Car Dealer Magazine: Issue 173 by Blackball Media

Issue 173 | August 2022 | CarDealerMag.co.uk | £6

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THE BOSS FOUNDER James Baggott

james@thebaize.com Twitter: @CarDealerEd

EDITORIAL ASSOCIATE EDITOR James Batchelor

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

CHIEF SUB-EDITOR John Bowman john@blackballmedia.co.uk

STAFF WRITER Jack Williams

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WELCOME. W

ithout wanting to sound like a politician vying for the Conservative party leadership, it’s been a month of getting out, shaking hands and chatting with some lovely people in the motor trade as well as driving some great cars – and luckily there wasn’t a bacon sandwich and a rogue photographer in sight. Just a few days after the last issue of Car Dealer was put to bed, I was out on the road in a 1973 Mazda RX-3. It was a stiflingly humid day but I didn’t care as I was behind the wheel of one of Japan’s coolest – and rarest, if you’re a Brit – cars. The destination? Bourne Road Garage in Crayford, Dartford, as it was deep in celebrations for its 50th year representing Mazda. It’s been in the motor trade since the 1920s, opening a garage business in 1938. Over the years, it has sold and dealt with an array of cars and models, but it became a de facto dealership in 1972 when it acquired a franchise to sell the relatively unknown (at the time) Mazda brand. While it now sports the latest corporate identity, Bourne Road is unashamedly old-fashioned. It’s small, a little cramped maybe, but it brims with character. The staff, mostly long-serving, all know each other and, importantly, the customers – some are even friends. There’s a sense of old-world gentility that a glass-fronted, super-corporate franchised showroom could only dream of replicating. It’s this sense of an enjoyable customer experience and long-serving staff having the passion to do their jobs well that is a clear focus for Peugeot’s (relatively) new MD, Julie David, with whom I chatted a week after immersing myself in 50 years of Mazda history. She’s been in the job for 18 months and has now decided to speak to the press and share what makes her tick. Aside from the necessary talk about brand aspirations and sales figures, one of the most interesting points of our conversation was nurturing long-serving staff. ‘Once you get somebody into Peugeot, the loyalty is amazing – and I don’t just mean customers,’ she told me. ‘We [Peugeot HQ] spoke recently about how we recognise people who have done 35/40 years in the business – and they’re still there. That loyalty to the brand is astonishing.’ Manufacturers celebrating long-running dealerships and staff is nothing new, of course, but I believe it’s set in a sharper light these days. Since the start of the Covid-19 pandemic, we are told that the customer’s propensity to buy a car entirely online with very little contact with a dealership or a manufacturer has grown – not enormously, but the change is under way. More than that, the rise of the ‘disruptors’ – or online car dealers, to give them a more accurate name – such as Cazoo and Cinch would make the casual observer believe that the modern-day customer wants a stress-free buying process that bypasses the traditional car dealer. While there is certainly a trend to buy a car online in the same way that I’ve just bought an overpriced tower fan on Amazon, it’s still a small percentage. Many customers, even young ones, want the personal service Bourne Road Garage offers. You can read my Mazda feature and why I was driving a 1973 RX-3 on page 34, and discover more about Julie David’s vision for Peugeot in the UK on page 6. Elsewhere, we’ve spoken to the ever-cheerful Jamie Caple from Car Quay about why nominating yourself for a Used Car Award is a must, and we have a broad spectrum of industry news. I hope you enjoy the issue.

There’s a sense of old-world gentility that a glass-fronted, supercorporate franchised showroom could only dream of replicating.

JAMES BATCHELOR Associate editor CarDealerMag.co.uk | 03

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IGNITION.

ISSUE 173 | AUGUST 2022

CONTENTS

6 10 43 30 DASHBOARD

‘I really hope that in my lifetime I will see a change in the way people feel about buying a car.’ 6

COMMENT

‘Are potential car buyers really that put off by showrooms that they don’t even want to set foot in them?’ 15

FORECOURT

‘A clean-sheet-of-paper approach has produced probably the finest luxury SUV on the market right now.’ 28

Interview: Julie David Interview: Damien Dally Used EV prices surge Car Dealer Power 2022 Used Car Awards 2022 Car news round-up News digest Feedback Business news Car Dealer Live & podcasts Finance Supplier news

6 9 10 11 12 20 22 44 46 48 50 53

COMMENT James Baggott Big Mike James Litton

15 16 19

FORECOURT Range Rover Nissan Qashqai e-Power Honda Civic e:HEV

28 30 32

FEATURES Mazda road trip Cool stuff

34 43

DATA FILE The Statistics LCV news Suppliers Guide Long-termers

54 56 58 59

DATA FILE

‘The switch to an electric car makes ever more sense, and the industry is working hard to improve supply.’ 54 CarDealerMag.co.uk | 05

INTERVIEW

‘I really hope that in my lifetime I will see a change in the way people feel about buying a car’ Peugeot UK’s MD tells James Batchelor of her vision for the brand and how it should be sold via the network.

ulie David wants to make the experience of buying a car more enjoyable. She is Peugeot’s latest UK managing director and brings some strong views and even stronger visions to the French brand. ‘I really hope that in my lifetime I will see a change in the way people feel about buying a car,’ she says. ‘I think it’s so sad that we still have a situation where people fear going into a showroom – they fear the interaction with salespeople. My biggest thing would be if we could achieve a situation where customers enjoy the experience and not feel pressurised.’ David is speaking to me halfway up London’s Shard in one of the tower’s ultra-cool, super-chic restaurants, and she chats in more detail about getting the customer’s experience in line with where the brand is going. After the last lockdown, she and her team carried out a ‘huge’ research piece to better understand the end-to-end customer-buying process for new and used cars. ‘We did it through the eyes of design experience experts to understand how you can make a difference with lots of very small things, and we also looked at it through the eyes of the customer,’ she says. ‘We recruited lots of customers at different points of their journey, and really importantly, we looked at the buying process through the eyes of the retailers. ‘We wanted to know what frustrated the retailers, what were the things that would make a difference to them, and what would help them deliver a great customer experience. ‘We want to bring about this brand promise of allure for Peugeot and how we make it a desirable brand. That’s beyond the product – this is about the experience I have when I own the product. I don’t believe much of the industry has cracked this and we’ve got a great opportunity to do that.’ The process of making the whole buying and owning experience more desirable has already begun, says David. ‘We launched it with the new 308 and we said [to our retailers] we’re going to train you about more than just selling the product – How are we going to sell the car’s features? How are we going to turn that into a story? How are we going to make sure that every single conversation that happens has been designed in a way that makes sure the customer really and truly understands the products’ attributes, and also what it means to own a Peugeot?’ David has been able to bring a fresh pair of eyes to the Peugeot brand – and the 06 | CarDealerMag.co.uk

Honestly, there was passion for the brand, but one of the things I noticed was a lack of confidence in selling electric vehicles. Julie David Peugeot UK managing director

WORDPLAY

We’ve no dealers in our network – but we DO have retailers

Julie David played mystery shopper before her appointment was announced experience, particularly from a customer’s perspective, from premium brands. She was appointed in January 2021 after a 25-year career in automotive, with spells at Ford, Audi, Volkswagen and Skoda, and took over from David Peel, who now heads up dealer group Pentagon. Most recently, she was experiential marketing director at Jaguar Land Rover – a role that spanned more than two years during her six-year-plus stint at the British brand. Peugeot UK only announced the news of David’s appointment on the day she began the role. She says this allowed her to evaluate how the French brand – and its major competitors – treated customers in the buying process before she was a recognisable face within the Peugeot dealer network. ‘To be fair, when I was mystery shopping it was during the summer of 2020, post the first lockdown, so there was a lot of social distancing and lots of dreadful tape everywhere, which was obviously very different from what you would expect from a normal retail experience,’ she explains. ‘But what I was looking for was the presentation at the [dealership] sites and how that made me feel and how the people engaged with me – that’s really what matters, isn’t it?’ David says. ‘Honestly, there was passion for Peugeot the brand, but one of the things e-2008 I noticed was a lack of confidence in selling electric vehicles, the confidence in seeing electric as yet another alternative. ‘I knew this was something we had to address because we are so ahead of the game when it comes to powertrain offerings. ‘I’m delighted to say this is something that I think we have fixed.’

Peugeot 308

Peugeot’s hybridengined 9X8

JULIE David thinks the word ‘dealer’ plays an unfortunate role in customers’ perceptions of buying their next car. ‘I never use the word “dealer” because I think it’s really important to call them “retailers”. Because the minute you say “dealer”, you are almost reinforcing the fact that there’s a deal to be done. “Did I get the right deal? Actually, did I get the experience I wanted to get the car that suited my lifestyle? Was it affordable?” They’re far more important to people.’ David also believes motorsport has a positive impact on brand awareness and perception for the customer, even though the sport is under huge public scrutiny because of climate change concerns. ‘We’ve got heritage at Le Mans and for us it’s about that early adoption of technology. ‘The Peugeot 508 Peugeot Sport Engineered was designed and engineered by Peugeot Sport Engineered, so there is an aspect still to motorsport that’s about that early technology development that you then put into consumer vehicles. There is a good point about the green agenda, but that’s something that we’ve been very upfront about, and because it’s hybrid technology it is more relevant.’ The brand is returning to endurance racing this year with its hybrid-engined 9X8 hypercar, and will compete in next year’s 24 Hours of Le Mans in an all-star field. CarDealerMag.co.uk | 07

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INTERVIEW

‘Selling online will be a part of the portfolio in the future’ As the new Tonale nears its launch, Ted Welford finds out how else luxury car brand Alfa Romeo is aiming to make itself more appealing.

Some products, regardless of segment, when you feel and touch them they overdeliver, and I reckon we do that. Damien Dally Managing director of Alfa Romeo and Jeep UK

he UK boss of Alfa Romeo has said that the brand is likely to launch a ‘buy online’ service next year as the brand looks to appeal to a younger audience. The Italian firm is gearing up to launch its new Tonale – a new smaller SUV that will sit in a hugely lucrative segment and will open the brand up to more people. In doing so, it’s looking to make the brand ‘more accessible’, and introduce a ‘buy online’ function to its website. Speaking to Car Dealer, Damien Dally, managing director of Alfa Romeo and Jeep UK, said: ‘We don’t do “buy online” at the moment, but we will move soon as that is the way. I think the key thing for me is to make the brand accessible, and some will want to buy it online. One of our strengths is getting people in the car. Some products, regardless of segment, when you feel and touch them they overdeliver, and I reckon we do that. ‘Selling online will be a part of the portfolio in the future – not immediately, but probably next year, but we will still be involved with our dealer network.’ With the Tonale, Alfa Romeo returns to a volume segment, with one in four new cars sold in the C-SUV segment where this model sits. ‘We haven’t really been in a volume segment since Giulietta, which at the time was big when we launched it. The fact we’re going into this large segment is a huge deal for us.’ Dally says he hopes to sell 3,000 Tonales a year in the UK, which it hasn’t done since the Giulietta, and that it appeals to a different type of customer. ‘The Giulia and Stelvio predominantly appeal to an older, more affluent and male audience. But with the Tonale, we want to lower the age of our buyers and attract more females to the brand, which worked well with Giulietta previously.’ Although the Giulia and Stelvio’s sales have remained sedate in recent years, they’re stable, with Dally saying those two cars will remain on sale well until 2023. ‘The Giulia and Stelvio segments are important to us, and we’re not going to move away from that but instead grow the appeal. We want to make the brand more sustainable, and we’re not saying these two segments don’t matter.’ Orders for the BMW X1-rivalling Tonale opened on July 10, with the model exclusively sold with hybrid powertrains. First deliveries are expected in September, with a plugin hybrid version following at the start of 2023. CarDealerMag.co.uk | 09

DASHBOARD

USED EV PRICES CONTINUE TO CHARGE UP Healthy demand for used EVs is great on one level – but not if you can’t get any...

rices of used electric cars continue to rise following the demise of the government’s plug-in car grant, which has seen the list price of some new EVs increase by up to £5,000. It shows a healthy appetite for used EVs and illustrates how a shift away from incentivised EV purchases doesn’t appear to be hampering the appetite for plug-in cars, especially among premium brands. Stuart Pearson, BCA’s chief operations officer for UK remarketing, said: ‘There continues to be improving levels of demand from trade buyers for electric vehicles, and rising values reflect that the market is more receptive to alternative fuels. But these values also reflect the rising numbers of premium EVs handled by BCA – Tesla, Jaguar, Audi, BMW, MercedesBenz, Polestar – in what remains a low-volume sector. ‘Knowledge and confidence in the product has definitely increased. However, an accurate valuation remains key in a dynamic market and it is important to use market insight to ensure the vehicle is optimised for sale.’ The average price of a used electric car rose from £18,500 to £28,500 between June 2021 and June 2022, although this is as much to do with the brand as it is pricing trends. As the number of used Teslas catches up with the number of used Nissan Leafs, it was always going to happen – but even so, consumer demand in the face of spiralling petrol costs has seen even mainstream models make huge gains. Martin Potter, group MD of vehicle remarketer Aston Barclay, said: ‘In recent months, we have seen some cars at between 12-18 months make close to or above retail money. That applies across the board, not just to premium brands.’ Meanwhile, MG Motor UK’s shock announcement in June that it would stop taking orders for its MG5 EV and ZS EV has led to used prices rocketing. With the company’s 2022 allocation of new EVs now sold out, to the dismay of its dealer network, used prices are soaring as the models remain one of the most accessible plug-in models on the market. The move has seen used prices of the ZS EV achieve above retail for nearly new cars, while even 2019 cars have been selling for £23,000 – almost what they cost new. But one disgruntled dealer principal at an MG dealership, who asked not to be named, is furious at the situation. ‘The product is great, just what the market wants,’ he told us. ‘But that’s no good when you can’t get cars, and while I get the worldwide shortage of new vehicles at the moment, we were made promises when we joined MG that haven’t been kept. ‘We put a huge investment into our premises to meet their standards, we have EV-trained sales and servicing staff and we have hundreds of customers who want the cars, but we’re getting no information at all about when we can supply them with one. So yes, of course used ones are strong money, but the reality is that we don’t have any left.’ We approached the MG Motor UK press office for a comment on the dealer’s concerns, but at the time of going to press it hadn’t provided a reply. Dealers for many other brands are facing the same challenges, and it doesn’t look like availability of EVs, new or used, is going to improve any time soon. The road to 2030 may well be a little bumpier than policymakers are expecting…. 10 | CarDealerMag.co.uk

In recent months, we have seen some cars at between 12-18 months make close to or above retail money. Martin Potter Aston Barclay

cardealerpower.com

AWARDS

HAVE YOUR SAY AND GET YOUR VOTES IN TODAY!

