Car Dealer Magazine: Issue 31 by Blackball Media

CarDealer.

[ Bangers4BEN 3 – The teams and their plans p31 ]

Issue 31 | October 2010 | CarDealerMag.co.uk | £3.50

Driving the future of the motor trade

RoadTest

2010 Year

of the

60s Special

Chevy Chief

The key cars and suppliers for the new reg

Chevrolet boss talks exclusively to Car Dealer

Porsche Boxster Spyder

Peugeot RCZ

Audi R8 V10 Spyder

Renaultsport Aston Martin Megane 250 Cup Rapide

Our favourite cars of the last 12 months go head to head CarDealerIss31.indd 1

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start

Issue 31 | October 2010

RANDOM events on our annual Road Test of the Year are starting to become more like the norm than the exception. Last year it was scary kids bullying us in a quarry – but this year things went even more leftfield. It started out with one pretty surreal beach encounter and went on from there. You may be wondering why there’s a woman in a bikini draping herself over the Porsche in the collection of pictures above. Well, that’s Shanelle from Birmingham – a passer-by that asked US if we could take pictures of HER in front of the cars. I know it sounds like the sort of excuse you’d tell the wife, but believe me it’s true – while we were taking the pictures of the Boxster Spyder on Black Rock Sands beach (see p42), she appeared in a blacked-out MPV, jumped out in her bikini and jelly shoes and asked for us to take her picture. Obviously, snapper Dean Smith wasn’t going to say no… Then, on the way back to the hotel we stopped for fuel. Only for our collection of £350,000 worth of supercars to be trumped by a Porsche Carrera GT. Even more random was the way the driver simply said ‘650bhp’ to us, then slammed the door and drove off. The next day after spending several hours ‘enjoying’

our RTOTY line-up on incredible North Wales roads, we arrived back at our hotel to be met by two bikers, dressed all in black with white helmets. ‘Nice cars. What magazine are you from?’ asked the tall one. ‘Er, Car Dealer,’ I replied. ‘Thank God for that, I thought for a minute you were a copper.’ ‘I am.’ Bugger. ‘Lucky for you I’m off duty.’ Phew. Turns out he was one of the good guys and just wanted to check out the motors. Then on the final day of our test, we turned one corner in the middle of nowhere to be met by a just-landed Chinook helicopter just yards from the side of the road. Apparently it had been on exercises when it suddenly lost hydraulic pressure and had to make an emergency landing in a farmer’s field. The site and sound of the twin-rotor monster was incredible. And I won’t go into the strange takeaways, sheep, the pre-dawn conversations on three hours sleep, the locals, the looky-loos or the sand, but needless to say they all contributed to make RTOTY10 one of the most random events of my life. And my word was it fantastic. Read all about the cars in our bumper road test on p34.

BANGERS4BEN DON’T you just love it when a plan comes together? I do. It’s probably something to do with an unhealthy obsession with the A-Team, but I digress. By the time you read this we’ll have (hopefully) been to Monaco and back with 20 motor industry teams in cars costing less than £500. You’ll be reading all about our adventure in aid of charity BEN in next month’s magazine, but if you log on to Bangers4BEN.com now you’ll be able to read our blogs about the event. You can also read about some of the teams taking part on p31. NOMINATIONS JUST as this issue was going to press we had some great news. The industry website Headline Auto has nominated Car Dealer as Trade Magazine of the Year, deputy ed Rich as Features Writer of the Year, snapper Dean Smith as Photographer of the Year and I’ve been nominated as Editor of the Year. Results are out at the end of October – and we’ve all got our fingers crossed!

James Baggott, Editor

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I used to think that to find contentment and peace of mind, you had to trek to the other side of the Himalayas and sit at the feet of the one and only Sheikh, Rattle and Roll. That was until a friend of mine visited a dealer who provides WMS Group warranties on all of his cars... Wow, now I really can enjoy every trip. WMS provide a range of vital protection products such as warranty cover and GAP/RTI, all designed to protect your customers whilst delivering fantastic profit and customer retention opportunities for your business. With a board of Directors who date back to the sixties, we have the experience and knowledge to be your perfect partner when it comes to products, price and profit. After all, we have over 3000 happy dealers and the number is growing daily - just one of the many reasons why we are known as the dealers favourite warranty company. If you would like to discuss the products and services available from WMS Group, please contact me, Eric Stone on 07789 682502 or email sales@wmsgroupuk.com

0844 477 4909 www.wmsgroupuk.com CarDealerIss31.indd 4

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ignition Issue 31 | October 2010

dashboard 06 Feedback

Twitter reaction to our Banger plans

09 Marshall Merc

Daksh Gupta set to buy five Mercedes sites

10 sales success

Volvo dealership doubles sales

12 Vertu latest

Dealer group’s encouraging report

14 garages slammed

Which? hits out at poor workmanship

16 Ewards update

One of our latest entries reviewed

18 on the spot Kia Bolton’s Alex Purdie

19 Epic adventure

Vauxhall man’s mpg marathon

21 Comment

Motoring.co.uk on their new website

22 Chevrolet boss

Mark Terry answers our questions

26 hendy chat

Meet Ford’s oldest UK dealer group

28 Big Mike 50 Finance round-up

forecourt

32 Mini Countryman 34 RToTY 10 36 aston Martin Rapide 38 audi R8 V10 spyder 42 Porsche Boxster spyder 44 Megane 250 Cup 46 Peugeot RCZ 48 RToTY verdict 52 sales Legend: Renault 19

features

54 how to use video

Compucars’ tips for making the most of videos

56 911 for 2011

What have we invested our money in next?

63 The 60s

The cars and the companies to help this new reg

71 auctions 73 Right Click 74 Trader directory 75 Recruitment 79 suppliers guide 80 used Cars 82 sub-Prime Time

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Your comments via email at james@blackballmedia.co.uk| From our website at CarDealerMag.co.uk | And from Twitter: Follow editor @CarDealerEd

feedback

Which? slams garages

Link: bit.ly/WHICHslams NO surprises! In March I took my car to a local garage because I thought it needed new brake pads (there is a warning system when they get low). The brakes were checked and I was told that the front pads needed replacing. The mechanic replaced them and adjusted the rear brakes for no extra cost. In June I took the car to a different garage for a full service and MOT (at a special price for the two). I had a phone call telling me that the car had passed the MOT but needed more than £600 worth of work on it. Alarm bells rang then! How could it pass an MOT if all that work needed doing? I was lucky because the main problem was that it needed new front pads and discs. The pads had been replaced three months earlier with no mention that the discs were worn (wouldn’t the first garage have wanted to take my money)? At least I know where to take my car in the future! MarJE, via CarDealerMag.co.uk

a smart trip

Link: bit.ly/SmartRoadtrip I’VE got the 45bhp version of this car, I drove from Bristol, via Oxford, Dover and then to Saarbrucken (Germany) on one tank of tractor fuel – IRO 80mpg. That was with two fat blokes and LOTS of luggage on board. Tony, via CarDealerMag.co.uk

Our trusty steed for Bangers4BEN 3 – See below and page 31

Tweeting about a plan for Bangers4BEN I suggest flames all over it. Like you find on actual fire. Via @A1GOY

you need a reliable garage! Via @ChrisMasonMCL

I think you should paint on a classic sporting livery by hand with a paintbrush. JPS black and gold, Gulf orange and blue, etc. Via @sam_burnett

Excellent. Massive wrap which just says ‘VTEC just kicked in yo!’ Via @motormorph

We’ll send you some Motor Codes stickers & you know who to call if

Have a word with Ian @Popbangcolour, sure he could come up with something special Via @GJ_WRX

Strap a zimmer frame to it? Perhaps some slippers and a pipe, too. And a box of tissues on the parcel shelf, obviously. Via @CimaRacing If you want to make it infinitely faster, rip off the Honda badges, paint it white and stick a small Brawn badge on. Via @jonbradbury

Get involved. Follow the editor on Twitter @CarDealerEd or @CarDealerMag to join the conversation

Smith & Williamson helps keep the motor trade running At Smith & Williamson, one of the UK’s leading accountancy and business advisory groups, we have a strong track record in delivering proven recovery or insolvency solutions for motor retail dealerships and the auto trade in general.

Greg Palfrey Smith & Williamson

David Blenkarn Smith & Williamson

You may have read in the media about our successes in selling fundamentally sound but insolvent dealerships out of administration as going concerns or, even if the business cannot be salvaged, in maximising recoveries to ensure creditors get paid as much as possible.

These are a few examples of the cases we work on, illustrating how our restructuring and recovery team has a market-leading reputation built upon experience and consistently reliable performance: Smith & Williamson secured a buyer for Gowrings Mobility in 2009. This sale saved almost 80 jobs at Britain’s leading manufacturer and supplier of wheelchair passenger vehicles. We also secured a buyer for Vauxhall dealership Bicknells, based at Tipton, Worcester and Malvern. The business assets at Tipton, near Dudley, were sold to the Brindley Group, while the business assets at the Worcester site were sold to Gloucester-based Baylis, one of the largest motoring groups in the West of England.

-E

A complicated deal was put together against a tight timeframe following the administration of Crown Motors, an East London dealership. Buyers were secured for substantial parts of the assets of Vauxhall franchise Crown Motors, which ran two major sites in Romford and Dagenham. These are tough times for all businesses. If business-critical decisions are required, especially at short notice, you may want to contact us for advice and support. Greg Palfrey, Recovery & Restructuring director 023 8082 7600 / 07768 711194 greg.palfrey@smith.williamson.co.uk

-H

-P

-L

David Blenkarn, Restructuring & Recovery director 023 8082 7600 / 07834 251207 david.blenkarn@smith.williamson.co.uk

-P

www. smith.williamson.co.uk

w e t f

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WE PUT CUSTOMER RELATIONSHIPS FIRST. THAT’S WHY WE’RE No 1.

You don’t get to be the top warranty provider in Car Dealer’s Power awards without providing exceptional levels of customer service. No-quibble policies, rapid-response call handling, prompt payments – it’s brought us over 1 million satisfied customers in the last 12 months. Good service is good business. Our after-sales programmes produce happier customers and healthier profits. Find out more about the additional revenue opportunities that Car Care Plan can generate for you. Call 0844 573 7591 or visit www.carcareplan.co.uk

Car Care Plan Limited is authorised and regulated by the Financial Services Authority.

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11:04 AM

Marshall agrees to buy Merc sites from Pendragon

dashboard

Martin Hill

Net gains

It’s not a mission impossible...

MARSHALL Motor Group has agreed to acquire five Mercedes Benz dealerships from Pendragon. The five-site deal will see all of the MA5 employees (around 170) transfer to Marshall for an undisclosed sum. Staff at the dealerships are being consulted and the completion date is expected to be early in October. Within the MA5 area Marshall acquires the Mercedes Benz franchises in Blackburn, Blackpool, Bolton, Preston and South Lakes as well as taking on the Smart franchises located in Blackpool and Bolton. Trevor Finn, Pendragon chief executive, said the proceeds of this ‘strategic disposal’ would be used to further reduce the

Agreement reached for MA5 sites to join Daksh Gupta’s growing dealer network company’s borrowings. The remaining Mercedes Benz businesses will continue to form a key and integral part of the group. Daksh Gupta, Marshall chief executive (pictured), added: ‘This is an important strategic acquisition for Marshall and we are delighted to be partnering with Mercedes Benz and Smart, with whom we look forward to building a strong and lasting relationship. We are also very much looking forward to welcoming and working with our new colleagues from MA5.’

Kia recalls cars for potential fire risk KIA will be recalling certain Soul and Sorento models over a fire risk. As exclusively revealed on the Car Dealer website, a problem that manifested itself in the US has found certain cars with ‘mood lighting’ are a potential fire risk. Only 73 Souls sold in the UK are affected as the mood lighting option wasn’t one of the most popular, but 476 new Sorentos are also affected. Kia has communicated the fault to customers. ‘It affects a very small number,’ said a spokesman for Kia. ‘To put the 73 Souls affected into perspective, only 400 across the whole of Europe are affected out of 31,000 sold. No vehicle has caught fire – it’s just a precautionary measure. It’s only on the models where mood lighting was an option.’ The Souls affected were sold and manufactured between September 2009 and June 2010 and the Sorento between September 2009 and July 2010.

New Renault chief RENAULT Retail Group has a new MD following the promotion of previous incumbent Ian Plummer to Renault UK. Stuart Walker is the new MD, stepping up from Retail Group deputy MD. That’s not all he’s lined up to do, either: the firm also has him heading up the Nissan division, along with the used car Autoworld franchise. Busy man...

as your business got a ‘Mission Statement’? You know, the sort of statement that is designed to inspire confidence in your customers by providing a formal commitment to quality of service, customer experience, etc? Most businesses have one and promote it – it’s generally placed front and centre, directly in the customers’ line of vision. But unsurprisingly, these statements can cause you genuine problems if you don’t make sure that your website (and your entire business) actually delivers on the commitment made. Let me explain what I mean. Imagine a customer is looking at a dealer’s website. The design isn’t particularly well thought out, and the information they want is not easy to find (or isn’t there at all). There are only images on certain vehicles for sale, and the quality of the images that are there leave a lot to be desired. When they try and click ‘You sit there through to the ‘Special Offers’ page, they are met with an error reading this, message saying the ‘content thinking “Are is unavailable’. Finally, the they serious?” ‘Live Chat’ that is offered to What kind of customers is not responding to enquiries. In desperation, they an idiot do they click back to the ‘Home’ page take me for?’ of the site – and there they find the Mission Statement! It usually reads something like this: ‘Our mission is to fulfil the automotive needs of our customers and, in doing so, exceed their expectations for service, quality and value. We strive to earn our customers’ loyalty by working to deliver more than promised, and by going the extra mile to provide a personalised service and a pleasurable buying experience. We are a business dedicated to developing our staff in order that they can further this goal.’ And so it drones on. And they sit there reading it, thinking ‘Are they serious? What kind of an idiot do they take me for?’ The problem, of course, is that the words on the website are totally disconnected from the reality of the web experience. It’s just like when you are placed on hold and a recorded voice comes on to tell you how much you are valued as a customer. Really? Then maybe they should take on more support staff so you don’t have to wait ages for assistance. I’m not dismissing mission statements – I just want the reality of the experience on the website to back up the rhetoric. And, lest we forget, the initial contact a customer will have with your business will normally be your website – it’s your ‘Virtual Reception’. You wouldn’t leave your reception untidy, so try to reflect this in the presentation of your web presence as well. Ewards latest, p16

Who is Martin Hill? Martin is commercial director at Codeweavers. Learn more about how he can help you at Codeweavers.net or call 0870 443 0888.

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dashboard Profits come with a warning for car dealers CAR dealers are enjoying a continuation of record profitability but are warned not to be complacent. ASE has looked at car dealer profitability stats, and discovered first half 2010 net profit averages at 1.4 per cent. As an average per car dealer, that equates to a profit of £76,645; that’s a £12k improvement on the same time last year. However, this continuation of the 2009 upturn may not carry on into the second half of 2010, with a warning of demand tail off particularly affecting aftersales profits. Although 2010 is so far beating 2009’s year-total average profit of 1.3 per cent, the total year 2010 is unlikely to do so. Not least because things always tail off in the second half of the year, say the ASE experts. This is a trend that can clearly be seen in every year since 2006; even last year despite scrappage.

Volvo dealer celebrates doubling sales in a year

mak

Sales success stories seemed unlikely at the start of 2010, but here’s one of them VOLVO dealer Harratts of Huddersfield says overall car sales have doubled since this time last year. Like-for-like sales of new cars are up 82 per cent in a year. What’s more, used car sales have more than doubled in the same period. It reinforces Harratts’ position as the UK’s second-largest Volvo dealer, and strengthens its role as part of Harratts Motor Group. It also suggests the car industry is continuing to recover, said general manager of Harratts Volvo Huddersfield, David Mills. ‘We are delighted with our latest sales figures and the continuing proof that we are weathering the worst downturn in the automotive industry for decades,’ he said. ‘Many dealerships are struggling to maintain last year’s level of sales, so for us to have doubled sales in the same period is a fantastic achievement.’ It is ‘a real accolade for our expert

GADGETS

The new Volvo S60 could add up to even more sales for Harratts sales team, which boasts nearly 90 years’ combined sales experience!’ Harratts has also been using Volvo’s new safety features as part of its CSR initiatives. The Volvo dealer has been informing local residents about the improving safety of new cars – culminating in an open weekend. Here, the new S60, which can recognise people and automatically brakes to avoid collision, was showcased, along with existing

‘It’s proof we are weathering the worst downturn in the industry for decades.’ Volvo models. ‘We are pleased to launch the new Volvo S60 and to highlight its safety features to local residents: we are sure that it will help to improve pedestrian safety in and around Huddersfield.’

...sponsored by car gifts and gadgets website Caagis.com

Grab yourself a sat nav in our prize draw If, like us, you desperately want to get behind the wheel of a Porsche (why else would we be doing our 911 for 2011 feature?), then this could be your chance. Costing considerably less than the 911 Turbo it’s based on, this steering wheel and pedal set can transform your gaming experience. It has force feedback, is officially licensed by the maker and even comes with a key! It connects wirelessly to PlayStation and PC (not xBox or Wii yet), and is guaranteed to make every race feel even more life-like! £299, caagis.com If you’re looking for a smart sat nav to get you from A to B, Garmin’s latest unit is a must buy. The Nuvi 1690 is more than a sat nav. It’s an online social navigator that gives you real-time information on the go. It also features traffic alerts, speed camera spotting technology, fuel price information, European and UK mapping, Bluetooth for handsfree calls, plus loads of

other handy features. The large bright screen displays the maps cleanly and you can even input addresses using voice instructions. For your chance to win one log on to bit.ly/gaminnavi and nominate your choice in our Ewards. £196.99, halfords.com If you want to make your car stand out – like we do with our Bangers4BEN chariot – then you need some big blue lights. Or, in our case, big red lights. The Prism LED Under Arch Kit is perfect for the job. You get four strips of neon lights for the front, back and sides of your car and have to drill holes in the underside of your car to fit them. They all clip together for power from your cigar lighter socket. The best bit? They have switchable options for the lighting which can even flash in time with the beat of your chosen driving songs. We chose Shakira and it still worked – amazing. £30, halfords.com

Garmin Nuvi 1690 is up for grabs in our online prize draw and this cool Porsche steering wheel for your gaming is available from Caagis.com

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WINNER

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dashboard HR Owen names new chief exec

LUXURY car retailer HR Owen has appointed Andy Duncan as chief executive officer. The announcement comes after an in-depth selection process which took four months. Duncan, 48, has been chairman of the Media Trust since 2006, and is also a non-executive director at both HMV Group and the Oasis Trust. Until 2009, Duncan was chief executive of Channel 4 for five years taking the channel to viewing figures equal to 12 per cent of the market. Prior to this his experience includes being a board member at the BBC and being the founding chairman of Freeview. HR Owen chairman Jon Walden commented: ‘It is a real coup for the company to attract an individual of his calibre.’ Duncan starts his role on October 4.

First-half report shows Vertu profits are still on the rise VERTU says the first half of 2010 has seen an encouraging business performance with profits up. The revelations in a recent report will make interesting reading for all those in the trade. Vertu says, overall, acquisitions are progressing, newly acquired businesses are performing well and ‘pre-exceptional profit’ is marginally ahead of last year. We can also expect more consolidation from Vertu, thanks to a net cash position and good freehold-backed balance sheet. But how have things been on the showroom floor? Private new car sales rose in the five months to July 2010 by 6.7 per cent on a like-for-like basis, and by 35.2 per cent overall as the number of sales outlets has increased over the past year. Private registrations in the UK in the corresponding period rose 11.8 per cent. More recently, private new car sales have decreased year on year as the scrappage programme ended. Even so, Vertu reckons it will ‘significantly outperform the retail market’. Why such confidence? ‘Scrappage sales were disproportionately concentrated in franchises in which

Share watch

Vertu CEO Robert Forrester

‘Even the loss-making iveco business is making good progress.’ the group does not have strong representation.’ Fleet and commercial new vehicle sales volumes fell on a like-for-like basis by 7.1 per cent in the five months to July 2010 due to Vertu undertaking lower volumes of low

margin car fleet business. There’s good news here, though – overall margins have improved year-on-year as a result. Even Vertu’s historically loss-making Iveco business continues to make good progress in achieving profitability in the short term. Stop press: Just as this issue was going to press, Vertu said it had acquired Dunfermline Peugeot from Hardie Motor in yet another dealer for the expanding firm. It paid £300k.

