we process. You are not alone, and First Response Finance will be there with you every step of the way. If you want to discuss any of these options, please give us a call on 0115 946 6365 or email us on marketing@frfl.co.uk.

Times have been tough and will more than likely continue to be challenging.

PARTNER WITH AN AWARD-WINNING COMPANY 0115 946 6260

enquiries@frfl.co.uk

frfl.co.uk/car CarDealerMag.co.uk | 67

DATA FILE

STATISTICS

THE LATEST REGISTRATION FIGURES

SMMT

SALES DATA

OCTOBER/YEAR TO DATE

TOP

CHALLENGES

Sales fall by nearly a quarter in worst October since 1991

CARS SOLD IN OCTOBER 2021

by James Batchelor james.batchelor@blackballmedia.co.uk

ew car registrations fell by around a quarter in October, latest data shows. Figures from the SMMT show that 106,265 units were registered during the month – down by 24.6 per cent on October 2020 and making it the worst-performing October since 1991. It has again revised its full-year forecast downwards because of the ongoing semiconductor shortage and tax rises – it’s now down by 8.8 per cent to 1.66m units. It means 2021 would finish 1.9 per cent or some 30,000 units up on 2020, but some 650,000 units down on 2019’s pre-pandemic 2.3m performance. Uptake for pure-electrics equalled their September market share of 15.2 per cent with 16,155 units, while plug-in hybrid vehicles (PHEVs) grew to 7.9 per cent or 8,382 units. Cars with plugs now account for 16.6 per cent of all new car registrations in 2021. Add a further 9.1 per cent from hybrid electric vehicles and it means that 25.7 per cent, or more than a quarter of the new car market, has been electrified during the year to date. The Volkswagen Polo was October’s best-selling car, while for the second month running, the Ford Fiesta didn’t appear in the top 10. The Vauxhall Corsa remains the year-to-date best seller, followed by the Volkswagen Golf and Polo. The Fiesta has slipped to fifth place, just a few units ahead of its Puma sister car. The SMMT did have some positive news, however, saying that it expects 1.96m new car registrations next year, driven primarily by demand for plug-in vehicles, which are expected to outsell diesels and mild-hybrid diesels. Chief executive Mike Hawes said: ‘The current performance reflects the challenging supply constraints, with the industry battling against semiconductor shortages and increasingly strong economic headwinds as inflation rises, taxes increase and consumer confidence has weakened. ‘Electrified vehicles, however, continue to buck the trend, with almost one in six new cars registered this year capable of zero-emission motoring – growth that is fundamental to the UK’s ability to hit its net zero targets.’

Model

Regs

Volkswagen Polo

3,167

Mini

3,133

Nissan Qashqai

2,838

Ford Focus

2,735

Vauxhall Corsa

2,567

Kia Niro

2,479

Volvo XC40

2,451

Mercedes-Benz A-Class

2,239

Peugeot 2008

1,972

Hyundai Tucson

1,849

Showroom staff suffer as fewer sales mean commissions are hit SALES staff will be particularly feeling the pinch, said online marketplace Heycar. Chief commercial officer Karen Hilton commented: ‘These latest grim figures from the SMMT make for sobering reading. ‘This is especially worrying when you consider the impact this ongoing absence

of new vehicles is having on those who work in the industry. For showroom staff in particular, who rely so heavily on commissions, this has the potential to have the biggest impact.’ Meanwhile, Alex Buttle, co-founder of used car marketplace Motorway.co.uk,

said: ‘Unless new car stock levels pick up, we are likely to see an increasingly high number of car owners buying from the used car market.’ He added: ‘October’s new car sales figures confirm once again where the momentum lies, with electric and plug-ins the growth market.’

