Car Dealer Magazine: Issue 79

report: under the skin of jag’s new small saloon

CarDealerMag.co.uk | £3.50

Issue 79 | October 2014

driven: nissan’s ford fo cus-bait ing new hat chback

hot hatc h

hot wheels mega te st

the batt le

of the s picy sho tested: a wroom u stars citroen di S1 | ford fies ds3 Racin g

ta st cabriol | renaultsport et | kia p c ro–cee’d lio 200 | suzuki swift sp gt | peug ort | eot 208 gti |

SUMMER’S

OVER LET’S GET BACK TO

BUSINESS

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IGNITION.

EDITORIAL EDITOR James Batchelor

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SUITS MANAGING DIRECTOR James Baggott

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OPERATIONS DIRECTOR Andy Entwistle

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Contributors Tim Naylor, Nick King, Mike Jones, Jonathan Such, Ben Morley, Daljinder Nagra, Chris Lloyd, John Bowman, Becca Chaplin, Danielle Bagnall, Nigel Swan

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from Road Test Welcome. ofAPART the Year, our hot hatches

feature is my favourite. The Car Dealer gang getting together some of the year’s best hot hatches and pitching them against some old favourites has become a bit of an unofficial annual thing.

So has hosting our shoot-outs at Rockingham Motor Speedway in Northamptonshire. I’ve lost count of the number of times we have been there, but once you’ve mastered the track, it’s hard to choose anywhere else.

The only problem is that it’s so far north I’m in fear of losing my southern twang if I visit there any more times.

Sorry, I digress. Hot hatches. Last year was a momentous year for fans of the hot hatchback.

What with the Golf GTI and Ford and Vauxhall always finding some sort of excuse to square up to each other, the hot hatch sector looks set to be busy for a good many years yet.

It’s true that the pocket rocket market has experienced a bit of a decline over the past few years. But those who thought this part of the market was going to die would have been surprised last year as new versions of the Ford Fiesta ST and Renaultsport Clio 200 turned up. And Peugeot brought back its GTi badge for its spicy 208, of course.

When we were at Rockingham in 2013, the Fiesta ST took the spoils. We – along with every other car magazine in the known universe – fell in love with its blend of thrills and spills and its value-for-money package. The car has sold more than 8,000 units in the UK and British dealers now account for 50 per cent of the ordering and sales. It’s quite a phenomenal performance and all credit to the Blue

Oval. This year there have been some more arrivals. Citroen has fused a DS3 Cabrio with its limited-run hot hatch, the DS3 Racing, and created an even more exclusive Cabrio Racing version. Limited to just 10 in the UK, dealers have said they sold out extremely quickly so obviously we had to see what the appeal was.

And a hot hatch test in 2014 wouldn’t have been complete without bringing along this year’s most-talkedabout car – the Audi S1. With 231bhp and four-wheel drive it could be the one to take away Ford’s hot hatch crown.

To put these cars’ abilities into context we brought along the Kia Pro-Cee’d GT. It’s the car that’s got the tough job of showing that Kia can ‘do sporty’ but it does so with modest weaponry – just 201bhp to be precise.

Turn to p44 to see the action.

NEW METAL EVEN as this magazine went to print we were cramming in road tests so you could read up on the very latest machinery. While new contributor Chris was coming back from the Cotswolds having driven the BMW 2 Series Active Tourer, I was jetting off to sunny Spain to learn the story behind one of Nissan’s most important models in ages – the Ford Focus-rivalling Pulsar hatchback. Turn to p36 to read the first drives section.

Enjoy the issue.

James Batchelor, editor

Winner: Best Business ‘This magazine brings its readers an insightful, engaging overview of their industry which Publication of the Year entertains as well as informs’ - award judges CarDealerMag.co.uk | 03

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44

INSIDE.