...in association with ASE-global.com

Recovery fears depress values O

ver the past month we have seen a continuation of the trend set over the past quarter. The listed motor retailers have all made strong earnings announcements feeding on the back of registration levels well in advance of 2009 numbers. This has been matched with a cautionary note that the second half of 2010 will be more difficult, but a confidence over their ability to hit 2010 expectations. Credit for this performance and outlook has not, in the main, fed through to their share prices. Probably the most extreme example of this is Vertu. In their recent announcement – reported above – the company said that pre-exceptional profits for the six months to the end of August are expected to be ‘materially ahead’ of last year with full year financial performance in line with market expectations. At the same time Vertu has continued on the acquisition trail making a number of small purchases of under-performing businesses during the year. Neither the positive results and outlook or the acquisitions have stemmed the decline in the share

‘The outlook for the remainder of the year depends on the speed of the economic recovery, the lack of a double dip and the improvement in sales.’ price which stands at 26p at the end of August compared to an opening value for the year of 38.5p. The majority of this decline has taken place since June and contrasts with the overall AIM All-Share Index which has seen a five per cent rise during 2010. This picture has been mirrored by this year’s new entrant to the ranks of the listed stocks, Cambria, which has seen a fall in the share price from 50p at the end of June to 38p at the end of August. The market would appear to be frowning on the valuation of these market consolidators querying the speed with which underperforming acquisitions can be turned around to

provide positive earnings for the company. The top performer among the listed stocks using 2010 share price as the benchmark is HR Owen. There has been significant change within the business at board level this year, coupled with a partial recovery in bankers’ bonus levels which will naturally benefit the prestige-focused group. A combination of these factors has driven the share price slowly upwards during the year, producing a gain of more than 30 per cent over the first eight months. The only other stock which is ahead of its 2010 opening valuation is Lookers, which is showing a 10 per cent gain for 2010. The outlook for the remainder of the year depends crucially on the speed of the economic recovery, the lack of a double dip and the resulting improvement in new vehicle sales. Based on historic valuation principles the stocks look undervalued. However there is likely to be limited scope for price gains until there is a general belief that we have ‘turned the corner’. If you have any questions on the above, call me on 0161 493 1930. Mike Jones, ASE director

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dashboard

Garages fail to spot ‘dangerous’ faults POSED BY MODEL

James Litton

Trader Tales

It is time to work harder...

here is so much positive talk in the press about the need for main dealers to retail older cars, that I feel like I am reading a newspaper article from the 18th century waxing lyrical about the riches to be found in the new world. Of course, those articles seldom mentioned the natives looking to make blankets out of your scalp, the fact it took 18 months to get something you might have left at home and the kind of stomach complaints that would make you pray for the early invention of aloe vera infused toilet paper. Much in the same vein, all that glitters is not gold. In this column and next month’s I’ll be discussing the factors which promote this theory and why I believe it should not be a fait accompli. The first and most important reason is the steady reduction of the retail used car parc of suitable main dealer vehicles. ‘There are more If main dealers expect the kind of retail fodder they than enough cars have existed on in the past to satisfy those few years to turn up through manufacturer remarketing dealers who channels and open auctions show creativity, then they will be sadly ﬂair and trading mistaken. It is time to work harder. How many buyers talent.’ or sales managers actively prospect their local franchised competitors for the return of their errant children? Some might for a few weeks but as soon as it goes a bit quiet they do not return to underwrite calls or give a bid to the same value of the phone call. You should always find a home for a car offered in that manner no matter how overstocked you might be. Trade something to make way for it if the credit lines are looking a bit crackled. Not only will this result in good favour and continued supply, but it might help when it comes to disposing of something yourselves. How many times has your dealership sent the cliche ‘we want your car’ letter? How about it being genuinely targeted and in small manageable numbers instead of some sort of knee-jerk reaction to a slow sales period? How many buyers or sales managers pour through the classifieds in search of prime stock? There could be a main dealer with a nonfranchise car or a private punter in need of the money. No doubt there are other more obscure routes to procure the choicest cuts but in my opinion the key is consistency in approach. There are not enough cars to meet the standards of manufacturer approved schemes but there are more than enough to satisfy those dealers who show creativity, flair and trading talent…

Who is James Litton? James runs theinternetcarlot.co.uk. He‘s been in the business for 12 years and always has something to say about the industry he loves.

Garages have been slammed in Which? survey WHICH? has accused car garages of ‘shocking levels of incompetence’ following a recent secret survey. The consumer association conducted an undercover investigation – which found nine-in-10 garages assessed missed a potentially dangerous fault. It also found 39 per cent of garages charged for something that WASN’T supplied. This has led Which? to call for secret car garage investigations as part of all codes of conduct. It is also demanding a recognised industry-wide qualification for all mechanics. Which? picked out headline stats that make for grim reading. It deliberately introduced four easy-to-find faults on a car and with 62 garages tested, only eight returned vehicles fault-free. Five garages didn’t find any of the faults, said Which? As a whole, the report card looks bad:

• Deﬂated spare – 68 per cent missed • Brake ﬂuid at minimum level – 48 per cent missed • Blown reversing bulb – 57 per cent missed • Nearside rear tyre pressure low – 21 per cent missed Damningly, Which? also introduced an honesty test by filling up the screen wash to see how many car garages still charged for it – 39 per cent did! Peter Vicary-Smith, chief executive of Which?, said: ‘This is a worrying snapshot of an industry that desperately needs to clean up its act. Almost all the garages in our investigation failed to fix basic faults. This could have endangered the lives of drivers and other road users and is simply not acceptable.’

What do you think of the findings? Get in touch and let us know using the contact details on page six.

Part ex my plane?

In the dark over leads

WE’VE heard of some strange part exchanges but even we are amazed by this one! Motorhome dealer Romahome Centre Southampton recently swapped a Citroenbased motorhome for… a four-seat airplane! Private pilot Bob Woolford drove a hard bargain, and agreed on a deal for the motorhome – on the condition Romahome took in his Piper Cherokee in part exchange. Not that it proved hard to sell. Dealer Andrew Harris had it shifted within the hour! He said: ‘I only got as far as our parts department at the Freeborn Motor Village in Southampton where I mentioned the problem and Victoria Ward, of Citroen UK, who was visiting us, immediately put me in touch with a buyer. I’ve had more trouble trying to shift Jeep Cherokees than I did the Piper Cherokee!’

DEALERS are failing to track where leads are coming from – leading to marketing spend waste, claims Autotorq.com. And it is the mysteries of where the bulk of their leads are from that is costing many retailers. Simply put, dealers are in the dark about which marketing channels are providing the best returns. Autotorq has launched a solution for this, which supplies dealers with traceable telephone numbers. Stewart Niblock, CEO at Autotorq, said: ‘Given the increasing importance of the web in driving new and used car sales, dealers are spending more of their marketing budgets online. It is therefore vital that dealers can identify whether this expenditure is providing them with a good return on investment.’

Autotorq-sponsored Ewards, p16

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CarDealer.

Car Dealer Ewards 2010

I N A S S O C I AT I O N W I T H

autotorq.com

Inbox entry: Autochange.co.uk This independent’s website has really impressed our judges, reports James Baggott

he most important thing for car dealers to remember when designing a website is the end user. And one of the latest Car Dealer Eward entrants, Specialist Cars of Stoke, did just that. Owner Umesh Samani wanted his car sales site to put all the information a buyer could want within just a few clicks of the homepage. ‘Our main goal was to concentrate on creating an easy to use website,’ explained Samani, and it’s clear to see he’s achieved his goal. His website – Autochange.co.uk – concentrates on displaying stock in its best possible light. Cars have up to 12 pictures, the full specification is detailed and the way car listings are displayed is clear and easy to read. The site – designed by agency DADI – incorporates live chat as well as a ‘Buy and Drive’ facility that encourages customers to buy on their first visit. The independent’s website has impressed some of the Car Dealer Ewards judges, being held in association with Autotorq.com. Here, we’ve shown it to a selection of judges as a taster to see what they think. Stewart Niblock of headline sponsors Autotorq.com said: ‘I like this one. Nice rich imagery and it contains all the necessary information on the homepage without appearing cluttered. ‘The site has a clear and simple navigation structure making it easy for users to find what

they want with strong calls to action. This is one of the nicest independent sites I have seen for a while!’ Impressive stuff. But it wasn’t just Niblock that was impressed – Rob Queen of Starkwood Media Group also liked Specialist Cars’ offering. ‘Most used car websites have difficulty finding real differentiators – after all it is very challenging to make used car stock lists interesting and visually unique,’ he said.

‘However, it appears that Autochange has set their online USP to be the use of social media, specifically Facebook and Twitter. The links are so significant you’re almost forced to click on them. I also thought their contact us page had an interesting combination of both social media and contact details.’ Eric Stone of warranty firm WMS was a bit disappointed to see a lack of GAP and RTI products

The judging panel. Stewart Niblock

Keith Rowntree

Tim Smith

Autotorq

BCA

GForces

FOR me, the challenge will be on finding websites that focus on giving the consumer what they want, when they want it. Too many websites now seem to be intent on crowding as many buttons, banners and widgets as possible on to the home page, which often results in higher drop-out rates. You wouldn’t push all your products, marketing material and advisors to the front door of your showroom, so why do it on the web?

I’LL be looking for sites that really engage with visitors in this year’s entries. Engaging also means two way communication: give consumers plenty of relevant content and information but allow them to provide their details or optin. Allowing visitors to comment is vital in today’s age where online recommendation is as important to brand reputation and perception as advertising and marketing.

INNOVATION, execution, integration and results are what I will be looking for. Innovation displays a forward-thinking attitude and a willingness to embrace new technology. Execution is about how well everything is put together; how well it works and how simple it is to use for the visitor. Integration is demonstrating how the business has adapted to meet the expectations of today’s ‘internetempowered’ customer.

autotorq.com

british-car-auctions.co.uk Gforces.co.uk

Martin Hill Codeweavers codeweavers.net

I’LL be looking for solid evidence of a well thought out customer journey – one where the constituent parts of the website work together to provide a true ‘pre-Dealer contact’ interface. The best sites will be intuitive to use and the winner will effectively demonstrate a differentiated approach to web customers. If it caters for the web customer by not trying to force them down a sales process or route they Right Click, p73 don’t want to go down.

Matthew Strudwick

James Tew

CarCarePlan

carcareplan.co.uk

Webzation webzation.com

I’M looking for websites that focus on making it easy for customers to navigate, that are simply and effectively laid out and that help drive their owner’s bottom line. The best sites load quickly without overloading users with unprompted data and they generate business by encouraging repeat business. They’re as much a window on the dealership as the forecourt frontage so we’re looking for fresh, uncluttered and tidy sites with intuitive usage.

I SIMPLY want to buy a car through your website! How much of the experience can be undertaken online? The sites getting my vote will be those that enable either all or part of the buying process to be fulfilled online. I would expect to see everything from product presentations to the ability to handle part exchanges. A site should also demonstrate the affordability of the vehicle and a way to ‘shop and collect’.

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in association with autotorq.com

Stewart Niblock

How to enter... Submitting your website is a piece of cake. All we need is an email to ewards@ cardealermag.co.uk with the following details: 1 Your name and position 2 Company name 3 Website address 4 Name of the agency who designed the site 5 100 words (or more) saying what makes your site an Eward winner. If you’ve entered before that doesn’t mean you can’t enter, but you will need to send us details of your website again. We will also consider nominations made by other parties and our judges will get to nominate some of their favourites too.

offered, but overall found the site clean-looking and easy to use. ‘It is simple to navigate from section to section with buying and selling a car and vehicle finance all easy to locate,’ explained Stone. ‘I also like the content, style and the fact it is relevant to the needs of the buyer.’ James Tew, former Car Dealer columnist, now CEO of Webzation, said the site goes to show what can be achieved online. ‘Although Specialist Cars are a relatively small dealership they have built functionality in to their site that you would typically expect to see in larger groups,’ said Tew. ‘In addition to vehicle retailing there is great emphasis on aftersales such as servicing and accessories and therefore secondary revenue channels. I also like the fact there are plenty of calls to action and live chat – I had a response to my question in 20 seconds which was superb.’ And Terry Hogan of Motoring.co.uk added the site ‘punches above its weight’ with the use of live chat, video and pictures. ‘The pictures are numerous and high quality which is great for a used car site,’ said Hogan. ‘And unlike a lot of websites the telephone number is clearly visible. You get the impression the operator knows how to sell cars.’ There’s still plenty of time to get your site in front of our Ewards judges – the closing date for entries is October 14. We’re searching for winners in seven categories this year: Single Franchised Dealer, Multi Franchised Dealer, Car Supermarket, Independent and Car Manufacturer. The judges will also be handing out two special awards: Web Innovation and Special Achievement. For details of how to enter, see the panel above.

Eric Stone

Terry Hogan

Rob queen

WMS Group

wmsgroupuk.com

Motoring motoring.co.uk

Starkwood Media Gp

I WILL be looking for the site that compels me to stay online and provides a simple and straightforward path to my goal. How easy and attractive is it for me to buy other products like warranty and GAP protection with the relevant information? A website can reach millions of people but sometimes we forget that it’s often ‘one at a time’ so make it a good experience through my eyes. Above all, it has to deliver.

THIS year we’ll be focusing less on the fine detail and more on consistent branding, ease of use for consumers and a clear message as to why a user should buy from this vendor. We’re also looking for Kerb Appeal. And we’re hoping for more innovation in the new car offering. Certain manufacturer websites have made leaps and bounds this year – but can retailers follow through on this brand experience on their own sites?

THIS year I am looking for something different, but I’m not sure what! The web is changing so quickly with new features being introduced all the time that I guess it’s a motor retailer’s ability to adapt to this speed of change that I am looking for. However, any innovation needs to fall within the parameters of good, solid web design that is easily navigable and will be prominent within the major search engines. It’s a tall order!

starkwoodmediagroup.com

Anthony Doherty

autotorq.com chief executive officer

CAP

CAP.co.uk

autotorq.com

f you asked me for three reasons why you should get started in social media, I would probably find it easier to give you three reasons why you shouldn’t! It’s all too easy to create a Facebook page, start Tweeting or follow lots of people and assume that your occasional input (after the initial excited flurry) will have customers queuing at your door, but that approach could cause more trouble than it is worth. Social media is an increasingly important additional channel for engaging with existing or potential customers and influencing their opinions and behaviours. However before getting started you must learn the rules of engagement and, unfortunately for you, the consumers set the rules, not you. This means you need to fit in with their way of doing things. To be effective, social media must be an integral part of your overall business and marketing strategy. It can connect you with a broad audience of influencers and consumers, and can help you attract, convert and retain customers by driving traffic to your website, generating sales leads, creating brand awareness and developing loyal advocates. This can all be achieved at a relatively low cost, but only if you plan carefully and go about it in the right way: Listen – Learn what is being said about you, your brand, or your manufacturer brands in the online world – good and bad. Who are the influential voices out there (positive and negative)? Engage – carefully build relationships with your extended network, getting close to influencers as they will cascade your message through their many followers. Refine – Monitor how effective you are in getting your message across, listen to what is being said and think on how you can capitalise on the emerging trends by fine tuning your activities. Above all, participate on a regular basis, be consistent, honest and trustworthy in how you engage in the social world - get it right and the influencers can ensure thousands might see your message and respond – get it wrong, and those same thousands will tell the world within hours.

Daniel Burgess HPI hpi.co.uk

IT IS all too easy to get carried away with detail and clever applications in an attempt to draw buyers in, particularly with social media complicating matters. We will be looking for simplicity both in terms of navigation and well chosen information. That said, we are big advocates of adding value to websites. This could be as simple as partnering with other brands. Too much or too little? Striking a balance is not as easy as Importance of video, p54 we all think.

Alan Stewart Spidersnet

FOR me ‘creativity’ is the key ingredient in site design. When applied well it ensures that the design and implementation successfully deliver on the purpose of the site. The user experience should be intuitive, providing clear signposts to the journeys through the site and interactive to keep the journey interesting and entertaining but without being intrusive.

Shaun Armstrong Dealer Plus

dealerplus.co.uk I WANT to see sites that have embraced technology to give the users the best possible experience. This means I’m looking for sites which offer innovative online tools with an attractive and engaging user experience. Sites should be intuitive to use and the information has to be presented in a way that the user will enjoy the experience. Getting the right mixture of information, technology and usability will provide the best results for the customer.

autopromotor.co.uk ATTRACTIVE and well laid out design, but most importantly a site where the dealer has fully embraced the technology that is available to them. I will be looking for latest deals, all vehicles with images, and good quality ones. Interesting content about the dealership with images of the site, with a customer feedback area that is again ‘up to date’. I would also like to see video integrated into the site, like a profile of the business as well as individual vehicles.

Also judging IN ADDITION to all the judges profiled here, entries will also be rated and reviewed by Car Dealer editor James Baggott. James said: ‘I’ll be looking at the websites with both a trade and consumer hat on. I want sites to be easy to use but most importantly I want to find car prices. So often on franchised sites it’s so hard to find a car’s price. That should be simple.’

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dashboard Peering into the lives of the motor trade...

on The spot

Name: Alex Purdie Age: Post war Lives: Cheshire (near Oulton Park) Any family? Wife one son Work for? Groups business manager,

‘Most expensive thing i’ve bought? a watch. a Rolex. Then an iWC, then a Jaeger LeCoutre. and i’m still looking!’

Bolton Kia.

How is your business made up? We are located on the retail park adjacent to The Reebok Stadium with an eight-car showroom, 35 used car spaces, a separate after sales facility 400 metres away. We employ 27 staff and are the largest Kia dealer in Europe

freedom to operate a growing business with a brilliant franchise which constantly introduces new models as well as being in a business that constantly changes enforcing creativity and flexibility.

What is the biggest threat facing car dealers?

What do you hate? Going to bed late.

What newspapers and magazines do you read? Daily Mail, Harvard Business Review,

Best sales tip? Let the customer want what

National Geographic and trade magazines.

Owned by? KMUK.

you are selling.

First job? Service receptionist.

What car would you buy for £30,000 and why (and it can’t be one you sell)?

What made you get into the car trade? It was

Mercedes-Benz E Class CDI – it’s a super comfortable, modern, efficient car that looks impressive on anyone’s drive as well as driving it.

an accident and it’s been an interesting few decades…

Weak franchises that won’t survive and over dependence on used cars.

What’s your ring tone? Bach Fugue D Minor.

What is the most expensive thing you’ve bought after your house? A watch. A Rolex. Then another watch, an IWC, then another Jaeger LeCoultre. And I’m still looking!

First record? Can’t remember. Not sure they were available when I was young.

What was the first car you sold? A Ford Anglia (OHV) for £175.

What car would you buy if money were no object and why? Brabus E Class because I am

What’s your best ever deal? Getting married

a dreamer and it would be nice to impress.

Favourite film and last film you saw? The Godfather is my favourite film but the last I saw was Toy Story 3 with my grandchildren.

to my lovely wife.

How many cars do you sell a month? 100 plus

What would be your best tip for someone starting in the motor trade? Don’t do it! Who do you look up to? Everyone who is

Finally what’s your motto in life and business? Work hard and then enjoy the

content and happy.

benefits.

new a month.

What do you love about your job? The

Have you any ambitions? To be healthy.

Want to face the Car Dealer questions? It’s not as bad as it sounds. Email james@blackballmedia.co.uk for details

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Dealership man’s mpg marathon proves a point

Alex Goy

All Torque

Mini is pushing the boundaries, but how far can it push buyers?

f you’re unaware of how the recent downturn has affected the motor industry, you’ve clearly been living in Antarctica for the past few years. Or Mars. But for all the tough times endured by car makers lately, there has been a consolation or two. You see, the struggle to make a profit during these hardened times has driven dealers to finding new and entertaining ways to get their products off the forecourt. And that, naturally, means more fun along the way. Take David Allison, for example. In his role as business and commercial specialist for Skurrays group, which specialises in Vauxhall, Chevrolet and Saab sales, he is constantly on the lookout for new opportunities to market his cars. The new wallet-friendly Vauxhall Astra 1.3 CDTi Ecoflex presented just such a chance. ‘It all started over a conversation I was having with our Vauxhall sales manager,’ Allison said. ‘I worked out it could do 940 miles on one tank and, with curiosity having got the better of me, I discovered that this is theoretically enough to get you from Swindon to Luxembourg and back.’ And so the challenge was set. A few days later Allison was easing the baby-engined Astra, tank brimmed, out of the dealership and on its way to continental Europe. ‘I wanted to make it as real-world a test as possible,’ he explained. ‘That meant there was to be no silly weight shedding and no taping up of shut lines. I had the air con switched off, but I deemed the iPod necessary for entertainment purposes. I simply stuck to 60mph for the duration.’ By the time Allison reached Dover, the Astra’s fuel gauge had barely moved from showing a full tank and his confidence was sky-high. And things got even easier once he’d crossed the channel. ‘Keeping to a steady 60mph is actually easier on the continent than it is here,’ he said. ‘It’s

Swindon to Luxembourg and back on a tank? Ben Foulds reports on a brave challenge remarkably easy to annoy people on British roads, and this combined with having lorries constantly up my backside made economy driving a bit of a chore. They seem to be much more accommodating across the channel.’ Arriving in Luxembourg that evening, Allison checked into a hotel with well over half a tank in the Vauxhall. The return journey, then, should be a doddle. At least, it looked that way until Belgium. Allison missed a crucial exit from the Brussels ring road, with the resulting detour costing 30 miles and half an hour – time that he could ill afford. ‘I couldn’t miss my ferry, otherwise I would’ve been snarled up in Friday rush hour traffic on the M25. So I had to go at 70mph, which of course used more fuel.’ Luckily for Allison, he judged his speed perfectly and reached Calais with just minutes to spare. The motorways of Blighty were kind on the final leg and with 913 miles having passed under the Astra’s wheels, car and driver arrived safely back in Swindon, fuel filler cap still untouched. The miles per gallon figure over the two days? An impressive 73.7mpg. ‘One of the things I wanted to promote with this trip is the fact that the Astra can actually achieve its claimed economy figures (68.7mpg), which is something you can rarely say of modern cars,’ said Allison. A bit of publicity was not the only thing to have come off the back of Allison’s exploits, though. He also raised £400 for Vauxhall’s nominated charity Help for Heroes, for which we at Car Dealer doff our collective caps.