Click here to see our top 10 rolling sales chart for October 2020 to October 2021 68 | CarDealerMag.co.uk

2021 forecast downgraded. LCV news: p70

-66%

+218%

JAGUAR

POLESTAR

Figures supplied by SMMT

October 2021 Marque

2021

% market share

October 2020 2020

Year-to-date

% market share

% change

2021

% market share

2020

% market share

% change

Abarth

114

0.11

227

0.16

-49.78

2,135

0.15

2,078

0.15

2.74

Alfa Romeo

146

0.14

142

0.10

2.82

1,300

0.09

1,675

0.12

-22.39

0.02

0.00

216.67

163

0.01

83.15

6,841

6.44

11,453

8.13

-40.27

102,948

7.24

91,888

6.64

12.04

0.09

114

0.08

-19.30

1,064

0.07

1,124

0.08

-5.34

7,778

7.32

10,827

7.68

-28.16

101,139

7.11

95,438

6.89

5.97 8.65

Alpine Audi Bentley BMW Citroen

2,290

2.15

2,330

1.65

-1.72

26,552

1.87

24,437

1.76

Cupra

753

0.71

0.00

6,181

0.43

0.00

Dacia

1,318

1.24

1,252

0.89

5.27

14,585

1.03

17,686

1.28

-17.53 -6.98

100

0.09

195

0.14

-48.72

1,826

0.13

1,963

0.14

Fiat

1,318

1.24

1,616

1.15

-18.44

17,377

1.22

17,361

1.25

0.09

Ford

6,829

6.43

12,946

9.19

-47.25

106,085

7.46

130,729

9.44

-18.85

Genesis

0.01

0.00

0.01

0.00

Honda

1,629

1.53

2,107

1.49

-22.69

24,177

1.70

24,565

1.77

-1.58

Hyundai

5,447

5.13

4,051

2.87

34.46

58,378

4.10

41,898

3.03

39.33

Jaguar

605

0.57

1,801

1.28

-66.41

16,195

1.14

20,163

1.46

-19.68

Jeep

274

0.26

458

0.32

-40.17

4,113

0.29

3,806

0.27

8.07

Kia

7,436

7.00

6,090

4.32

22.10

81,532

5.73

63,245

4.57

28.91

Land Rover

1,610

1.52

4,755

3.37

-66.14

47,685

3.35

49,595

3.58

-3.85

672

0.63

956

0.68

-29.71

12,696

0.89

12,297

0.89

3.24

0.08

0.03

76.09

619

0.04

482

0.03

28.42

Lexus Maserati Mazda

1,322

1.24

1,548

1.10

-14.60

23,225

1.63

20,344

1.47

14.16

Mercedes-Benz

6,856

6.45

10,888

7.72

-37.03

85,108

5.98

95,581

6.90

-10.96

2,339

2.20

1,892

1.34

23.63

25,290

1.78

16,128

1.16

56.81

Mini

4,289

4.04

4,210

2.99

1.88

35,141

2.47

38,036

2.75

-7.61

0.00

532

0.38

0.00

5,125

0.36

7,989

0.58

-35.85

Nissan

4,887

4.60

5,305

3.76

-7.88

57,152

4.02

59,210

4.28

-3.48

Peugeot

5,106

4.80

5,311

3.77

-3.86

51,369

3.61

47,186

3.41

8.86

Polestar

658

0.62

207

0.15

217.87

3,083

0.22

459

0.03

571.68

Porsche

1,650

1.55

1,235

0.88

33.60

9,686

0.68

9,888

0.71

-2.04

Renault

2,123

2.00

3,093

2.19

-31.36

25,101

1.76

38,219

2.76

-34.32

Seat

2,487

2.34

3,544

2.51

-29.83

40,099

2.82

38,542

2.78

4.04

Skoda

2,290

2.15

5,693

4.04

-59.78

48,805

3.43

49,421

3.57

-1.25

Mitsubishi

Smart

148

0.14

159

0.11

-6.92

1,242

0.09

1,189

0.09

4.46

SsangYong

152

0.14

0.06

74.71

1,276

0.09

1,375

0.10

-7.20

Subaru

130

0.12

0.07

31.31

1,766

0.12

771

0.06

129.05

Suzuki

1,274