Hot to trot

It’s the battle of the horsepowers as we take a look at some of the finest hot hatchbacks currently on sale

ISSUE 79 I october 2014

Dashboard

Feedback

Car Dealer Club Jaguar XE Special Around The World Big Mike Baggott Real Deals

Forecourt Nissan Pulsar Renault Twingo

36 38

Nissan Europe chief on why he plans to steal sales with new Pulsar hatch

41

‘‘

BMW 2 Series

Features

BMW 2 Series driven

Hot hatchbacks Trading Up

His transport of choice, like many patriotic Midlanders, was a Maestro van

Renault Twingo tested

29

Big Mike

Focus: Sun Motors Focus: Contract Hire And Leasing Focus: iVendi

Data File The Statistics Taking Stock Buyers’ Guide Auctions Trader Talk Market Insight Suppliers’ Guide with Litton Long-termers

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feedback.

Your comments via email to james.batchelor@blackballmedia.co.uk

Our website at CarDealerMag.co.uk

Have YOUR say More and more of our readers are joining the debate – and it couldn’t be Is Sunday a great day to do business or is it better spent with the family?

We are now closed for the day following Facebook feedback We asked our Facebook followers how they would feel about us closing the sales department on a Sunday. I was amazed by the comments and the support from our customers about the proposed decision. Taking everything into consideration and to help the welfare of our staff and to improve the communication level within the company, we have taken the plunge and from September we will be closing all day every Sunday. The reason for posting this on the forum was to get YOUR views.

What do you do? Why? And how do you benefit?

Jim, Jim Reid Vehicle Sales, Aberdeenshire The only time I open on a Sunday is if I have an appointment I can’t miss or I want to get out of visiting the in-laws! sparky It’s a tough call but I guess it depends on the confidence you have in the business. I would work seven days a week if I could but I have to balance my role as a father to my two children.

I will go in on a Sunday for an appointment because I truly believe that being financially stable and showing my children a work ethic is vital.

My wife also gets called into work at all hours, so neither of us understands a 9-5 work culture.

If I employed a salesperson I would expect them to work Saturdays and every other Sunday.

Car sales is and always will be an unpredictable business. Logic says weekends should be busy, but sometimes you won’t see a soul then sell four cars on a rainy Tuesday afternoon. If you’re not there you can’t sell. Maybe in another 15-20 years I might feel differently and things might have changed.

Credit to Jim for making the call.

My only question would be, what do you do when you have gone a week without selling and someone wants to view a car on a Sunday?

Gavin@Rousdon

Letter Car Dealer NASCAR day Thank you for a very enjoyable day at Rockingham Speedway. The day went off smoothly and everyone working seemed happy to be there, from the catering staff to the ladies fitting us with overalls. After 46 years in car sales, I dare say I was the oldest in the group to don a helmet, but the adrenalin quotient was still very much in evidence at the wheel of ‘my’ V8 Pontiac for a few laps. Thanks again and keep up the good work.

Peter Murray, HLG High Lane Garage, Stockport 06 | CarDealerMag.co.uk

For me it’s a question of location. Here in London, we have many customers who typically work Mon-Sat, they only have a chance to get out on Sunday, so why take that convenience away? But perhaps if you’re out in the sticks somewhere it could be different. Here in London, late evenings and weekends are essential.

Wheelerdealer1 Good call Jim. It’s time the whole world (not literally) slowed down a bit. No matter what your published opening hours are, there will always be browsers who arrive half an hour after you close.

GreenGiant I’m the sole salesman in a family-owned business where I’m left to my own devices. When I started here a year ago, the person I replaced only worked Sundays on a viewing-by-appointment basis. Over the past year I’ve worked the majority of Sundays and can only remember maybe a handful of occasions where I haven’t dealt. Our opening times are typically 11am until 4pm but I take the day as it

Picture of the month We hope you enjoy reading this month’s hot hatches feature as much as we enjoyed putting it together. (It starts on page 44.) We were blessed with good weather on the days we were filming and taking photographs, which hasn’t always been the case for us at Rockingham. Nevertheless, and despite the mercury heading well towards the 70s, our snapper Dave Smith was clearly feeling the cold. Here he is in a cosy woolly hat and hoodie, just in case of a sudden drop in temperature...

comes, sometimes opening at 10. If it’s busy I work the full day (sometimes longer if needed) but if it’s quiet I have an early finish but remain contactable by mobile or email. I can see both sides of the coin to be honest and it’s interesting reading everyone else’s opinions!