Have you or your dealership done something amazing? Let us know by emailing the editor: james@blackballmedia.co.uk

spent some time driving the new Mini Countryman with editor James and deputy editor Rich recently. We reached the conclusion on the launch that it’ll be a hit as it’s good to drive... if a little funny to look at. We still had no idea just who would be driving it though – we couldn’t work out the target market. Americans? People upgrading from a hatch? We eventually figured that it would be someone with £22k+, neighbours to keep jealous and sight problems, probably. But now I’ve had time to think about the Countryman. More specifically about what it means for the brand. I’m a Mini man – I’ve owned one for six-and-a-half years; I love it to bits, even if the tyres are ruinous and just about everything rattles when you’re at cruising speed. Initially ‘Turns out Mini the revamp of the Mini brand seemed like a horrible, cynical could probably attempt to cash in on Issigonis’ rebadge a original car. Because it was – but it paid off. Perodua Kelisa Hollywood stars used their and people own money to buy them. Men, would still women, teens, not-so-teens, gay, straight everyone wanted buy them.’ a slice of the Mini pie. So Mini got brave, they launched the longer, more practical Clubman. Great in mainland Europe and the US, rubbish in its ‘home’ market because the third passenger (and suicide style) door was on the wrong side of the car, so parents have to masterfully eject their children from the car into oncoming traffic. But it still sells. The brand revealed just how much of a juggernaut it is. Why am I telling you all this? Because the Clubman is a prime example that Mini was pushing its public. Seeing just what they could do before their buyers went away. Turns out they could probably rebadge a Perodua Kelisa and people would buy them: Because it’s a Mini. This leads me to the Countryman. A crossover SUV thing. It’s taller than a BMW X1, it dwarfs the standard Mini hatch in every dimension. Many deny its validity as a Mini because of its size. Thing is – it IS a Mini because it’s got a Mini badge on it, not because of any faux heritage. It’s not the purist’s brand anymore and we should stop wishing it was. When BMW took the brand over a decade ago they wanted to make money from it, and clearly they have. But the people who bought their cars a decade ago are going to have grown out of their cars. And what they need is something bigger. Hence the Countryman... Mini Countryman road test, p32

Who is Alex Goy? He‘s a motoring journalist with a lot to say. He also produces a brilliant weekly podcast. Check it out by typing bit.ly/alexgoy into a browser

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comment

Winter blues or festive cheer? Terry

Hogan W

ith August new car registrations sales a whopping 17.5 per cent down (see p81), what does the next quarter hold for UK retailers? I suppose it depends if you’re a glass half empty type, in which case the ‘job’s on its arse’ and you might as well shut up for the winter on September 30. Or, if you prefer a more positive outlook, a pre-VAT increase sales bonanza. Sales figures have been a little bit skewed with some franchises experiencing stock shortages, so perhaps the real picture is less dramatic. The truth is we are all expecting a little fall off in activity, but as ever there’ll be winners and losers. Not many dealers made fortunes selling cars on the scrappage scheme, but sales volume gives welcome momentum that helps the overall performance of each department. With scrappage well and truly over, and stock supply tight, retailers who have resisted discounting will have an opportunity to make decent margins if they’ve got the right stock profile on order. Those who have fallen to temptation and promised all their stock at big discounts to leasing brokers and daily rental could find margins a little tight. Some manufacturers have new models coming out which is always good news. Selling the Audi A1 should be as easy as shelling peas, and the Nissan Juke looks a winner too, although it’s no Qashqai. The Mercedes-Benz CLS looks fantastic, but will face stiff competition from the Audi A7, Audi’s 183rd-ish new car launch of the past 18 months. Most underwhelming is the VW Cross Fox, er, should sell equally as well as the last one. I’ve not seen a Focus Coupe yet, but

The new 60-reg is out and Motoring.co.uk will soon have a new website to match

‘The truth is we are all expecting a little fall-off in activity, but as ever there’ll be winners and losers.’ Ford has a massive following of young drivers who’ll be eager to get their hands on the hatch/coupe crossover. Saab retailers will have found some strange activity in their showrooms recently, with the doors actually opening and customers coming in to look at new models. Well done to Saab for both the new models and for promoting them heavily in a tough climate. From a Motoring.co.uk point of view, we’re finishing off our new website which we’ve been

promising for a few months now. Our new car display advertising inventory has completely sold out this month so we need more space, and part of the new site is a more extensive research area for both new and used cars. Expect a new look and feel, lots more user interaction and new comparison tools for users. We’ve borrowed heavily from travel sites and other comparison engines to give real information from real consumers to help users choose the right car and dealer. The whole user journey is designed to produce well-informed customers who have qualified themselves, leading to more and better enquiries for our dealers, and ultimately, more sales. So we’ll be doing our bit to cajole more people into your showroom.

Key cars for the 60-reg, p64-65

1R IRU 1HZ &DUV

&DOO XV RQ RU (PDLO WUDGH#PRWRULQJ FR XN 'RZQORDG RXU EURFKXUH ZZZ PRWRULQJ FR XN EURFKXUH

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interview

Keeping

Chevy in the chase

Times are changing for Chevrolet and Mark Terry is the man taking care of business. Richard Aucock spoke to him about where things are today – and what’s coming tomorrow

lack belt karate kid Mark Terry is overseeing the transformation of Chevrolet. Today, Daewoo is all but forgotten, as the five years of progress thus far in the UK set things up nicely for a gear-change. That’s coming next year, as a whole host of new products come to lucky Chevrolet car dealers. There will be family hatchbacks, competitive superminis, practical seven-seat people carriers… the groundwork has been done, so now it’s time to reap the rewards.

Your sales results for July were down – you were one of the biggest fallers in percentage terms. What’s your response to this? In part, this was due to the launch of our Five Year Promise scheme. Once customers knew this was coming, they naturally decided to wait. Lots of private buyers waited for September, too. We also don’t pre-register cars. It would be easy to slam-dunk 4,000 cars into daily rental, boosting our figures, but would not be good business sense. It’s always interesting to look at SMMT figures, which reveal that some firm’s rental sales stats can vary by 200 per cent month to month. Chevrolet only wants proper retail customers.

So what’s your strategy for the rest of 2010? Retail, not volume. Simple as that. Our fleet sales are decreasing, and this is being done on purpose. Retailers see the opportunity here, so are making investments in improving customer service. Where there are retail buyers, there are also future aftersales customers, if you treat

them well. We are not majoring on volume, but will launch new models in new segments. Orlando is a true family car; Aveo RS, a VW Golf GTI alternative. Chevrolet will bring new products to meet new segments.

What about the Corvettes? It’s a marvellous opportunity for dealers. We are not demanding they take it, but the option will be there for specialists; the cars come on special order from the US. Chevrolet is great value, but the Bumblebee and ZR1? They’re proper ‘I have to have one’ material. Kids know Bumblebee, everyone knows the Corvette. It’s great for increasing positive brand awareness.

What’s your management style? You seem quite an approachable guy… I try to practice ‘chameleon management’. This involves adapting to the situation and using the best approach ‘colour’ for it: it is important to account for your audience. You can’t speak to a technician in the same way as a financial director, or a salesman, or a customer; each demands a change in your style to suit. This is how I work with people to achieve my management goals; I have my targets and ideas, but I will not dictate. I like to be very ‘real’, not aloof. It’s not about show; I present myself as ‘Mark Terry’. This is me. This is Chevrolet.

What do you expect from Chevrolet dealers? I’m very pragmatic here. I am not looking for gin palaces – some firms demanded this during the Noughties, but many are finding it has not

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helped things in the current conditions; it simply puts unnecessary pressure on dealers. As for open points, we do need broad representation, but I’d rather have retailers take care of customers rather than their shiny tile floors. We do require investment in the business but this has to be done together. With product, comes profit, and should come investment. I want to work it all in together with retailers.

How is the brand developing? We’ve been in the UK for five years now. In that time, it’s really moved on; Daewoo is forgotten nowadays. Chevrolet is the number four brand in the world and most people know it: what we need to do in the UK is help it say something to them. Chevrolet has a long heritage to draw from. What we must do in the UK is pick out the relevant aspects from this and make a connection with UK buyers. But you can’t do it without product. We’re getting this now, and the brand improvement is going to follow.

How are things going to change? With new products, we’ve got more opportunities. The Cruze, until now, has been a saloon only, so has appealed to retirees after a well-equipped car. Our marketing has in part had to reflect this. Next year, we get the fivedoor family hatchback Cruze, which suddenly allows us to do so much more with it. Same with the Captiva: as the first ‘new wave’ Chevrolet, this had to be family MPV as well as crossover and off-roader. When the Orlando arrives, that car will cater for the family car market: so, as a result, we are rebranding the Captiva as much more of an off-roader. We’ll advertise its surefootedness rather than just its third-row seats. Such focus will help give Chevrolet definition.

‘I’d rather have retailers take care of customers rather than their shiny tile floors.’ What gave you the idea behind the Chevrolet Five Year Promise? We did some research into customer habits, in order to discover where we could get an advantage. This showed the trend of ‘arking’ – think Noah – where buyers didn’t want to cut everything out, but they wanted to secure themselves against the financial storm by getting better value. The £4 coffee was very much the Noughties, and is now out. With the Five Year Promise, we are able to assure buyers that Chevrolet will take care of them. It’s balancing all aspects, not just warranty; that’s servicing, value, breakdown cover and so on.

Other car makers offer longer warranties…

Above left: The Captiva Centre left: The Spark Left: MD Mark Terry

Top: The distinctive ‘Bumblebee’ Camaro Above: The Aveo

What is the benefit of a seven-year warranty, and the additional cost, to the first customer? We know many sell after three years – those people are not winning from a seven-year warranty. With longer warranties, it’s often those makers who do not have a strong brand that are doing it, or maybe those with brand quality issues to overcome. Chevrolet has neither – our warranty levels are decreasing; with the Five Year Promise,

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interview Jason Plato in action in his Chevrolet Cruze

we’re responding to customer feedback on what they really want.

Is the Volt a great opportunity for you in the UK? Volt is an exciting ‘jam for tomorrow’ model but is not on our immediate radar. We’ve focusing on product you can get today – so that’s Spark and Orlando, rather than Volt. Chevrolet UK is a 20,000 cars a year business, whereas Volt is a worldwide global car. Of more relevance to our buyers will be style, affordability and equipment. Even so, there’s no denying there are brand gains we can leverage from the Volt’s worldwide global launch…

So what is Chevrolet in the UK, and how does it fit in alongside Vauxhall and GM Europe? As of September last year, Chevrolet has been an entirely separate legal entity from the rest of GM Europe. We are instead run by GM International. We have our own offices, and no planning discussions with our old GME partners. Certainly in the UK, this gives us security; GM HQ has direct contact with us, rather than working through a central business entity. We have increased UK Chevrolet operations 50 per cent, even down to investing in staff to run an autonomous fleet. There’s a dedicated dealer network development team rather than GM UK multi-brand guys. We already used separate sales and systems anyway – but now they’re completely separate! And Griffin House? We’re still there, but I now pay rent on the second

Name Mark Terry Job title MD, Chevrolet Age 44 Family Married CV Terry took the MD position at Chevrolet after spending 21 years at Saab. In that time, he held various positions, including regional sales manager and headed the national sales department. He joined Chevrolet from being operations director at Saab. He also had a spell as Asia Pacific regional development manager, and prior to working in the car industry boasted an engineering background as well as sales.

floor to a GM landlord. It’s a tenancy agreement. Likewise, even dual dealer agreements are completely separate.

Have you suffered from the split with Vauxhall and Saab? Far from it! We’ve benefited here because our demonstrator guys are able to focus on the individual customer 100 per cent of their time, rather than try to split it between three brands. Inevitably it was Vauxhall that won the major share of their time, because of its better sales. Now, instead of getting 15 per cent of a fleet representative’s attention, Chevrolet will

now benefit from overall focus. To understand a full product line-up is a huge ask... to understand THREE, when one of them includes Vauxhall – well, you can see why we struggled, particularly on a regional level. Now, Chevrolet will get passion and focus.

Do you have any plans for dealer network growth? Only if they’re ‘real’ opportunities. There is no geographical prescription, or ‘we must have a dealer in so-and-so because the computer says so’. I’d rather appoint a grounded, sensible guy who was not necessarily in the right place: we have a dealer in Spalding, for example – Alan’s his name. People will drive for miles to see him, despite his premises being relatively in the middle of nowhere. Understanding such individual cases is why my management team personally sees every single potential new dealer before we appoint. They need to prove they have a sense of the brand to us, a ‘feel’ for the opportunities it offers. This is two-way, too; we need to make them feel cherished, wanted, but most of all ‘understood’. Everything should be run on a personal level.

And karate? It’s something I’ve done for years. I enter competitions and take it very seriously: it’s a marvellous discipline that stretches both mind and body. I’m not one for sitting about – I also mountain bike, surf and do anything else that I think might be exciting. I like to keep busy! [CD]

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STAY AHEAD You want your website to shift gear and put you in front. But to do that, it needs to rank highly with Google and other search engines. And be easy to use. We’ve been building bespoke websites exclusively for the motor industry since 1999. A number of our sites for dealerships have won awards. And being automotive professionals ourselves, we know what your site needs to help you sell more cars. Find out more by calling 0845 2508820 or visiting www.ukwebsites.net Email: support@ukwebsites.net

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interview

Running in the family Thriving when the chips are down is a nifty trick if you can pull it off. Paul hendy, Md of hendy group, talks to JaMEs BaTChELoR about why the government should bring back scrappage, green technologies, and what it’s like being in charge of a 112-year-old family business.

endy Group’s managing director Paul Hendy has a lot to be happy about. Not only is the group 112 years old this year, but 2010 marks the centenary of Hendy Ford. 100 years ago Percy Hendy signed a contract with Ford Motor Company to become Britain’s first official Ford dealer. Five generations on, the family silver now consists of more than 20 sites across the South coast, and franchises with Kia, Mazda, Honda and Iveco.

How has 2010 been for Hendy? Okay. Our business is holding up. I think this is mainly due to the fact that we are a long-established business and that is holding us up in good stead. People are more cautious with whom they spend their money; they want to spend it with businesses they think are going to be around in the future.

Other car dealers have said that business in 2010 has been more buoyant than they were expecting. Has this been the case with you? I think that was due to a hangover from 2009 – the same comment could be said throughout that year; the scrappage scheme running out helped.

Are you concerned with the VAT rise in January? There will be the usual early tactics to negate the VAT increase, but things will settle down after this. The issue for Hendy Group will be the squeeze on our margin on used cars – it is where the cost of the increase is absorbed, whether the customer pays more or the dealer earns less.

Does the latter part of 2010 worry you? It is going to be hard work. But that is the job and we will tough it out – 2011 is going to be equally hard but, as time goes on, things will get better.

How did you perform under the government’s scrappage scheme? We did fantastically well – everyone was a winner. Kia and Ford performed the best under the scheme; surprisingly Mazda and Honda benefited more than we thought they would with those franchises; Kia in particular, this was evident in their national market share increases. Overall the scheme was good for the trade – good for the environment, good for the manufacturers, good for the dealers and good for the customers. It stimulated the market and that is a good thing.

Do you think the new government can help the market? Yes, reintroduce scrappage! The big

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are lots of good brands these days. Look at the performance and the resurgence of Hyundai last year, and Nissan have some good products too.

Name Paul Hendy Job title Hendy Group Managing Director Age 42 Family Married, three children Drives Whatever the guys give me from the forecourt – but it’s great to be able to drive a selection of cars. Lives Dorset CV I went to Canford School before heading to Loughborough College and then into the motoring world. I spent a year working at dealerships in America, New Zealand and Australia before starting with the Hendy Goup as a salesman then working my way up to become managing director.

Talking of Nissan, if you look at the way the market is moving towards green products, what are your thoughts on electric and hybrid technologies, like the Leaf? It doesn’t worry me, it excites me. It tells me that the manufacturers are having to, and wanting to, invest in greener technologies to keep the motor car part of our everyday lives. I think we are now so used to having the independence of the motor car and the freedom and the flexibility it gives us, the motor car is here to stay – but the investment and the technology in making sure that we look after the planet. From my point of view, if they can develop these other technologies which everyone is happy with to purchase from an environmental perspective, then the motor car is here to stay.

issue at the moment is consumer confidence in general – customers are being more prudent.

What will you be concentrating on for the rest of the year? We will be concentrating on everything. The car business is a thin-margin business, we must focus on all areas all of the time. I don’t think you ever get the opportunity to be complacent in one area or the other. What you must do is look after your customers and your staff.

Where do you see growth for Hendy? For us, Ford, as a brand, is in a good place. Kia is moving forward as an emerging brand and continues to surprise and delight, and Mazda is a business we’re consolidating and goes about its work quietly. Last year we picked up three Honda dealerships in Hampshire which are going from strength to strength as we do a better job than the previous incumbents – without wanting to sound rude – and Honda and Hampshire can get on to the back of Hendy. From our point of view, it is a bit more of the same and doing a better job with what business we can do. Is there any other brand you would like to represent? There’s a big question! I don’t think there is a bad brand anymore – it’s not like years ago when it was a three or four car race, there

Paul Hendy, centre, with his team

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Some dealers are concerned about the after sales and servicing of electric cars as the business model can be very different. Is this something that concerns you? Yes, the level of content of a repair, repairing times and intervals is a challenge that we have been facing as an industry for the past 10 years. That will increase in terms of the problem coming at us quicker as some of these new technologies get introduced. And again, like any business that is evolving with the times, get involved with it and work it out.

Are you a car fan yourself? What made you get into the industry? Well, having a family business in the industry meant that I couldn’t escape it. But am I car fan? Yes, I love cars and driving cars – without sounding too stereotypical. The fact that when you are growing up you’ve got a family business that involves cars, you can’t help but be interested in cars.

So you remember hanging around dealerships as a kid? Oh yes, I’d go in on a Saturday morning with my father, and start off working in different departments in the school holidays to keep out of trouble and I got a taste for it.

Would you like to see your children getting involved in the car industry? I’ve got three

2010 is Hendy’s centenary year with Ford – what are you doing to celebrate? We have got on-

children and I think that naturally, in a longstanding family business, there is a draw towards it. But equally I would never force them into it because it is a tough business – you’ve got to really love it and want to do it. It is not the old days of family business where you could use it as an employment shelter, so if they want to do it and they’re good at it, then that’s great. If they don’t want to do it and they have dreams to do other things, then that is fantastic too.

going marketing activities through our local Hendy Ford dealerships, and we also have a celebratory lunch at Goodwood House where, hopefully, some very senior people of Ford Motor Company will be attending from America. Our sponsorship of Hampshire Cricket Club at The Rose Bowl this year is also dedicated to Hendy Ford. It is great for us to achieve that milestone professionally.

How important is the internet to your business? The web is hugely important to us and to ignore the internet would be naïve. Interestingly though, we were looking at some statistics in our business and we have to be careful we don’t just see the internet as the only way to market. If you make the assumption that 100 per cent of your customers are going to talk to you over the web, you are wrong. 40 per cent of customers don’t have access to the internet or use it, and that depends on the age of the person and, quite rightly when someone is spending £20-30,000 on a motor car, they want to speak about it face-to-face, see it, touch it, smell it, drive it and feel comfortable with it.

100 years with one brand is very impressive. With the ups and downs Hendy has seen you could write a book about it. We have written a book and it’s in its fifth edition as it happens! We’re Britain’s first Ford dealer, our company history is something that we’re extremely proud of. It’s something which we like to think customers acknowledge. Our business has proved to be pretty resilient during the recession as it has been during two world wars and several other recessions before that. I believe people think that Hendy is going to be here, so I will buy my car and they will support me for the next three, four, five years while I own it. [CD]

‘People want to spend [their money] with businesses they think are going to be around in the future.’

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big mike

Rust in pieces – corrosion is back with a vengence I

f you’re a shareholder in Davids – the company that makes the famous P38 and P40 bodyfillers, so beloved of car trade bodgers of old – then get set for a payday… Rust, it seems, is back. And back with a vengeance. I don’t know if it’s because we had a particularly bad winter, with plenty of salt on the roads, but just recently I’ve noticed a lot of modern cars running around with quite a lot of visible corrosion, almost as if they’ve got to the end of the manufacturer’s six-year anti-corrosion warranty and suddenly burst out in severe cases of accountant-led automotive acne. Of course, I could just be an old cynic, but looking back a few years cars were much better built. Less reliable, agreed, but at least they held themselves together for long enough to malfunction. Controversial? Ok, then tell me this. Have you ever seen a rusty Volvo 850, Citroen ZX, Peugeot 106 or Fiat Brava? No, nor have I. Yet with the exception of the Volvo none of these were expensive or perceived high quality cars, and all of them have been out of production for quite some time. At the other end of the spectrum, I currently have four cars that I took in part-ex, all much newer and all in need of ‘rectification’ before I can stick them on the forecourt. There’s also a Y-reg city car from a mainstream manufacturer that I might just have to scrap, given the extent of underbody corrosion it exhibits. In each case, their owners chopped them in for other cars quickly before they got any worse. The four other vehicles in question are neither that old, nor cheapies. Two are French, an ‘03’-plate saloon and a ‘51’-plate people carrier, while the other two are a 2002 German saloon (wings, door bottoms and wheelarches) and a 2001 compact from another BIG German car maker (rear arches and sill edges). Given how well German cars of the Eighties were built, I’d have expected better. Yet I’ve seen even newer cars on the road looking scabby, too. It’s quite alarming. I say this because, 10 years ago, rust had pretty much been consigned to the history books. With the exception of Rover Metros and 600s, whose rear wheelarches were clearly made out of soluble aspirin to try to reduce costs, it was unusual to see a rusty car on the roads. Through the Eighties, car manufacturers had tried to put right the woes of the previous two decades, where cars were simply engineered but distinctly lacking in rust protection. Indeed, most 1980s Fiats, Alfa Romeos and Lancias would still be around today were it not for the fact their Italian engineers spent so much time galvanising them, that they only had two minutes left in which to design the wiring looms and head gaskets. Compare that to an Alfasud or Lancia Beta of the 1970s, which would need sweeping up with a dustpan and brush after a heavy thunderstorm, and you’ll see why corrosion prevention became so important. But, dear Isopon shareholders, standards are

She might be smiling now, but just wait until she’s spotted the rear wheelarches...

‘Rust, it seems, is back. And back with a vengeance. I don’t know if it’s because we had a particularly bad winter, with plenty of salt on the roads, but I’ve noticed a lot of modern cars running around with corrosion.’ slipping, and the times they’re-a-changing. Once again, rust looks set to be the enemy of the modern car – cynics might even suggest it’s because today’s cars are so reliable, that there needs to be some form of built-in obsolescence. Ferrous oxide is the one thing that can’t be controlled by a series of sensors and ECUs, so why not let it run riot, and keep people buying new cars. And for you, that’s good news. For once all the used car bodgers finally come out the woodwork your shares will go sky high, and the art of ‘giving it some clag’ will once again return to the ropier ends of the motor trade. The only difficulty, I guess, will be the skill required in matching modern deep lacquer pearlescent paint. It’s beyond me, so I’ll keep buying Fiats, Volvos, Citroens and Peugeots instead. You can keep your ‘premium’ rubbish. Anyway, I’m off to see my stockbroker. Toodle-pip. Who is Big Mike? Well, that would be telling. What we do know is he’s had 30 years in the car trade and picked up some seriously funny tales along the way.