1.20

1,246

0.88

2.25

19,189

1.35

17,755

1.28

8.08

Toyota

5,122

4.82

7,944

5.64

-35.52

88,250

6.20

81,011

5.85

8.94

Vauxhall

6,099

5.74

8,293

5.88

-26.46

78,340

5.51

80,329

5.80

-2.48

Volkswagen

9,052

8.52

11,939

8.47

-24.18

130,338

9.16

122,607

8.86

6.31

Volvo

4,606

4.33

5,665

4.02

-18.69

41,027

2.88

37,849

2.73

8.40

175

0.16

172

0.12

1.74

1,942

0.14

1,615

0.12

20.25

Other British Other imports Total

142

0.13

511

0.36

-72.21

23,482

1.65

18,578

1.34

26.40

106,265

100

140,945

100

-24.61

1,422,879

100

1,384,601

100

2.76

CarDealerMag.co.uk | 69

DATA FILE

DOWNGRADE

LCV NEWS

Sales forecast for year is lowered to 340,000 by John Bowman john@blackballmedia.co.uk THE LCV market dipped by 4.6 per cent in October versus last year with 27,420 vans registered, according to the latest figures from the SMMT. But although it was the second month running of a decline, the sector was still 2.3 per cent up on the 2015-2019 five-year pre-pandemic average for October of 26,799. The top three sellers during the month were the Ford Transit Custom at 4,359 units, the Ford Transit with 2,982 and the Mercedes-Benz Sprinter at 1,660. Because of what it called ‘ongoing challenges facing the sector’, the SMMT has downgraded its 2021 outlook for the LCV market by more than 20,000 units to 340,000. Although higher than for 2020, it’s still a net decline versus 2019.

REGISTRATIONS OF NEW COMMERCIAL VEHICLES LESS THAN 3.5 TONNES Marque

Ford Vauxhall Citroen Mercedes Peugeot Volkswagen Renault Toyota Fiat Nissan Maxus Iveco Land Rover Renault Trucks Isuzu MAN Isuzu Trucks Fuso SsangYong Suzuki LDV LEVC Mitsubishi Total light CV

Figures supplied by SMMT

October 2021

2021

9,638 2,830 2,488 2,229 2,207 1,758 1,637 863 858 750 658 365 295 238 216 177 126 39 22 13 7 6 0 27,420

% market share

October 2020

2020

35.15

7,847

10.32 9.07 8.13 8.05 6.41 5.97 3.15 3.13 2.74 2.40 1.33 1.08 0.87 0.79 0.65 0.46 0.14 0.08 0.05 0.03 0.02 0.00 100.00

3,965 2,255 3,108 2,718 3,756 1,316 712 764 488 22 242 136 180 235 376 125 24 47 0 32 13 392 28,753

Year-to-date

% market share

% change

2021

27.29

22.82

100,789

13.79 7.84 10.81 9.45 13.06 4.58 2.48 2.66 1.70 0.08 0.84 0.47 0.63 0.82 1.31 0.43 0.08 0.16 0.00 0.11 0.05 1.36 100.00

-28.63 10.33 -28.28 -18.80 -53.19 24.39 21.21 12.30 53.69 2,890.91 50.83 116.91 32.22 -8.09 -52.93 0.80 62.50 -53.19 0.00 -78.13 -53.85 0.00 -4.64

27,743 21,483 24,948 23,226 30,076 14,550 11,765 7,888 10,141 2,157 3,820 3,125 2,007 3,204 2,433 1,017 195 435 327 119 140 3,068 294,656

% market share

2020

34.21

75,921

9.42 7.29 8.47 7.88 10.21 4.94 3.99 2.68 3.44 0.73 1.30 1.06 0.68 1.09 0.83 0.35 0.07 0.15 0.11 0.04 0.05 1.04 100.00

24,818 18,184 25,001 21,025 25,956 8,818 7,028 6,434 8,048 57 1,931 1,070 1,110 2,793 2,006 801 179 359 0 752 13 4,529 236,833