Chris Seventeen years ago I decided I would not work seven days a week. It’s too easy to get into doing that ‘routine’ and lose out on quality time, chill-out time and recharge time. Even if you read trade mags on Sunday at home it’s a change of space and thinking time! When I started, many trade people/colleagues/friends ALL said I was mad and would lose a lot of business. I said that with the type of stock/cars I sell, people will come back in the week or make appointments that we could both accommodate! I’m sure I’ve lost the odd deal or two over the years but I’ve enjoyed my Sundays off – either with family and friends or simply doing DIY at home! No regrets at all.

Umesh

On Twitter: Follow @CarDealerMag

Forum: CarDealerMagazine.co.uk/forum

on Car Dealer Forum easier to get involved! Sign up to our forum at CarDealerMagazine.co.uk/forum Barn finds: what’s the fuss?

Top tweet

Why were they put there in first place?

The Culshaw family collecting their second new #Ford #Kuga from @BristolStMotors Macclesfield Ford #64reg Daniel Castille @danieljcastille

Is it just me or all of a sudden has the world gone mad on ‘barn finds’? People seem to be paying more for barn finds than cars running and driving. Seriously, those cars must have been holed up in the ‘barn’ for a reason in the first place, probably some terminal or expensive problem. Sure, there are probably a handful of cars that were stored in barns on purpose, but...

Andy Entwistle This is what we need to do with our part-

Before you were a dealer, what was your background?

Just being a bit nosey really. My own background is IT. I did a degree in computing, I then taught the same subject for seven to eight years, but I moved into a position to get myself into the trade due to my passion for cars. I was initially doing my day job Monday to Friday, then on Saturdays and Sundays was working for a big car dealer in my area. I was doing the weekends mainly to stay around cars. I didn’t really need the income, and I enjoyed every second of it, getting behind the wheel of most new cars, sports and prestige etc. Great times!

Wheelerdealer1 I started washing cars at the age of 16 at a local used site while doing A-levels at college. I got more and more interested in what was going on and then became an apprentice salesman on weekends. From there I skipped my plan of university and came straight into the trade, never to leave since. Have pretty much always sold used, including at a main dealer, and had a stint of self-employed trading, but went back to a fulltime sales manager’s job about a year ago. Don’t think I’d want to do anything else now.

Chris I was always into cars and engines. Once I left school, I went to work for an independent inspection company. I gained a good knowledge of the auction trade working at and for auction sites. I got made redundant just as the credit crunch hit. Took a job sweeping floors, washing cars and parts collecting/delivery for a garage while I was looking for another job. A salesman left and I temporarily filled in to cover – realised I was pretty good and enjoyed it. Four years later, I’m the sales manager. Pot luck, I guess!

CJ Underhill

exchanges – throw some dirt and straw over them, say we found them in a barn and double up!

TML Cars Limited When some Russian tycoon has a desire for an Austin Montego 1.6 HL then I’m quids in! sparky It seems everybody is classing any old tat as a barn find and trying to ask a fortune for it.

CJ Underhill

FEEDBACK

How vital is a good reputation?

REPUTATION far outweighs price when it comes to choosing a garage, according to new research reported on page 86 of this edition of Car Dealer. A study carried out by the website whocanfixmycar.com revealed that reputation was the more important factor for 57.5 per cent of people, while 23 per cent identified price as their main consideration.