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Stock

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Bangers4BEN

Meet the Bangers4BEN teams heading for Monaco We asked our Bangers4BEN teams to tell us their plans for the big trip. Here’s 10 of the best

CDM’s Peugeot from last year might be surpassed by Project Stealth

angers4BEN is back for round three… but this time it’s up close and continental. The challenge – in which entrants must purchase a car for no more that £500, drive to Monaco, and return to sell their cars at auction in aid of the automotive charity BEN – returns for another round. By the time you read this, some 20 teams will have covered the 1,600-miles there and back. If you’d like to find out how we got on log on to Bangers4BEN.com. A full review will feature in next month’s issue. 1. Car Dealer Magazine Team members: James Baggott, editor; Duncan Chappell, commercial manager Representing: Car Dealer and USAF Plan of action? We’ve modelled our car on an SR-71 Blackbird. That means matt black and the chance to wear Top Gun fighter pilot outfits. Why? No reason other than the fact we like fast planes and always wanted to be pilots. Oh, and the stealth look might help avoid plod. Banger must-have? A stereo with iPhone connectivity; matt black paintwork; USAF stickers; big bright neon lights; aftermarket tat. 2. North Oxford Garage Team members: Stewart Carnegie, Derek Nesbitt Representing: North Oxford Garage Plan of action? To arrive in style, preferably by Wednesday. We will have a comprehensive tool kit, but no idea how to use it! Has anyone got any cassette tapes? Banger must-have? The ability to live up to the slogan ‘The ultimate driving machine’, a compass pointing south, two highly motivated drivers, lots of engine oil and brakes that work! 3. Swearing at Rabbits Team members: Bjorn Churchill, customer services manager; Chantal Mendes, Murano product manager Representing: Nissan Motor (GB) Ltd Plan of action? Make heads turn as we cruise past in our fabulously unique Rabbit car while keeping our followers on Facebook and Twitter updated along the way. Fun will be for the losers, we’re not only going to win, but surpass fun! Banger must-have? The style and prowess of Nissan sports car heritage combined with the inimitable soft furry exterior. 4. Karate Skids Representing: Marshall Toyota Peterborough Plan of action? Our plan is to raise lots of cash for BEN and have fun doing it. Banger must-have? It’ll be a Toyota... enough said!

5. Carlyle Finance Flyers Team members: Adam Mepham and Daniel Cholewinski Representing: Carlyle Finance Plan of action? Carlyle Finance is leading the way in F&I innovation and following on from that we’re looking to lead the way to Monte Carlo. Above all we want to arrive and get home safely and raise lots of money for BEN in the process. Banger must-have? As we’re going to Monte Carlo, it’s got to have style, speed, and sophistication and our impressive car design will deliver this! Above all however the banger has been carefully selected to ensure it is a great seller at the auction to make the most for BEN. 6. ERAC to the Future Team members: Dan Rash, Simon Clarke, Troy Cox, and Glenn Clifford Representing: Enterprise Rent-A-Car Plan of action? Attempt to arrive in Monaco 30 years before everyone else and inadvertently invent rock & roll. Bangers must-have? A flux capacitor, plutonium, a hoverboard, and a sports almanac… oh and plenty of Red Bull & Pro-Plus! 7. Bangers & Cash Team members: Marios Alexandrou; Edward Jones Representing: Nissan Motor (GB) Ltd Plan of action? We don’t really have a plan, I think if we can make it to Monaco and back, live to tell the tale and make a load of cash for BEN it will have been a success! Banger must-have? Air-con, leather seats, CD player, reversing camera. We are planning on collecting stuff along the way so a big boot would be ideal. Failing all that, four wheels and an engine will have to do! 8. HPI Team members: Andy Entwistle; Merv Hunt Representing: HPI / Audatex Plan of action? Win at all costs, using our

network of spies throughout Europe to ‘off’ all other competitors and utilising all Q’s toys at our disposal such as Nelly the helicopter, killer umbrellas and hats with razor sharp edges… That or track down the most reliable car and hook ourselves on to the bumper. Bangers must-have? Ejector seat, machine guns front and rear, bullet shield in boot, stealth mode, deployable oil slick and spinning blades in the centre of the wheels. That or cruise control… 9. Baylis Brothers4Ben Team members: Ashley Browning; Phil Pugh Representing: Baylis Vauxhall (Gloucestershire, Herefordshire, & Worcestershire) Plan of action? I must protest at this point as the organisers have moved the goal posts somewhat. I have double checked the paperwork and nowhere does it mention the need for a plan. We are completely devastated by this last minute bureaucratic bombshell. Banger must-have? M.A.S.H. (modest automobile supplying horsepower). Pork/beef ingredients (while we both think we are likened to the beef element, one of us is showing signs of a significant pork content) and careful preparation of selected Banger (not to overcook it, but maybe spice it up in Dijon mustard. Get it?). 10. WinWin World – Team 007 Team members: Mat Hutchin, director of sales; Nigel Pates, managing director Representing: WinWin World Plan of action? Plan? Plan? Nobody said anything about needing a PLAN! Surely we just get in our freshly purchased car and drive it to Monaco and back, don’t we? I suppose we should say remembering to put fuel in (us and car), not getting too lost, not being late for the ferry. Bangers must-have? It must be fun, not too cosy and quite quick, ample power-points for phones, iPods and sat-nav, plus big cup-holders and air-con would be nice – in a nutshell a Volvo V70.

Find out how we got on at Bangers4BEN.com

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[Forecourt]

Road tests in association with

Field testing

The latest Mini to join the line up is also the most controversial. Car Dealer takes it for a spin

Mini Countryman Cooper S Price: £22,030 Engine: 1.6 turbo petrol Power: 184bhp, 240Nm 0-62mph: 7.9secs Top speed: 130mph MPG: 42.2 recommends Mobil 1 ESP Formula 5W-30 top up packs for this vehicle. See Mobil-1.co.uk for more details

ini is big, but it needs to grow. Despite building 200,000 cars a year, the BMW sub-brand doesn’t quite boast the volume required for true sustainability. What’s more, it’s also losing customers; owners, quite literally, outgrow the Mini. So now, Mini is bigger. Enter the new Countryman, the world’s first Mini five-door, and a Mini all about the number four: metres in length, passengers doors, wheels driven (if you go for the posh ones). It’s also the vital fourth body-line in the range, and the first genuine variation from the ‘BMW Mini’ reinvention. Mini is sure being bold. It reckons the Countryman, which already offers a full line-up of diesel and petrol engines (including a 184bhp Cooper S), is a Nissan Qashqai rival. The VW Golf is also mentioned. Here’s Mini not being so Mini. You’ll appreciate this the moment you get inside. Try the back: don’t be scared, there’s now proper space there. Mini lets you choose between five-seat bench or four-seat alternative, both being fully adjustable and surprising showroom-goers with their VW Golf-matching head and legroom. Fear not, families. There’s even boot space; the massive tailgate reveals 350 litres, which coincidentally matches a Golf. In the front, a high seating position fits the car’s mini-Crossover image, while superb quality features throughout the dash (that looks, well, just like a Mini). But how does this new family Mini do driving dynamics? Really rather well, actually. Sure, it’s softer and more compliant than a hatch: you feel this in town, with more body lean than the hatch (even in the performance Cooper S we drove). But the steering’s still meaty and super-accurate, and it remains pretty chuckable. Lo and behold, this is a

new Mini that rides with plush absorbency, too. The 1.6 turbo engine sounds bland but, with 184bhp and bags of torque, it certainly performs well. The stats say 7.9secs to 60mph which is decidedly warmish hatch territory. The FWD is a smidgen quicker, and probably more torque-steery. The posh ‘ALL4’ 4WD versions come with tenacious traction, which the turbo torque allows you to exploit through corners. Mini says nearly all the drive can be sent to the rear wheels if necessary; to feel this on corner exits is pretty satisfying, every time. You may have noticed something though. The elephant in the corner. Ah yes, the looks. Mini’s not lying; it’s big. No longer a Mini. Just as Porsche did with the Cayenne and 911, those famed Mini styling cues have been stretched out of their comfort zone, and the outcome is controversial. It’s well rounded, family friendly, beautifully built, eco and great to drive. But is the big Mini going to suffer by being such a big Mini? Initial orders suggest not – it’s sold out already for 2010, despite eyewatering list prices for the test car. How’s it going to fare longer term though? Over to the editor… [RA]

Second Opinion: James Baggott, editor Great car to drive, completely sold out for the whole year… but seriously, did it have to look like this? Make no mistake the Countryman is a great car to drive, it’s built superbly and is extremely practical. But a Mini in my eyes is a Mini – that means SMALL. The clue is in the name. However competent the Countryman is I can’t help but think it’s an exploitation of the brand a bit too far. Mini dealers won’t be complaining though – it only opens up the door to even more buyers. The Car Dealer team recorded a podcast with new columnist Alex Goy at the Countryman launch. Hear what we had to say about it by typing bit.ly/countryboys into a web browser. Be warned though, we don’t hold back...

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10/9/10 1/27/09 09:55:02 11:07:53 AM

Road Test of the Year By James Baggott

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Pictures @dean_photo

here are only two reasons for being woken up at 3am and not getting angry. The first is unprintable in a family magazine. The second is spread across these pages. The pictures you see before you were shot on the stunning Black Rock Sands beach, near Porthmadog, North Wales, just as the sun began to paint its kaleidoscopic hues across a dawn sky. Bagging these pictures meant a start that would make bakers grumble and a race against the dwindling darkness to get to our location on time. Thankfully we’d picked a collection of cars that have the ability to kick start a day like double-shot Americanos with espresso chasers. Chosen for their ability to excite and entertain, these five cars are our picks of the new metal to arrive in your showrooms in the past 12 months. All very different, but equally desirable, they were to be our trusty steeds for a 40-mile, pre-sunrise jaunt on sinewy north Welsh rollercoaster roads for this shoot, plus enjoyed on a 750-mile, five-day test of a lifetime.

The choices for this year’s Road Test of the Year – more commonly known as RTOTY – weren’t easy. There are so many desirable machines that have been launched in the past 12 months that picking this collection of cars was tough. Fortunately our job was made a little easier as most of the models we wanted were unobtainable. LINE-UP Despite these booking issues, we still managed to haul together an incredible collection. First there’s Aston Martin’s four-door mile-muncher, the Rapide. Weighing in at £144,950, it boasts a 470bhp V12 that emits a sound like bottled thunder. Those rear seats mean this is a supercar you can enjoy four-up, with your family along for the ride, but would it be too big for these Welsh roads? Second in the star-studded line up is the Hollywood car of the quintet: The £115,000 Audi R8 V10 Spyder. Last year we marveled in the greatness of its hard-top sibling, so when the Germans lopped the roof off the range-topper we really had to relinquish them of the keys once again. Slotted behind the driver’s head is a 525bhp V10 unit that makes a

sound you’d swap kidneys for. Costing less than half the price of our first two contenders at £45,000, the Porsche Boxster Spyder has the ability to be the real surprise of the pack. The stripped-out, no-thrills sportscar has shed an impressive 80kg of flab but still produces 320bhp from a 3.5-litre lump. But will we be able to work out how to put up that fiddly roof? Bringing us back to the real world are two French offerings – the £23,000 Renaultsport Megane 250 Cup and £20,450 Peugeot RCZ. Those three numbers in the Renault’s title denote its power output from a turbocharged lump. Make no mistake, even in this company this continental cousin probably won’t be left far behind. Unfortunately the RCZ might. Despite pleas, we couldn’t get our hands on the 200bhp version of arguably the best-looking Peugeot ever, having to make do with this instead, the 156bhp petrol model. However, it’s one car that’s not really here for speed thrills – it’s included because we want to see if it’s got the excitement to match those showroom-filling looks. Time to find out. >

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‘God-like stomach rumbling combines with melting countryside as the future rapidly becomes the present.’

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Aston Martin Rapide Four doors, rear seats, incredible V12 engine and looks to die for. What’s not to like?

or a lesson in how not to make a fourdoor GT car, take a sneaky peak at the bulbous Porsche Panamera. A sickeningly stodgy, podgy people mover that makes a Ssangyong Rodius look well-proportioned, it’s hard to comprehend how that motoring monstrosity and the 911 come from the same maker. Thankfully, Aston Martin employed a design team with eyes to pen the Rapide. To be fair to Porsche, their rivals did have a stunning starting block to begin with. The DB9 is an automotive great, a timeless shape that’ll look good for years to come. Extending it slightly to incorporate two rear seats and a second set of doors was never going to do it that much harm. But quite how good it looks is still a surprise. For the family man, the Rapide makes sense. Those rear seats are a little cosy if you’re a fully grown adult, but for children – even teenagers – they’re fine. Hugging and sumptuous, each rear seat is a cocooning pod to enjoy the delights of the drive from. The Rapide is wonderfully appointed. Rich leather, decadent wood finish and classic design touches are plentiful. While simply firing it up is an occasion – push the Emotion Control Unit (aka the key) into the slot in the centre console and it becomes the starter button, firing the V12 into life with a spine-tingling bark. My first stint in the Aston wasn’t until the morning of our cover shoot, three days into the road test. For the first two days I’d been enjoying the delights of the Audi and Porsche, which meant slipping behind the wheel of the Rapide came as a bit of a surprise. This is one big car and on roads like these it certainly feels it. Where it really excels is on fast, flowing A-roads – it’s here you can stretch its legs and let the gun crack exhaust note ricochet off the scenery. As the revs rise over the magic 4,000rpm mark, butterflies in the exhaust relax to allow all 470 horses to clear their throat. It’s a God-like stomach rumbling that’s combined with melting countryside as the future rapidly becomes the present.

The Aston’s ability to pile on speed is breathtaking. On clear, open sections, mashing the throttle results in true sportscar reactions. Okay, it’s not as lithe or as nimble as say the Boxster Spyder, but it’s still capable and remarkably quick. That 470bhp from the glorious V12 is enough to punch you and your three passengers to 60mph in 5.1 seconds. A DB9 cracks the same speed in 4.8 – not much of a difference, is there? The steering does feel heavy, but it’s a pleasant weight, reassuringly expensive in its feel. Response can be a little lethargic, especially when you’re plodding along in ‘normal’ mode. However, click the chunky button marked ‘Sport’ and activate the sports suspension and the Rapide makes an incredible transformation. Throttle response is sharpened, steering quickens and the whole car feels as if it’s risen on its haunches. In this mode it’s as if the car’s shed pounds as it lunges forwards. The semi-automatic paddle shift gearbox is met with mixed reactions from the RTOTY team. Some like its ease of use, the fact the fully-auto mode allows you to be as lazy as you want. I, on the other hand, am not so keen. On more than one occasion quick shifts confuse the ’box and the change is disappointingly slow. I’d prefer a manual – if only they did one… The roads begin to get narrower as we penetrate the Welsh valleys and the Rapide starts to feel a bit big; slightly out of place. Whereas the others have hunkered down and cracked on, I’m struggling in the Aston. On one side I’m trying to keep it out of the bushes while on the other my back’s being redesigned as the alloys bump over cats’ eyes. Not to mention a few buttock-clenching on-coming traffic moments. This Rapide is for city centres, motorways and A-roads – not skirt hitched-up pre-dawn jaunts along single-file country roads. That’s not to say it isn’t enjoyable – it is – the Rapide is an Aston Martin after all, and even in this company had more interest from petrol station looky-loos than the Audi and Porsche. This supercar just excels in other arenas – and none more so than in making big look beautiful. >

Aston Martin Rapide Price: £144,950 Engine: 6.0-litre, V12 Power: 470bhp, 599Nm Max: 188mph 0-60mph: 5.1s Economy: 19mpg recommends Mobil 1 0W-40 top up packs for this vehicle. See Mobil-1.co.uk for details

See the Aston Martin Rapide in action in our video by typing bit.ly/rapide2 into a web browser

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Audi R8 V10 Spyder Does lopping the roof off make this legendary supercar even better? Do we really need to answer that?

here was a time when driving a supercar required balls of steel. You needed leg muscles the size of a bull’s, a sixth sense for parking and skin thicker than Janet StreetPorter’s to deflect the amount of abuse you’d get. Thankfully things are different these days – and there’s no better example of that than Audi’s staggeringly brilliant R8. It shouldn’t really come as such a surprise as to just how good the German firm’s supercar is, but it still does. Audi actually has an impressive back catalogue of pant-wettingly good sportscars: RS6, TT-RS, original quattro, RS4, the list goes on… But the R8 Spyder tops them all. It’s an intoxicating mix of drama, looks and sheer ability that marks it out as a true automotive great. It’s so capable, even in our ham-fisted mits, that it’s clear to see why these supercars practically sell themselves. My first stint behind the wheel is on the five-hour journey to our Denbigh base from our Gosport HQ. On the motorways it’s the perfect mix of power and comfort. With the top up, it’s entertainingly throaty and packed with toys that ease the passing of monotonous motorway miles. Our test car came with Bluetooth and iPod connectivity, hugging leather seats, rear-view parking camera and sat nav. But no one’s really interested in the kit. Nice as it is, most people wouldn’t care if it was paneled with balsa wood and featured a tape player – because the real draw is that V10 lump. Derived from the Lamborghini Gallardo powerplant, the V10 is one of the best ever. Streaked with power throughout the rev range, push the needle towards the redline and the sound it makes is truly divine. You can keep your Ferrari V8s, if I had to own one engine in one car for the rest of my life it’d be this one. It’s that good. And that aural delight is accompanied with sensations that make for motoring perfection. The steering is absolutely spot on. Packed with feedback and accuracy, it inspires confidence. And the open-gate gearbox is special like

supercars should be. There’s nothing quite like the click-click of metal shifts to add to the sense of occasion when you’re behind the wheel of a car of this stature. But it’s not just about the drama – the ’box is precise and wonderfully accurate with every shift. What really impresses about the R8 though is just how easy it is to jump in and drive fast. Relax and dawdle around town and you could be in an Audi TT, just like Porsche, Audi knows how to make its cars ‘feel’ similar and with that familiarity comes ease of use. And for a supercar that’s impressive. When you want to press on it’s so easy, anyone can jump behind the wheel of the R8 and reach silly speeds. Chasing the Boxster across the back of a Welsh valley, painting a red and white streak between the sheep strewn hills, the Audi makes me feel like a hero. The sound of that engine, punch of all 520 horses and the grip the four-wheel drive generates is mind-boggling. If, after this drive, I’m told my licence is to be revoked forever then I really couldn’t care less. I can’t imagine experiences behind a steering wheel getting any better. And we haven’t even mentioned that roof yet. Dropping it is an occasion in itself. The movement is beautiful, spinning and twisting pieces disappear like a Transformer, while the fact it can be carried out at speeds of up to 30mph makes it even more of an event. At one stage on the M40 the rain began to fall and I had to peel off at a junction to put it up – all of which was carried out while driving around the roundabout without stopping. Rather cool. Apart from the price, I really can’t think of a reason for buying the hardtop. There’s no drawbacks, only positives from having the canvas roof – and even with the top up the R8 looks gorgeous. This is one of the most desirable supercars of the moment and the fact it’s so good – and easy – to drive only makes me want one even more. >

Watch our video of the Audi R8 taking on the Porsche Boxster Spyder on incredible Welsh road by typing bit.ly/audiporsche into a web browser

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‘If, after this drive, I’m told my licence is to be revoked forever then I couldn’t care less. I can’t imagine experiences behind a steering wheel getting much better.’

Audi R8 V10 Spyder Price: £112,500 Engine: 5.2-litre V10 Power: 525bhp, 530Nm Max: 194mph 0-60mph: 4.1s Economy: 20.3mpg recommends Mobil 1 ESP Formula 5W-30 top up packs for this vehicle. See Mobil-1.co.uk for more details

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‘Renault knows how to make a cracking hot hatch – its back catalogue reads like a Who’s Who of motoring greats: The Clio Williams, Clio 172 to 200, Clio V6, Renault 5 GT Turbo, the list goes on and on….’