Golden opportunity for dealers to tell it how it is when it comes to the suppliers and manufacturers that they regularly do business with. We’re looking for the cream of the crop in the following categories SUPPLIERS • Cleaning Product of the Year • Recruitment Agency of the Year • Trade-to-Trade Remarketer of the Year • Used Car Valuations Provider of the Year • Consumer Lead Generation Site of the Year • Dealer Management System of the Year • Website Provider for Independent Dealers • Website Provider for Franchised Dealers • Provenance Check Provider of the Year • Warranty Provider of the Year • Paint Protection Provider of the Year • Auction House of the Year • Trade Insurance Provider of the Year • Online Advertiser for New Cars • Online Advertiser for Used Cars • Finance Provider of the Year (Sub-Prime) • Finance Provider of the Year (Prime) • Video Provider of the Year • Extra Mile Award • Product Innovation of the Year MANUFACTURERS • Manufacturer of the Year • Car of the Year

Voting for this year’s awards will close on Wednesday, August 31, but don’t delay!

Click here now to vote for your favourites

ntries have been flooding in for this year’s Car Dealer Power since we launched 2022’s event last month – but there’s still time to decide which are the best car manufacturers and suppliers. These awards give you – the dealer – the perfect opportunity to say exactly what you think about the companies that you regularly do business with. Have they surpassed themselves or have they let you down? This is YOUR chance to let them know! There’s a grand total of 20 supplier categories, covering areas such as websites, paint protection and finance provision, plus two for manufacturers. Last year, Kia was named Manufacturer of the Year for the second year in a row, while the Skoda Enyaq was voted Car of the Year. A total of 24 carmakers were ranked, giving an exclusive picture of how the UK’s biggest – and smallest – brands are treating their dealers. Car Dealer Power ranks car manufacturers in 13 areas, including brand awards, accessibility to management, new and used car supply plus return on investment. Last year, Car Dealer Power saw thousands of dealers across the UK not just naming and shaming the manufacturers but also the industry’s suppliers. From the best protection firms to finance providers, all sectors are covered and allow dealers to air their views on the best and the worst. The supplier categories are listed on the left, and the winner of each one receives a prestigious Car Dealer Power trophy, helping to boost consumer confidence and attract custom. Suppliers are always keen to make it to the top, because they know that by winning a Car Dealer Power award it shows that they’ve been honoured by the people who matter the most – their customers, the car dealers. As well as the best suppliers and manufacturers in the business, Car Dealer Power also names the Car of the Year, as voted for by readers of Car Dealer. The Skoda Enyaq took the top gong last year, with the Hyundai Ioniq 5 and Vauxhall Mokka being highly commended – never have two electric cars been ranked so highly in Car Dealer Power. Voting is open now and it only takes a few minutes to complete the survey. Independent dealers can skip the manufacturer questions and go straight to naming the best suppliers. Car Dealer Power 2022 voting closes on Wednesday, August 31. The awards will be handed over in October after the winners The Skoda Enyaq won Car of the Year in have been named in a special video, due to 2021, with the Vauxhall Mokka and Hyundai be aired on Wednesday, October 12. Ioniq 5 being highly commended

Click here to find out who won last year’s awards CarDealerMag.co.uk | 11

USED CAR AWARDS 2022

WINNING PROVIDES SPRINGBOARD TO FURTHER SUCCESS

From left: Richard Gonzalez, deputy head of sales at category sponsor GardX, Jamie Caple and Mike Brewer

by Jack Williams @JournoJack25

A KEY DATES FOR THE 2022 AWARDS ARE AS FOLLOWS: Nominations close Sep 30 Nominations list revealed Oct 10 Shortlist revealed Oct 24 Awards night Nov 28

Personally, I was extremely proud, humbled and even a bit emotional. Jamie Caple Car Quay 12 | CarDealerMag.co.uk

previous winner at the Car Dealer Used Car Awards says that a gong at the prestigious event can act as a springboard to further success. Car Quay boss Jamie Caple scooped the Dealers’ Dealer gong at last year’s ceremony and believes just being nominated for an award is ‘humbling’. The Derby-based dealer was keen to highlight the hard work that goes into coming out on top but recommended that others sign up for the chance to win. He said: ‘I was extremely lucky to be voted as the Dealers’ Dealer of the Year, so you could say everything I did in the previous 12 months helped! Personally, I was extremely proud, humbled and even a bit emotional. I’m just a normal motor trader who loves the industry, and for the love to be shown back is an amazing feeling. ‘Just being involved is a great feeling. Even if you don’t win or get highly commended it’s still a very big achievement to be up there against the best in our industry. ‘To have even been nominated against industry giants was a phenomenal feeling – and you never know, you may end up winning like I did.’ He added: ‘We will definitely be putting ourselves forward again this year. ‘Last year, two of our team also got highly commended in their individual categories, which was great, but we missed out on the category that was most important to us: Used Car Dealer of the Year. We will one hundred per cent be back this year and hopefully can place higher this time around. ‘Recognition of hard work and effort is often as important as the financial rewards this industry can offer, so it’s important these awards take place. ‘They can provide individuals and businesses with a springboard to further success, and we attribute some of our success as a business to having been previous winners.’ This year’s awards – brought to you once again in association with Black Horse – are being held at The Brewery in London on Monday, November 28, hosted by TV’s Mr Wheeler Dealer Mike Brewer. It takes just a few minutes to put your car dealership in line for an award. There are 23 dealership categories, and nominations can be made by filling out the form accessed on the next page. Car Dealer will also be handing out eight manufacturer gongs, including naming seven used cars of the year, at the 11th annual event. Dealerships wanting to be in the running should put their name forward online now. You can nominate your business, your staff or anyone who you think deserves an award. Our judges assess every entry and whittle them down to a nominations list. These then go forward to the mystery shopping stage. The top five finalists are subsequently named in our shortlist, with the winners announced on the big night. So don’t delay, nominate today, as the closing date is September 30.

AWARD CATEGORIES Dealers’ Dealer

Used Car Supermarket

MANUFACTURER

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NOMINATIONS CLOSE ON SEPTEMBER 30 Sponsored by

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Peugeot boss’s comments may be a smokescreen for move to agency sales

Quite what did her franchisees say, or do, to make her think that way? It sounds like whatever the experience was, it wasn’t exactly pleasant.

ave you ever thought customers might actually be scared to enter your showroom? I know I haven’t. Dislike, yes – but fear, certainly not. But that’s the opinion of Peugeot UK’s latest MD, Julie David. In an interview with Car Dealer (which you can read in this digital mag) she said she feels ‘sad’ some customers are scared of entering showrooms. ‘I really hope that in my lifetime I will see a change in the way people feel about buying a car,’ she explained. ‘I think it’s so sad that we still have a situation where people fear going into a showroom – they fear the interaction with salespeople.’ I read this and really couldn’t believe it was true. Are potential car buyers really that put off by showrooms that they don’t even want to set foot in them? Or is this a car manufacturer MD softly setting us up for something else? I think it’s probably more of the latter. Over the years, I’ve helped many friends and family buy cars in a variety of showrooms. Some of them would freely admit that they don’t exactly look forward to the experience, but ‘fear’ is such a strong word. If there’s a sense of trepidation when it comes to starting the journey, it’s surely more down to the complicated nature of the products. Let’s face it, cars these days aren’t simple. It was bad enough when you had the choice between petrol and diesel plus a few different trim levels – but these days there’s hybrid, plug-in hybrid, electric, battery sizes, public and home charging and lots more to get your head around. David adds that she’d like to achieve a situation where customers ‘enjoy’ the carbuying experience and don’t feel ‘pressured’. These are strong words from a manufacturer MD who admits she spent weeks on the road mystery-shopping her own dealers. What did she experience when she was out there? Quite what did her franchisees say, or do, to make her think that way? It sounds like whatever the experience was, it wasn’t exactly pleasant. Sweeping statements, though, that customers are scared of dealers don’t really help. While there might be some where it’s still a battle between salesperson and customer, the majority of sites I’ve ever dealt with have been more helpful than scary. But then perhaps I’m looking at this from an industry perspective. I’m always going to err on the side of defending the motor trade, so perhaps there’s a little bias there. Instead, I have to look at the success – or lack thereof – of the alternatives to visiting a showroom. Online sales may have boomed during the pandemic, but then it was more of a necessity to do a deal than a pure shift in the way people buy cars. Just look at how it has tailed off since lockdowns became long-forgotten headaches. Vertu’s Robert Forrester recently admitted just 900 of the tens of thousands of cars he sold last year were pure end-to-end transactions. A tiny fraction. Then look at how the online ‘disruptors’ are faring. While there are obviously some people very happy to buy cars purely on the web, it’s not the seismic shift in behaviour that investors in the likes of Cazoo would like. And that’s not to mention Carzam, the online used car rival, that floundered and then flopped. The latter two are businesses offering the very alternative to the showroom that David says customers want. The more I think about her comments, the more I think it was a case of positioning ahead of the industry’s shift to agency sales. It felt more of a justification than a reality. None of us really knows quite how agency sales – where customers buy on a manufacturer website and dealers hand the cars over – is going to work, but I think it’s clear from these comments that David already thinks it will be better. I’m afraid I disagree. There’s a reason car dealers have existed for so long and that’s because people like to buy from people – not a chatbot on a faceless website.

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 | 15

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. 16 | CarDealerMag.co.uk

COMMENT

Gamble that won trip to Las Vegas highlighted what’s wrong with main dealership system

was chatting to a couple of mates the other day who are still working in the main dealership game a good 20 years since I got out. Now, don’t get me wrong – working for a main agent has its advantages. There’s a basic salary for a start, you usually get a car thrown in and some of the bonuses and manufacturer jollies can be worth having, especially if you hit your targets. But on balance, even though my basic salary is nil, my car is whatever heap of scrap I took in part-ex that’s still showing as taxed on the DVLA website and the only perks I get are a Halfords trade card and the occasional free cup of tea from the chatty hairdresser in the row of shops next to my lot, I’d still much rather be self-employed. When it comes to any form of work – especially for a grouchy, life-worn Brummie – the lack of any kind of boss is the most valuable thing ever. I’ll take that over a paid-for weekend in Las Vegas with a bunch of other car dealers. Speaking of which, I won one of those once – or at least my dealership did. At the time, I was sales director at a Citroen main agent that was part of a wider dealer group. At the end of 1991, all of the dealer management team was flown out to Sin City for a weekend of high rolling as a reward for achieving the best warranty revenue of any of the group’s outlets. This was a great achievement and a massive increase over the warranty revenues exhibited by the other brands in our portfolio, which was impressive really as we also sold Lada, for which at least one warranty claim per car was almost a writedown. For me, it was even better as I just sold them – I never got involved in the complexities of mending the bloody things, and when it came to Citroens of that era, they were indeed complexities. Anyway, over the course of the previous year, we’d somehow grossed an average of £972 per car in warranty revenue from Citroen head office, with the BX and XM topping the charts in terms of what we were being fed by the manufacturer for carrying out their warranty work. It may have looked to the rest of the group like we were selling cars that were inherently rubbish, but as many of you know already (especially if you sell Fords with EcoBoost engines), a car that has a common fault is good for service department revenues. It was all going very well until one day our service manager – multiple times employee of the month and the dealer principal’s Billy Golden Balls – didn’t turn up for work, his sick leave suddenly taking on a rather long-term status. Then he disappeared completely. It wasn’t until about seven years later when the DP retired that I found out why, after bumping into him enjoying his days of leisure a little bit too much at the 19th hole. Suitably lubricated by the golden nectar, when I asked why Derek (make your own mind up if that’s his real name) had left, he explained the situation.

Citroen was firing out turbochargers willy-nilly to any dealership that requested one so they could get their customers back on the road before they called Anne Robinson at Watchdog.

This was a great achievement and a massive increase over the warranty revenues exhibited by the other brands in our portfolio.

Apparently, our esteemed service manager had heard on the grapevine that having become one of the pioneers of turbocharged diesel engines, Citroen had allowed some of its customers to do the development for them. As a result, BX and XM diesel engine turbos were a fairly common warranty commodity, and after consulting with other service managers within the brand’s network, it seemed that problems with the turbos were so frequent that Citroen wasn’t asking for proof – just firing out turbochargers willy-nilly to any dealership that requested one so they could get their customers back on the road before they called Anne Robinson at Watchdog. And in 1991, we’d ordered 68. Four fewer than the number of turbo-diesel Citroens we’d sold that year. That’s when head office smelled a rat, as the usual failure rate was about one in four. As a result, an audit was carried out and the manufacturer had written to our customers asking if they’d brought their car into the dealership for a turbo repair under warranty. Eleven of them had. The other 57 had simply brought their cars in for a service. Unbeknown to them, they’d subsequently driven back after an oil and filter change with a new turbocharger fitted, the original removed and sabotaged by ‘Derek’ himself in the privacy of the service department loos. In some ways, I take my hat off to him for coming up with such a genius ruse. In others, I take my hat off to him because without his turbo-tampering, I’d never have seen the City of Lights (and many worse things) that is Las Vegas. In further ways, he was and still is everything that’s wrong with the main dealership system. Volume bonuses and sales targets are one thing; screwing over your own brand is another. And as someone who started selling Citroens largely because I loved them (at the time), that was pretty bad form, not least because it was me who had sold the things to the punters in the first place. But then again, Las Vegas…

In some ways, I take my hat off to him because without his tampering, I’d never have seen the City of Lights (and many worse things).

CarDealerMag.co.uk | 17

ANNIVERSARY

Vehicle Solutions

LOCAL

18COUNCILS | CarDealerMag.co.uk

1961 - 2021

Agency model could well reopen sales opportunities that were lost over time

As with any business cycle, I wonder if things are about to change.

ou don’t need to travel too far from home to find a village or small town with what used to be, or still is, a traditional garage. My dad would often point out sites that used to be occupied by smallscale franchised dealers. ‘This farm shop used to be an Austin dealer’. ‘This hand car wash used to be a Vauxhall dealer’, etc. The corner shop nature of how OEMs distributed their cars is hard to imagine today when compared with many of the polished retail facilities. In most cases, there was only a one- or two-car showroom, a handful of used cars and a petrol pump or two. Over time, most of the familiar automotive faces from the 1950s and 1960s have been and gone and those that exist today are large global conglomerates that expect a different scale and standard from retail sites. However, as with any business cycle, I wonder if things are about to change. The biggest factor affecting new car distribution is the (gradual) move to agency sales. As an advocate of agency retailing, I feel it has been a long time coming. While I understand that wholesale distribution has been a successful driver of volume over the past three decades, it isn’t a profitable model for OEMs or – especially – retailers once all costs are accounted for. This means that (in theory at least), with all prices being set by the manufacturer, anyone is free to sell a new car for the same profit margin regardless of scale or capital base. Agency sales complement online sales distribution. I am not someone who forecasts the end of traditional bricks-and-mortar retailing in the motor industry, as I believe an emotional product needs some physical retailing to win new customers or overcome generational retail trends (my parents would never order a car online, for example), but I do accept that as each decade passes, consumers become more comfortable with online purchases. This is not to mention new entrants to the new car market such as Tesla that retail almost exclusively online. The other impact is the nature of new car technology. With fewer consumables and more interactive sales tools, traditional retail spaces will not need to be so large. We are starting to see many OEMs beginning to cull less profitable model lines from their inventories, which results in less need for display areas and demonstrators. Workshop facilities will inevitably shrink, as will the need for large parts storage or distribution facilities. It is easy to draw the conclusion that new car retailers will become large used car sales spaces with a section assigned on the site for new car showrooms or display, but I believe there is an opportunity that may be missed. A manufacturer that is prepared to be flexible about retail spaces and retail partners could give those less flexible a black eye. A high street shop or small industrial unit could become a corner shop retailer in those small towns and villages without any franchised representation, and with fixed-profit models proving to be attractive, territorial penetration could be achieved in the same way that it was decades ago.