I think customers pick price (the absolute lowest price) and expect quality. Reputation is something that mattered before the internet, when the trade was a local community. Thirty years ago, I knew every trader in my local area, probably went to school with them or my dad knew their dad. Now it’s very different and ‘everybody’ is trade. metcars Yes, I agree. The reputation of a garage can make them one to rely on or trust for the services they provide. They too will be mindful about the quality of services they provide. Cost becomes the second factor. janeleonard I agree with metcars. If I’m selling a Clio, for example, mine will be among the most expensive. Why? Because it’s been prepped properly, hence I won’t get a call at all in the first few days. Then I get to hear the sob stories from customers who went to see the cheaper cars and how terrible they were!

Wheelerdealer1

You do indeed get what you pay for, whatever it is in life. Unfortunately, the internet lists by price, and so retail buyers are naturally led by this. We do not buy cars from auction, all our stock is main dealer, px or bought privately locally. The cars are prepped to a high standard, have a quality warranty, and we do describe accurately. Unfortunately, we then have to compete on price with someone who has quickly popped a car through the local hand car wash and taken photos in front of someone else’s industrial unit. It’s here your reputation can set you apart, either on your site, or social media posts to your Facebook and Twitter accounts.

AutocarsHull And that’s why I’m all in favour of tougher laws governing who can and cannot call themselves a trader. It might make our life a bit more difficult, but worth the hassle to get rid of or at least reduce the number of Del Boy traders!

Wheelerdealer1 CarDealerMag.co.uk | 07

DASHBOARD. BRISTOL STREET

New dealership in the north-east BRISTOL Street Motors has invested in a new multimillion-pound dealership in Newcastle upon Tyne.

Bristol Street Motors Newcastle is a multi-brand site offering new Alfa Romeo, Fiat and Jeep cars in addition to the wide range of used vehicles, across all makes and models, the company is renowned for.

The outlet is managed by Dax Pearce, well known in the region’s motor trade.

HALFORDS

Parts operation is relaunched HALFORDS has relaunched its car parts business – targeting a UK market worth £2bn with an increased range of more than 130,000 individual products.

Branded as Car Parts Direct, the offer enables customers to order any product in-store, online or via the Halfords mobile App with next-working-day delivery or better. Sixty-six per cent of in-store orders will be delivered within 90 minutes.

EUROPE

Sales show no sign of slowing THE European new car sales market is showing no sign of slowing down with July’s sales up 5.4 per cent on the same month last year.

According to automotive intelligence provider Jato Dynamics, the majority of Europe’s biggest markets saw positive growth for the month and the five largest markets have all grown in the year-to-date.

Aston Martin names Nissan’s Andy Palmer as its new CEO His expertise ‘will be instrumental in taking the company forward’

by JAMES batchelor @JRRBatchelor

N

issan’s chief planning officer, Andy Palmer, is to be the new CEO of Aston Martin.

According to the Financial Times, Brit Palmer is moving to the exotic car maker to help it regain ground it has lost to rivals – namely Ferrari and Bentley.

The Financial Times says Palmer was at the top of Aston Martin’s wish-list for a new CEO as the British car marque faces a ‘make-or-break’ five years and as the company’s Italian and Kuwaiti owners look to increase the level of sales.

Renault’s Philippe Klein is all set to take over from Palmer, 51, who is widely considered to be the most powerful Briton in the global car industry.

He started his career in 1979 aged 16, as an apprentice at Automotive Products Limited (UK). In 1986, he joined Austin Rover to eventually become transmissions chief engineer of Rover Group. Palmer joined Nissan in 1991 and has been based in Japan for the past 13 years.

In 2012, he was ranked as number one in Auto Express’s ‘Top 50 Most Influential British People in the Global Automotive Business’ list and was selected to be included in the magazine’s Hall of Fame.

A statement from the shareholder board of Aston Martin said: ‘We’re delighted that Andy will join us as our new CEO at this important time at Aston Martin.

‘Andy’s wealth of experience on the global automotive stage in marketing and sales, engineering and technology, and luxury and brand management will be instrumental in taking Aston Martin forward through its most significant and ambitious period of investment to date.’