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Porsche Boxster Spyder Price: £45,603 Engine: 3.4-litre Power: 320bhp, 370Nm Max: 166mph 0-60mph: 5.1s Economy: 30.4mpg recommends Mobil 1 0W-40 top up packs for this vehicle. See Mobil-1.co.uk for details

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Porsche Boxster Spyder

hat’s white, has two protruding humps and goes like the clappers? No, not Katie Price, stupid, it’s this of course, the Porsche Boxster Spyder. Sorry, that really was uncalled for, especially when we’re in the presence of an all-time great… Because that’s exactly what this Spyder is. At first it’s hard to work out what the point is. Porsche has stripped it of most niceties – like door handles – and done without an electric roof, replaced instead by a rudimentary piece of canvas and cling film stapled to the bodywork. But then you get behind the wheel and everything makes sense. This Porsche is a driver’s dream. On the famous Evo triangle – a trio of incredible driving roads in the middle of North Wales – the Boxster has no trouble keeping up with the R8, a car that’s packing 200bhp more. In fact, in the right hands, it’s got the poke to show the pack a clean pair of heels. Jump from the planted R8 into the Spyder and at first it feels twitchy, on edge. The steering has so much more feel, it’s light and alive in your hands. It does take time to get used to, especially after a stint in the sure-footed German cousin. But settle in, take time to tune in to the sensations and feedback this stunning Spyder is transmitting and it’ll reward you with the drive of your life. Power comes in linear and fast. That 3.4-litre unit is a gem and, coupled with the Boxster’s diet, results in impressive performance figures. 60mph is dispatched in 5.1 seconds – a second slower than the Audi – but it’s the way it translates that power into forward momentum so easily that ensures it keeps up here. Despite the R8’s four-wheel drive assurance,

Stripped out, fiddly roof but with looks of the Carrera GT, this special Boxster wins us over there’s only so many horses you can use on the short point and squirt straights of North Wales. There’s never enough room for it to really get into its stride. This Spyder, though, uses every one of its 320bhp, efficiently and effectively. We just wish it sounded more potent – the sports exhaust option is a must. It’s not just about what’s under that shapely hood though – this car looks positively stunning too. In the ice white paintwork our test car came in, it’s a crowd-gatherer and those two rear humps behind the headrests have a distinct air of Carrera GT about them. In a good way. We even managed to nail taking that roof off. After five days’ practise we’d got the process down to about two minutes. It is without doubt the most complicated hood we’ve ever seen, even making a Caterham’s look like a pop-up tent. But it’s all about saving weight – and the Spyder is the lightest Porsche you can buy. It weighs in 80kg less than a standard Boxster and that’s mostly thanks to that roof. To put it into perspective, the Audi’s electric folding top has ADDED 100kg to the Audi’s weight… And it’s this Atkin’s diet that makes this Porsche so brilliant – if the pay-off is a bit of a wet head when you’re caught short on the motorway then we’ll forgive it that. The biggest problem we can see with the Porsche is the name. The ‘Boxster’ part in its title just doesn’t fit. This car is good enough – and unique enough – to have its own name altogether. It’s a brilliant piece of engineering, a driver’s delight and one of the all-time Porsche greats – we just wish it had been christened properly. >

Did we mention the Audi R8 vs Porsche Boxster Spyder video? See it now by typing bit.ly/audiporsche into a web browser

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Renaultsport Megane 250 Cup How can a £23k hot hatch impress in this company? We don’t really know, but this one certainly does

here it is again – stuck to the back of the Audi like a piece of road tar on the bumper. Damn hot hatches – don’t they realise they’ve no right to keep up? Get back where you belong, in a McDonald’s car park. To say the Megane 250 Cup is competent would be doing it an almighty injustice. It’s so well set up all of its 250bhp can be utilised to the full. Mostly residing in the hands of the youngest member of our RTOTY team, the Megane rapidly became a thorn in the side of the assembled supercars. With an all-black colour scheme it’s like a stealth bomber stalking us through the valleys, menacing the old boys, bullying them when really it has no right to. The thing is, Renault knows how to make a cracking hot hatch – its back catalogue reads like a Who’s Who of motoring greats: The Clio Williams, Clio 172-200, Clio V6, Renault GT Turbo, the list goes on and on… Whether we’ll be adding the 250 Cup to that hall of fame remains to be seen, but there’s no doubt it surprised the entire RTOTY team. It’s easy to think a car like this would be forgotten among the glitterati assembled here, but when I get the chance to take the wheel for a stint from one photo location to another it’s clear this is one cracking hatch. Boil the revs up to turbo boost point and it fires rapidly through its six ratios. There’s a pleasing rasp to the engine note too and from outside it slurps and pops on each up shift. The driving position is superb with supportive sports

seats and a rally car-like set up. Despite giving away a few seconds to the fastest cars here in the dash to 60mph, the in-gear punch from the turbo-charged lump means stringing switchback after switchback together is a delight, surfing a 340Nm wave of torque to terrorise the front runners. Renault’s engineers worked hard on improving response with the 250 Cup and it shows – 80 per cent of peak torque is available from 1,900rpm resulting in punch pretty much from the word go. And that pays dividends on these tight, twisting roads. The Cup chassis features a limited slip diff, lower ride height, with stiffer springs and dampers – all of which serve to make the whole car handle brilliantly. Compared to these out-and-out sportscars it does feel tall in comparison, but it’s still sure-footed and enjoyable, gripping hard in corners, even in the damp. Steering feel is up there with the best of them too and the gearbox, although a little notchy, is equally impressive. It may have been overlooked at the start, but the Megane comes as another surprise in the RTOTY line-up. The fact the man that spent the most time behind the wheel placed the £23,000 hot hatch above the likes of an Audi R8 and Aston Martin speaks volumes. The rest of the team may have been seduced by the big guns, but everyone came away from a stint behind the wheel of the Renault with a huge grin – and for a hot hatch to impress in this company, let alone keep up, is an achievement in itself. >

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‘The rest of the team may have been seduced by the big guns, but everyone came away from a stint behind the wheel of the Renault with a huge grin.’ Renaultsport Megane 250 Cup Price: £23,160 Engine: 2.0-litre, turbo Power: 250bhp, 340Nm Max: 156mph 0-60mph: 6.1s Economy: 33.6mpg recommends Mobil Super 3000 X1 5W-40 top up packs for this vehicle. See Mobil-1.co.uk for details

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Peugeot RCZ

The odd one out? Maybe. But we had to include this Peugeot for its dramatic looks alone

e have some criteria to get a place in our RTOTY line up. It might seem like an excuse to get away for a few days in some exciting cars – and you’d be right in a lot of respects – but we do run our entrants past a loose set of rules too. Cars have to have been launched in the past 12 months, they have to be noteworthy, and come from manufacturers that won’t laugh when we ask to borrow them… But there’s one that overrides all others: We have to want one. And by want, I mean own. And it doesn’t surprise me that the Peugeot RCZ falls into that category. Ever since I saw the first pictures of the sports coupe I knew the French firm was on to a winner. With the looks of an Audi TT but a more affordable price tag, it’s a premium car from a mainstream manufacturer. And they sell. Thing is, it may look stunning – just as many Peugeots have in the past – but when it comes to the driving experience would it match our expectations? The 206CC, for example, was a masterpiece in design, bringing metal folding roofs to the masses – but my word was it awful to drive. So what about the RCZ? My first stint behind the wheel is a snatched one – a cross-country thrash while snapper Dean’s taking some interior shots of the others. And first impressions are of an interior that doesn’t feel as I expected it to. The driving position isn’t as low as you’d imagine – you sit up quite high, much like you do in the hatchbacks the marque’s famous for. Perhaps it’s just in this company where most of its rivals here have bum cheeks skimming the Tarmac, but it is still noticeably lofty in comparison.

The interior doesn’t feel as stand-out as you’d imagine either, especially after the visual drama of the exterior. Don’t get us wrong, it’s well laid out, just lacking in the excitement some buyers may demand. But what’s it like on the road? Well, that first thrash resulted in mixed feelings. It’s grippy and well balanced in the bends and although the steering is light, it’s precise and well weighted. But there is a fair whiff of body roll in the bends and that comes as a surprise considering its sports coupe proportions, while I found the gearbox a little sloppy. Despite pleading for the 200bhp version, Peugeot sent us a 156bhp model. In this company, that required an incredible amount of revs and tenacity to keep up. That being said, it was never really left too far behind. It’s certainly an involving car to drive, and surprisingly entertaining. Only problem is, at those revs, the 1.6-litre does sound a little strained. However, for most buyers it could just as well be powered by steam – they really aren’t concerned with what’s under the bonnet. For them it’s the looks that count. And we have to agree – this could actually be the best-looking Peugeot ever. Those curvy lines, lumpy roof and striking nose are the reason dealers can’t get hold of enough to satisfy demand – and the reason it will become a very common sight on our roads. Whether it’ll have the same visual appeal when they’re two a penny in the staff car park remains to be seen. But for now, it’s one of the stand-out cars of the moment. A longer drive back to the hotel, relaxed and slower-paced, revealed a different side to the RCZ too. On flowing roads it’s a gem, comfortable to boot and I can’t help thinking, although not as dramatic as its rivals here, we were 100 per cent right to include it. >

Peugeot RCZ Price: £20,450 Engine: 1.6-litre Power: 156bhp, 244Nm Max: 135mph 0-60mph: 8.4s Economy: 42.1mpg recommends Mobil Super 3000 X1 5W-40 top up packs for this vehicle. See Mobil-1.co.uk for details

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‘Most buyers really aren’t concerned with what’s under the bonnet. For them it’s the looks that count, and we have to agree – this could actually be the best-looking Peugeot ever.’

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Verdict Y

ou can’t really pick a winner from this eclectic mix of metal. But that’s what you want – so we will. But we’ll do it with some sense of order. Firstly, why are these cars here? Well, as you know, it’s because we crave every single one of them. They’re cars launched in the past 12 months that if we had to put our money where our mouth is we’d hand over folding for. But instead of a dictatorship, I’ll let democracy decide – using the choices of our team to find a winner: A first place gets the car 10 points, last place two. Which means, topping our pile is the Audi R8 V10 Spyder with 44 points. As you’ll see below by my scorings, I don’t agree exactly, but it’s understandable why it secures first place. Its combination of drama, delicious engine note and accessibility that lets everyone who gets behind the wheel extract the most out of it helped it secure top spot. My choice for first gets pushed narrowly into second place with

40 points. The Boxster Spyder is a real driver’s car, it looks stunning and once you’ve got used to its foibles it delights like few cars can. In equal third, with 28 points each – is the Rapide and Megane 250 Cup. The Aston Martin is a brilliant feat of packaging that allows four people to enjoy its delights every day while the Renault impresses because it’s a hatch that excites like a supercar costing five times as much. Which leaves the Peugeot last with 10 points. Sounds like a disaster, but it’s not – remember the cars had to be pretty special to secure a spot here in the first place, so the fact we’ve even considered including a Peugeot speaks volumes. So there you have it – our scientific, but not very scientific, Road Test of the Year 2010. Didn’t tell you very much, but was still about as much fun as you can have with your clothes on… [CD]

Where we slept We stayed with Charlie and Angie Hobson at their stunning Castle House B&B. Tucked away in a picturesque spot in Denbigh, we were put up in one of the five-star cottages they have on the estate. It’s located just a few miles away from a host of stunning roads, some good takeaways and most importantly they serve a cracking breakfast. For more information log on to castlehouseBandB. co.uk or call 01745 816860. Where we shot our cover We couldn’t have shot our cover without the help of the Welsh Tourist Board and the staff at Black Rock Sands beach, Porthmadog. For more information see visitwales.co.uk and gwynedd. gov.uk. Thanks to everyone who helped.

This year’s RTOTY team pick their star cars James Baggott Editor 1. Porsche Boxster Spyder 2. Audi R8 V10 Spyder 3. Aston Martin Rapide 4. Megane 250 Cup 5. Peugeot RCZ

Duncan Chappell Commercial manager

1. Porsche Boxster Spyder 2. Audi R8 V10 Spyder 3. Megane 250 Cup 4. Aston Martin Rapide 5. Peugeot RCZ

/ T V I G U

Dean Smith Photographer 1. Audi R8 V10 Spyder 2. Porsche Boxster Spyder 3. Aston Martin Rapide 4. Megane 250 Cup 5. Peugeot RCZ

* P 0 C 5

Will Baggott 1. Megane 250 Cup 2. Audi R8 V10 Spyder 3. Aston Martin Rapide 4. Porsche Boxster Spyder 5. Peugeot RCZ

Dan Harris 1. Audi R8 V10 Spyder 2. Porsche Boxster Spyder 3. Aston Martin Rapide 4. Megane 250 Cup 5. Peugeot RCZ

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10/9/10 09:56:20

finance Finance news Car Dealer rounds up the latest stories from the world of car finance

New head for Marshall Marshall Motor Group has appointed Francis Laud as its head of financial reporting. Laud is a Marshall stalwart who’s been with the firm for more than two decades. Chief executive Daksh Gupta said he will be providing ‘huge support’ to the firm. ‘Having high quality and up-todate management information is critical,’ said Gupta. ‘Francis has a deep understanding of the industry and the company, which will be invaluable.’ Significantly, Gupta also added that ‘he will also be able to help with any further acquisitions that we may make’. The firm is now looking for a new financial director.

Car finance uptake rises MORE people in 2010 have taken out car dealer finance than personal loans or their own savings to buy a new car. Nearly 50 per cent of all new cars sold to buyers were bought through forecourt finance. That equates to 264,377 people using car dealer finance – uptake of which has rocketed 26 per cent so far this year. Paul Harrison, head of motor finance at the FLA, said: ‘The first half of 2010 has been very positive for dealer finance.’ Particularly popular have been PCP deals, which accounted for 57 per cent of car dealer finance. The flexibility offered by these is proving to be just what car buyers are after. There may now be a few months’ respite though, said Harrison. However, it will not be a sustained lull. Why? New car price rises! ‘November and December is likely to see a pick up in demand,’ he added.

Deal finder Posh off-roaders

BMW X5 BMW continues to defy the odds with all its cars – something epitomised by the X5. It’s a fast and decidedly sporting off-roader, yet one that also emits just 195g/km CO2 and can average 38.2mpg. If any car can defy the gas-guzzler stereotype of posh 4x4s, it’s this. It’s been facelifted for 2010, so BMW doesn’t feel the need to be super-aggressive with the incentives. The key to this PCP deal is the manageable £8,800 deposit; this gives buyers the opportunity to pay £669 a month for 34 months, on an xDrive30d SE version. At the end, there’s an £18,960 final payment,

meaning total amount payable on the £43,980 motor is £51,349. This means it doesn’t fully exploit its advantage of being the cheapest up-front model here – a 9.4 per cent APR doesn’t help – but if buyers’ deposits are tight (or their trade-in ageing), it’s still manageable.

Price: £43,980 Engine: 3.0-litre straight 6 turbo diesel 0-60: 7.6secs Max: 130mph MPG: 38.2mpg CO2: 195g/km

Range Rover Sport Land Rover really did go to town when facelifting the Range Rover Sport. It was given a new look, all-new interior, new 3.0-litre diesel engine, revised suspension… virtually nothing was left untouched. And it’s turned an able machine into a real cracker that’s right up there with the BMW. Demand is really high at the moment, but this isn’t stopping the deals. Land Rover even has dealers playing a part here; for those buying a £46,995 Range Rover Sport 3.0 TDV6 SE on PCP, dealers will give a £2,000 contribution to the £11,777 deposit they’re asked to pay.

After that, it’s £599 a month for a heady 41 months. Once that unusual marker is reached, Land Rover has set the MGFV at £15,212, making a total amount payable of £51,548. A fairly competitive 7.9 per cent APR helps keep this total amount manageable – as does the generosity of you dealers up front!

Price: £46,995 Engine: 3.0-litre V6 twin turbo diesel 0-60: 8.2secs Max: 120mph MPG: 30.7mpg CO2: 243g/km

Infiniti FX Infiniti’s lavish outlets have already caused a stir in the UK. Reading and London showrooms are soon to be joined by more in other parts of the UK, giving many rivals the chance to peer at the fine art and enjoy good coffee. It would be for nothing if the cars weren’t up to scratch. Blessedly, the big FX is a pretty tasty SUV. Even more so with a smart deal from Infiniti. All eyes may be on the new V6 diesel – but, barely believably, the 3.7-litre V6 petrol alternative can be bought for a meagre £379.99 a month! That’s with a £16,482 deposit, mind, and does only get buyers two years’ motoring. After that, there’s a final payment of £26,560 – you can thus

see how Infiniti has made the deal so compelling. Total amount payable on the £46,905 motor is £52,460. Even so, you have to admit it’s clever, and will get buyers looking back into the showroom far sooner than the other deals. Canny thinking, Infiniti…

Price: £46,905 Engine: 3.7-litre V6 petrol 0-60: 6.8secs Max: 145mph MPG: 23.4mpg CO2: 282g/km

ervice Valuing – Valuing Service You! – Valuing You!

the first choice for First theResponse UK’s smallFinance to medium is the sized first dealer choicemarket. for the UK’s small to medium sized dealer market. 50 | CarDealerMag.co.uk CarDealerIss31.indd 50

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...in association with

Jim

Meldrum How are you planning for the future?

ver the past few months we have looked at how a minority of car dealers still don’t see the business opportunities that can come from sub prime finance and how this lack of foresight is resulting in lost sales and revenues. We also looked at the June emergency budget and the potential impact that the doom and gloom forecasts that followed will have on private car buyers in the months and years ahead (especially those that need POS finance to fund their purchase). The suggestion was made that we should review our sales and marketing strategies to ensure we survive the challenges to come and we paused to ‘It is an absolute remember some of the blue chip companies that merged certainty that or became extinct during the ambitious car recession of 20 years ago. There will be those that will dealers will rise have read those articles and to new heights will use them to re-enforce during the next their belief that we should all simply ‘batten down few years.’ the hatches’ and ride out future storms by reducing overheads and eliminating wasteful expenditure, and who are we to say that they are wrong? But what if we not only survive the cash strapped future but we actually find ways to take advantage of tougher markets and in fact increase our profits and grow our businesses? It may sound unbelievable but it is an absolute certainty that ambitious car dealers will rise to new heights during the next few years while others are stuck in self-made bunkers waiting for the ‘good old days’ to come rushing back. These successful dealers will make good use of their network of friends and business partners who will provide the vital support and advice that will ensure their success far into the future. First Response Finance is that type of forwardthinking business partner and you are very welcome to contact us at any time.

Who is Jim Meldrum? Jim is regional sales manager for First Response Finance. Call him on 07917 460 111 or email Jimm@frfl.co.uk to respond to this column

Tel: 0844 8730819 Tel: 0844 8730819 Web: www.frfl.co.ukWeb: www.frfl.co.uk CarDealerMag.co.uk | 51 CarDealerIss31.indd 51

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[Sales Legend]

Renault 19

iugiaro-designed family hatchbacks have long been the stuff of legend. Ever since the master created the original Volkswagen Golf, car firms have clamored for his services. In his time, he’s done the Lancia Delta, Fiat Panda, Fiat Uno, Fiat Grande Punto, Saab 9000, Daewoo Lacetti… Okay then, it’s not quite a 100 per cent hit rate, but the Giugiaro connection still brings with it a certain kudos. No doubt it’s this that encouraged Renault to sign him up and replace its languid 9 and 11 family car range in 1988. Unfortunately, the emergent 19 was more of a Lacetti than a Lancia. What was that about hit rate? Sure, it was an understated, forgettable car. Fellow designers of the time, if they could be bothered, moaned that it was hardly Renault pushing the boundaries, in the way the old 5 and 16 did. That’s more a reflection on car design at the time, though. In its own way, the 19 helped pave the way for progressively more flash Renault designs. And surprisingly, it has a firm place in Renault history books through merit. Bet you didn’t know the 19 was the last Renault model to be known by number, not name? It is so; a few years later, the Clio did for the 5, Laguna saw to the 21: the 19 itself put a tentative toe into this naming water, by calling the saloon version ‘Chamade’. Mind you, the water can’t have been good at first. The Chamade tag was quietly dropped a few years later… It was thus bizarre of Renault to later big up the number in its ad campaigns. But that’s just what they did with the 19 16v model: who remembers the ’19 into 16 DOES go’ press advertisements? Maybe this was the traditionalist marketing types mourning the failed number game with a bang.

That 16v version was, incidentally, another understatedly significant car. Renault is known for the mighty Renaultsport brand nowadays, but back then, hot hatches outside the supermini mould were non-existent. As the 19 16v was fast, great-looking AND drove sublimely, see it as marketing’s green light to do more of them in the coming years. Karmann nicked the 16v engine (and its complementary bonnet scoop) for a very pretty convertible version a little while later. Again, another example of Renault expanding what it could do with a platform – and while it was, how shall we say, ‘a bit’ flexible, the success of the convertible conversion seemed to get them thinking… See, after being facelifted (and almost entirely eliminating the original’s already-negligible character) in 1992, the 19 was eventually replaced in 1996, by the Megane. Name for number, you see – and at the time, Renault boasted that it wasn’t just one car that would replace it, but many cars. Megane hatch, yes: but also, Megane coupe, saloon, estate, convertible, even a newfangled people carrier variant, the Scenic. All thinking that was rooted in the 19: the Megane was basically a Phase 2 19 with a new body on top. That means while the 19 sold 150,000 units here in the UK through its lifetime, it’s actually sold many more than that because its underpinning could still be found in Renault car dealers right up until 2002. So, no, it’s hardly a classic, and will probably be forgotten the moment you turn the page. But sales legend? Well, be kind, and you could say it’s one of the most noteworthy French cars of recent times… [RA]

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Websites

The importance of being a video star If you’re not using video on your website, now could be the time to invest to pull in more customers

ideo is where it’s at in 2010 and if your dealership has not joined the scene, you’re missing out. How big is it? The scale of internet video is demonstrated by top website YouTube. Amazingly, in 2008, this single website was bigger than the entire internet was just eight years before. It’s now even the second biggest search engine in the world! For car dealers, it’s top-priority technology. Why? Simply because, says UK Web Sites’ Rob Queen, ‘If a picture is worth a thousand words, a video is worth a thousand pictures!’ Get the picture? ‘Dealers need to wake up to this video revolution and get on board before they get left behind,’ said Queen.

PREMIUM LEAD Posh car dealers are leading the way here. The industry here seems to understand the benefits a lot, particularly the ability to show all the key elements of the vehicle. What’s more, there’s the perceived value; you’d probably not spend a lot of time trying to flog an old Corsa, reckons Queen, but you would take more care when selling luxury motors. Now, though, dealers can perhaps afford to be less picky. ‘We are currently in a market whereby anything dealers can do to try and boost sales needs to be utilised and rolled out where possible,’ added Queen. ‘Dealers should thus be using video to elevate sales and drive lead conversion for all stock that is one to three years old. Using video to sell your stock will really elevate your dealership to be head and shoulders above everyone else. ‘The use of a video brings the vehicle to life and makes websites feel personal again. It allows for a unique one-on-one communication with potential buyers. This unique feature transforms selling from a normally static routine to a dynamic experience. ‘Online video not only adds the personal appeal of the dealer’s demonstration of their vehicle, but it also provides an entertaining experience that is sure to be remembered.’

HOW TO DO VIDEO So how can you easily embrace video? The theory is great, but doing it is another matter – and a whole extra level of technical demands, right? Not necessarily, says Queen; dealers can look to firms such as UK Web Sites for assistance here. ‘Dealers can easily attach a video of each vehicle using our stock management system, for example. Dealers can either take and edit the video themselves, or we can arrange for professional video to be created by our specialist team.’

Some dealers may already be keen for something more, though. For them, there’s the increasing use of all-new car dealer video tools, such as UK Web Sites’ Autopresenter tool. This takes the form of a trained real-life presenter fronting an introductory video to your site – talking about your dealership! ‘It is an online media tool that allows dealers to place web presenter video on their website,’ says Queen. ‘It allows users around 250 words to verbally describe their business, it’s unique selling points and value added services. This can improve sales by introducing customers to the dealer’s services with a human face.’ The firm says it has proof that potential customers are more likely to make an enquiry about products or services if introduced to them by a professional Autopresenter. ‘Every Autopresenter is unique to each car dealer, allowing them to describe their key features and benefits which can be augmented using backgrounds, static images or animations.’ The presenter can even ‘point’ to parts of the actual website they’re talking about! ‘Dealers can select their own presenter from a wide choice or pre-approved professional presenters.’ See it as your online meet and greet person, says Queen. It gives potential customers a professional insight into what the dealer has to offer, and is something that can genuinely set you apart from rivals. There’s plenty more besides, of course. As YouTube proves, there’s no end to what you can do with video. [CD]

‘The use of a video brings the vehicle to life and makes websites feel personal again. it allows for a unique one-on-one communication with potential buyers.’