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 | 19

DASHBOARD

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

VOLKSWAGEN

ID.Aero is a 385-mile flagship electric vehicle VOLKSWAGEN has added to its ID. range of electric vehicles with a new flagship. Previewed in concept car form, the production version of the ID.Aero is set to arrive in Europe next year. Measuring five metres long and showcasing an aerodynamically efficient exterior design, the ID.Aero features a 77kWh battery that

enables an electric range of 385 miles. It’s based on Volkswagen Group’s MEB platform, which also underpins some of its current electric vehicles such as the ID.3 and ID.4. Ralf Brandstätter, chief executive of Volkswagen Passenger Cars, said: ‘This model will be our next global car for Europe, China and the US.’

DS AUTOMOBILES

MG4 Electric brings 280-mile range and spacious cabin MG’s latest electric car – the MG4 Electric – will bring a 280-mile range when it arrives in Europe towards the end of this year. Based on the modular scalable platform developed by parent firm SAIC Motor, the MG4 Electric incorporates a flat battery that will be available in 51 and 64kWh capacities, with power sent to the rear wheels via an electric motor – although an all-wheeldrive version will be on the way soon. Outputs of 125kW and 150kW will be available with the smaller and larger battery options respectively. MG quotes a 0-60mph time of ‘less than eight seconds’, too. 20 | CarDealerMag.co.uk

Latest DS 7 will come with revised look and plug-in hybrid power THE new DS 7 will bring ‘unparalleled comfort’ when it arrives in the UK this September, the French brand has said. It plays quite close to the look of the original, although the front end has a revised lights arrangement. It'll be available with a variety of powertrains, including three plug-in hybrids offering outputs of 222bhp, 296bhp and 355bhp. Inside, there are two new Nappa leather colour options – Basalt Black and Pearl Grey – while Performance Line cars get a variety of Alcantara-clad elements for a sportier feel. Tech includes active scan suspension and a night vision system.

CITROEN

Four-door fastback e-C4 X is unveiled

CITROEN has unveiled a new fastback version of its e-C4 – the e-C4 X. Billed as a ‘four-door fastback’, the e-C4-X will only be available as a fully electric vehicle in the UK, with a 100kW motor delivering a 0-60mph time of just under 9.5 seconds, while a 50kWh battery should return up to 223 miles of range. The front-end design is very similar to that of the regular e-C4, but a new, swooping fastback design has been applied at the rear.

HYUNDAI

HONDA

Hybrid Civic will start from £29,595 HONDA has announced pricing for its 11th-generation Civic, which will be hitting the roads later in the year. This new version completes the electrification range, as it’ll purely be offered with a new 2.0-litre hybrid powertrain producing 181bhp and 315Nm of torque. That allows it to hit 60mph in 7.9 seconds, while the most efficient models can return a claimed 60mpg, with CO2 emissions of 108g/km. Kicking off the line-up is the Elegance, which starts at £29,595 and has 17-inch alloy wheels, heated front seats, a reversing camera and new nine-inch touchscreen. Click to read our road test of the Honda Civic e:HEV Advance

KIA

Sorento specs cut to single Edition KIA has removed all its existing specifications for the Sorento SUV, replacing them with a single grade. Priced from £49,495, Edition brings a host of extras to the seven-seater SUV, which is available to order from the middle of July. Replacing the 2, 3 and 4 grades, the Edition has a black front grille and black mirror caps, plus black roof rails and matching window trim. Diesel models sit on 20-inch black alloy wheels, while hybrid and plug-in hybrid variants feature 19-inchers. There are just three exterior colours too: White Pearl, Graphite and Midnight Black.

MAZDA

CX-60 gains new six-cylinder diesel engine for clean burn MAZDA has introduced a new six-cylinder diesel engine for its CX-60 SUV. Incorporating ‘clean burn combustion technology’, the 3.3-litre e-Skyactiv D engine will join the CX-60 range next year, sitting alongside the plug-in hybrid version. However, this new powertrain will cater for those wanting ‘efficient, long-distance-driving car with great towing capacity’, says Mazda. The distribution-controlled partially premixed compression ignition will make it one of the ‘cleanest diesel engines in the world’ and it’ll be in two outputs: 197bhp with rear-wheel drive and 242bhp with all-wheel drive.

Ioniq 6 arrives with stripped-back front and a low drag co-efficient HYUNDAI has revealed the latest car for its newly created Ioniq EV brand. Called the Ioniq 6, it follows on from the successful Ioniq 5 and draws inspiration from Hyundai’s Prophecy EV Concept. It retains much of the concept car’s sleek, aerodynamic appearance, with clean lines and a stripped-back front-end design. Billed as an ‘electrified streamliner’ by Hyundai, the Ioniq 6 has a low drag co-efficient, thanks to its low nose, wheel gap reducers and active air flaps at the front. At the rear is a small spoiler, which features a ‘boat-tail’ design.

LEXUS

HONDA

ES saloon is given range of upgrades

e line-up bolstered with Limited Edition

LEXUS has brought in upgrades for its ES saloon. It now has an updated infotainment system and enhanced connected services. Cloud-based navigation has also been included, which gives access to real-time traffic and road information, plus it can relay local fuel prices and parking availability. Wireless Apple CarPlay and wired Android Auto have been added, and the whole multimedia system has been made quicker, too, plus there's a new on-board assistant.

HONDA has introduced a new Limited Edition specification to its e electric city car. Restricted to 50 units in Europe and priced from £38,120, the Limited Edition brings exterior styling tweaks, with a new Premium Crystal Red colour and black badges plus 17-inch black alloy wheels. Advance-spec cars also get a high level of standard equipment, including a full-width dual-screen infotainment system, heated front seats and a full LED daytime running light system. CarDealerMag.co.uk | 21

DASHBOARD CHARITY

Snows fundraisers mark anniversary

HERE ARE TASTERS OF STORIES YOU MAY HAVE MISSED

NEWS DIGEST CLICK ON THE PICTURES FOR THE FULL STORY c

SNOWS is celebrating its 60th anniversary with a charity challenge to all staff. The firm has launched an initiative called Mission 60 that aims to get all employees to raise at least £60 for good causes. They must complete the challenge before the end of the year. Events have already included a charity football match at AFC Totton. Customer experience manager Olivia Snow said: ‘Our teams are going above and beyond in thinking of exciting and different events.’

SO LONG...

Ford to scrap Focus as it moves to EVs

ANNIVERSARIES

Motorpoint celebrates longest-serving staff after they rack up 743 years between them MOTORPOINT has been marking the long-service milestones of 40 of its most loyal employees. The retailer invited the staff to celebrate various work anniversaries, with their service totalling 743 years. The team members have each clocked up between 15 and 24 years as of 2022. To mark their career milestones, the colleagues came together for celebratory photographs at various Motorpoint stores including Derby (pictured), Burnley, Glasgow and Newport, where they also shared stories about the best Motorpoint moments in their careers so far.

EXPANSION

Go direct to CarStore at superstore sites

FORD is to kill off its much-loved Focus to make way for more electric models. The family car, which is made at Ford’s Saarlouis site in Germany, will bow out in 2025, but it’s unclear whether or not the production plant will close. Ford plans to sell 600,000 electric vehicles each year in Europe by 2026. The Focus launched in 1998 and was once the UK’s best-selling car, but it’s largely been usurped by the Kuga and the Puma. 22 | CarDealerMag.co.uk

CARSTORE has launched a new We Buy Any Car-style service and opened 10 pop-up stores in shop car parks around the country. CarStore Direct has been dreamt up by bosses at parent company Pendragon in a bid to make it easier than ever for people to sell their used car. The stores are in Homebase and Morrisons car parks and have been designed to be more accessible than traditional dealerships, said CarStore.

INDEX

There’s a reason car dealers have existed for so long and that’s because people like to buy from people – not a chatbot on a faceless website. James Baggott p15

Suzuki ranked tops for customer service

SUZUKI has been named as one of the best organisations for customer service in the UK. The manufacturer was ranked joint fifth, scoring 85.9 out of 100 – up 1.9 points from July 2021 – in the Institute of Customer Service’s latest index that measures customer satisfaction. It was also top among the automotive brands that were included. A total of 27 automotive brands comprised the sector.

Motorway sales top £750m so far this year Supplier News: p53

‘A clean-sheet-of-paper approach has produced probably the finest luxury SUV on the market right now.’

Forecourt: p28

SLIP-UP

‘Clerical error’ over votes against Goss

CUTS

Nissan to sell off West Way group

CEREMONY

Mazda celebrates best of network

T S A C D PO Driven by

A CLERICAL error during Vertu Motors’ annual meeting saw votes meant for Andy Goss’s re-election as chairman mistakenly counted against him, it has been revealed. He was returned with 82.71 per cent of the vote and 17.29 per cent voting against. A Vertu Motors spokesman told Car Dealer: ‘There was a clerical error in the submission of votes by a shareholder agent for the Vertu AGM.’ The votes can’t be recast but the figure would probably have been 99.99 per cent.

NISSAN is to sell its West Way dealership group. The Japanese carmaker said it planned to dispose of the 13-site group by the end of August. Around 450 employees will be transferred to ‘the new investors’. Nissan earlier announced that it was cutting its dealer network as part of ‘reshaping plans’. It is trimming it in response to ‘widespread automotive industry changes’ and wants to cut its network from 165 to some 140 sites.

DESIGN

Dacia unveils new look for showrooms

DACIA has shown off a new ‘ecofriendly’ look for its showroom interiors. The Renault-owned Romanian brand says the overall concept is ‘functional, flexible, eco-friendly and cost effective’. Interiors are ‘pared back’, leaving features which are ‘essential to the space and to the customer journey’. Dacia says it has considered different dealers’ requirements and space constraints and has created three formats.

MAZDA has been celebrating the very best dealers in its UK network at its annual All-Stars Awards. The event celebrated the top 25 sales and top 25 aftersales dealers, as well as star performers, who were nominated for their stand-out performance. Nunns Mazda, pictured, achieved first place in the sales league rankings, and for the second year running, TW White & Sons Mazda Great Bookham secured the top spot in the All-Stars Service League table.

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

LAWSUIT

Volume bonuses and sales targets are one thing; screwing over your own brand is another.

Big Mike p16

Twitter sues Musk over $44bn deal

E R E H K C CLI

TWITTER is suing Elon Musk to force him to complete the $44bn acquisition of the company. The two sides have been squaring up for a legal fight since Musk said on July 8 that he was stepping away from his April agreement to buy it. Twitter board chairman Bret Taylor tweeted on July 12 that it had filed a lawsuit in Delaware – where Twitter is incorporated – ‘to hold Elon Musk accountable to his contractual obligations’.

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 | 23

DASHBOARD TRACED

Motorhomes found hours after theft

THREE motorhomes together worth £180,000 were found within hours of being stolen, thanks to tracers. Stewart Mouland Motorcaravans had fitted a Tracker to each of the Swift vehicles, which were taken in just 10 minutes from the secured Peacehaven forecourt, despite being locked and immobilised. And within hours of their theft being reported, they were found by police at three separate south London locations. Image: Google Street View

INSIGHT

Trio of firms win praise for leaders

HERE ARE TASTERS OF STORIES YOU MAY HAVE MISSED

NEWS DIGEST CLICK ON THE PICTURES FOR THE FULL STORY

CEREMONY

Vertu Masters Club welcomes 26 more members who have shown they’re in a league of their own TOP Vertu Motors staff have been officially recognised for delivering outstanding levels of performance. An awards ceremony hosted by former England footballer John Barnes saw Vertu’s Masters Club welcome 26 new members. The group-wide programme celebrates the achievements of high-performing colleagues across its 160 dealerships. They were selected after being nominated by colleagues and managers. Vertu ceo Robert Forrester (front row red tie) and John Barnes (back row centre) are pictured with the new Masters Club members

SURVEY

‘Auto anxiety’ found over garage costs ‘

CARSHOP, Auto Trader and John Clark Motor Group have all been named as among the top 25 UK firms for senior leadership. The Sytner-owned used car supermarket was ranked 12th by Glassdoor, which provides insights about jobs and firms, with Auto Trader and John Clark not far behind it at 14th and 16th respectively. They were all ranked based on employees’ anonymous input about their companies’ senior leadership, as well as insights into their job and employer. 24 | CarDealerMag.co.uk

385

REDEVELOPMENT

Stoneacre ploughing £2m into Volvo site

The range in miles of the Volkswagen ID.Aero. A SURVEY by dealership chain Dick Lovett has found widespread ‘auto anxiety’ caused by worries over bills. It polled 2,001 people, and among the findings 41 per cent said they avoided going to garages in case they couldn’t afford repairs. One in three said they found garages intimidating, while 17 per cent delayed getting an MOT or service because of associated anxiety and 44 per cent of women felt anxious visiting garages.

Dashboard p20

STONEACRE’S Lincoln Volvo showroom is to undergo a £2m redevelopment. The new-look showroom will feature Volvo’s signature lounge area, complete with Scandinavian furniture plus Swedish cakes and coffee. The building work is expected to last throughout the rest of the year, with a grand opening pencilled in for next January. The showroom will display the latest range of Volvo cars,

‘There’s a soundtrack to accompany the ‘Quote.’ smell of petrol and hot vinyl seats – a sort of high-pitched snarl. It’s very addictive.’ Feature: Feature: pXX p34

ENERGY

Industry ‘facing £90m hike in bills’

FIRMS in the automotive industry are facing a £90m surge in the cost of their energy bills this year, the SMMT has warned. The trade body says bills have soared at such an alarming rate, the rise is equivalent to more than 2,500 jobs. Analysis by the SMMT found that UK Auto had seen the biggest rise in overall costs in Europe in the past year at 50.1 per cent. Average electricity bills are 59 per cent higher in the UK than in the EU.