REGISTRATIONS OF NEW COMMERCIAL VEHICLES 3.5 TONNES TO 6.0 TONNES Marque

October 2021

2021

Peugeot Fiat Mercedes Citroen Ford MAN Iveco Volkswagen Renault Trucks Renault

% market share

95 94 75 53 17 16 15 5 2 2

25.33 25.07 20.00 14.13 4.53 4.27 4.00 1.33 0.53 0.53

October 2020

2020

% market share

% change

597 127 172 16 160 13 19 24 1 0

51.87 11.03 14.94 1.39 13.90 1.13 1.65 2.09 0.09 0.00

-84.09 -25.98 -56.40 231.25 -89.38 23.08 -21.05 -79.17 100.00 0.00

% change

32.06

32.76

10.48 7.68 10.56 8.88 10.96 3.72 2.97 2.72 3.40 0.02 0.82 0.45 0.47 1.18 0.85 0.34 0.08 0.15 0.00 0.32 0.01 1.91 100.00

11.79 18.14 -0.21 10.47 15.87 65.00 67.40 22.60 26.01 3,684.21 97.82 192.06 80.81 14.72 21.29 26.97 8.94 21.17 0.00 -84.18 976.92 -32.26 24.42

Figures supplied by SMMT

Year-to-date

2021

% market share

1,029 1,321 1,162 143 582 99 222 211 113 6

20.84 26.76 23.54 2.90 11.79 2.01 4.50 4.27 2.29 0.12

2020

1,324 1,183 1,205 108 1,083 53 188 156 1 8

% market share

% change

24.15 21.58 21.98 1.97 19.76 0.97 3.43 2.85 0.02 0.15

-22.28 11.67 -3.57 32.41 -46.26 86.79 18.09 35.26 11,200.00 -25.00

Isuzu Trucks

0.27

0.00

0.30

0.11

150.00

Other imports

0.00

1.82

0.00

0.55

155

2.83

-82.58

Vauxhall Total heavy CV

0.00

0.09

0.00

0.14

0.22

-41.67

375

100.00

1,151

100.00

-67.42

4,937

100.00

5,482

100.00

-9.94

70 | CarDealerMag.co.uk

CarDealerMag.co.uk | 71

DATA FILE

SUPPLIERS GUIDE

LOOKING FOR A MOTOR TRADE SUPPLIER? YOU CAN FIND THE DETAILS OF SELECTED COMPANIES HERE Auctions & Trade-To-Trade Sales

Finance

Lead Management

Trade Bodies

Warranty Providers

BCA

First Response

iVendi

Ben

Momentum Warranties

Automotive Ecommerce

Finance

Legal & Compliance

Vehicle Photography

Warranty Providers

GForces

Forza Finance

Lawgistics

Dealer 360

Warranty Administration Services

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W: gforces.co.uk T: 01622 391904 Info: GForces delivers class-leading ecommerce solutions. We work with global vehicle manufacturers, the world’s largest dealer groups and independent retailers around the planet.

W: firstresponsefinance.co.uk T: 0115 946 6317 E: marketing@frfl.co.uk Info: First Response is an awardwinning UK finance company providing simple financial solutions. Get in touch and let us help increase your profits.

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Data

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Meta Trak

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Insurance

Marketing, PR & Video

Warranty Providers

DealerDesk

Tradesure

Marketing Delivery

Autoprotect

WMS

W: realworldanalytics.com T: 0808 1890 617 E: auto@realworldanalytics.com Info: We are a SaaS-based data analytics solution provider for multisite dealers. Our business intelligence tools help customers make faster and better decisions.

W: dealerdesk.co.uk E: contact@dealerdesk.co.uk Info: Modernise your stock management, advertising, communication, sales and website. DealerDesk provides you with easyto-use tools designed to simplify your dealership management.

W: hrmanager.co.uk T: 01480 455500 E: info@hrmanager.co.uk Info: HR Manager is Lawgistics’ new digital compliance portal designed to assist employers in managing their legal obligations, responsibilities and duties.

W: tradesureinsurance.co.uk T: 0121 248 9313 Info: Providing motor trade insurance to full- and part-time motor traders in the UK, the Tradesure team are reliable professionals who know how to help you.