Car Dealer Ewards latest, p16-17

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DRIVE TRAFFIC Your website is your online forecourt. So it needs to work as hard as you do. It’s also got to be easy to navigate and rank highly with Google and other search engines that will drive traffic to your website. We’ve been building bespoke websites exclusively for the motor industry since 1999. A number of our sites for dealerships have won awards. And being automotive professionals ourselves, we know what your site needs to help you sell more cars. Find out more by calling 0845 2508820 or visiting www.ukwebsites.net Email: support@ukwebsites.net

Part of

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911for2011

Three

&Easy?

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Pictures: Matt Richardson

Our Hyundai i10 football car sold for an incredible amount of money. Now we’ve invested in these three beauties. James Baggott explains all… CarDealerMag.co.uk | 57 CarDealerIss31.indd 57

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911for2011

hey were rare words of admission, but oh so sweet, especially when they came from doubting Duncan. ‘I admit it mate – I was totally wrong about that football car.’ Our commercial manager’s mutterings were so meaningful it was only right I reproduced them here. He was, of course, talking about the right result we managed to pull off with the grass-covered Hyundai i10 that graced our cover last month. If you’ve been following our quest to turn £0 into a Porsche 911 by 2011 online you’ll already know what we sold it for. But for those of you who’re allergic to the worldwide web, I’ll fill you in on the amazing story since our last update... We managed to sell the wacky mobile football pitch for a whopping £5,005 – that’s a healthy profit of £3,005 over what we managed to persuade Hyundai UK to let us have it for. Now, it could quite possibly have been a fluke – but we’re pretty sure the publicity the sale of the car generated, not just in the UK, but across the world, certainly helped. Coordinated by Tom ‘Alastair Campbell’ Barnard of Hyundai UK press office fame, our story made headlines in France, Italy, New Zealand and the US of A. Pictures of the car were broadcast on the BBC News down here on the south coast and we even got a slot in the Daily Tory-graph motoring section. All of this, alongside us banging on about it on our website and Twitter, created a huge number of followers of the auction. By the time the 10-day listing finished we had 86 ‘watchers’ and the page had been viewed 2,971 times. We’d also received some ‘funny’ questions in the process (see right). But it was a canny move, again from Mr Barnard, that really did the trick. Tom sent out the details of the auction via the internal Hyundai communications network – this was, after all, a Hyundai that’d make a perfect promotional vehicle for a dealership. And so when we found out the car had been sold to Chelmsford Hyundai in Essex we weren’t surprised. The dealership plans to use it for the sole purpose of attracting attention – and they were absolutely delighted with it. It took us quite some time to come down from the elation of selling the i10, as you can imagine. We never in our wildest dreams thought we’d

‘Five bags of sand in our sky rocket and another investment to be made. How on earth were we going to top the Hyundai?’ flog it for as much as we did. In fact even Barnard was as shocked as we were – regularly calling up to alert us to the latest bids! So, there we were, five bags of sand in our sky rocket and another investment to make. How on earth were we going to top that? The answer didn’t take long to arrive. Again it came from a tip-off from our man in the know, Mr Barnard (we’re pretty sure he wishes he was buying and selling these cars rather than us). ‘I’ve got an idea for your next step,’ he explained. ‘Get in touch with Mazda’s press office. They bought 20 original Mazda MX-5s to mark the 20th anniversary. Sure they’ll let you buy one.’ So that’s exactly what we did. A call to Mazda HQ and an explanation of our 911 for 2011 feature planted in PR boss Graeme Fudge’s mind and a day later we received an email with an incredible offer. ‘Right,’ it began. ‘There are two options. You can either have one car, which we’ll get prepared and through it’s MOT for you to sell. That’ll be £1,500. Or you can have two without MOTs and one that’s been reversed into a lamppost to make one good car yourself. And you can have them for £500.’ Not bad. Three cars for £1,500. I called Graeme to confirm. ‘No – I meant you can have all three for £500,’ he said. Sorry, er, what? When I’d got back off the desk I’d been jumping around on we duly accepted his kind offer. So that’s what we’ve got – three original Mazda MX-5s. Two of which are repairable and one of which we can use as a donor for the others. Turns out these Mazdas have got a bit of a celebrity connection too. They were supplied and bought for the car manufacturer by none other than Mr Wheeler Dealer himself, Mike Brewer. How do we know? Well, he got in touch via Twitter to let us know! What’s more his Tweet confirmed the £500 we’ve paid for them is a bargain – and if anyone knows a thing or two about bargains it’s Mr Brewer! So with the cars sourced all we needed was a spanner man to get them shipshape and ready for sale. Fortunately we knew just the chap. Friend of the magazine and football teammate Matt Kendell of White’s Motors in Southsea, Portsmouth, agreed to tackle the cars.

What’s more, he even managed to secure any parts we needed for the project that we can’t steal from the donor car free of charge from Unipart. The company said – as the project is for BEN – it’ll supply whatever we need to get the roadsters through an MOT and a service. But what had our man Matt let himself in for? Well, first the good news. All three are copper red – a popular colour – and they’re all original 1.6-litre MX-5s, not Eunos Roadsters, which makes them more desirable. So the bad news: The first of our trio – G799 OCW – has failed its MOT on a bit of corrosion, faulty windscreen washers, front suspension play, a missing mount and a ‘major exhaust leak’. The second – H109 XGH – has similar corrosion issues on the body and suspension, but the worrying failure was this: ‘N/side vehicle structure has >

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Those ANNOYING eBay questions in full

ome people seemed to think selling a car with a football on the roof was some kind of joke. We obviously responded to the eBay questions with suitable levels of disdain. Well, it kept us amused during our quiet week... All of these are genuine. Q: My boss is constantly moving the goalposts. I suggested this would be the perfect car for him and now I’ve been sacked. Do you feel any responsibility for my impending destitution? A: Hahahahahahahahaha. No. You deserve to be sacked. Q: I am a vuvezela salesman. Will my stock be immediately confiscated by a humourless steward in a hi-vis the moment I sling it on the back seat, or will the interior erupt into an orgy of hedonistic trumpet blowing and chants of Bofana Bofana. Neither will be acceptable. A: Firstly, you’re a vuvezela salesman and want to buy this? I’d have thought with the amount of noisy trumpet things you’ve punted out during the World Cup you’d be buying a Bugatti not our i10. But don’t let that stop you... Thankfully it doesn’t come with stewards – but does come with a linesman who handily jumps out in car parks and tells you if you’re within the white lines. His salary is £30k a year. Q: Is it classed as an own goal if I brake suddenly and the ball rolls into the net? A: No, that would be classed as an horrendous accident. And could quite likely result in the car doing a roly-poly, which, come to think of it, I’d pay to see. Q: I am a paparazzi photographer. Would the car be good for sneaking up on premiership footballers without them knowing? A: In all honesty, no. Not sure if you noticed, but it’s got a sodding giant football on the top and goal posts. If you want inconspicuous buy a Kia cee’d. Nothing blends into the crowd quite like one of those. Q: Won’t I be offside as soon as I sit in the driver’s seat? A: Good point. Technically you would. But if you always drive around with a goalkeeper on the bonnet (he can hold on to the goalposts) and a defender leaning against the windscreen you might just be ok.

We plan to turn these two half-decent MX-5s into cash, but first need to get them through their MOTs. We’ll be using the ‘lightly damaged’ one as a donor car. We say we, but really mean Matt and his team at White’s Motors in Portsmouth

Q: Would you be interested in taking a Chevrolet Spark with fake wood stickers down the sides and a surf board on the roof in part exchange? A: That sounds like a really fair swap... if you pay me £1m too? Actually, on second thoughts, I’ll just take the surf board. And the £1m. Deal? Q: Can it be converted into a rugby-themed car? I’m interested in purchasing said vehicle, but I don’t want people thinking I’m interested in a girls’ sport. A: Afraid not. Rugby is played with an odd-shaped ball and if you stuck a giant one of those on the roof it may be mistaken for the BFG’s testicle which could get you in trouble with The Fuzz. And the BFG.

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911for2011

‘Turns out our Mazdas have got a celebrity connection too. They were bought for the car manufacturer by none other than Mr Wheeler Dealer himself, Mike Brewer.’

an inadequate repair, seriously affecting strength of the body mountings (6.1.3).’ Sounds expensive. Apparently not, according to Matt. He’s confident that with not much effort he can get two of them back on the road and ready for sale. The third car – PJI 180 – is the donor. This one’s been written off after a lamppost tried to hump the back end while it was in the possession of a national, monthly car magazine. They must have been going pretty quickly as it’s absolutely trashed. Like 90mph quickly. Anyway, the plan is to strip off all the spares we don’t use from the donor car and flog them (somewhere) then weigh the rest it in for scrap. We’re hoping we’ll get at least a few hundred for it. We’ve even looked into removing the PJI 180 plate and flogging that, but after advice from Rob Steel at Regfinder.net we decided against it. For a start the car has to have a valid MOT (stupid rule) to move the plate, then we’d have the hassle of retention fees and would have to find a buyer – all for a very small return.

The cars are being fettled as you read this and should be ready by the time we get back from our Bangers4BEN trip to Monaco (see p31). With a bit luck we should be able to sell both of them for around £1,500. I drove past a used car site in Park Gate, Fareham, recently that had one identical to ours in age and colour which was up for £2,295 – that certainly gave us some hope that we’ll be able to turn our £500 investment into another decent return for BEN. We’ve also been checking out prices of 911s at auction and ones similar to the car we’re aiming for – a 996 Carrera 2 with manual box and reasonable coloured interior (there are some hideous options) – are going for around £12k. So that’s the target for our total. With the £5,005 already in the bank and the Mazda’s yet to add to the tally, we could be well on our way there by the end of October. [CD]

CASH Cash List Incoming this month Hyundai i10 £5,005 Outgoing this month Mazda MX-5s £500 IN THE POT

£4,505

Thanks to... White’s Motors (023) 9282 1069; Unipart; Hyundai UK

To keep up to date with our challenge in between issues type bit.ly/911for2011 into a web browser. That’ll take you straight to all the latest posts.

THe STORY SO FAR...

Bought for... £0 Sold for... £250

Bought for... £0 Sold for... £790.03

Bought for... £985.25 Sold for... £2,150

Bought for... £2,000 Sold for... £5,005

All bought for... £500 Sold for... £?

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Like everything’s groovy and cosmic and I protected my wheels with a megalicious warranty from a far out dealer who just laid it on me from those cool guys at WMS where they really dig the vibe and just know where you’re coming from. Those cats are like just amazing man. Yeah Baby, I looked under the bonnet of my mini clubman and WOW MAN it was busy, like going crazy in all directions so I’m totally chilled by the warranty protection and just wanted you to check it out and get on down to the WMS website and save the stress, it’s not heavy man and they know what you mean if you know what I mean.

The new 60 plate just by association with the magical decade will bring back memories for many of us. Loon pants, skin tight tie dyed T-shirts with plunging neck lines, high heels, free love, the smell of musk and patchouli oil – and that was just the men! Some people remember the 60’s with great affection and of course some just can’t remember what planet they were on! One thing that stands out from that decade is the fantastic music and many people will argue that it has inspired and defined the music of today. It has also inspired me to indulge myself with some of the great songs and remind you why WMS can be the perfect partner for your business whatever the decade. Does your service controller drive you CRAZY (Patsy Cline 1961) after making a claim, when he constantly reminds you, I CAN’T GET NO SATISFACTION (the Rolling Stones 1967). When you call your current warranty provider do you hear THE SOUND OF SILENCE (Simon and Garfunkel 1965). We answer all calls within 5 rings as part of our CSI programme. So if you don’t want to be like the SUPREMES (You keep me hanging on 1966) Call our sales line on 0844 477 4909.

CMY

You don’t need to feel like IT’S THE SAME OLD SONG (the four Tops 1965). You may feel like you want to RUN AWAY (Del Shannon 1961). When you call up with a claim do you want to talk to a time served engineer who understands your business or do you just get the Elvis Presley treatment (SUSPICIOUS MINDS 1969). How quickly does your current warranty provider reimburse claims invoices? Are you TIRED OF WAITING (the Kinks 1964) and does it make you feel like CRYING (Roy Orbison 1962) We pay all ratified claims within 24 hours to help you manage your cash flow. So if you want GOOD VIBRATIONS (The Beach Boys 1966) and you want your customers’ cars to KEEP ON RUNNING (Spencer Davis Group 1965) contact us and we can arrange for one of our regional managers to show you how we can make you money with the Beatles (A little help from my friends 1967). Now I am sure you would agree that there’s SOMETHING IN THE AIR (Thunderclap Newman 1969) and we want you to say YEH YEH (Georgie Fame 1964) after all WOULDN’T IT BE NICE (Beach Boys 1966). We want all of our business partners to enjoy the opportunities to make more money from every deal and retain customers for service and repair work. Whatever the decade - It’s Simple – we make you money!

0844 477 4909 www.wmsgroupuk.com If you would like to discuss the products and services available from WMS Group, please contact me, Eric Stone, on 07789 682502 or email sales@wmsgroupuk.com CarDealerIss31.indd 62

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The 60s. Flowers, hippies, and mind-bending narcotics.Well, that’s what it used to be about. Not any more – now it’s got a new meaning: The new reg. And it’s a new reg that comes at a crucial time for the car industry. With a rise in VAT looming at the start of 2011, and fears of a double dip, many new car buyers are grabbing bargains while they can. This month, Car Dealer has taken a look at the key new motors that’ll be making an appearance in your showrooms at this important time. We’ve also highlighted two firms that can help add profits to the metal rolling out of your dealerships this month. One of the firms has a team of directors who were around back in the 60s – they remember the teamwork needed by the England squad to lift the 1966 World Cup and have used that as an example to show you how partnering up can make all the difference to your business.

James Baggott, Editor

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The plate change is usually a busy period for dealers. Factor in the arrival of some brand new designs and you have the recipe for serious sales success. Richard Aucock and James Batchelor pick out some of the most exciting newcomers...

ar manufacturers have been doing their bit to drive September interest, by rolling out the new metal. Few things get people into dealers more effectively than a new model, particularly a flash new niche-setter or must-have style icon. This September marks the rollout of some of the most fascinating new stuff we’ve yet seen. Citroen’s DS sub-brand is taking on Mini at its own game, while Mini itself is getting into the family car market with the striking Countryman. Peugeot has perhaps an even bigger challenge. The French firm’s RCZ coupe looks the part, but will that be enough to win over buyers? Even Volvo has got some important new metal out in time for September. The S60 is set to take on the BMW 3 Series – no mean feat when you consider that the German machine is a top five sales chart regular. Then there’s Alfa and Nissan – two brands on the up. The new Giulietta looks amazing, but the Italian firm still has to win over the doubters. Nissan faces an easier task with the new Juke Crossover that captures the spirit of the Qashqai in a smaller and more affordable package. Dealers are already reporting full order books, so expect it to become one of the stars of 2010.

Alfa Romeo Giulietta The sporty Alfa Romeo family model has been around since, well, the 60s. Back then, it was the stuff of dreams for Stirling Moss wannabes, but the appeal certainly has faded in recent times (147, anyone? Thought not). But now, riding on the success of the hit MiTo, Alfa Romeo is back – with the sexy Audi A3-challenging Giulietta. A five-door family hatch rival to the mainstream Ford Focus, it’s the latest attempt by the brand at reinvention. Can it recreate its 60s heyday? The select brand of UK Alfa Romeo dealers, busy at work changing their so-so image, sure will be hoping so.

Peugeot RCZ Peugeot doesn’t have a particularly famous premium history. Enter RCZ – a car that is set to change all that. Peugeot won’t admit that the RCZ is intended to battle with Audi’s TT, but we all know that the German is its prey. Cheaper, better looking and just as plush, the RCZ gives the TT a damn good thrashing in terms of value for money. But what about that badge? Ask any Peugeot dealer and he’ll show you a full order book to shut you up.

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MINI Countryman OKAY, this car is already proven to be a September hit in one sense. At the car’s launch, Mini told us it had already sold out for September. That’s from a limited number of models, though. What will be more important is its longer term fortunes, when supplies increase. This is Mini’s answer to the VW Golf, and needs to establish strong interest in September to drive those future deliveries in 2011. It’s certainly controversial, but it was always going to be. How people react to it, and whether they sign up for 2011, will be the true test. And is underway this very month…

Citroen DS3 If the idea of a Citroen alternative to the Mini seems unlikely, think again. With the ‘DS’ sub-brand, the maker wants to rack up premium prices for premium models sold through premium areas of the car dealer network. DS3 is its first attempt, and initial evidence suggests the cars are at least getting out there. September will be the new posh brand’s first true test, though. Coming just before the launch of the next one in the line-up, the DS4, how has it fared? Many in the industry will be watching with interest.

Nissan Juke

Nissan has already proved that it can make a good SUV with its Qashqai, but isn’t that a little… ordinary? Meet the Juke which firmly shoves normality into last week and rightly holds September’s title of ‘love or loathe’ car. Its direct rival is already present in this feature, but that is the only comparison the Juke has with Mini’s Countryman for the Nissan is loud, brutal and in your face. Nissan dealers in Japan have already reported huge sales. Whether it will be a success here or not will be clear this month.

Volvo S60

Forget the marketing jargon of the S60 being a ‘Naughty Volvo’, as Volvo’s new saloon is far from being mischievous. What it is though is the Swedes take on the now typical Germanic mid-sized saloon, but with added design flare to tempt your pounds from the Germans. Tough job? Of course – but Volvo has brought a car that has a svelte and sharp body but is comfortable to drive to a market that often favours one or the other. September will be the month to see whether the S60 flies or bombs. We wish it the very best… >

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Selling cars is easier with a good team around you. Richard aucock speaks to WMS – the warranty experts that are on your side

WMS’s C hris Broo ks and a topless F rench

model fr om the 6 0s

ngland fans hate the national football team at the moment, but in the 1960s, it was a very different story. The team played as a team, lost as a team and, best of all, won as a team – most famously, of course, in 1966. While there were some brilliant star players among them – Bobby Moore and Gordon Banks, anyone? – the rest of the team wasn’t packed with geniuses. Conversely, one of the finest of the generation, Jimmy Greaves, was actually left out of the final. While individual talent was important, it was the team’s unity as a whole that saw them lift the Jules Rimet trophy. And as we look back at the 60s to mark the September 60-plate, it’s well worth reminding ourselves of this. One car dealer supplier doing just that, in fact, is Warranty Management Services’ Eric Stone. ‘I remember as a young boy watching England’s nail-biting victory in the 1966 World Cup final,’ he reminisces, ‘and it was amazing.’ Even more so for Stone – 20 years later, he was working alongside Sir Geoff Hurst and Martin Peters MBE, at the Motor Plan offices in Dagenham! This gave the West Ham fan ample opportunity to absorb lessons from the World Cup victors. One thing quickly became apparent to him. ‘It was not long before we all learned the importance of working as a team and

developing together. I have some great memories of visiting dealers – who, as you can imagine, were always pleased to see my associates…’ The lessons were absorbed well by Stone, it seems. ‘25 years later, here at WMS, we have a real team ethos and a dedicated group of talented individuals – from junior administration staff to seasoned veterans on the board and in the field. We are proof that teamwork will deliver success, when you are able to identify the strengths of individuals, and allow them to excel and impose their own style and personality on all that they do.’

So, what DO they do? Help sell and service WMS products, that’s what. It’s all based on the cover-all promise that any ratified claims will be paid out within 24 hours. It’s a core element that ensures cash-flow for car dealers, and guide the strategy behind all WMS does. As Stone explains, the firm has been operating since 2003; that’s when he took all his experience from Motor Plan and other firms to set up the group. It incorporates Warranty Management Services, Vehicle Guarantee Services and Freeplan & Used Vehicle Warranty. Yes, warranty is at its core – particularly used car warranty. This WMS Group staple product comes in various levels, from two star to five star – and this defines how much teamwork is required to service each

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level. The basic workhorse is the two star plan; it is a strong, utility warranty that is offered on cars costing more than £1,000, and supports breakdowns in key areas such as engine, drive system, electrical, steering, brakes and such like. It won’t win you many trophies but it covers the basics and ensures customers won’t relegate you. To play like Brazil though, and win five World Cups, you need a five-star warranty like that offered by WMS. It’s the star team player alright, and helps smooth things along from the first step. ‘This product is a superb way of building peace of mind into the sales process – particularly when you add in the fact the insured will be permitted to make unlimited claims throughout the duration, including parts, labour and VAT.’ Offered on cars up to five years old, that have done less than 60,000 miles, it covers ALL nonmodified mechanical and electrical systems against breakdown. Showroom staff can sell it easily, using the simple WMS Showroom System; the electronic set-up also does instant registration and invoicing, meaning you can keep a real time check on just how your team members are performing. See it as the car dealer equivalent of ProZone: anyone who needs words of encouragement (or a kick up the backside!) from the manager can be singled out in a flash. Conversely, the player of the month can easily be identified and rewarded. It’s the salesmen that sell these products, aftersales that deal with any problems, and admin that put in the claims. But the spread of the team doesn’t end there. WMS supplies an extension of your team through people such as Roy Bragger. He heads up the claims team, and is passionate about the importance of good teamwork: ‘We have to operate as a team and that is why we are so successful in a service-driven environment. When you are dealing with a claim, it’s important to be clear and concise, and explain properly and fully to

customers and dealers alike. ‘As the business expands, we are looking to get team players who can fit in and work together: after all, we recognise that a claim could be the biggest event of the year to our customer. We are always aware of that fact. We pay all ratified claims within 24 hours, so making sure that you play everyone in their strongest position is important. ‘We are thus always looking at our KPI’s to achieve more improvement.’ Just the thing to keep his manager happy: ‘I like to tell clients that, with us, they will attract more customers, retain more customers and create more profit with our special customer incentives,’ says Stone. ‘Warranties can boost profits on car sales by up to 60 per cent. They have many more advantages besides, but I find this is usually the attention grabber! This means they are a key part of the sales process for you – but they are also just as important to those buying your cars, too.’ It’s not just used car warranty that WMS Group goes big on, though. Teams need to cover all disciplines, and there’s certainly strength in depth in what Stone’s firm offers. You can get warranties against alloy wheels and tyre damage, MOT failure, insured heavy commercial vehicles – not to mention 30 days’ free warranty cover. Furthermore, on the insurance side, there’s a new player that’s increasingly getting a name for itself – combined finance GAP and Return to Invoice insurance. With this, you can offer customers a promise that the shortfall between the car’s original invoice price and the market value in the event of a total loss write-off being suffered. ‘What’s more, you can say that if the amount required to settle the finance agreement is actually higher than the original invoice price, finance GAP will pay the higher figure.’ You have to admit, it’s a pretty compelling form of additional peace of mind, particularly on higher-value purchases.