INVESTMENT

PARTNERSHIP

A manufacturer that is prepared to be flexible about retail spaces and retail partners could give those less flexible a black eye. James Litton p19

FRANCHISE

Donnelly raises £14k for mental health aid

DONNELLY Group has raised more than £14,000 for mental health charity partner Aware NI. Now, with the year-long partnership coming to an end, the dealer group has announced that a total of £14,356.40 has been raised. It hosted a number of fundraisers over the past 12 months, including a dragon boat race along the River Lagan and a golf day. Pictured are Roisin Donnelly, left, and Aware NI corporate partnership officer Lisa Abell-

BACKLOG

Refurbed TrustFord Blackshaws signs up MG takes electric site officially opened with SsangYong cars off sale

TRUSTFORD has officially opened its newly refurbished Wimbledon dealership after a £500k investment. The firm acquired the site last year and it now boasts an enlarged and improved showroom space, as well as being the first dealership to be given Ford’s new ‘Signature’ corporate identity. There is also a 16-bay aftersales workshop. Among those attending the grand opening was acting chairman, CEO and finance director Stuart Mustoe.

BLACKSHAWS has become the latest dealership to sign up to SsangYong following Mitsubishi’s departure. The South Korean brand joins Japanese marque Isuzu at the family-owned dealership group’s Morpeth site, which previously hosted the Mitsubishi range and will be offering SsangYong’s SUVs, 4×4 towing vehicles and pickups. MD Will Blackshaw said: ‘We look forward to developing our relationship with SsangYong Motors.’

MG has said it will no longer take orders for its electric models. The British brand has experienced ‘unprecedented demand’ for its electric cars during the current global chip shortage. Order books have stopped for the ZS EV so it can clear a backlog of customer orders already in the bank. They might have been able to switch into an MG 5 electric car instead, but orders have been stopped for that car, too.

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

RESTRUCTURE: BCA is believed to be closing its remarketing centre in Sandwich. Car Dealer understands that staff at the Kent site were put on seven weeks’ notice as of July 1. BCA said it was in consultation with staff on a ‘proposed restructure’.

DEATHS: Two people who were testing a Nio electric car were killed when the vehicle fell three floors from a Shanghai parking garage. The crash appears to have been an accident and ‘not caused by the vehicle’, the company said in a statement.

DROP: JLR suffered a 37 per cent sales drop during its first financial quarter of the year, thanks mainly to the chips crisis. It shifted 78,825 vehicles for the three months to June 30 – down almost 46,000 on the 124,537 of the corresponding 2021 quarter.

SUPPORT: Chorley Group has extended its sponsorship of Chorley FC until the end of the 2023/24 season. The dealer group is a long-time backer of the club and also sponsors the Victory Park Stadium as part of an existing arrangement.

RETIRING: Arnold Clark is to drop the Harry Fairbairn name as it seeks to unify the group brand across its franchises. It bought Harry Fairbairn in 2006, adding BMW and Mini to its franchise portfolio. Arnold Clark BMW and Mini will launch in July. CarDealerMag.co.uk | 25

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FORECOURT

RANGE ROVER

Under the bonnet The 3.0-litre mild-hybrid produces 296bhp, while 650Nm of torque can push the Range Rover to 60mph in 6.5 seconds.

James Batchelor has put Land Rover’s halo model to the test following a major overhaul for its fifth generation.

THE KNOWLEDGE WHAT IS IT This is the fifth new Range Rover that Land Rover has built and is new from the ground up. WHAT’S NEW? It sits on a new platform that, while offering short- and long-wheelbase versions with five- or seven-seat configurations, crucially allows Land Rover’s halo model to embrace electrification. The technology has also been given a serious overhaul – of the software and engineering types. WHAT’S UNDER THE BONNET? Unlike the previous Range Rover, there’s now a choice of two plug-in hybrids that use not a four-cylinder 2.0-litre engine but one of Jaguar Land Rover’s throaty 3.0-litre straight-sixes. This is in turn mated to an electric motor and 38.2kWh battery that offers up to a claimed 62 miles of electric-only motoring. That’ll appeal to many buyers, we reckon. Elsewhere there’s a suite of mild-hybrid 3.0-litre straight-six petrols and diesels, the latter of which will still be the natural choice for some customers. In traditional Range Rover style, there’s also a V8 petrol – this time around though, it’s one of BMW’s excellent 523bhp 4.4-litre twin-turbo units. Oh, and if that wasn’t enough choice, there’s a fully electric model slated to arrive in 2024. That new platform is very adaptable. WHAT’S IT LIKE TO DRIVE? The previous Range Rover was one of the plushest and enjoyable luxury SUVs to drive on the market, but the new one really ups the ante. The air suspension gives the kind of wafty ride you’d expect, and the light steering and superb visibility make the car incredibly easy to drive. The addition of rear-wheel steering makes tight turning and awkward parking spaces stress-free, and adds a curious, hovering sensation to the car when turning – customers will no doubt wonder how they ever managed without it before. The power is very linear and has none of the gruffness of the old V6 diesel. Not that you can hear much at all thanks to superb active noise cancellation. HOW DOES IT LOOK? At first glance, the new fifth-gen Rangie looks remarkably similar to the old model. There’s the same majestic/imposing front end, with just the right amount of shiny bits to remain 28 | CarDealerMag.co.uk

Range Rover Autobiography D350 MHEV

Price (as tested): £123,715 Engine: 3.0-litre mild-hybrid diesel Power: 296bhp Torque: 650Nm Max speed: 135mph O-60mph: 6.5 seconds MPG (combined): 35.8 Emissions: 207g/km CO2

TARGET BUYERS:

CEOs, chauffeuring firms and even the royal family. They’ll have one thing in common, though – plenty of disposable cash.

THE RIVALS: Style The ground-up refresh styling brings just the right amount of shiny bits to keep it classy.

Cabin Exquisite materials are used throughout, with a gorgeous minimalist design.

A clean-sheet-ofpaper approach has produced probably the finest luxury SUV on the market right now.

Bentley Bentayga Rolls-Royce Cullinan Mercedes-Benz S-Class

KEY SELLING POINTS:

1. Imperious on-road comfort 2. Badge appeal 3. Supreme off-roading ability

DEAL CLINCHER:

No car can climb the Cairngorms then slink down Sloane Street in quite the same way the Range Rover can.

classy (although nickel- and black-coloured ‘visual packs’ are also available). In profile, it’s still clearly a Range Rover with a high belt-line, large glass area and similar styling nods to the 1970 original. Deployable door handles and flush glass tidy things up, though. It’s at the rear where things are at their most individual, with a full-width black bar incorporating the Range Rover badge also home to the scrolling indicators, before falling into a vertical line on the bodywork for the brake lights. Its lines are as clean as a concept car and it truly elevates the exterior’s modern luxury appeal. WHAT’S IT LIKE INSIDE? The materials are exquisite throughout, with gorgeous, minimalist design details. The comfortable front seats and slick infotainment system were highlights, as is the sheer breadth of choice for the interior. WHAT’S THE SPEC LIKE? Prices start at £99,375 for the SE trim with the D300 engine, with standard equipment including 21-inch alloy wheels, perforated Windsor leather upholstery, heated rear seat, Pixel LED headlights and a Meridian sound system. At the top of the range is the SV longwheelbase from £181,720 with the P350 powertrain, coming with 22-inch alloy wheels, SV semi-aniline leather upholstery, massaging seat functions, digital LED headlights and an upgraded Meridian stereo. Our Autobiography model sits around the middle of the range and costs from £120,900, although we had the Batumi Gold paint job and privacy glass extras, adding £1,340 to the price. This brought it close to the average price of configured Range Rovers so far, which is around £125,000. WHAT DO THE PRESS THINK? Autocar said: ‘In its purest form, the latest Range Rover is still the best at what it does.’ Top Gear said: ‘This is one of the definitive luxury experiences of any kind.’ WHAT DO WE THINK? A clean-sheet-of-paper approach has produced probably the finest luxury SUV on the market right now, with huge advances in tech, comfort, power and on-road character. One thing hasn’t changed, though – that blend of imperious off-roading ability and Mayfair kerb appeal. The new Range Rover is a sublime piece of kit. CarDealerMag.co.uk | 29

FORECOURT

NISSAN QASHQAI E-POWER Under the bonnet

The 1-5-litre petrol engine combined with an electric motor puts out 187bhp and 330Nm of torque.

THE KNOWLEDGE Nissan Qashqai e-Power Tekna+ Price (as tested): £40,980 Engine: 1.5-litre petrol-electric Power: 187bhp Torque: 330Nm Max speed: 105mph O-60mph: 7.7 seconds MPG (combined): 53.3 Emissions: 119g/km CO2

Does a hybrid version of Nissan’s best-seller make it more attractive? Ted Welford headed to Stockholm to find out. WHAT IS IT? The third-generation Qashqai launched last year, debuting with mild-hybrid engines, but Nissan is now expanding its appeal further, with the launch of a new e-Power version. Bringing full hybrid technology (although Nissan doesn’t actually call it a hybrid), it further electrifies Nissan’s line-up. WHAT’S NEW? Rather than running on petrol or electric, this system uses the petrol engine to generate electricity, helping to make it drive more like an EV. This electric motor is then the sole power source driving the wheels, which makes it quite different to other hybrids. Powertrain aside, there aren’t too many differences, although the e-Power benefits from the new, larger touchscreen that’s recently been rolled out across the rest of the Qashqai line-up. WHAT’S UNDER THE BONNET? Mild-hybrid Qashqais use a 1.3-litre petrol engine, but a new 1.5-litre three-cylinder petrol is adopted for the e-Power and it’s the swiftest Qashqai on sale by far. We suspect the efficiency gains will be of more interest to customers, though. With a big sales target for the Qashqai being fleet, those reduced CO2 emissions will be welcome (the regular car emits around 145g/km), while it’s also around 9mpg better on fuel. WHAT’S IT LIKE TO DRIVE? It’s relatively responsive and feels particularly quiet on the move as well. Really put your toe down, however, and the engine does make itself heard. The e-Power also carries over Nissan’s e-Pedal from its Leaf – essentially a sharp regenerative braking system that lets you drive it for the most part with just a single pedal. As you ease off the accelerator, the car automatically slows, adding to the ‘electric’ experience. Nissan’s ProPilot semi-autonomous driving features also really take the stress and hassle out of busy and congested traffic, with its systems being among the best. HOW DOES IT LOOK? Bar some relatively subtle e-Power badging and a slightly different grille pattern, this looks the same as any regular Qashqai, and although views are always subjective, we reckon that’s no bad thing.

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Nissan has tended to err on the side of caution with the Qashqai’s design, but this crossover has a certain quiet elegance about it. Sharp LED headlights with a neat signature give it plenty of presence on the road, while the crease lines give it some extra flair. But if design is important, you’re better off choosing the top-spec models – particularly the rangetopping Tekna+ we’re trying here – with its large alloy wheels and two-tone paint scheme. WHAT’S IT LIKE INSIDE? One of the main steps up on this latest Qashqai is its interior, and it certainly feels like a welcome leap upmarket, if not quite encroaching on premium territory. The material quality is good, particularly on the top-spec cars, which get quilted leather seats and additional leather elements on the door cards, for example. The new 12.3-inch touchscreen is a welcome improvement, too, giving the cabin a more modern feel, and although not the best system out there, it’s easy to use and clear. The only slight gripe we have is with the gear selector, which just feels cheap to look at and operate. The Qashqai also continues to excel when it comes to interior space, with a generously sized boot and decent levels of rear seat space. The legroom in the back isn’t all that fantastic, however – a Ford Kuga Hybrid offers more in the way of space here. WHAT’S THE SPEC LIKE? You’ll pay around £2,000 more for the e-Power over the equivalent mild-hybrid automatic model, with prices kicking off from £32,950 and rising to £40,980 for the top-spec Tekna+. The Qashqai is generally very well equipped, with the Acenta Premium coming with 18-inch alloy wheels, dual-zone climate control, an eight-inch touchscreen, reversing camera and keyless entry all included. It could, however, be worth upgrading to the £35,120 N-Connecta version, which brings the larger touchscreen, digital dials, an all-round parking camera plus wireless Apple CarPlay and Android Auto. WHAT DO THE PRESS THINK? Car magazine said: ‘It now feels that the Qashqai has the drivetrain it always deserved.’ The Sunday Times said: ‘The relatively low purchase price compared with a plug-in hybrid and impressive urban economy will tempt plenty of suburban commuters.’ WHAT DO WE THINK? The addition of this e-Power hybrid powertrain is certainly welcome in the Qashqai, bringing a more pleasant driving experience and reduced running costs versus the standard car. With generous equipment levels and a smart design, it could prove a great choice for those looking for something electrified who aren’t quite ready for an EV. The only sticking point perhaps is the £2,000 increase in price over the regular mildhybrid Qashqai, which may be hard to justify considering the regular car is hardly inefficient in its own right.

Style

Subtle design changes including a different grille and e-Power branding differentiate the model from the rest of the range

TARGET BUYERS:

Loyal Qashqai owners looking for something electrified.

THE RIVALS:

Inside

Ford Kuga Hyundai Tucson Kia Sportage

The Qashqai’s cabin is a step up in quality with plenty of interior space. The top-spec models gain quilted leather seats, too

KEY SELLING POINTS:

It could prove a great choice for those looking for something electrified who aren’t quite ready for an EV.

1. Electric-car-like driving experience 2. Familiar and easy to adjust to 3. Lower running costs

DEAL CLINCHER:

All the traits we know and love from a Qashqai, now with lower running costs.

CarDealerMag.co.uk | 31

FORECOURT

HONDA CIVIC Honda’s 11th-generation Civic brings some big advances. Ted Welford headed to Madrid to see how it all stacks up.

THE KNOWLEDGE Honda Civic e:HEV Advance Price (as tested): £32,995 Engine: 2.0-litre petrolelectric hybrid Power: 181bhp Torque: 315Nm Max speed: 112mph O-60mph: 7.9 seconds MPG (combined): 56.5 Emissions: 114g/km CO2

Under the bonnet

The 2.0-litre petrol engine is paired with two electric motors that give the Civic 181bhp and 315Nm of torque.