Influential: Andy Palmer

Car Care Plan tells of its delight at success in 2014 Power awards ONE of the winners at this year’s Car Dealer Power awards has told of its delight at taking home its trophy.

Car Care Plan was voted by dealers to be the best GAP provider in the marketplace over the past 12 months. Last year’s winner, AutoProtect, was highly commended in the category, as was Mapfre Abraxas. Car Care Plan’s chief executive, Tim Heavisides, said: ‘Car Care Plan is delighted 08 | CarDealerMag.co.uk

to be named GAP Supplier of the Year in the Car Dealer Power awards.

‘We know how important it is that cover is comprehensive but simple to explain and Car Care Plan has worked with dealers and customers to develop a range of GAP insurance policies that lead the market. We work closely with Defaqto to ensure that our products are five-star-rated and offer customers exceptional value.

‘We also help dealers to make the most of their sales processes by integrating GAP into customer propositions and making sure the product is presented openly and transparently.’

The company was highly commended in the warranties category too.

Car Dealer editor James Batchelor said: ‘Car Care Plan is right to be delighted at its success.

Many congratulations to all concerned.’

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CarDealerMag.co.uk | 09

DASHBOARD. FEATURE.

Ask Lawgistics Car Dealer Club lawyers at Lawgistics answer dealers’ legal questions. Join for £39.99 a year to get advice like this when you need it

Q

I recently sold a Land Rover Discovery to a customer 200 miles away, which would amount to a distance sale. The customer took the vehicle away but he and his wife did not get on with it. He contacted me after a few days and I agreed he could return it and have a refund. In fact, it turned out very well because he bought another car from me. What did worry me, however, was that he had been chatting to a friend of his and said that because I had not complied with the new regulations in giving information about cancellation rights, he could have retained the Discovery for up to 12 months and then cancelled! Is this correct?

A

Unfortunately, that is indeed the case under the new Consumer Contracts (Information, Cancellation and Additional Charges) Regulations, which came into force on June 13. The old Distance Selling Regulations have been revoked and these new regulations have come into operation. As well as distance sales, the regulations also contain requirements for selling at your site (on-premises contracts) and for selling away from your site (off-premises contracts) which could apply if you deliver a car somewhere for a customer to view and do the deal there. It would not apply if you were visiting a show and had a business stand set up there.

With Distance Contracts the information which needs to be supplied (see below for how and when it needs to be supplied) is virtually the same as under the old regulations, ie . . . (a) The main characteristics of the vehicle, to the extent appropriate to the medium of communication and to the vehicle; (b) The identity of the trader (such as the trader’s trading name); (c) The geographical address at which the trader is established and, where available, the trader’s telephone number, fax number and email address, to enable the consumer to contact the trader quickly and communicate efficiently;

(d) Where the trader is acting on behalf of another trader, the geographical address and identity of that other trader; (e) If different from the address provided in accordance with paragraph (c), the geographical address of the place of business of the trader, and, where the trader acts on behalf of another trader, the geographical address of the place of business of that other trader, where the consumer can address any complaints; (f) the total price of the vehicle inclusive of taxes, or where the price cannot reasonably be calculated in advance, the manner in which the price is to be calculated; (g) where applicable, all additional delivery charges and any other costs or, where those charges cannot reasonably be calculated in advance, the fact that such additional charges may be payable; (h) the cost of using the means of distance communication for the conclusion of the contract where that cost is calculated other than at the basic rate; (i) the arrangements for payment, delivery, performance, and the time by which the trader undertakes to deliver the vehicle; (j) where applicable, the trader’s complaint handling policy; (k) where a right to cancel exists, the conditions, time limit and procedures for exercising that right (there is a standard cancellation form available within the new regulations); (l) where applicable, that the consumer will have to bear the cost of returning the vehicle in case of cancellation and, the cost; (m) that, if the consumer exercises the right to cancel, the consumer is to be liable to pay the trader reasonable costs; (n) in the case of a sales contract, a reminder that the trader is under a legal duty to supply goods that are in conformity with the contract; (o) where applicable, the existence and the conditions of after-sale customer assistance, after-sales services and commercial guarantees;

.com

(p) the existence of relevant codes of conduct, and how copies of them can be obtained, where applicable; (q) where applicable, the minimum duration of the consumer’s obligations under the contract; (r) where applicable, the existence and the conditions of deposits or other financial guarantees to be paid or provided by the consumer at the request of the trader; (s) where applicable, the possibility of having recourse to an out-of-court complaint and redress mechanism, to which the trader is subject, and the methods for having access to it.