‘RTI applies for up to 48 months and GAP applies for up to 60 months,’ says Stone. ‘You can even include an optional road-risk insurance excess contribution of up to £250.’ So, how does Stone get his message across about all these innovative offers ‘in the dressing room’? By understating how key players tick, and finding out how to get the best from them. ‘I personally speak to all dealers who enquire about our products and services. By doing this, he ensures they are put in exactly the right position to maximise returns for all. Stone is proactive here because many of the people he speaks to, he says, ‘are either unhappy with their current provider on service levels, or are looking for a better profit opportunity from an experienced company’. It’s about the human side of management, something the WMS team reflects with just the right level of support for dealer managers. ‘Keeping that dream alive is the core of many products offered by WMS, and the subsequent way they are promoted: ‘The right warranty will ensure the car buyer leaves the forecourt with the greatest peace of mind available,’ says Stone. That warm feeling could be worth far more in the long term than the financial bonuses that, yes, also come with selling a warranty… >

‘Warranties can boost profits on car sales by up to 60 per cent. They have many more advantages, but I find this is usually the attention grabber!’ Eric stone, WMs

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Keeping your customers happy and delivering extra profit? It’s all in a day’s work for Supagard, as Richard aucock found out

upaguard is a product that keeps customers’ cars looking as good as the day they were new. It is the professionally applied paint protection products that most are familiar with. Today’s motors have paint finishes those in the 60s could only dream about: Supaguard paint protect helps them stay that way. There’s ample more to boot, too. Fabric protection, carpet, vinyl, leather… products to stop dashboards tarnishing, or cabriolet roofs being baked. Basically, if it’s part of a car and it needs protecting Supaguard offers something that will do so. This is best demonstrated in the car dealer showroom, on factory-fresh fodder. Most dealers have point of sale advertising for products such as Supaguard, and it’s in the showroom where the products are sold. Yes, the salespeople must do their job here to get the business in the first place. But that’s only the start. Then it’s down to the technicians to deliver on the promise claimed by the salespeople – and it’s here where teamwork really comes into play, explains Supaguard’s Nick Horton. ‘The performance of the product will be sold by the salesman, but delivered by the valeter. Only correct application will see Supaguard do what the advertising claims.’ This means that any failure by one part of the team risks letting down the whole side. ‘The salesman can do the finest job in the world – and the product really will deliver on these claims if it’s applied correctly. However, if it is applied indifferently, the customers will not get the value they’ve been sold.’ They’ll then return to the salesman, rightly annoyed – and they’ll have to field these complaints despite doing their job perfectly! It’s unfair, yes: but that’s teamwork. You are only victors if everyone is pulling together. Likewise, of course, if the salesman is not confident of the applicators’ ability to deliver, their pitch may be affected, meaning the work won’t be won in the first place. Only if they have confidence in the rest of the team will they make the promises they deserve. ‘Supaguard is a multi-area product that requires many different parts of the dealership to work tougher. It is no coincidence that the car dealers who operate best as a team can claim some of our highest sales,’ says Horton. The youth of the 60s probably have memories

fuddled by, shall we say, some of the more ‘relaxing’ parts of the era. Supaguard even helps here: its KeyFinder product returns nine in 10 lost sets of keys to their rightful owner. Sold by car dealers, it’s an intriguing add-on extra that sees members of the public join your side when you need ‘em. Their reward? A £10 finder’s fee… Horton has more on teamwork, too. You’d think, to be successful, you need a great team spirit, and that this involves everyone in the dealership being best mates. Not so. ‘I was struck by something Jose Mourinho said: he reckons success is not based on team spirit, but by good individual performance. Everyone needs to perform their role to the best of their ability. ‘If I’m a salesman on the road, and you work in finance, it’s not important that we are best buddies. What IS important is that I can rely on you to send out the finance quote for the deal I’ve just struck – accurately, on time, to spec. ‘Of course, it’s far nicer if your whole team gets on, but is not essential. What IS vital is that they are do their job as well as they can. ‘It’s certainly Mourinho’s ethic – and you have to say, he’s not done too badly from it…’ [C CD D]

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auctions

Top marques still fetch top dollar

Henstock Auction stations How life on the road has changed over the years BCA reports that posh motors continue to make good money at auction despite the economic uncertainty. A 2008 Rolls-Royce Phantom Drophead Coupe has just sold for £195,000 at a sale for Lex Autolease. It was the top lot in a 266-car posh motor auction, that saw more than £4m raised on the day. The average price of all cars sold was £15,125. BCA also revealed that 178 people bought cars on the day, meaning that some bought more than one motor. Tim Naylor from BCA said: ‘This was a really positive sale, with a fabulous entry of top drawer vehicles from Lex Autolease.

Buyers urged not to be wary of auctions PRIVATE car buyers have been told they’re missing out on bargains through a fear of car auctions. Manheim says this wariness results in 85 per cent of all car buyers not even considering going to a car auction. Why? Well, for more than half of them it’s through the puzzles of the auction process intimidating them. A ‘common misconception,’ said Manheim’s Craig Mailey – who is advising motorists to hit the auction houses and bag a bargain for themselves. ‘People mistake the auction environment as a shady place where shady deals are done and many consumers have never even considered buying a car at auction. ‘At Manheim Auctions, we have fully trained and helpful staff always on hand to welcome members of the general public and explain how the auctions work. ‘In order to help dispel the myths surrounding auctions and educate consumers on the benefits of auction buying, we’ve created our public buying guide – with hints and tips to make buying at auction easy. ‘We welcome consumers to come along.’ And when they do, he adds, three out of four of them say the whole experience was a great one.

‘With more than 400 buyers attending the sale at our Blackbushe auction centre and competitive bidding throughout, it suggests there is plenty of demand for even the most expensive vehicles despite the continuing economic uncertainty.’ What else was there, then? Car Dealer Magazine can bring you a snapshot: n 0857 Lamborghini Gallardo Spyder: £90,000 n 0757 Hummer H3 Luxury: £23,200 n 0707 Porsche Cayenne V6: £40,400 n 0858 BMW X6 xDrive30d: £32,800 n 0808 Mercedes CL 63 AMG: £49,000 n 0606 Bentley Flying Spur: £50,000 n 0959 Range Rover TDV8 Vogue: £52,400

Used prices take a dive BCA has joined CAP in reporting a decrease in used car prices after analysing recent auction results. The ‘real world’ fall shows dealers are willing to pay less for stock at car auction. An average used car is now worth £5,784: the fall is a modest quarter-percent, but it is a fall nonetheless. Particularly as it affects the higher value fleet and lease sector; older and cheaper dealer part exchange motors were relatively unaffected. The actual fall in average price may have been higher but for the relatively rich mix of cars for sale at BCA that disguised some of the pressures in the marketplace. The results, says BCA, reflects the general UK economic slowdown, plus a return of seasonal patterns that recently have been less of an issue. Director Tony Gannon said: ‘Prices have continued to be under some pressure in July, but sales volumes have held up well in the month, and demand is there for vehicles that are valued in line with their condition and market expectations. ‘We’ve not experienced seasonal patterns in the market for some time, we’re seeing them now and should expect these to continue over the rest of this year.’

ver the past 20 years, the BCA Used Car market report has been providing an insight into the issues affecting motorists and what influences their behaviour. It’s interesting to look back to see what has – and has not – changed. The number of vehicles on Britain’s roads has risen considerably from over 23m cars in 1990 to more than 31m today. There is no question that cars have become even more integral to many people’s way of life than ‘And despite rising they were 20 years ago. The best estimates today costs, UK motorists say there are some 35m aren’t ready to driving licence holders in the UK. Twenty years ago this give up their cars – personal transport figure was just over 29m. There was a 60: 40 split in remains as favour of male drivers. The important as ever.’ driving licence population has changed significantly: today there’s a 51: 49 split in favour of men – underlining the massive growth in the number of female drivers. Journey length hasn’t changed dramatically in the past two decades, but has risen steadily. In 1990, average mileage per year was 10,000 and now stands at 12,000. Of course, multiplied across 31m vehicles, this is actually quite substantial, underlining the continuing pressures on the road network. In 1990 a litre of unleaded was 45p. Today it’s around £1.20 and it’s a similar story for diesel. Road tax has risen too: from as little as £60 in 1990 to as much as £435 now. The number of motorists buying new cars has dropped significantly in the past decade. In 1990 it stood at 1,683,000, rising to 2,221,647 in 2000. But in 2009, new car registrations had fallen back to 1,994,999, as the recession took its toll. And despite rising costs, UK motorists aren’t ready to give up their cars – personal transport remains as important as ever. However, attitudes to fuel efficiency and emissions are having an impact on the type of cars we buy. We’re therefore likely to see a growing prevalence for smaller emissions vehicles, hybrid and electric cars and we could even be reviewing the prices of hydrogen-powered vehicles by 2020! * The Used Car Market Report – A Report by BCA by Prof Peter Cooke, Centre for Automotive Management, University of Buckingham

Who is Simon Henstock? Simon is UK network operations director for BCA. Find out more at www.bca-europe.com or call 0845 600 6644.

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Buyers’ champagne fantasies but on a beer budget... GForces’ Tim Smith looks at clients’ changing perceptions

The remainder of 2010 looks set to be a rollercoaster ride

f you read enough reports and studies you’d think today’s car buyer is almost impossible to please. They will have looked at about a million vehicles online and become a ‘prosumer’ in the process, all of which means they’ll know more about the specific make, model and cup holder design than you. If you are lucky enough to actually get one of these people into a showroom (because recent research from CAPGemini suggests more than 25 per cent of people don’t want to talk to a dealer), you will already have been recommended to them by their Facebook family (most of whom they don’t even know). At this point you will be required to provide the car at a price they’ve seen from a dealer in the Outer Hebrides with an extended warranty, road tax for life and all at 0.5 per cent flat rate because they don’t trust APR... and free mats. While it may not actually be this bad, there’s a nugget of truth in there. GForces’ recent study of the Top 200 dealers in the UK reveals that in the past six months, video and social media adoption has soared by more than 20 per cent. Major shifts in the economy and buyer behaviour have made this a challenging and competitive time for the motor trade. The economic outlook, and more to the point everyone’s perception of it, is up and down like a rollercoaster. Is it a double dip? Are we about to enter the tunnel of recovery or drop from our precipitous peak screaming and hollering? Who knows… none of the experts, that’s for sure. Yes there is positive news for the likes of GM who have hit profit and, yes, the seismic activity that forced cracks in the banking system seems to have subsided and credit lines are starting to return. While the SMMT figures are pretty optimistic at 2.018m new units in 2010, 1.2 per cent above the 2009 market, at the consumer level, all bets are still off. That means dealers who have the hardest job of all – selling to

NetDirector

‘In the past six months, video and social media adoption has soared by more than 20 per cent.’ customers – still have to think about every area of their business, not just the internet. Many dealers are expecting a tough end to 2010 and are looking at costs in detail, seeking efficiencies in every part of the business and trying to squeeze revenue from sales opportunities until it hurts. To be honest, this is pretty good practice in general though management consultants will ensure we use terms like ‘best practice’ and ‘optimising

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cost horizons’ to explain this common sense approach. The bottom line is many dealers have to become more professional in order to achieve the same with less. Jon Goodman, managing director of Peugeot, reminds us: ‘It will be a testing market and we’ll have to be at our best in terms of product offering and the service we give to the customer.’ That means people, process, service and efficiency throughout your business. While manufacturers may do a great job, on the whole, whetting the car buyers’ appetite for product, it is dealers that must deal with customers who want to indulge in Champagne fantasies on a beer budget. And it is the internet that has made it easier for them to pick out the Cristal from the Carlsberg.

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DELIVER CarDealerMag.co.uk | 73

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Trader d i r e ctory

inding the right cars at the right prices isn’t always easy difficult. On top of that, selling cars that you don’t necessarily want to put on the forecourt can be tough

Alfa Romeo Sturgess Alfa Romeo Scott Allen 0116 275 8800 scottallen@ sturgesscars.co.uk Buying used Alfa Romeos up to five years old Benfield Alfa Romeo Dax Pearce dax.pearce@Benfield motorgroup.com Alfa stock wanted up to 40,000 miles. Call for immediate bid. 07501 257220 or 0191 211 2200

Aston Martin Mangoletsi (Holdings) Limited Fraser info@mangoletsi.com 01565 722899 HWM Aston Martin Paul Spires paul.spires@hwm.co.uk 01932 240611 07850 326755

Audi Wimbledon Carriage Company Limited John Crisp 07885 211872 Walton & Epsom Audi Mark Loughnane 01932 220404 07739 519306

BMW Williams Rochdale Craig Fenlon 01706 717700 07808 092110 Vines Group Dominic McConnon Buying used BMWs up to 5 years old 07776 246905 dominic.mcconnon@ vinesguildford.bmw-net. co.uk

Bentley Harwoods Simon Elkin 01798 877211 07803 088711 Jack Barclay Bentley Derek Bennett 020 7629 7444 07713 887 886

Citroen Marlborough

too. Our Trader Directory aims to alleviate these problems. Instead of thumbing through endless pages in price guides looking for the right trader, you can consult the Trader Direc-

Ferdi Khab ferdik@marlborough. uk.com 020 8225 5840 07949 219 830

Hyundai

Daihatsu

Hatfield Hyundai Mark Littler/Tim Barnes 0161 767 9500 07920 599 394 07787 921 222

Woodford Motor Co Ltd Stephen Barnard 0208 504 0017 Proven Daihatsu Keith Pattison 01428 652554 07771 547406

Ferrari HR Owen Ferrari Nick Carey nick.carey@hrowen.co.uk 07824 362229 Monza – Ferrari Andrew Ludlow ferraribuyer@ntlworld. com 07889 305 053 Maranello Ferrari John Dutton 07817 019 456

Fiat Glyn Hopkin Ltd Glyn Hopkin 07730 711889 Sturgess Fiat Ian Callis 0116 254 1717 icallis@sturgess cars.co.uk Buying used Fiats up to five years olds

Ford Benfield Des Sammon des.sammon@benfieldford.co.uk 07831 828024 Lifestyle Ford Richard Walker 07748 177889

Honda Brayley Honda Mark Corr 07812 342 635 Thames Honda Group Jerome Chandiram 0208 845 3551 Holdcroft Honda Luke Regan / Chris Thursfield 07971 543884 07813 737 921

Bushey Heath Hyundai Jon O’Donoghue 0208 420 5100 07976 177 959

Jaguar Sturgess Jaguar Chris Allen chrisallen@sturgess jaguar.co.uk 0116 282 6868 Buying Used Jaguars up to five years old

Murray Motor Company Graeme Robertson 0131 200 8888 07765 252745

Maserati Meridien Modena Warren Butt 02380 283404 07860 530703

Lifestyle Mazda Mark Spowage 01293 845045 07974 770020

W R Davies Neil Swan 07739 625958

Jeep

Mercedes-Benz

John Holland Sales John Holland / Mark Holland 07836 690818 07831 824644

Hughes of Aylesbury Tony Oblein 01296 319600 07785 781623

Chapelhouse Kia Andy / Neil 01925 570800 07891 531129 07825 311 297

Lexus Lexus Twickenham Dave Cooper / Steve Gurr 07831 704134 07921 408983

Land Rover Sturgess Land Rover Chris Allen chrisallen@sturgess jaguar.co.uk 0116 282 6969 Buying used Land Rovers up to five years old Beadles Land Rover Greg Wilcox g.wilcox@beadles-landrover.co.uk 07740 717209

Lotus Dick Lovett 07808 940777

Nissan

Mazda

Mitchell Mazda Brian Blanchard 07826 817850

Lee Gilmour Tower Hill Garage 01923 263700 07768 367085

North City Autos (Chingford) Ed Tyrrell Interested in low mileage FSH vehicles 020 8524 8855 07736 610285

Sturgess Nissan Ian Callis 0116 254 1717 icallis@sturgess cars.co.uk Buying used Nissans up to five years olds

HR Owen Nick Carey nick.carey@hrowen.co.uk 07824 362229

Charles Hurst Jaguar Stewart Begg 0208 938 1300 07534 927 821

Kia

tory, either in the magazine or online, and find them right away. If you’d like to be included you can submit your details in the Directory find out how at the bottom of this page.

Tony Purslow Ltd Simon Sneath 07810 771 161 Mercedes Benz of York Darren Hewitt-Craft dhc@rybrookmercedes. co.uk 01904 694000 07701 001491

Mini Vines Group Dominic McConnon Buying used MINIs up to 5 years old 07776 246905 dominic.mcconnon@ vinesguildford.bmw-net. co.uk Sytner Mini Matthew Jones 07870 688793 Specialist Cars Stevenage – Mini Jason Ayriss jason.ayriss@specialistcars.co.uk 01438 760303 07918 680445

Mitsubishi Livery Dole Mitsubishi Nigel Clegg 07836 516945

Peugeot Robins & Day Guildford Chris Dabb 01483 414 311 07768 336306

Porsche Paragon Mark Sumpter 01825 830424 07778 968911

Renault Sunwin Renault Preston Sean Dean 01772 329900 07790 253827 Renault Retail Group Ian Millichip 07718 967026

SEAT Hobin Group Ltd – Seat Alex Cullen 07950 566427 Kings Seat Mike Read 07789 956937

Skoda Mitchell Skoda Richard Macklin / Ross Thompson 07500 539791

Smart Smart of Exeter Darren Webber 07940 756063

Subaru Cheam Subaru Richard James 07836 549553 Sparshatts Subaru Louis Jones

louis.jones@sparshattsgroup.co.uk 01489 785111 07775 508255

Suzuki Glyn Morgans Ltd Glyn Morgans 07836 240059

Toyota Currie Motors Toyota Dave Cooper / Steve Gurr 07831 704134 07921 408983 Toyota World Stuart Smith 07966 172397

Vauxhall Monorep - Vauxhall Andrew Ringer 020 8836 3031

Volkswagen Ridgeway Newbury Andy Jones 07917 635534

Volvo

Sturgess Volvo Scott Allen 0116 275 8800 scottallen@ sturgesscars.co.uk Buying used Volvos up to five years old

CMY

General Buyers Sol Cars Tim Hancock Wanting part exchanges of all types up to 4k 07973722243 timfoxhancock@btopen world.com

Barry Freedman 01753 543105 07836 338694 barry.freedman@virgin.net Trade buyer of PX vehicles anything up to £8k Manor Hill Cars Danny Jay The best buyer in the UK for low mileage hatchbacks 01707 642 007 07931 317 007 danny@manorhillcars.co.uk Philip Wight Motor Co Philip Wight Sensible buyer of hatch and estates up to £4k please. 01923 220000 phil@click4cars.co.uk

To have your details included here log on to CarDealerMagazine.co.uk/trader-directory.htm There’s also a more comprehensive list of traders on the website, updated throughout the month.

Prices for six month listings: £29.99 On Website | Or £39.99 for Magazine & Website Prices inclusive of VAT. Payments can be made online via credit or debit card. Your details will appear in the next available issue

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It’s All About Good Service John Gibson Associates – The UK’s leading Automotive Recruitment Consultancy. With a Head Office in York supporting a national network of Regional Offices, each run by experienced Motor Trade Professionals who know the local market inside and out; ensuring we are the only providers of national coverage on a local basis. Specialists in working confidentially; respecting the identities of all our clients and candidates meaning that there are no embarrassing situations. Every candidate we put forward is pre-interviewed so that we are certain that not only do we find exceptional candidates for the job but also for the business environment – we take pride in our reputation for expertise and an outstanding professional service. Every vacancy we handle is a genuine client requirement and every candidate we put forward has been contacted, giving their consent to be considered for a vacancy. We’ve been established for over 20 years. Our track record speaks for itself; we enjoy an 85% level of repeat business and place more candidates in more jobs than anyone in motor trade recruitment. All this means that John Gibson Associates are the recognised and trusted brand in Automotive Recruitment. And because we are confident that you will be more than satisfied with our client services - all this comes with a six month guarantee.

hat qualities do you look for when choosing a broadband provider, mobile phone network or break down cover...? Do you want an exceptional level of customer service, a provider who knows what they’re talking about and speaks your language? In short the best deal for you. How many advertisements do you see every day from countless companies who claim to offer the best value for money, provide every customer with the personal touch and a level of service that you expect – not just on a one off basis but time and time again. This is where common sense and trusting your instinct proves to be the best way to determine anyone who provides you with a service. You need to consider all the factors. Does a company deliver exactly what they say it does? Are they always on hand to speak to you? And just as important, do you feel as though your business is valued and you’ve received a good customer experience? When dealing with any company, you want to speak to someone who understands what you need, someone who gives the best advice and assistance if you have any enquiry or problem. Not only that, you want them to be readily available, whether its on the phone, by email or even better – face to face. Wouldn’t you feel like a more valued customer if a company took

the time and made the effort to get to know you and your needs, even if it was just popping in for a quick chat and a coffee? Imagine if your local Bank Manager offered that level of service! You’d never look to change your account again! Deciding the right Recruitment Consultancy is like choosing any other service provider – but you also need to consider that you will be entrusting them with the future success of your business or even your future career. Most Recruitment Consultancies claim that they give you the best value for money, have a thousand years’ experience and provide National coverage on a local basis. But how many can actually back that up with evidence? Not many. John Gibson Associates have been established for over 20 years, have a network of genuine regional offices run by Motor Trade Professionals and continuously set the standards and place high calibre candidates right across the Automotive Sector. We take the time to get to know our Candidates and Clients so we know we are perfectly placed to offer these levels of service – we make them part of our core beliefs. Contact John Gibson Associates today and see how working alongside the Automotive Recruiter of the Year will benefit your future success.