WHAT IS IT? Spanning 10 generations, Honda has always managed to keep the Civic relevant. Now it’s back with an 11th iteration, bringing with it a range of advances to ensure it can remain competitive in what remains an ultra-popular segment, particularly to retail customers. WHAT’S NEW? Although the Civic’s design on the outside hasn’t changed dramatically, there are plenty of other changes that have come into play – not least a new touchscreen that replaces the appalling system found in this hatchback before. WHAT’S UNDER THE BONNET? There’s just the one option – a 2.0-litre petrol engine paired with two small electric motors plus a battery. It’s brisker than the previous 1.5-litre petrol Civic, with 0-60mph taking 7.9 seconds in our Advance car, and capable of 112mph. As for fuel efficiency, the Civic fares very well, with CO2 emissions of 114g/km on our top-spec test car, or just 108g/km on models fitted with the smaller wheels. We quite easily exceeded the 56.5mpg fuel economy figure, too, on our mixed-test route. WHAT’S IT LIKE TO DRIVE? These self-charging hybrids tend not to be great to drive, but this Honda is a big step up, especially compared with the brand’s other hybrid models. It’s smooth, isn’t shy of performance and is generally very pleasant. Ask a lot from it with your right foot and it does get quite vocal, but it’s otherwise quiet and refined, with minimal road noise, too. The steering has a good degree of weight to it, making it good fun through the corners, and while there’s body roll if pushed, it’s undoubtedly one of the better cars behind the wheel in this class. At the same time, the ride is excellent, getting the balance about right between soft and firm. HOW DOES IT LOOK? In terms of design, it’s definitely more evolutionary than revolutionary, but it’s a very smartlooking car nonetheless. It’s more or less the same size as the outgoing model, although the roof is slightly lower, helping to give it more of a coupe-like appearance and adding to the street cred. The front end is sportier than the outgoing car, too, with additional black

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trim helping it to look more aggressive without spoiling the otherwise elegant design. For a racier look, the mid-range Sport benefits from black 18-inch alloys and additional garnish. WHAT’S IT LIKE INSIDE? The biggest step up on this new Civic is its new nine-inch touchscreen, which is a significant improvement on the awful Garmin-sourced system. It’s slicker, easy to use and gives the car a modern feel, helped by a new fully digital instrument cluster (Honda’s first), which is found on the top-spec model. The fit and finish have improved too, with plenty of soft-touch and durable materials being used throughout, while a particular highlight is a honeycomb mesh surrounding the air con vents. There’s also plenty of room, with a 410-litre boot a good size by class standards, while rear legroom is generous as well, although taller passengers can struggle in the back because of the sloping roof, while the addition of the hybrid element means the boot isn’t as big as the previous Civic’s. WHAT’S THE SPEC LIKE? Three trim levels are offered on the Civic – Elegance, Sport and Advance – with even the entry-level grade getting a huge range of equipment. Highlights include adaptive cruise control, dual-zone climate control, heated front seats and a reversing camera. In fact, we reckon there’s not much need to upgrade. But should you want to, the Sport brings wireless smartphone charging, LED front fog lights and larger 18-inch alloy wheels. Opt for the top-spec Advance and it features a Bose sound system, panoramic glass roof and electric front seats. Pricing starts at £29,595 and rises to £32,995 for a top-spec Advance model. It might seem quite expensive at first, but it’s right on the money compared with Toyota’s similarly powerful Corolla hybrid. You’d be better off choosing a more affordable trim level, though. WHAT DO THE PRESS THNK? Auto Express said: ‘In a market that’s still incredibly crowded, Honda’s individual approach could see it score well.’ Parkers said: ‘If you’re a petrolhead that’s being squeezed into a hybrid by rising fuel bills and the cost-of-living crisis, this could be the car for you.’

Its hybrid setup is the Japanese firm’s best yet, with its combination of performance, smoothness and efficiency really standing out.

WHAT DO WE THNK? Honda has totally raised the Civic up a notch for this latest generation. Its hybrid setup is the Japanese firm’s best yet, with its combination of performance, smoothness and efficiency really standing out. Blended with an enjoyable and comfortable driving experience, there’s a huge amount to like about this new car which – Type R models aside – is one of Honda’s best in years. It’s one of those rare cars that really doesn’t have much wrong with it, and fully deserves to carry the famous Civic nameplate well into the future and beyond.

TARGET BUYERS:

Owners of larger, more premium cars who are looking to downsize.

THE RIVALS: Interior

The Civic gets a much-improved nine-inch touchscreen that’s slicker and easier to use.

Skoda Octavia Toyota Corolla Volkswagen Golf

KEY SELLING POINTS: 1. Good to drive 2. Efficient and smooth hybrid setup 3. Feels and looks the part

DEAL CLINCHER: Style

The new Civic has a sportier front end with black trim to give it a more aggressive look.

The best-driving (excluding the Type R) and most efficient Honda Civic yet.

CarDealerMag.co.uk | 33

FEATURE

A 5OTH CELEBRATION

ROADTRIP 1972 – 2022

Bourne Road Garage is celebrating five decades of being a Mazda dealer. James Batchelor got behind of the wheel of a 50-year-old Mazda RX-3 to be there for the celebrations. PICTURES: DAVE SMITH

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There’s a soundtrack to accompany the smell of petrol and hot vinyl seats – a sort of high-pitched snarl. It’s very addictive.

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FEATURE

James Batchelor makes a quick pit stop at Mazda Motors’ HQ and parks up the RX-3 alongside its 2022 equivalent

eneath the bustling Bourne Road in Crayford, south-east London, lies a story. The tale goes that a coffin of a young Roman girl was discovered there in the late-1870s and, despite local residents’ protests, it wasn’t removed and remains there to this day, its precise location still a mystery. But before it was covered over, never to be seen again, the coffin, decorated with scallop shells, was sketched by the Rev George Savage of St John’s Church. The building that now stands on the long-demolished church is Bourne Road Garage. This is just one line in a large file emailed to me by Mazda Motors UK, for Bourne Road Garage is the Japanese brand’s second-oldest dealer. Aside from Roman remains, the site has had a colourful history over the centuries, and its association with Mazda makes for a large chapter – 50 years to be precise – and Car Dealer wanted to be there when the business and Mazda marked this special birthday. Arriving at the celebrations in a loaned modern-day family hatchback seemed just a little too ordinary for Car Dealer, so Mazda Motors UK arranged for me to pick up its charming little rotary-engined 1973 RX-3 from its heritage garage in Royal Tunbridge Wells and take it on a road trip, with the final destination being Bourne Road Garage. Along the way, I’d stop off at the former MCL Group building – the firm that imported Mazdas for decades before Mazda Motors UK was formed – and the Japanese carmaker’s current headquarters nestled near the Dartford Crossing. All in a car that Bourne Road would have sold to inquisitive customers half a century ago.

ROAD TRIP

Having a collection of the cars you’ve sold in the UK since the year dot sounds like a lovely idea, and many car manufacturers have flirted with and embraced this quaint concept. But in these days of draconian finance departments and a need for carmakers to keep more than an eye on the green agenda, a heritage collection is a rare thing. Not so for Mazda. Over the past few years, it has steadily built up an assortment of some of the most interesting cars it ever sold off dealers’ forecourts. A smart but pretty unassuming little garage stands on a narrow thoroughfare in Tunbridge Wells. Its large plate-glass windows give glimpses of an eclectic mix of shapes covered in silky smooth red car covers – sleeping giants of Mazda’s past. Inside, and along the garage’s brilliant white far wall, sits a line of cars cloaked in the red coats – unmistakably a row of MX-5s. Another shape is of a sports coupe, while at the back is quite distinctly a Mazda Cosmo – its protective cover pulled tightly over its stubby, flared-in frontend and stretched rear deck. But at the very front of the little toyshop, its teal blue paintwork glistening in the early morning light, is a beautiful, mostly original 1973 RX-3. With the garage doors peeled back, I twist the key and the RX-3 thrums into life 36 | CarDealerMag.co.uk

Batch took to the twisty roads in Kent to taste the RX-3’s driving experience as he made his way from Royal Tunbridge Wells to Bourne Road Garage

and I nose the car out on to the road. Our first stop is the old headquarters of MCL Group and that’s on the other side of town, through some tight streets and busy main roads as locals fight for road space to get to work. The RX-3 is slightly recalcitrant – a tug of the choke is needed – and the exhaust – a non-original straight-through type – crackles, pops and reverberates off Tunbridge Wells’s upmarket shops and icy-cool cafes. Not before long, we rumble, rather noisily, around Oakhurst House’s turning circle. The RX-3’s Coke-bottle 1970s styling stands in sharp contrast to the Eighties, rather severe architecture. It was the home of MCL Group – a company formed in 1978 that held the distribution rights for Mazda in the UK until 2001 when Mazda Motors UK was established. Mazda first came here in 1967 and was officially launched at the British Motor Show in 1969. Fearful of the threat from the then-new Japanese carmakers, the UK put strict import quotas on the sale of Japanese cars, including Mazdas. By 1973, Mazda sales were pushing 7,000 a year, and by the time MCL Group was in charge, Mazda had a strong footing in the UK car market. Mazda’s growth in the UK in the Eighties and Nineties was mostly due to MCL Group – which was 60 per cent owned by Itochu Corporation (one of Japan’s leading sogo shosha, or general trading companies) and Inchcape – and the now-named Oakhurst House was the firm’s confident premises, officially opened in 1982 by none other than Peter Braddon, Bourne Road Garage’s owner. Just as employees at the firm that now calls Oakhurst House its home gather at the windows, wondering why there’s a man standing next to a 1970s Mazda wearing matching trousers and who’s being told how to stand by the photographer, it’s time to leave. The next stop on our road trip is Mazda Motor UK’s headquarters some 30 miles away, and I’m keen to take the quieter, more twisty roads to get there. It’s a humid day in mid-June and the rotary engine needs a good chunk of cool air to keep happy. On more open stretches of asphalt, it’s easy to pick up speed thanks

With the garage doors peeled back, I twist the key and the RX-3 thrums into life and I nose the car out on to the road. CarDealerMag.co.uk | 37

FEATURE

Batch gives a careful look as he pulls away from Mazda’s heritage garage

Our man deep in conversation with Andrew Mooresmith, left, and Garth Vincer to the engine. According to Mazda Motors UK, there are only around seven RX-3s currently registered in the UK, making it a rather rare car full stop, not just a scarce model from Mazda’s back catalogue. This one is a little different as it’s been slightly modified by a previous owner – the original ‘10A’ engine has been replaced by a larger, 1,146cc ‘12A’ from a later RX-3, and therefore benefits from a pair of large intake trumpets. With a round 110bhp on tap and the rotary engine’s love for being revved hard, progress is remarkably quick. And all the time there’s a soundtrack to accompany the smell of petrol and hot vinyl seats – a sort of high-pitched snarl. It’s very addictive. It’s not just the engine that’s a treat but also the gearbox. Surprisingly, it’s a five-speeder and the tall gear lever neatly clicks between the gears, helping you to keep the rotary singing. And while the wheel itself is covered in a tacky wood-effect plastic, the steering is hefty and just a little imprecise. The only thing that really reminds you that you’re driving a 50-year-old car is the cornering ability, as the skinny tyres do a feeble job of sticking the car to the road, favouring understeer more than anything. More than once, I feared for the life of the beautiful retro metal hubcaps, expecting them to ping off at every quick s-bend. That aside, the zesty engine and slick gearbox are features that would live on in future RX models, helping to make them must-have motors for fans of Japanese performance cars. The drive to Mazda Motors UK’s headquarters in Dartford is over a little too quickly, and before too long we’re mixing it among unforgiving motorway traffic. Mazda’s HQ sits in the shadow of the impressive Queen Elizabeth Bridge, and just like Oakhurst House was in period, it gives off a confident air. Parking next to a current Mazda 3, the nearest equivalent to the RX-3, there’s very little in common, naturally. The flashy Seventies styling jars with the 3’s organic-looking, flowing bodywork. Inside the HQ lies another group of heritage Mazdas, enforcing the notion that Mazda is rather proud of its earlier efforts. There’s a highly unusual RX-7 Mk2 Cabriolet parked alongside a proper time-warp Mk1 model with under 1,000 miles on the clock. But of more interest to me is the Porter Cab that Mazda has converted into a cute coffee van, 38 | CarDealerMag.co.uk

NOSTALGIA

Bourne Road Garage has an extensive collection of old adverts and press cuttings charting its history as a Mazda dealership

and with an Americano served it’s time to read up on our next stop – Bourne Road Garage.

LOYALTY

Bourne Road Garage’s life in the automotive scene began when Edwin Henry Braddon, grandfather of present owner Peter, bought the site on April 1, 1938. He soon moved his engineering works and haulage business from Waterside in Crayford to Bourne Road and built a thriving operation. By the Sixties, the business had ventured into car retailing and stocked Ford’s latest models, including the Anglia, Cortina and blocky Zephyr Mk4. The story really gets going in 1972 when Bourne Road Garage became a fully fledged dealership, complete with a showroom and parts department. After a brief affair with Datsun, Bourne Road Garage selected a franchise with Mazda and there began a relationship that has lasted half a century and counting. It also had a franchise with the East German carmaker Wartburg and operated a sister dealership, Nuxley Road Garage, Belvedere, where it sold Polski Fiats and, later, Subarus, Isuzus and then Daihatsus. Pulling up outside, it’s immediately clear this is a dealership that has no wish to be a glass-fronted corporate showroom that occupies many a busy street. Bourne Road Garage wears all the latest Mazda signs but its low-slung stature and diminutive size give a welcoming feel – there’s even a pair of listed lampposts from the local Princesses’ Theatre at the entrance, which were saved from the scrap man by the Braddon family when the theatre was demolished in the 1960s. Bourne Road Garage isn’t like most other dealerships. The RX-3’s loud exhaust causes the showroom staff to leave their desks and come and take a look at the noisy arrival. One of them is managing director/company secretary Andrew Mooresmith, who remembers the dealership selling used RX-3s in the late-1970s. But before I can ask some questions, he’s whisked inside to see the boss. As manufacturer MDs go, Mazda’s Jeremy Thomson is one of the most humble and charming you’ll find, so it’s no surprise he’s made the drive over to Bourne Road Garage to hand over a smart trophy celebrating the garage’s 50 years of Mazda trading. After the snaps with the team are taken, Thomson explains to me why having dealers such as Bourne Road Garage is so important to Mazda Motors UK. ‘These guys are tremendous,’ he beams. ‘The services they offer are almost of the traditional type which isn’t always apparent in modern retailing. The customers and the staff are multi-generational and you get such a real experience of longevity and continuity here – that’s how you build recommendation and advocacy. ‘It’s something that’s very easily overlooked, especially in aftersales, and these guys do it brilliantly because they’ve got a lot of history with Mazda and they’ve got

The RX-3’s loud exhaust causes the showroom staff to leave their desks and come and take a look at the noisy arrival.

Parked up at the old MCL Group HQ CarDealerMag.co.uk | 39

FEATURE the connections.’ That passion but also breadth of experience from the dealer helps when the cars you’re selling are different from the run-of-the-mill variety. ‘At times, some of what we do is very mainstream, but a lot of the time it’s quite counter-mainstream,’ says Thomson. ‘Take the Mazda MX-5 – it’s in a world where pretty much all affordable twoseaters have disappeared, and it’s a tough market to be in. ‘Rotary is another good example – and we’ll see rotary again in the not-too-distant future – as it’s a very specific technology for Mazda, and for sales staff to talk comfortably about it to customers and educate them about the technology is very important.’