W: oncuecomms.com T: 020 8125 3880 Info: We are a leading provider of PR, video and events services to the automotive industry. The PR team has a proven track record of securing high-value, big-impact media coverage.

W: marketingdelivery.co.uk/ T: 01892 599911 E: get.in.touch@marketingdelivery.co.uk Info: Our SocialStock helps target prospects with tailored stock remarketing and social media advertising tools, and automated lead capture for Facebook.

W: metatrak.co.uk T: 020 8867 2340 E: enquiries@metatrak.co.uk Info: Total vehicle security. Clever tracking technology, advanced immobilisation, 24/7 monitoring and an easy-to-use app. Security. Connectivity. Peace of mind.

W: autoprotect.co.uk

T: 01279 406888 E: sales@autoprotect.net Info: AutoProtect offers a full portfolio of award-winning protection products, including GAP. We lead the market with an ‘Excellent’ rating on Trustpilot.

W: warrantywise.co.uk/dealer T: 0800 001 4551 E: dealers@warrantywise.co.uk Info: Warrantywise sells over 100,000 warranties per year. Quentin Willson personally designed Warrantywise to be the UK’s best used car warranty.

W: wmsgroup.co.uk T: 01844 293810 E: sales@wmsgroup.co.uk Info: Open 24/7, we offer award-winning warranty products for FCA- and non-FCA-registered dealerships.

Key Control

Oil & Lubricants

Warranty Providers

Website Design & Digital Marketing

Traka

Mobil™

Car Care Plan

Bluesky Interactive

Finance

Lead Management

Recruitment

Warranty Providers

Website Design & Digital Marketing

Close Brothers Motor Finance

GardX AD-Vantage

WeRecruit Auto

Händler Protect

Haswent

Finance

Blue Motor Finance

W: blue.co.uk T: 020 3005 9331 E: dealersupport@blue.co.uk Info: Blue is transforming the car finance market, making car ownership simple and flexible and providing motor traders with access to essential finance.

W: closemotorfinance.co.uk/ Info: Close Brothers Motor Finance are a specialist finance provider, working with over 8,000 dealer partners to offer flexible finance solutions for car, motorcycle and LCV customers.

W: traka-automotive.com T: 0333 355 3726 E: automotive@traka.com Info: Bespoke software and electronic key management cabinets to deliver the most effective solution to dealerships to manage their keys and vehicles.

W: gardx.co.uk/gardx-ad-vantage T: 01243 376426 E: goforaspin@gardx.co.uk Info: The award-winning 360 service offers an engaging display of the vehicle while additionally presenting profitable F&I products to a consumer.

W: mobil.co.uk T: 0800 0857 420 Info: Whether using Mobil 1™ or Mobil Super™, Mobil™ engine oils meet or exceed the latest standards of the oil industry and vehicle manufacturers.

W: werecruitauto.co.uk T: 01603 550041 Info: Permanent recruitment – here to assist businesses within the automotive sector find the best fit for their company in terms of skillset, experience and culture.

W: carcareplan.com T: 0344 573 8000 Info: Car Care Plan is a leading provider of motor protection products, trusted around the world to deliver quality protection with integrity and a customer-oriented outlook.

W: handlerprotect.com T: 0800 088 7889 E: sales@handlerprotect.com Info: Händler Protect is an exclusive dealer warranty provider. Proud to partner and represent more than 1,000-plus ‘active’ independent motor dealers across the UK each month.

W: blueskyinteractive.co.uk T: 01926 651000 Info: Bluesky Interactive drive dealer websites and digital marketing forward thanks to game-changing innovation, the latest technology and our exceptional relationships with our clients.

W: haswent.com T: 020 3920 6164 E: hello@haswent.com Info: Composer is a next-gen automotive platform. You have extensive stock management options, and you’ll gain a brilliantly responsive new website.