However, the cancellation period, if you comply with the regulations, now allows 14 days compared with the previous seven days. The purchaser is obliged to return the vehicle within 14 days of cancellation.

You can keep the refund until the vehicle is returned and you are entitled to make a reduction if it is evident that the customer has used the vehicle excessively past the point where they could see whether they have received what was expected.

If your website contains boxes for payment of additional charges, these must not be pre-ticked and the customer need not pay any charges which have not been disclosed pre-contract.

Phone charges for after sales queries cannot exceed the basic rate.

If the customer cancels then it is the dealer’s responsibility to notify the finance company if the vehicle was bought on finance.

The information must be provided before the customer is committed to buy appropriate to the distance means, eg, website, email, phone, etc.

At the point when the customer is committed to buy (when the contract is concluded) the information must be provided on a ‘durable medium’. Commonly, the durable medium would be an email, a text message, a letter. It is down to the dealer to have sufficient evidence to prove the information has been given, so the keeping of good records is vital.

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WHY I JOINED car dealer club

WANT TO UPGRADE YOUR MEMBERSHIP?

A clocked car and a legal conundrum – but useful advice was available from experts at Lawgistics

LAWGISTICS’ basic membership – which you receive as a member of Car Dealer Club – is a cracking deal, but what if you need something that has extra clout? Larger dealer groups or a dealer embroiled in a big legal battle may require some more firepower, and the good news is that Club members get discounts on Lawgistics’ other packages. You’ll receive a £100 discount off the small business package (normally £595) – perfect for sole traders, a partnership or a small dealer group – and £250 off the professional package (normally £1,295). This is ideal for franchises, a dealer group or a car supermarket and covers all areas of legal law and documentation. There’s a package for everyone with Lawgistics.

CAR dealership Harts of Honiton ran into some trouble with a Mitsubishi Shogun when it became apparent the vehicle had been clocked. Luckily, though, as a Car Dealer Club member, it was able to call on Lawgistics for advice.

Sales executive Nick Robinson told us the background of the case: ‘The car had been clocked before its first MOT. ‘We bought it quite some time ago online.

Because it was a Mitsubishi Shogun it was worth a fair bit of money, but obviously that wasn’t the case once we found out it had done quite a bit more mileage.

‘I can’t remember the exact figures but I think we had it down for 70,000 miles.

However, we reckon – and we can only guess – it had done about 160,000 at least.’

It was a difficult situation, as the team at the Devon dealership only became aware of the problem once they had sold the Shogun.

It was then that they decided to seek Lawgistics’ expert advice.

‘Lawgistics was able to give us advice on pursuing the customer who supplied the vehicle to us, and where we stood legally.

‘However, that person hadn’t owned the car for very long and it would have seemed

that they found out [about the clocking] after buying it as well and came in to part-exchange it.

‘It was very, very difficult to tell. We went back through some of the service history, although some of that was missing.

‘The person we sold it to realised when he had some work done to the car and was told that the parts looked like they had done more miles than the vehicle stated.

‘When we became aware of the clocking issue, and started to look around the car at certain wear points, we started to realise that it hadn’t done the mileage we thought.’

Lawgistics helped advise Harts of Honiton and the company was able to reach a solution with the customer who had sold the car to them.

‘We came to an agreement,’ confirmed Robinson. ‘I wouldn’t say that we got what we should have out of it, but for the sake of goodwill, and because the customer bought another car from us, we put it down to experience.