LONG SERVICE

Andrew Mooresmith has been at Bourne Road Garage for an astonishing 42 years. He’s one of two staff members who have clocked up 40-plus years, and over a third of the employees have been at the garage for more than 20 years. Collectively, Bourne Road Garage staff have an incredible 340 years of experience between them. In that time, he has worked his way up from parts assistant to parts manager and aftersales manager right up to his present role of MD and company secretary. He’s a good person to take a temperature check of the business, and I ask if in these days of changing automotive retail landscapes Bourne Road Mazda is worried by the large dealer groups. ‘You’ve got to keep doing what you do best,’ he smiles. ‘And what we have – and they [large franchised groups] don’t always have – is the family business culture. That’s the difference. From my point of view, if I go back to a shop and it’s the same faces working there, it gives me confidence – they must be doing something right.’ And Bourne Road Garage has many loyal customers. ‘It’s wonderful when people write in telling us they’ve had a great experience with us. One of our customers sadly gave up driving recently, and she wrote a lovely letter and came and visited us with biscuits and sweets for the staff, thanking us for 30 years of service to her.’ We take a look around the RX-3, which has now been parked inside the showroom for the 50-year celebrations. Joining us is sales director Garth Vincer, who’s a relative newbie with just 22 years at Bourne Road under his belt, and the 40 | CarDealerMag.co.uk

Bourne Road Garage staff pose for a team photo to celebrate its 50th anniversary

Inside Mazda’s heritage garage

The customers and staff are multi-generational and you get such a real experience of continuity here. Admiring the anniversary trophy

RX-3

MAZDA

(1973)

Think of a rotary-engined Mazda and most will think of the RX-7. However, it was the RX-3 that was the seminal product. LAUNCHED in 1971, the RX-3 wasn’t exactly an easy car to understand when it arrived in the UK a year later. A customer who walked into a showroom such as Bourne Road Garage would have had the choice of piston- and rotary-engined models, called 818 and RX-3 respectively. There was also the choice of a two-door coupe and a four-door saloon at launch and even an estate in 1973. The £1,633 RX-3 Coupe cost £335 more than its piston-engined 818 sibling and was distinguished by its slightly different headlamp arrangement and rotary-like badges. YST 83M is a ’73 car in a cheesily named Super Deluxe trim that added, among other things, a full vinyl interior, clock and heated rear window. The RX-3 estate only lasted one year and the RX-3 line-up was discontinued in 1976. However, the Mazda 818 estate stayed in the range until 1978, with the last saloons and coupes being sold in 1979.

Andrew Mooresmith, left, receives the special trophy from Mazda Motors UK MD Jeremy Thomson

RX-3 takes Mooresmith right back to his early days in the Seventies. ‘In those days, the customer would come in and would, more or less, say “I’d like to buy a car, can you help and can I buy one?” It’s so different today where the customer is more likely to say “I’ve shopped around and what’s your best deal?” ‘Back then, people were just blown away by Mazda because they had everything as standard, which the Fords didn’t have, and they looked good, too. ‘The typical scenario would be the customer would have been to a dealership [selling a traditional British brand] in Bexley village, and then they would pop over here and look at this new Japanese brand to see what it was all about. ‘There was also the reliability effect. If you went to the Ford showroom, quite often there would be a drip tray underneath the car to catch the oil! We just believed Mazda was a more exciting and innovative brand, and we thought we’d put our future with them.’ When Vincer joined Bourne Road, the Mazda brand was in quite a different place compared with the days of the RX-3. ‘I remember the first car I sold – it was a 626 and you could have driven around in it stark naked and no-one would have paid you any attention. Is it a Ford? Is it a Vauxhall? We’d just had Xedos 6, Xedos 9 and MX-6 and then the styling went off a cliff – but I still managed to sell around 130 cars that first year.’ For Vincer, it was the Mazda 6 of 2002 that got Mazda back on track – and the brand hasn’t looked back since, he says. Bourne Road Garage’s key to success is a simple one, he believes. It’s about making the car-buying experience easy. ‘We don’t put people under pressure – we just don’t have that sales ethos and the business isn’t built on that. It’s instilled right from the beginning – it should be easy, easy, easy. ‘Give the customers choice and let it flow. When a customer is in that environment where you’ve given them space, it’s great. And for the sales staff, because of the experience they have, they’re empowered to make the decisions themselves. ‘From a customer’s perspective, they’re dealing with one salesperson. And when they come in again they’ll see the same people working here. We’re not like the big dealer groups who can exercise corporate muscle; we have to use our brain. We go back to the basic principle of keeping it very simple, and people buy a car from people.’ CarDealerMag.co.uk | 41

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FEATURE.

COOL STUFF

We’re well into summertime now, aren’t we? Although everything might feel a little unsettled at the moment – particularly with rising prices and fuel costs skyrocketing – it’s still a great time of the year for getting outside. Needless to say, a lot of our products this month take a more outdoors-y approach. So let’s have a look at what’s on offer...

Champagne Carbon эB.03

circa £247

HOW do you make a bottle of bubbly that lives up to Bugatti’s track-only Bolide? That challenge has been accepted by Champagne Carbon, which has created a special-edition bottle of fizz designed to mimic the W16powered hypercar. Contained within a carbon-fibrewrapped bottle, the ЭB.03 Edition has a vintage 2013 Blanc de Blancs champagne. Not surprisingly, it doesn’t come cheap, with prices at around £247 a pop.

GoCycle G4 e-bike

£3,299

THE world of e-bikes has really grown in recent years, particularly as battery technology has improved to allow longer ranges. GoCycle is definitely aimed at the more commuter end of the market, with its G4 e-bike offering a compact foldable design that manages to cram a lot into a small package. GoCycle has recently reduced the G4’s price, which – we’ll admit – still remains quite a lot. However, many cycle-to-work schemes include the G4, which will help with the cost.

Lowa Trek Evo Mid GTX hiking boots

£210

A GOOD set of hiking boots will last you a long time and Lowa is one of the best in the business for designing just that. Its new Trek Evo Mid GTX boots have been designed with a more eco-conscious feel, so they’re crafted from entirely vegan materials and you can even replace the soles. But you still get a waterproof Gore-Tex lining plus added heel and toe protection for when the going gets tough.

Harley-Davidson Serial 1 SWITCH/MTN

£TBC

HARLEY-DAVIDSON might be known for its classic American motorcycles, but it recently announced that it would be branching out into e-bikes with a whole new brand called Serial 1. The new SWITCH/MTN is one of the latest products of that endeavour. It’s a proper off-roader, all based around a compact electric motor and battery. It’s even got integrated lights, so you don’t have to worry about fitting new ones. CarDealerMag.co.uk | 43

FEEDBACK

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

TOP TWEETS Worst June new car sales since 1996

@frattonlad

Suspect many are wary of leaving themselves short of cash with further energy price rises coming in three months’ time...

@pndarden

Proper PPU & no pre-reg – quite happy to be fair.

PICTURE OF THE MONTH Now here’s a sight for sore eyes... The world’s oldest remaining Bentley – EXP2 – returned to the Isle of Man 100 years after being part of the manufacturer’s team that won the 1922 RAC Tourist Trophy. The Sunbeam was one of 78 Bentleys plus period competitors on display, and the combined value of the rare collection of Bentleys was more than £40m. It’s also unlikely that all of those Bentleys will ever be together again.

New version of Glass’s Guide has shattered my belief in it Is there an alternative to Glass’s Guide? I’ve been using it for 15 years – the new version is rubbish, as it only values cars up to 10 years old. Timcourt

@beaton_bruce

Why do we always measure numbers of cars registered? That’s @SMMT’s obsession. For car dealers, the headlines should be the GP like-for-like. We need more relevant headlines.

Auto Trader Retail Check is one, WeBuyAnyCar is another. There are various ways of valuing a car online without trade guides. I don’t use guides myself as I just work backwards from retail, less some prep, then some margin and that tells me what I can pay for something. Blenheim Car Sales Blimey, those were the days, before auctions put trade prices in the catalogue. Sitting in the auction cafe, rushing through the lists with Cap book. Seems like ages ago now. Metcars Having to tap up a local main dealer to get last month’s book – distant memories indeed. The smartphone has a lot to answer for.

@steairey

Hopefully means used car prices will stay high if there is low availability of nearly new used cars in the market going forwards – even if demand may be slowing with the cost-of-living crisis.

Justina3

Anything 10 years old is worth mega money as it’s cheap money in public’s eyes. That’s why there’s no keeping pace with old scrappers nowadays. As for Glass’s Guide or Cap guide, both are out of date day by day. Waste of money joining them nowadays – better off guessing if you don’t know the job well. I’ve got an old PX Honda CR-V. 07-plate, £5,995. It’s 15 years old and the interest in it is bloody stupid – who on God’s earth would spend 6k on a 15-year-old banger? It’ll be sold today I’ll tell you – only went up 5pm yesterday. Amazing. David Horgan

More and more of our readers are joining the debate – and it couldn’t be 44 | CarDealerMag.co.uk

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PROBLEM

BMW steering noise annoys – so what can be done about it? I bought a BMW from BCA and a coil spring has been snapped in transit by the looks of it. I made a claim and got it fixed, but now when driving the car I have noticed a noise when steering, which was also clear on BCA Assured. However, the car has now done about 90 more miles after taking it to get it fixed and bringing it back to my pitch. It sounds like a strut mount probably also broke in transit. Will they accept this claim? Lambchop Surely the mechanic that fitted the spring would have checked the strut top mount? Fairly basic stuff. MarkTVS Sorry, it’s the other side. Driver’s coil spring, which also snapped the anti-roll bar linkage and passenger side top strut mount. Now it’s noisy but it took a while for me to

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

notice as it’s only noisy at low speeds. It’s fine when driving to the garage but noisy while parking. Lambchop Snapped spring and snapped anti-roll bar droplink? In transit? Sounds like there could be more to this. I’d have it up on the ramps for a very careful inspection of the steering, suspension and chassis legs. And then check four-wheel alignment. Halfpenny

I’d have it up on the ramps for a very careful inspection of the steering, suspension and chassis legs. And then check four-wheel alignment. Halfpenny

Fiesta’s V5 came with photocopied front page Hi, I’ve got a diesel Ford Fiesta that came with a photocopy of the front page of the V5 – it’s £30 a year to tax. Can I pay for a year’s tax then sell it using that photocopy? I suppose I could ask the new owner to tax it at the end of the year. Lambchop

Tax it when the new keeper buys it. With the document number on the front of the V5, just add the number ‘5’ to the front of that number to tax it as normal online. Then you simply transfer it to the new owner online – dead easy to sort. David Horgan

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DASHBOARD

BUSINESS NEWS

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

TRUCE

Ocado hits £575m fundraising target

ONLINE retailer Ocado has managed to hit a fundraising target of more than half a billion pounds that it plans to push into its growth plans. The business raised £575m from shareholders by selling them new shares. It got another £3m from senior management and agreed a loan facility that will let it borrow up to £300m from banks. The money will go into its tech arm.

Heinz and Tesco settle dispute over pricing TESCO’S shelves will be brimming with beans again after the company reached a truce in its dispute with food giant Heinz. In a joint statement, the firms said they had got ‘back together’ after gaps opened in the aisles of the UK’s biggest supermarket. According to reports, bosses at Tesco had been displeased by the rising prices for Heinz products, as they try to compete with discount retailers Aldi and Lidl. During the spat, it is understood that Heinz suspended deliveries to the supermarket chain. It led to shortages of some products, including some types of baked beans and chicken noodle soup.

STUDY

Poor pay sees fewer dads on paternity leave

LEAK

Uber’s secret influence over transport revealed UBER secretly lobbied ministers to influence London’s transport policy, it has been revealed. Leaked documents show lobbyists for the ride-sharing app company met then-chancellor George Osborne and other ministers. The ‘undeclared’ meetings took place after Boris Johnson, as Mayor of London, had promised to launch a review that could have limited Uber’s expansion in the capital. The meeting with Osborne took place at a private dinner in California, where Uber is based.

46 | CarDealerMag.co.uk

ONLY a third of eligible new fathers are taking paternity leave because of the low level of pay, new research suggests. Just over 200,000 fathers took paternity leave in 2021/22 compared with 636,000 mothers, according to a study by commercial law firm EMW. The main reason for the poor take-up was the low level of pay available, said the report.

2013 WINNER

WINNER

COST OF LIVING

Unions call for wage protection as inflation soars

THE country’s top trade union leader has said ministers are ‘spoiling for a fight’ with workers as inflation massively outstrips pay. Trades Union Congress general secretary Frances O’Grady said the government should defend wages and give decent pay rises to public sector workers. It comes as new inflation figures show that the cost of living increased by 9.1 per cent in the year to May.

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COURT

Kellogg’s loses fight over new rules BREAKFAST food giant Kellogg’s has lost a High Court challenge against the government over incoming food regulations that the manufacturer says will cost it an estimated millions of pounds in lost sales. Part of the rules coming into effect in October will restrict where some types of food can be displayed in supermarkets or on websites, while others next year will ban multi-buy promotions of foods deemed high in fat, sugar or salt.

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DASHBOARD

INDUSTRY VIEWS NEWS AND THOUGHTS FROM CAR DEALER LIVE CAP HPI

We’ve never seen this before – low consumer demand and low supply. You don’t normally have those two dynamics.

Derren Martin Cap HPI director of valuations

Used car prices dipped again in June but it’s been one of the strongest for past 10 years

sed car values dipped slightly in June but the month was one of the strongest Junes for the past decade. That’s the latest from Cap HPI. The firm’s director of valuations, Derren Martin, appeared on Car Dealer Live and explained the state of the used car market this month. Values dipped by 0.9 per cent on average at the threeyear/60,000-mile mark in June. That’s 0.2 of a percentage point more than in May, but June’s market was stronger than March and April’s, which saw falls of 2.1 per cent on average. Martin described the current market as having ‘plateaued’ following strong rises in used

car prices for most of 2021 and falls in early 2022. ‘We’ve never seen this before – low consumer demand and low supply,’ said Martin in the video, which you can watch by clicking on the image on the left. ‘You don’t normally have those two dynamics. ‘At the moment, because of the dynamics in the new car market and a lack of fleet returns, there’s not an abundance of cars out there. But also the demand is lower, so they’re levelling each other out to a degree.’ Despite the dip, though, the market is still very strong. ‘It’s one of the strongest Junes we have seen for the past 10 years,’ said Martin ‘You can’t compare June to the same month last year, as we were in a summer of strength when values were going crazy, but the June norm is around a 1.4 per cent drop, so June 2022 is half a percentage point stronger.