To have your details included email sales@blackballmedia.co.uk and ask for Suppliers Guide listings 72 | CarDealerMag.co.uk

Our automotive family is struggling. They urgently need your help. Dear colleague, Whilst everyone continues to deal with the aftermath of Covid-19, it has been encouraging to see the positive bounce-back enjoyed by our industry this year. However, we know that many of our automotive family - the people our industry relies on – are struggling. They continue to face life’s toughest challenges; challenges we hope we will never have to face ourselves. We have seen a staggering 147% increase in the number of people turning to Ben for support this year, and we know there are many more families who are struggling and need our help too. People are turning to Ben for support with issues from mental and physical health to poverty, domestic abuse, homelessness and much more. These issues are more urgent and more complex than ever before but with fundraising income still impacted by Covid-19, we are once again facing the prospect of not being able to help everyone. That is why we are launching our urgent Christmas Appeal to the industry, asking for your help to ensure Ben never has to decide who we support based on our available funds. To do that we need your help to raise at least another £500,000 this Christmas. Please, email pledge@ben.org.uk now to show your support for our Christmas Appeal. Your donation will help make a life-changing difference to someone in our automotive family this Christmas, and beyond. What an incredible gift. Thank you,

Zara Ross, Chief Executive

Steve Nash, Chairman of Ben Board

When any member of our automotive family is struggling, we all rally to support them.

Ben - Motor and Allied Trades Benevolent Fund. Lynwood Court, Lynwood Village, Rise Road, Ascot, SL5 0FG. A charity registered in England and Wales (no.297877) and Scotland (no.SC039842).

CarDealerMag.co.uk | 73

LONG-TERMERS

THE KNOWLEDGE

Ford Focus ST Estate

FORD FOCUS ST ESTATE James Baggott waves goodbye to his bright-orange load lugger.

s farewells go, this one has been hard – so much so I’ve been avoiding it like root canal surgery. My colleagues have been telling me Ford has been desperate to get my Focus ST estate back for some time, but I’ve simply been ignoring their emails. You see, it’s been quite a while since I’ve become quite this attached to a long-term test car. It probably didn’t help that I once bought a Focus ST. It was a 57-plate with the 2.5-litre engine and although it sent my legs to sleep every time I drove it, thanks to far-too-hard seat bolsters, I absolutely loved it. It was fate then that I’d fall in love with the new version. Ford has worked incredibly hard to improve almost all aspects of the Focus and it’s worked wonders. For me, it’s the interior where I’ve noticed the biggest change. The digital dashboard is brilliant and feels far more premium than before, the seats are infinitely better than those in my old model and the fit and finish is top notch. There is lots to love about the ST but it’s the little things that really made me appreciate it. Things such as the wireless charging pad for my mobile phone, the one-touch locking system when the key is in your pocket, Apple CarPlay and the different information you can get on the screens on the main dash for journey insights and more. I wasn’t convinced about the estate version’s looks at first, but now I’ve got used to them I’m very fond of the extra space. A recent house move has required copious trips to the tip and I’m always amazed at how much you can get in the Focus. With the seats down you can easily fit a single mattress in the back as well as carpet from two bedrooms. It’s swallowed gardening junk, cardboard boxes galore and all the other junk the previous home’s owner left me because he ‘thought it might come in handy’. While it might be incredibly practical, the ST is no shrinking violet on the road – and that’s not just because of its bright-orange paint. It can be an absolute scream to drive when you want it to be and docile when you don’t. While the suspension is a little firm, it has a nice balance between a sporty ride and comfort, and I’ve loved the steering feel and, surprisingly, the manual gearbox. I gasped when it turned up with a six-speed manual ’box – mostly because everything I’ve driven in recent years has been an auto – but the more I’ve used it, the more I’ve loved it. It’s easy to forget how engaging a manual is when you’ve been treated to an auto, but on a good country road you can’t beat it. The ST really is a hoot to drive, and over the time it’s been with me I’ve had some cracking drives. The most memorable was a pan-Welsh jaunt that made me feel like a rally driver and made the ST stand out in my mind as one of the greats. Over the eight months I’ve had the Focus there have been a few minor niggles. There has been the odd random warning on the digital dash that disappears, while the central screen has got itself into a tizz occasionally and turned itself off and on again, but these are minor moans. The most important question after a long-term loan is would you buy one – and the answer is a resounding yes. I might be a fast Ford fan (I’ve got a Mk2 XR2 tucked away in the garage) but I honestly think the combination of practicality and performance with this car is hard to beat. Add the fact it’s not ridiculously expensive when you consider everything that you get, its premium feel and good looks, and it’s hard to argue against it. I’ve now got a sporty Puma to look forward to from Ford, and I can only hope it’s half as good as its bigger Focus brother has been. 74 | CarDealerMag.co.uk