‘The advice from Lawgistics was helpful and we did consider taking further legal action but we didn’t pursue that in the end.’

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DASHBOARD.

All gone! ‘Fantastic news’ as First Edition XC90s are sold Dealers ‘very excited’ about the arrival of new Swedish SUV

by DAVE BROWN @CarDealerDave

A

ll the First Edition XC90s Volvo made available online at the start of this month have been sold. The cars, with a hefty price tag of £68,000, went on sale on September 3 and there was so much demand they had all been taken within 24 hours.

Volvo’s UK managing director, Nick Connor, told us: ‘The system crashed because there was so much demand. I think we secured around 50 for the UK, which was very good news. And given that these cars were £68,000 top-spec XC90s, that is very encouraging.’

Connor acknowledged that there might have been a few raised eyebrows when the price of the 1,927 cars was announced, adding: ‘It was a big step up from the price of the current car. Having said that, the quality of the car and the spec of the First Edition fully warrants it and actually, if you do a spec-by-spec analysis relative to the competition, it was a very competitive offer and I think it bodes well for the arrival of the standard car.’

The UK order book for the standard car will open to coincide with its public debut at the Paris Motor Show early next month and Connor was keen to stress what a crucial launch this will be for the Swedish manufacturer. He said: ‘This is a car that is hugely important for Volvo and for the dealer

network. It’s a new car on a new platform with new powertrains, which of itself is very exciting, but beyond that, it’s the launch of a brand-new message, so we’re effectively going to globally relaunch the Volvo brand alongside the new car.’

Although the signs are good for the all-new XC90, its predecessor is still proving quite a draw for UK motorists.

Connor said the longevity of its popularity had been ‘unbelievable’. He added: ‘For 12 years it has been in the UK market. We’ve had a fantastic run-out of the car.

‘I’m confident that the new XC90 will be as big a step forward as the last XC90 was.’

Around 4,000 of the new cars will be coming to the UK in 2015 and Connor has tasked his dealer network with taking orders for ‘each and every one of them’ before the end of this year. He said he was ‘very confident’ that this would prove to be achievable.

HR OWEN

Deal done for undisclosed sum LUXURY car dealer HR Owen has bought Bentley Hadley Green, London, for an undisclosed sum from Lookers. Lookers got Bentley Hadley Green as part of its recent acquisition of the Colbornes Group.

The business has been renamed Bentley Hertfordshire and has relocated to the old Hadley Green Jaguar showroom on Barnet High Street. HR Owen says it will ‘fully integrate’ Hadley Green into its existing Bentley businesses and management structure, which includes Jack Barclay, Bentley Surrey, Bentley Berkshire and Bentley Cheltenham.

JLR

A special centre of excellence JAGUAR Land Rover has chosen Prologis Park, Ryton, near Coventry as the home of its Special Vehicle Operations Technical Centre.

The facility will be the ‘global centre of excellence’, says JLR, for the creation of high-end luxury bespoke commissions and extreme performance vehicles.

Operations are set to begin towards the end of the year.

ADP

Legal firm Lawgistics expands with two new recruits TWO new lawyers are joining the legal team at thriving motor trade law specialists Lawgistics.

Over the past few years, Car Dealer Club’s legal partner has experienced an increase in demand for its services – and the company has grown to become the largest law firm specialising in serving the motor trade.

The two new additions are Nona Bowkis and Howard Tilney. And there look set to be more faces on the way, ��| CarDealerMag.co.uk

with bosses at the business estimating that they will have to take on a new lawyer every six months to meet demand. As well as announcing the two new appointments, Lawgistics has relocated to new offices, although it’s staying on the Alconbury Airfield site in Cambridgeshire.

Sales and marketing director Joel Combes explained: ‘We are extremely excited about the changes in the company. Our business thrives from

existing clients recommending our services, and as we take on more clients we receive more recommendations. I’m hoping that with the extra members of staff we can have a dedicated online lawyer so the others aren’t splitting their time.’