SNOWS

T S A C D PO Driven by

CLICK HERE TO LISTEN TO MORE CAR DEALER PODCASTS 48 | CarDealerMag.co.uk

It’s all about managing the long lead times as well as expectations about waiting for new car

anaging long lead times and educating customers about the fact they may have to wait months for their new car is one of the industry’s biggest challenges right now, believes a dealer group boss. Snows Motor Group chief operating officer Neil McCue told the Car Dealer Podcast that although margins were strong on new cars and demand was buoyant, telling customers they may have to wait six months or more for a car was tough. McCue said: ‘It’s really difficult at the moment, as you can imagine. ‘Stock inventory is very, very low. ‘The one benefit we’re seeing is an increase

in profitability on our new car margin, which is obviously good news. ‘But we want more cars, because it’s never good having too much of an order bank.’ McCue said that ideally the wait for a new car with the manufacturers his group represents would be ‘eight to 10 weeks’. He said: ‘Is three, four, six months too long to wait for a new car? Probably. ‘But it’s just the world we live in at the moment. ‘We’re working really hard internally with our sales teams to make sure that we are managing our customers’ expectations and the pipeline and to just give them information that’s as accurate

The latest from our fleet Long-termers: p59

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

Prices of EVs such as the MG ZS rose by five per cent in June ‘It’s a reasonably strong market. However, many dealers are saying it’s not great for them. ‘They’re having to work really hard to stimulate demand and to close sales due to the cost-of-living squeeze. ‘We’re into holiday season as well and soon it’ll be school holidays. ‘It’s tough, but values aren’t dropping, which should give dealers a bit of confidence to buy cars for stock.’ Martin also revealed that cars at the cheaper end of the used car market were now being squeezed. ‘Cars under the £5,000 mark have been really, really strong up to now but they’re starting to struggle. ‘The sweet spot is at the £12,000 mark, as

as possible.’ Snows Motor Group has 52 franchised dealerships, five approved service centres and 12 used car sites across the south. It represents BMW, Mini, Kia, Mazda, Toyota and a host of VW Group and Stellantis brands. McCue said although the new car supply issues were frustrating, he thought manufacturers were doing well as a result. ‘My guess is that manufacturers are making more money because they’re supplying fewer cars into the channels that maybe they didn’t want to sell in – other channels that maybe they didn’t make money on.’

cars around £20,000 are starting to look a little expensive.’ Martin added that cars at the cheaper, older (10-plus years) end of the market were also being affected, as dealers were beginning to shy away from damaged stock and favouring stock that they could turn around quickly. The rising cost of petrol was having a positive effect on the prices of used electric cars too, he said. Prices for some models, such as the MG ZS EV, were up by as much as five per cent in June. Meanwhile, diesels are making a downward movement after seeing strong rises during the height of the Covid pandemic, mostly due to high prices at the pumps in recent weeks.

Good-quality stock is so hard to come by

ourcing high-quality stock is becoming a real challenge for one independent used car dealer. Motor Connect managing director Steve Corwood, who appeared on the Car Dealer Podcast, explained the problems that he was facing. ‘We’re carrying really light at the moment – I’m working four platforms a day to buy stock. ‘It’s the good-quality stock that’s hard to come by – there’s stuff out there and it’s so tempting to buy when you’ve got so many empty spaces, but you’ve got to stay strong to what you have always done. ‘This is our biggest challenge right now, even though there is a slight softening in the market.’

It’s really difficult at the moment, as you can imagine. Stock inventory is very, very low. Neil McCue Snows Motor Group chief operating officer CarDealerMag.co.uk | 49

DASHBOARD

FINANCE NEWS FLA

Vehicle shortages continue to hit new car finance

FCA

Lenders told to support those struggling with rising costs

by John Bowman john@blackballmedia.co.uk

enders should act now to make sure that borrowers struggling with payments and vulnerable customers can access help as living costs rise, the City regulator has said. The Financial Conduct Authority (FCA) wants lenders to do more to help people in financial difficulty and has said it is concerned that some customers in vulnerable circumstances aren’t getting the support they need. The regulator is reminding lenders they should give support to struggling borrowers that is tailored to their circumstances and only charge them fees that are fair and cover the firm’s costs. With household bills expected to continue to rise into the autumn, the FCA is writing to more than 3,500 lenders to remind them of the standards they should meet. Most firms need to have better conversations to fully understand their customers’ individual circumstances, so they can provide appropriate tailored support and ensure that arrangements to pay back debt are sustainable, the regulator said. Sheldon Mills, executive director of consumers and competition at the FCA, said: ‘Many consumers are feeling the impact of the rising cost of living in their personal finances and we expect this to increase over the next few months. ‘Early action is important for those struggling with debt. We need all firms to get the basics right and provide good-quality support. Where we see more serious wrongdoing, we are already acting to ensure these firms improve. The financial services industry has a significant role in helping consumers manage their finances – and it should expect us to pay close attention to how they do that over the next few months.’

50 | CarDealerMag.co.uk

VEHICLE shortages are continuing to have an impact on the new car finance market, the sector’s trade body said. Figures released on July 7 by the Finance & Leasing Association show the consumer new car finance market suffered a fall in new business of seven per cent by value and 11 per cent by volume in May versus the same month in 2021. Consumer car finance new business volumes as a whole fell by four per cent versus the same month in 2021. The corresponding value of new business grew by six per cent over the same period. The used car finance market reported new business up 17 per cent by value, but one per cent lower by volume in May versus the same month in 2021. Geraldine Kilkelly, director of research, said: ‘May saw a continuation of recent trends in the consumer car finance market, with vehicle shortages weighing on new business volumes in the new car finance market. Pressures on incomes from higher inflation, interest rates and taxes are expected to subdue consumer spending in the coming months.’

IN ASSOCIATION WITH

TIME IS MONEY RICHARD PYGOTT

A MONTHLY LOOK AT THE WORLD OF AUTOMOTIVE FINANCE AND MARKETING

Feedback is a gift so make sure to review your reviews

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

ith the summer months upon us, it’s the time of year when many families will be looking to escape from the UK and soak up the sun in warmer climates. Before booking a holiday, I usually look at popular review websites and try to get some idea of what to expect from the hotels I have shortlisted, as well as getting a general idea of other people’s experiences. Whether it’s a holiday abroad, a new TV or even contemplating changing my vehicle, I always check the reviews of companies I’m considering buying from, and these reviews can sometimes be the difference in me picking up the phone or steering clear! There are many in the trade I’ve spoken with over the years who have told me they fear customer reviews – so much so that they sometimes turn off the functionality or hide them on their social media channels altogether! It’s understandable that when reviews are overly critical they can be interpreted as an attack on yourself and your business that you’ve shed a lot of blood, sweat and tears over while building it from nothing. But although it’s important to remember that you can’t make everyone happy all the time, reviews of your dealership are certainly worthy of your attention, as you can bet that potential customers will be looking at your online reviews when considering buying a car from you. When a customer leaves a bad or middling review, it’s easier to process it if you view it as an opportunity to improve your business, especially if trends appear where multiple customers state there is an aspect of your service that they’re unhappy with. If there are simple fixes you can put in place to ensure that future customers will not come across the same issue, you will have happier customers, better reviews and far more recommendations. If customers are very happy with your service then shout it from the rooftops in your advertisements and be proud to display the positives. If customers leave very short reviews, ask for more information as to what element of your service they liked the most. Whether it’s a good, bad or average review, it’s always best to reply, as potential customers will see how you manage customers and their experience of buying from you. Replying to reviews will also show potential customers how you deal with issues when something goes wrong, which can instil confidence in those customers who haven’t decided whether they want to buy from you yet, and can make all the difference. One advantage of managing reviews effectively is that previous happy customers may even come to your defence when others post bad reviews about you online. Customer reviews are a gift that can help you become more efficient, create happier customers and even help you sell more cars, so make sure to keep on top of them!

If your customers are very happy with your service then shout it from the rooftops. If they leave very short reviews, ask for more information.

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We could tell you all about how our customers have voted us as the UK’s number one motor finance lender, or that we were voted ‘Sub-prime Finance Provider of the Year’ for seven years by our dealer partners. But we don’t like to blow our own trumpet. Instead, we let our customers do the talking…

I have had four cars through these guys. They go out of their way to find the right deal and repayments. I will use these every time! November 2021

Scan the QR code to join our Dealer network and receive a Welcome Hamper* *Subject to the information provided, meeting our onboarding criteria. 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 03560611. 52 | CarDealerMag.co.uk

DASHBOARD

SUPPLIER NEWS

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

Google Vehicle Ads prompt warning

DEALERS need to find new ways of making vehicle description pages ‘sticky’ with the forthcoming arrival of Google Vehicle Ads. That’s according to Rob Severs, senior vice-president of product and insight at retail technology specialist iVendi, who said that to get potential buyers to stay on websites, it could mean a redesign for the kind of standard vehicle pages most dealers use today, such as showing alternative product options.

AUTO TRADER

Triumphant year for EV giveaway promotion AUTO TRADER is celebrating one year of its Electric Car Giveaway that has seen it hand out EVs worth more than half a million pounds in total. The online platform launched the initiative in June 2021 to help drive consumers towards its retailers’ EV stock. In the first year of the competition, 2.5m people entered the draw with a new EV up for grabs every month. Auto Trader has reported 67m advert views on electric vehicles – a rise of 59 per cent.

MOTORWAY

STARTLINE

Fuel price hikes may see rethink on driving

THIRTY-FIVE per cent of motorists say they’ll switch to public transport if fuel prices continue rising, according to July’s Startline Used Car Tracker. Gregor Sutherland, chief operating officer, said: ‘The recent arrival of the £100 tank feels like a watershed moment in the cost-of-living crisis and is clearly making quite a lot of people rethink how they use their car.’ Three hundred consumers and 51 dealers were quizzed.

Customer reviews are a gift that can help you become more efficient and even help you sell more cars.

Richard Pygott p51

EPYX

Sales top £750m in first Connected vehicle tech six months of 2022 in fleets sees jump

USED car marketplace Motorway has notched up more than £750m in completed sales during the first six months of this year. The figure is an increase of almost 200 per cent versus the same period in 2021. CEO Tom Leathes said: ‘I believe we are really beginning to change how the UK car market works. ‘Our team works relentlessly to understand what our dealer partners need.’

THE number of ICE company cars and vans fitted with connected vehicle tech in the past two years has jumped by 14 percentage points, new research from Epyx shows. New ICE vehicle registrations on 1link Service Network have risen from 62 per cent to 76 per cent. Matt Waller, director of connected car at parent firm Fleetcor, said it showed adoption of connected vehicle technology for fleets was reaching a crucial tipping-point. CarDealerMag.co.uk | 53

DATA FILE

STATISTICS

SMMT

SALES DATA

THE LATEST REGISTRATION FIGURES

JUNE/YEAR TO DATE

TOP

FALL

New car sales suffer worst June performance since 1996

CARS SOLD IN JUNE 2022

by John Bowman john@blackballmedia.co.uk

he UK automotive industry suffered its worst June for new car sales since 1996, according to figures released on July 5 by the SMMT. Registrations of new cars fell by 24.3 per cent in June versus June 2021, with just 140,958 new vehicles registered. Worldwide shortages of components such as semiconductors continued to hamper manufacturers’ ability to fulfil demand, the trade body said. Drivers are having to wait more than 12 months for some models to be delivered, it added, and only 802,079 new cars were sold during the first half of the year. That was an 11.9 per cent reduction compared with the same period in 2021 – the industry’s second weakest January-June performance since 1992, when 768,745 new cars were registered. In addition, some 107,894 fewer new cars were registered during the first half of 2022 versus the same period last year – despite demand in 2021 being restricted by dealership lockdowns until April, with consumers only able to buy vehicles through click-and-collect. Battery-electric vehicles (BEVs) continued their growth streak, however, with a 14.6 per cent rise in volume, as market share continued to grow, reaching 16.1 per cent – up from 10.7 per cent a year before. However, plug-in hybrid vehicle (PHEV) uptake fell by 4,425 units to take a 5.5 per cent market share. In total, plug-in vehicles comprised more than a fifth (21.6 per cent) of new cars joining the road in June. The pace of this growth, however, is decelerating, with registrations up by 26 per cent in the first half of 2022, versus growth of 161.3 per cent during the first half of 2021. The SMMT said that while growth rates were expected to moderate as the market begins to establish, the slowdown was more than had been anticipated. Part of the fall was attributed to the continuing supply chain shortages, but the scrapping of the plug-in car grant means the UK is now the only major European market without purchase incentives for private EV buyers, said the SMMT. All other powertrains saw declines in registration volumes and market share apart from hybrid-electric vehicles (HEVs), which, despite a 1,172-unit fall, increased their market share to 10.6 per cent. Mike Hawes, SMMT chief executive, said: ‘The semiconductor shortage is stifling the new car market even more than last year’s lockdown. Electric vehicle demand continues to be the one bright spot, as more electric cars than ever take to the road. ‘But while this growth is welcome, it is not yet enough to offset weak overall volumes, which has huge implications for fleet renewal and our ability to meet overall carbon reduction targets. ‘With motorists facing rising fuel costs, however, the switch to an electric car makes ever more sense, and the industry is working hard to improve supply and prioritise deliveries of these new technologies, given the savings they can afford drivers.’ 54 | CarDealerMag.co.uk

Model

Regs

Vauxhall Corsa

5,014

Tesla Model Y

4,194

Mini

3,055

Nissan Qashqai

2,987

Volkswagen Golf

2,965

Ford Puma

2,941

Kia Niro

2,887

Kia Sportage

2,755

MG HS

2,738

Hyundai Tucson

2,692

Click here to see our top 10 rolling sales charts for June 2021 to June 2022

Electric vehicle demand continues to be the one bright spot, as more electric cars than ever take to the road. Mike Hawes SMMT chief executive