Price (as tested): £35,860 Engine: 2.3-litre turbocharged petrol Power: 276bhp Torque: 420Nm 0-60mph: 5.8 seconds Max speed: 155mph Emissions: 184g/km CO2 Economy (combined): 35.3mpg Mileage: 7,675

This month’s highlight:

The ST’s ability to swallow up huge amounts with the seats down – very handy when you’re moving house!

OTHER CARS WE’RE DRIVING

Volvo XC40 Recharge T5 Mileage: 7,200 As ‘our’ XC40 reaches one year of age, we get to check out Volvo’s servicing experience.

Cupra Leon Estate Mileage: 2,569

It’s taken a while to gel with our long-term hot estate, but we’re slowly figuring it out.

DRIVE SALES ONLINE AND ON THE FORECOURT Become an RAC Approved Dealer

Now more than ever, car buyers are doing their research online before they step onto the forecourt. That means it’s crucial for dealerships to earn their customers’ trust on their website – before confirming they’ve made the right choice in the showroom. The RAC Approved Dealer Network is here to help independent dealerships stand out – on screen and on the forecourt. As one of the UK’s most trusted motoring brands, car buyers instantly know they can trust a dealership when they see the iconic RAC name. It confirms they can buy with absolute confidence. INCREASE BUYER TRUST

OFFER YOUR CUSTOMERS MORE

GET EXPERT DIGITAL SUPPORT

Iconic RAC branding enhances trust in independent dealerships, online and on the forecourt

As an RAC Approved Dealer, your customers will get 12 months free RAC Breakdown Cover with their vehicle*

You’ll have access to digital assets to add to your website and social channels

Get in touch to register your interest today

Visit rac.co.uk/StandOutOnline Call 0330 100 3807 *12 months free RAC Breakdown cover is provided following the purchase of a vehicle from one of our RAC Approved Dealerships and applies to the vehicle purchased at the RAC Approved Dealership. If this condition is not complied with, we reserve the right to cancel this membership. RAC Approved Dealer Network is managed by Assurant. RAC Warranty is a non-regulated product, provided by an Assurant company: The Warranty Group Services (Isle of Man) Limited (TWGSIOM), Company No. 94279C, whose registered address is Third Floor, St George’s Court, Upper Church Street, Douglas, Isle of Man, IM1 1EE. MS.DRIVECAR.225AD.0421.CRS-1217

CarDealerMag.co.uk | 75

WE’VE WON! Within a month we’ve won not one, but two awardsan achievement that we are all very proud of.

Our customers voted First Response Finance as the ‘Best Car Finance Provider’ in the Consumer Credit Awards 2021. The second recognition came from our dealer partners who voted us ‘Finance Provider of the Year (Sub-Prime)’ in the Car Dealer Power Awards for the second consecutive year. Cars, motorbikes, vans- it doesn't matter what type of vehicle we are financing, our award- winning service remains the same.

First Response Finance Ltd, 5 Regan Way Chetwynd Business Park, Chilwell, Nottingham, NG9 6RZ. Authorised & Regulated by the Financial Conduct Authority.Registered in England No.

Car Dealer Magazine: Issue 165

Articles inside

UCA 2021 shortlist

New Range Rover facts

Big Mike

50 vehicles that changed the used car industry

Cool stuff

Suppliers Guide

Interview: Brian Gilda