JGA cover all positions in the Motor Trade and it’s related industries – below is a selection of the different vacancies currently being handled by our network of Regional Offices – visit www.jgauk.com to see a complete list of genuine client requirements and take the next step towards your future success. Job ID Job Title

Location

JGA Regional Office

14696 13554 14833 14922 14881 14945 14948 14964 14449 14956 19455

Teesside Hertfordshire Berkshire Lancashire Sheffield CR Postcode South Coast Birmingham Surrey Cardiff IP Postcode

North East North London Thames Valley North West South & West Yorks South East Dorset, Hants, Cornwall West Midlands Sussex South Midlands Essex

Workshop Parts Specialist Service Manager - German General Manager Service Manager - Prestige Sales Manager Commercial Parts Advisor Bodyshop Manager Parts Account Manager Technician Sales Executive Service Manager

Tel: 0845 644 3003

THE LOCAL, REGIONAL, NATIONAL AUTOMOTIVE RECRUITERS

Web: www.jgauk.com Email: info@jgauk.com

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We’ll beat any

quote

Car Dealer Magazine has relaunched its recruitment section with one amazing offer! We always strive to help the trade out whenever we can, so have decided the best way to do that is to give you the most affordable advertising in the motor trade. As part of that, we promise to beat any recruitment advertising price you’ve been given for motor trade print advertising. Simply show us a copy of an

invoice or quote and we will beat it – guaranteed! This offer is open to any car dealership, motor industry supplier or recruitment agency that wants to place recruitment advertising for positions they currently have available. To find out the details, just give us a call and we’ll explain how you can get an advert in our new section – we’re on (023) 9252 2434.

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[suppliers guide] iF You’RE LookiNg FoR a MoToR TRadE suPPLiER You CaN FiNd ThE dETaiLs oF sELECTEd CoMPaNiEs hERE auCTioNs Auction4Cars W: auction4cars.com

FEaTuREd ENTRY...

BCA T: 0845 600 6644 W: british-car-auctions.co.uk

Dealer-auction.com W: dealer-auction.com T: 0844 3350174 E: info@dealer-auction.com

Dealer Auction W: dealer-auction.com T: 0844 3350174 E: info@dealer-auction.com info: The Uk’s fastest growing online trade auction. Franchised dealers can offer physical trade cars to over 1500 registered trade buyers nationwide.No monthly subscriptions, No Buying fees and No Sale No Fee makes us the most profitable option for franchised dealers wanting to maximise their dealerships trade car profit.

auCTioN CaR BuYiNg sERViCE AuctionCarBuyer.co.uk T: 07768 338585 W: auctioncarbuyer.co.uk E: joe@auctioncarbuyer. co.uk

CaLL RECoRdiNg VoiceSafe T: 0845 421 5050 W: voicesafe.co.uk E: enquiries@c-a-solutions. co.uk

FiNaNCE Bridford T: 0844 815 8888 W: Bridford.co.uk E: sales@bridford.co.uk Black Horse Motor Finance T: 02921 386 338 W: Blackhorse.co.uk E: michael.mcpartlin@ blackhorse.co.uk info: Black Horse is the market leader for point of sale motor finance in the UK and has been supporting the industry for more than half a century. To find out what Black Horse can do for you contact us today. Car Finance Company T: 0800 023 2440 W: thecarfinance company.co.uk E: Via website Clements Car Credit T: 08444 142100 F: 08444 142200

W: aawarranty.co.uk E: paul.hanna@ aawarranty.co.uk info: AA Warranty offers peace of mind to customers, with comprehensive cover for mechanical and electrical breakdown lasting up to three years. Full training is given to ensure you add value to your profile and profits. A range of Products are available, including mechanical breakdown, GAP, tyre, Key and MOT insurance. We provide telemarketing, data services and dealer finance.

dEaLER auCTioN is the latest ﬁrm to be included in our not-tobe-missed guide. it’s the most affordable way to get your company in front of thousands of car dealers every month. simply call the number above to ﬁnd out how your company’s details could be included in next month’s issue!

W: clementscarcredit.com E: tony@clementscar credit.com info: Motor finance broker for car dealers, prime and sub-prime. First Response T: 0115 946 6370 W: frfl.co.uk E: Via website

kEY TRaCkiNg Keytracker T: 0121 559 9000 W: keytracker.com/cd E: sales@keytracker.co.uk

oiLs Mobil 1 W: mobil1.com E: Via website

oNLiNE adVERTisiNg Compucars T: 0845 667 6000 W: compucars.co.uk E: Via website Motors.co.uk T: 0845 265 5502 W: Motors.co.uk E: sales@motors.co.uk Really Good Domains T: 0161 482 7650 W: reallygooddomains.com E: sales@reallygood domains.com Skupenet T: 020 8610 6103 W: skupenet.com E: info@skupenet.com

online Trading Autotrade-mail.com T: 0870 2000 848 W: autotrade-mail.com E: sales@autotrademail.com info: The UK’s leading online real time used-car trading network. The fastest place to buy and sell trade prime stock. The most active site of its type. Over 4,000 dealers subscribe. The professionals choice. Run by dealers for dealers. The original and the best. Call for your FREE two week trial.

PRoVENaNCE ChECks HPI T: 01722 435444 W: hpi.co.uk Apply at CarDealerMag.co.uk and register in the fold down corner tab

soFTWaRE Dragon 2000 T: 0845 838 2000 W: Dragon2000.co.uk E: sales@dragon2000.co.uk WinWin World T: 020 7538 6688 W: winwinworld.co.uk E: callmenow@winwin world.co.uk

TEXT sERViCEs Any Text T: 0845 638 1421 W: anytext.co.uk E: info@anytext.co.uk info: Established 1994, AnyText specialises in text SMS

services. Keep your customers informed by text from your PC. Send full vehicle details, including pictures. MOT reminders, service follow ups. Customer satisfaction surveys. Free account set-up. No minimum billing or monthly charges. Full, free support. Just buy bundles of texts as needed.

TRadE BodiEs Motor Industry Code of Practice W: motorindustry codes.co.uk

WEB dEsigN

TRaiNiNg Rapport Training T: 07793 612401 W: rapporttraining.co.uk E: rapporttraining @fsmail.net info: Specialising in car finance and insurance sales training for managers, owners and sales executives. Our realistic and interactive approach to the learning experience helps increase both skills and profitability in these key business areas.

VaLuaTioNs HPI Valuations T: 0845 300 8939 W: hpi.co.uk Apply at CarDealer Mag.co.uk and register in the fold down corner tab

WaRRaNTY AA Warranty T: 08707 559 614

Warranty Management Services T: 01844 290536 W: warrantymanagement services.co.uk E: sales@warrantymanage mentservices.co.uk info: Warranty Management Services offer a full range of unique products designed to increase profits. Bespoke programmes to suit your requirements and fit electronically into your sales process. With over 2,000 supporting dealerships throughout the UK, supported by 30 dedicated field managers delivering sales and FSA compliance training.

Autotorq.com T: 020 7384 8501 W: autotorq.com E: enquiries@autotorq.com CDWD T: 0844 880 1630 W: CarDealerWeb Design.co.uk E: info@cardealerweb design.co.uk info: Fed up paying web designers to do a job you can do yourself? CDWD can help. We’ve collaborated with HPI to offer a unique product. Codeweavers T: 0870 443 0888 W: codeweavers.net E: enquiries@code weavers.net G-Forces T: 0845 055 9040 W: digitaldealership.co.uk E: info@gforces.co.uk

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used cars Warranties ending may boost new sales CAR owners face a £300m hit in car repair costs as one million motors come out of their warranty period. A 2007 boom in new car sales – 2.4m new cars were sold – means the three-year warranty period will be ending for many. Warranty provider Warrantywise estimates these owners risk a spike in repair bills based on estimates from their claim records. For each of those one million owners, this is a potential hit of more than £700 – with suspension, steering, alternators and sensors topping the list of most-failed components. This could present dealers with an opportunity to encourage owners into new motors, to realise the benefit of a new car warranty again.

Used cars big help in industry’s recovery BCA’s 2010 Used Car Market Report shows that the industry recovered in 2009 due to improved used car values – despite new and used car volumes being at their lowest for 10 years. Used car values actually hit record levels, exceeding £34bn for the first time. Tony Gannon, communications director of BCA, believes that ‘a good choice of value adds such as warranties and servicing packages… sustained this crucial revenue stream in 2009’.

Lower prices mean it is a great time to buy U

sed values have dropped to their lowest point in over a year which has led to one trade auction website to issue a striking call. Auction4Cars.com is telling customers that there has never been a better time to buy. This is because used car prices have declined equivalent to a 20 per cent fall since the highs of January. That figure comes despite a six per cent rise between May and June. The average used car price is now little more than £2,400. Several factors have led to this fall, including uncertainty about the government causing a fear of budget cuts. Indeed, falls have sped up since April, with prices remaining higher in January as bad weather prevented trade buying. Neil Prescott, from the trade-only sales division’s parent Motorpoint, said: ‘We’re seeing a very different scenario from a year ago where a shortage caused a used car price hike. This time around it is likely to be down to external trends affecting the market.’ The outlook, he adds, is also far from positive. ‘The next six months will likely see demand continuing to cool and prices dropping slightly further.’ Meanwhile CAP reports car prices have suffered an accelerated fall leaving them lower than a year ago for the first time. Two more individual sectors now feature cars that are cheaper today than they were last year. This means

the average used car price is below 2009, too – by a pretty steep three per cent. It continues a trend that started in April 2010, said CAP’s Mike Hind. This has wiped out the used car price rises of 2009. Superminis and city cars have been suffering for a while now. Today, they are nearly 10 per cent cheaper than they were last year. Now though, upper medium and small exec cars are down on 2009, too. Not that this should put off car buyers, said Hind. ‘It does mean that

this is a better time to buy a used car – especially a small or medium family car – than we have seen for a couple of years.’ There remain individual sectors that are doing well too. 4×4s were badly hit in 2009, yet have recovered strongly in 2010. They are still worth 11 per cent more now than they were a year ago. This is a trend expected to continue as we enter the autumn and winter months, as car buyers remain mindful of last year’s bad winter…

The most searched-for cars in August on... Compucars

Motoring.co.uk

Motoring.co.uk (bodystyle)

ContractHireAndLeasing.com

1 BMW

3 Series

1 Ford

Fiesta

1 Hatchback

1 Volkswagen Golf

2 Mercedes

C Class

2 Mazda

2 4x4

2 Mercedes

3 Vauxhall

Astra

3 Mazda

3 Supermini

3 Volkswagen Scirocco

4 Honda

Civic

4 Seat

Ibiza

4 Saloon

4 Volkswagen Passat CC

5 Ford

Focus

5 Renault

Clio

5 MPV

5 Jaguar

6 VW

Golf

6 Skoda

Yeti

6 Estate

6 Audi

7 BMW

1 Series

7 Vauxhall

Corsa

7 Convertible

7 Volkswagen Touareg

8 Mercedes

E Class

8 Volkswagen Golf

8 Coupe

8 Range Rover Sport

9 BMW

5 Series

9 Citroen

9 Green

9 BMW

10 Ford

Fiesta

10 Mazda

C-Class Saloon

3-Series Saloon

10 Nissan Qashqai

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Scrappage casts a cloud over August sales S MMT data has revealed a 17.5 per cent decline in registrations in August. A total of 55,305 new cars were registered, with analysts blaming the end of the scrappage scheme for the low numbers. Although recognising that the figures will be regarded as disappointing, the SMMT says that the market is returning to usual patterns seen prior to registration plate changes. Buyers are once again anticipating a new-style plate and delaying August purchases to get one. What’s more, the fall was anticipated, said SMMT chief Paul Everitt – who predicts that the rest of the year could be tough for the nation’s dealers.

‘New car registrations were down 17.5 per cent in August and conditions will remain challenging through the rest of the year. ‘The industry enjoyed a better than expected first half of the year and, despite the difficulties, SMMT is forecasting that new car registrations will close just ahead of 2009 figures.’ Another reason for the drop-off in sales is a lack of consumer confidence. According to RMIF director Sue Robinson, August saw a degree of uncertainty creeping into the market. There will be an upturn, but only of sorts, said Robinson. ‘We expect the market to remain challenging for the rest of the

year, although we do expect to see an increased level of activity in the market generated by the impending VAT increase at the beginning of 2011. ‘Therefore, we need manufacturers to support the market, and help dealers, by ensuring vehicle prices remain competitive and offering attractive incentives to buy to consumers. ‘What we do not need to see is manufacturers supporting the market by encouraging large scale pre-registration exercises.’ Robinson also warned dealers to watch out for regional variations – particularly given the threatened scale of public sector job cuts.

SMMT sales data August/ year to date

Figures supplied by SMMT

August Marque

Abarth Alfa Romeo Aston Martin Audi Bentley BMW Cadillac Chevrolet Chrysler Citroen Corvette Daihatsu Daimler Dodge Fiat Ford Honda Hummer Hyundai Infiniti Jaguar Jeep Kia Land Rover Lexus Lotus Mazda Mercedes-Benz MG MINI Mitsubishi Nissan Opel Perodua Peugeot Porsche Proton Renault Saab SEAT Skoda smart Ssangyong Subaru Suzuki Toyota Vauxhall Volkswagen Volvo Other British Other Imports Total

2010

51 184 56 3,173 25 3,825 0 227 28 3,072 0 3 0 18 1,044 7,245 1,432 0 1,503 17 279 32 1,464 523 113 20 1,512 1,886 9 753 250 2,667 0 34 3,477 125 36 2,959 92 890 1,285 244 5 47 602 2,222 6,247 4,866 667 55 41 55,305

Year to date (YTD)

% market share

2009

0.09 0.33 0.10 5.74 0.05 6.92 0.00 0.41 0.05 5.55 0.00 0.01 0.00 0.03 1.89 13.10 2.59 0.00 2.72 0.03 0.50 0.06 2.65 0.95 0.20 0.04 2.73 3.41 0.02 1.36 0.45 4.82 0.00 0.06 6.29 0.23 0.07 5.35 0.17 1.61 2.32 0.44 0.01 0.08 1.09 4.02 11.30 8.80 1.21 0.10 0.07

59 344 34 3,296 12 3,663 3 727 132 3,187 1 130 0 105 3,026 10,754 2,056 1 3,737 0 252 58 2,216 513 155 21 1,449 1,540 20 918 384 2,698 0 32 3,486 67 55 1,869 35 1,103 1,203 297 52 75 1,068 3,969 6,020 5,585 523 32 44 67,006

% market share

0.09 0.51 0.05 4.92 0.02 5.47 0.00 1.08 0.20 4.76 0.00 0.19 0.00 0.16 4.52 16.05 3.07 0.00 5.58 0.00 0.38 0.09 3.31 0.77 0.23 0.03 2.16 2.30 0.03 1.37 0.57 4.03 0.00 0.05 5.20 0.10 0.08 2.79 0.05 1.65 1.80 0.44 0.08 0.11 1.59 5.92 8.98 8.34 0.78 0.05 0.07

2010

%market share

2009

%market share

910 4,535 721 65,850 665 63,376 20 8,949 895 46,362 2 136 2 526 34,492 184,037 40,099 1 43,384 95 10,204 1,231 39,266 25,002 4,106 358 29,199 44,794 218 25,253 7,119 55,411 0 541 70,925 4,351 550 61,566 2,965 20,770 27,064 4,950 206 2,430 13,144 57,311 156,388 113,510 24,945 772 807 1,300,413

0.07 0.35 0.06 5.06 0.05 4.87 0.00 0.69 0.07 3.57 0.00 0.01 0.00 0.04 2.65 14.15 3.08 0.00 3.34 0.01 0.78 0.09 3.02 1.92 0.32 0.03 2.25 3.44 0.02 1.94 0.55 4.26 0.00 0.04 5.45 0.33 0.04 4.73 0.23 1.60 2.08 0.38 0.02 0.19 1.01 4.41 12.03 8.73 1.92 0.06 0.06

761 5,157 776 57,268 526 54,703 97 11,837 1,405 40,150 35 1,796 17 1,338 30,582 194,523 46,086 44 29,547 0 10,588 1,265 24,999 15,487 4,466 301 24,769 40,955 204 21,156 6,312 41,305 0 347 60,732 3,422 627 31,011 5,563 17,145 19,111 4,870 514 1,882 17,276 58,775 146,637 94,320 16,988 608 827 1,149,110

0.07 0.45 0.07 4.98 0.05 4.76 0.01 1.03 0.12 3.49 0.00 0.16 0.00 0.12 2.66 16.93 4.01 0.00 2.57 0.00 0.92 0.11 2.18 1.35 0.39 0.03 2.16 3.56 0.02 1.84 0.55 3.59 0.00 0.03 5.29 0.30 0.05 2.70 0.48 1.49 1.66 0.42 0.04 0.16 1.50 5.11 12.76 8.21 1.48 0.05 0.07

% Change

-13.56 -46.51 64.71 -3.73 108.33 4.42 -100.00 -68.78 -78.79 -3.61 -100.00 -97.69 0.00 -82.86 -65.50 -32.63 -30.35 -100.00 -59.78 0.00 10.71 -44.83 -33.94 1.95 -27.10 -4.76 4.35 22.47 -55.00 -17.97 -34.90 -1.15 0.00 6.25 -0.26 86.57 -34.55 58.32 162.86 -19.31 6.82 -17.85 -90.38 -37.33 -43.63 -44.02 3.77 -12.87 27.53 71.88 -6.82 -17.46

% Change

19.58 -12.06 -7.09 14.99 26.43 15.85 -79.38 -24.40 -36.30 15.47 -94.29 -92.43 -88.24 -60.69 12.79 -5.39 -12.99 -97.73 46.83 0.00 -3.63 -2.69 57.07 61.44 -8.06 18.94 17.89 9.37 6.86 19.37 12.79 34.15 0.00 55.91 16.78 27.15 -12.28 98.53 -46.70 21.14 41.61 1.64 -59.92 29.12 -23.92 -2.49 6.65 20.35 46.84 26.97 -2.42 13.17

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tail light

sub-Prime Time

bout 10 years ago, I thought that separating various types of rubbish for separate collection and recycling was a good idea but not for me. Today I still think it’s a good idea but now I do it; and pressure groups, the media, advertising, local authorities and government have created not only the need but the reality as well. Today I think electric cars are a good idea but not for me and I wonder if I’ll be looking back with déjà vu in 10 years time. In the Shanghai Expo this year General Motors launched its own look into the future in the form of their concept Electric Networked-Vehicle (EN-V; pronounced ‘envy’ and aren’t those marketers clever). Looking like something Dyson might design if he were ever to produce a two-seater ride-on vacuum cleaner, the EN-V is clever stuff and is aimed fair and square at markets and cities that have high congestion problems, heavy carbon emissions, a lack of parking availability and difficulties or impossibilities in extending their current transport infrastructures. It’s only five foot by five foot, weighs around 500g and its maximum speed is 24 miles an hour but for some cities this would be doubling their commuter’s average speed! But the really clever bits are to do with the electronics. This car and others like it can use technology that’s already available today to provide the option of ‘autonomous driving’, as in letting the car drive itself via elaborate systems of GPS, digital maps, roadway and vehicle sensors, cameras and others devices. But unlike today’s GPS systems, when you’re re-routed to avoid congestion you won’t find that everyone else has been re-routed down the same road. In the future, you’ll connect into the local city’s traffic management systems

‘soon you’ll connect to a city’s trafﬁc management system and your car will be directed and parked in concert with all other trafﬁc movements.’ and your vehicle will be directed and parked in concert with all other traffic movements in real time. In theory cars like the EN-V will allow commuters to get to work while shaving, putting on some lippy, making calls or finishing that all-important presentation, without being a hazard to other road users and while being green into the bargain. A lifestyle statement that I think a lot of the younger generation will not only buy into but will embrace and adore. The benefits to local authorities and government are obvious and I don’t think it will be long before we start to see huge incentives and pressures placed on us to move towards this type of car and technology, just as we’ve found with recycling. I know this doesn’t seem like an article that’s going to get you taking immediate action to restyle your showroom as if it were the latest vacuum cleaner emporium, but it’s a good idea to think beyond today. For example, those refuse collectors that saw into the recycling future and moved quickly to smaller, more flexible, multi-bin trucks are the ones today that are the strongest, most nimble and most profitable.

is chief executive officer of First Response Finance. For Who is Don Brough? Don more information visit www.frfl.co.uk or call 0115 946 6370

CarDealer.

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Thanks to... Chris Jervis, Mike Askew, Linda Baggott, Terry Hogan, Simon Evans, Tim Naylor, Martin Hill, John Slavin, Dean Smith, James Batchelor and Matt Richardson Cover photography... Dean Smith (@dean_photo)

Car Dealer is published by Blackball Media Ltd (Company No 6473855) and printed by Warners. All rights reserved. Conditions of sale and supply include the fact Car Dealer shall not, without our consent, be lent, resold, hired out or otherwise disposed of in a mutilated way or in any unauthorised cover by way of trade or affixed to or as any part of a publication or advertising, literary or pictorial matter whatsoever. Car Dealer is fully protected by copyright and nothing may be printed wholly or in part without permission.

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0115 946 6370

Many Happy Returns 17% of our business comes from returning customers – and we always encourage people to visit the same dealer for their next vehicle (or point them towards a supporting dealer from our network). To help your business benefit from our many returning customers, join our dealer network by calling 0115 946 6370 today. First Response Finance Limited, Chetwynd Business Park, 5 Regan Way, Chilwell, Nottingham NG9 6RZ

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