Sixth consecutive month of decline LCV news: p56

-62%

+311%

SEAT

GENESIS

Figures supplied by SMMT

JUNE 2022 Marque

2022

JUNE 2021

% market share

2021

YEAR TO DATE

% market share

% change

2022

% market share

2021

% market share

% change -24.73

Abarth

267

0.19

376

0.20

-28.99

986

0.12

1,310

0.14

Alfa Romeo

159

0.11

180

0.10

-11.67

784

0.10

734

0.08

6.81

0.04

0.01

112.00

171

0.02

102

0.01

67.65

7,676

5.45

14,446

7.76

-46.86

53,792

6.71

67,842

7.46

-20.71

145

0.10

0.04

81.25

897

0.11

607

0.07

47.78

9,467

6.72

14,227

7.64

-33.46

53,517

6.67

65,324

7.18

-18.07 -10.53

Alpine Audi Bentley BMW Citroen

2,410

1.71

3,248

1.75

-25.80

15,115

1.88

16,894

1.86

Cupra

1,230

0.87

1,062

0.57

15.82

5,058

0.63

3,158

0.35

60.16

Dacia

2,372

1.68

1,074

0.58

120.86

12,111

1.51

6,900

0.76

75.52

350

0.25

189

0.10

85.19

1,471

0.18

858

0.09

71.45

Fiat

2,111

1.50

3,091

1.66

-31.70

11,393

1.42

9,680

1.06

17.70

Ford

9,879

7.01

14,234

7.65

-30.60

60,783

7.58

74,698

8.21

-18.63 1,007.41

Genesis

111

0.08

0.01

311.11

299

0.04

0.00

Honda

1,238

0.88

3,205

1.72

-61.37

12,894

1.61

12,618

1.39

2.19

Hyundai

7,696

5.46

7,734

4.16

-0.49

40,908

5.10

31,342

3.44

30.52

Jaguar

1,159

0.82

2,369

1.27

-51.08

6,691

0.83

11,854

1.30

-43.55

351

0.25

458

0.25

-23.36

1,363

0.17

2,111

0.23

-35.43

Kia

9,218

6.54

9,176

4.93

0.46

57,455

7.16

45,277

4.98

26.90

Land Rover

4,146

2.94

3,797

2.04

9.19

22,905

2.86

36,216

3.98

-36.75

580

0.41

1,527

0.82

-62.02

4,866

0.61

7,161

0.79

-32.05

101

0.07

0.04

46.38

416

0.05

337

0.04

23.44 -14.59

Jeep

Lexus Maserati Mazda

1,416

1.00

3,447

1.85

-58.92

11,619

1.45

13,603

1.49

Mercedes-Benz

6,670

4.73

8,984

4.83

-25.76

45,818

5.71

58,867

6.47

-22.17

5,378

3.82

2,834

1.52

89.77

25,073

3.13

13,594

1.49

84.44

Mini

3,785

22,246

-1.67

Mitsubishi

2.69

5,151

2.77

-26.52

0.00

1,017

0.55

0.00

3.78

5,927

3.18

-10.19

2.77

22,624

2.49

0.00

4,562

0.50

0.00

31,296

3.90

36,688

4.03

-14.70

Nissan

5,323

Peugeot

5,416

3.84

6,229

3.35

-13.05

31,996

3.99

34,748

3.82

-7.92

Polestar

553

0.39

163

0.09

239.26

2,828

0.35

1,642

0.18

72.23

Porsche

1,564

1.11

772

0.41

102.59

8,372

1.04

5,836

0.64

43.45

Renault

2,210

1.57

2,940

1.58

-24.83

14,845

1.85

15,712

1.73

-5.52

Seat

2,152

1.53

5,668

3.05

-62.03

12,787

1.59

26,080

2.87

-50.97

Skoda

4,667

3.31

6,737

3.62

-30.73

22,805

2.84

32,906

3.62

-30.70

Smart

123

0.09

138

0.07

-10.87

821

0.10

820

0.09

0.12

SsangYong

109

0.08

151

0.08

-27.81

774

0.10

615

0.07

25.85

Subaru

0.06

215

0.12

-61.40

528

0.07

811

0.09

-34.90

Suzuki

1,761

1.25

2,888

1.55

-39.02

9,954

1.24

10,770

1.18

-7.58

Toyota

9,171

6.51

12,061

6.48

-23.96

50,256

6.27

52,156

5.73

-3.64

Vauxhall

9,966

7.07

10,129

5.44

-1.61

47,800

5.96

53,443

5.87

-10.56

Volkswagen

11,660

8.27

19,454

10.45

-40.06

55,894

6.97

85,409

9.39

-34.56

2,281

1.62

4,802

2.58

-52.50

19,184

2.39

27,143

2.98

-29.32

176

0.12

211

0.11

-16.59

1,146

0.14

1,269

0.14

-9.69

5,775

4.10

5,616

3.02

2.83

22,162

2.76

15,625

1.72

-24.27

802,079

Volvo Other British Other imports Total

140,958

186,128

909,973

41.84 -11.86

CarDealerMag.co.uk | 55

DATA FILE

DROP

LCV NEWS

June brings sixth consecutive month of decline by John Bowman john@blackballmedia.co.uk THE new LCV market fell for the sixth month running in June – dropping by 23 per cent on last year’s figure to 26,443 units, according to SMMT data released on July 5. It rounded off a challenging first half of the year, said the trade body, which stated that 144,384 new vans, pick-ups and 4x4s were registered in the first six months of 2022. That was down by almost a quarter (24.6 per cent) versus the same period last year, amid the ongoing global supply chain shortages, including semiconductors. The Ford Transit Custom was the month’s best-selling model at 3,707 units, followed by its Transit stablemate at 3,531 and the Vauxhall Vivaro at 1,878. Growth in batteryelectric vans (BEVs) continued in June, rising by 52.4 per cent to 2,015 units.

REGISTRATIONS OF NEW COMMERCIAL VEHICLES LESS THAN 3.5 TONNES Marque

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

Figures supplied by SMMT

JUNE 2022

2022

10,289 2,940 2,283 2,014 1,891 1,777 1,427 973 578 345 336 319 280 245 209 152 119 114 72 51 16 13 0 0 26,443

% market share

JUNE 2021

2021

38.91 11.12 8.63 7.62 7.15 6.72 5.40 3.68 2.19 1.30 1.27 1.21 1.06 0.93 0.79 0.57

10,060 3,663 4,293 2,634 2,674 2,793 2,405 920 1,014 270 484 1,151 570 222 411 258

0.45 0.43 0.27 0.19 0.06 0.05 0.00 0.00 100.00

62 107 7 66 18 0 2 279 34,363

YEAR TO DATE

% market share

% change

2022

29.28 10.66 12.49 7.67 7.78 8.13 7.00 2.68 2.95 0.79 1.41 3.35 1.66 0.65 1.20 0.75

2.28 -19.74 -46.82 -23.54 -29.28 -36.38 -40.67 5.76 -43.00 27.78 -30.58 -72.28 -50.88 10.36 -49.15 -41.09

55,884 15,640 11,542 10,454 11,658 12,765 4,738 7,167 2,788 1,955 1,994 1,475 1,835 959 1,004 926

0.18 0.31 0.02 0.19 0.05 0.00 0.01 0.81 100.00

91.94 6.54 928.57 -22.73 -11.11 0.00 0.00 0.00 -23.05

446 706 176 122 109 41 0 0 144,384

% market share

2021

38.71 10.83 7.99 7.24 8.07 8.84 3.28 4.96 1.93 1.35 1.38 1.02 1.27 0.66 0.70 0.64

63,179 19,076 20,635 15,139 15,599 14,543 9,544 7,312 4,961 774 2,023 7,627 2,250 1,642 2,056 1,250

0.31 0.49 0.12 0.08 0.08 0.03 0.00 0.00 100.00

251 568 80 66 126 0 70 2,742 191,513

REGISTRATIONS OF NEW COMMERCIAL VEHICLES 3.5 TONNES TO 6.0 TONNES Marque

JUNE 2022

2022

% market share

JUNE 2021

2021

% change

32.99 9.96 10.77 7.90 8.15 7.59 4.98 3.82 2.59 0.40 1.06 3.98 1.17 0.86 1.07 0.65

-11.55 -18.01 -44.07 -30.95 -25.26 -12.23 -50.36 -1.98 -43.80 152.58 -1.43 -80.66 -18.44 -41.60 -51.17 -25.92

0.13 0.30 0.04 0.03 0.07 0.00 0.04 1.43 100.00

77.69 24.30 120.00 84.85 -13.49 0.00 0.00 0.00 -24.61

Figures supplied by SMMT

YEAR TO DATE

2022

% market share

% change

% market share

72.83 0.00 -53.04 -50.75 -68.94 125.00 0.00 600.00 -44.44

762 131 476 571 349 118 42 17 80

29.06 5.00 18.15 21.78 13.31 4.50 1.60 0.65 3.05

2021

% market share

% change

408 0 866 721 570 138 145 3 34

13.33 0.00 28.29 23.55 18.62 4.51 4.74 0.10 1.11

86.76 0.00 -45.03 -20.80 -38.77 -14.49 -71.03 466.67 135.29

Ford Maxus Fiat Mercedes Peugeot Iveco Volkswagen Vauxhall Citroen

159 103 85 66 50 27 12 7 5

30.58 19.81 16.35 12.69 9.62 5.19 2.31 1.35 0.96

92 0 181 134 161 12 12 1 9

14.67 0.00 28.87 21.37 25.68 1.91 1.91 0.16 1.44

Other imports

0.38

0.00

0.65

0.56

0.00

Renault

0.38

0.16

100.00

0.31

0.13

100.00

MAN

0.19

0.96

-83.33

0.76

2.12

-69.23

Isuzu Trucks

0.19

0.48

-66.67

0.50

0.33

30.00

Renault Trucks

0.00

2.39

0.00

0.69

2.61

-77.50

520

100.00

627

100.00

-17.07

2,622

100.00

3,061

100.00

-14.34

Total heavy CV

56 | CarDealerMag.co.uk

BOOK YOUR TICKETS TO THE BIG AWARDS 2022!

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CarDealerMag.co.uk | 57

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

W: bca.co.uk T: 0344 875 3480 E: customerservices@bca.com Info: BCA’s remarketing programmes deliver volume, choice and availability for buyers, and speed, efficiency and market-leading returns for sellers.

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.

W: forzafinance.co.uk T: 01245 245678 Info: Benefit from Forza Finance’s expertise, choice of products and lenders. Their personal approach will help you achieve higher levels of finance penetration and, ultimately, sell more cars.

W: ivendi.com T: 0330 229 0028 E: tellmemore@ivendi.com Info: iVendi delivers a fully connected platform that engages consumers, converts buyers and manages transactions of vehicles online and in the showroom.

W: lawgistics.co.uk T: 01480 455500 E: sales@lawgistics.co.uk Info: The legal experts for the motor trade, giving advice and support to our industry for over 15 years. Not anti-consumer, just pro-trader.

W: ben.org.uk T: 0808 131 1333 Info: Ben is a not-for-profit organisation that partners with the automotive industry to provide support for life to its people and their families.

W: dealer360.co.uk T: 01270 780855 E: nicky.spratt@ukturntables.com Info: UK makers of photo booths incorporating our turntables for car, van and motorcycle dealers. Our software controls turntable and cameras – a onestop solution.

W: momentumwarranties.co.uk T: 0330 445 0059 E: support@momentumwarranties.co.uk Info: How long does your warranty company make you wait? We pay claims into your bank within 45 minutes. The most advanced warranty programme in the UK.

W: warrantyadmin.co.uk T: 01522 515600 E: tellmemore@warrantyadmin.co.uk Info: Unlock new profit and aftersales flexibility with Crystal Clear Warranty. Ideal for franchised dealers, groups and independents.

Data

HR & People Management

Marketing, PR & Video

Vehicle Tracking

Warranty Providers

Real World Analytics

HR Manager

OnCue Communications

Meta Trak

Warrantywise

DMS

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 58 | CarDealerMag.co.uk

LONG-TERMERS

SKODA KODIAQ THE KNOWLEDGE Skoda Kodiaq

James Baggott is getting to grips with the new Skoda Kodiaq and has found some rather annoying aspects to it, as well as plenty of positives.

here’s no such thing as the perfect family car. There’s a bold statement for you, but one I’d be happy to debate with anyone who thinks there is. Why’s that? Well, because when it comes to choosing which model’s right for you, it doesn’t necessarily mean it’ll also be right for someone else. Take our new long-term Skoda Kodiaq, for example. For some, this seven-seat, reasonably priced SUV would be perfect. For others, less so. It’s got van-like levels of space when you lower the two rows of rear seats for dump duties and has the ability to carry your loved ones and their five-a-side football teammates with them. But there are downsides to the practicality it offers. The diesel engine isn’t the friendliest on your wallet when it comes to refuelling, and while its huge size means it’s very capable when it comes to carrying stuff, it’s not the nimblest when it comes to parking in tight spaces. While it might cost more than £100 to fill up, the Kodiaq balances this out with a huge 600mile tank range and nearly 50mpg on motorways. I’m a big fan of the equipment our Sportline model comes with as standard, too. The list is long and plentiful and includes many things other brands would charge you for. However, while the 2.0-litre diesel engine has a punchy 200bhp and is good for 133mph and 60mph in 7.9 seconds, I struggle to accept the lag from the gearbox. VW Group diesel models have been beset with hesitance from the gearbox from a standstill ever since the emissions scandal. Rumour has it this lag has been built in to reduce emissions around town. In reality, it equates to a sluggish getaway which, at times, can be downright infuriating. I find myself driving around the problem, feathering the throttle at junctions to trick the gearbox into thinking it’s still rolling. The cruise control is equally befuddling. On a cross-continent trip to the Alps earlier this year, and on several long-distance motorway journeys, I’ve set the cruise control only for it to override the speed and begin braking in anticipation of an upcoming bend. Finally, the multimedia system is incredibly glitchy. Sometimes it displays a completely blank screen for minutes at a time. Right, that’s the moaning over. Let’s move on to the good stuff. Overall, the Kodiaq is a very well-thought-out car. From the huge door bins to the umbrella in the door, the designers have clearly taken the time to work out what family drivers want. The seat set-up works really well, with the middle bench able to pull forwards to give the pop-up sixth and seventh seats from the boot floor a little more room. The Sportline model is good-looking too. Its chunky dimensions and black grille are imposing and it looks smart. While the £47,630 list price for this model looks punchy, when you compare it to other seven-seaters of similar size it’s actually very good value. Chargeable options fitted to our test car that I’d specify include the panoramic sunroof – pricey at £1,255 but worth it for the way it lightens up the cabin. The winter pack is worth the £675 extra too for heated front and rear seats and a hand-warming steering wheel. But is it the perfect family car? Well, with a little one on the way in a couple of weeks and the associated paraphernalia that babies come with already filling my house, I’ll soon be testing its carrying capabilities to the limits. I’ll reserve judgment for a little longer until then.

Price (as tested): £47,630 Engine: 2.0-litre diesel Power: 200bhp Torque: 400Nm Top speed: 133mph 0-60mph: 7.9 seconds Fuel economy (WLTP combined): 33.6-50.4mpg Emissions: 179g/km CO2 Mileage: 3,459

This month’s highlight: The amount of equipment that comes as standard when other brands would charge you for it.

OTHER CARS WE’RE DRIVING

Mazda CX-5 Mileage: 3,460 The new CX-5 has been given a nip and a tuck outside plus a strengthened chassis.

Cupra Formentor Mileage: 4,178

We’ve been comparing and contrasting ‘our’ Formentor with its Seat Leon Cupra predecessor. CarDealerMag.co.uk | 59

Get your customers ready for the EV-olution When it comes to Electric Vehicles (EV), giving your customers the right information is really important. That’s why we’ve created the Green Driving Hub. A useful online tool to help your customers make informed decisions when it comes to going electric.

Explore our Green Driving Hub at: www.blackhorse.co.uk/home/ green-driving-hub

Car Dealer Magazine: Issue 173

Articles inside

Suppliers Guide

Long-termers

Cool stuff

Honda Civic e:HEV

Used EV prices surge

Interview: Julie David

Big Mike

Interview: Damien Dally

Nissan Qashqai e-Power

Car Dealer Power 2022

Car news round-up

Used Car Awards 2022