Lawgistics managing director David Combes and director of legal services Dennis Chapman set the company up in 2001. The new members of the legal team bring the total to seven.

CDK Global is firm’s new name DEALER management system supplier ADP Dealer Services is separating from parent company ADP and adopting a new name: CDK Global, Inc. CDK Global will be one of the largest technology providers to the automotive industry, supporting more than 26,000 dealer sites in more than 100 countries and with nearly 9,000 employees around the world.

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JCT600 cyclists complete a five-day fund-raising ride A TEAM of cyclists from JCT600 has successfully completed a 640-mile charity trip. Twenty-eight intrepid riders from the company took part in the ‘Grand Depart’, cycling past all 47 of the group’s dealerships across Yorkshire, the north-east, the Humber, Derbyshire, Lincolnshire and Nottinghamshire in just five days.

The charity challenge was supported by donations from

colleagues, friends and partner companies. A total of £19,500 has been raised so far, with more sponsorship still coming in.

The money will go to the Bradfordbased motor retailer’s chosen charity for 2014, the Association of Young People with ME. The core team, led by JCT600 finance director Nigel Shaw, comprised colleagues Martin Holmes,

brand financial controller volume division, Mercedes-Benz technician Simon Morton, and Volkswagen Rotherham workshop controller Marc Peasegood. Colleagues Chris Bray, Stephen Booker, David Haigh, Max Osborne and Brendan Poole rode part of the route as well as providing driver support.

A further 20 colleagues joined the JCT600 peloton along the way.

MANUFACTURING

Five million new cars exported JULY saw UK manufacturing break the five-million-car export mark since the beginning of 2010, reveal SMMT figures. According to the SMMT, just over 132,000 cars were manufactured in July – a rise of 2.8 per cent.

And the average car exported today is worth more than £20,600 compared with £10,200 a decade ago.

Mike Hawes, SMMT chief executive, said: ‘The UK automotive industry continued its renaissance in July, with the month marking five million car exports since 2010. This is a major milestone.’

BENFIELD

Heike in charge of marketing

Versatility is key for the new Land Rover Discovery Sport ‘It is quite simply the most accomplished vehicle in its segment’

G

oodbye Freelander – hello Land Rover Discovery Sport. Replacing the Freelander, the brand-new seven-seater Discovery Sport is the first of two further new Land Rovers arriving in the next few years – namely, a new Discovery range-topper and a new Defender.

With deliveries starting early next year, the Discovery Sport will be priced from £32,395 to £42,995 and will be available in a range of trims – from SE right up to HSE Lux. Amazingly, however, the newcomer won’t be powered

by JLR’s much-anticipated ‘Ingenium’ engines, which will be found in the forthcoming Jaguar XE. Instead, the Discovery Sport will use a 187bhp 2.2-litre SD4 engine as used in other JLR machinery.

It’ll be offered with a six-speed manual or JLR’s new nine-speed automatic and there will also be the choice of two- or four-wheel drive. However, later in 2015, there will be a more eco-friendly eD4 turbodiesel arriving, promising CO2 emissions from 119g/km.

Inside, the Disco Sport will have a ‘5+2 seating’ arrangement – something that’s been made possible thanks to an all-new multi-link rear axle freeing up space behind the second row of seats.

But the new car hasn’t forgotten the off-road heritage associated with the dark green Land Rover badge. The

Discovery Sport will come with Land Rover’s clever Terrain Response system and will have approach, departure and breakover angles of 25, 31 and 21 degrees respectively.

Phil Popham, Jaguar Land Rover group marketing director, said: ‘Not only does Discovery Sport mark the introduction of the first new member of our expanding Discovery family, it also brings the versatility of 5+2 seating to the compact premium SUV market.

‘Discovery Sport’s versatility is a key differentiator. It is quite simply the most accomplished vehicle in its segment.’

Discovery Sport will be produced at Land Rover’s manufacturing facility at Halewood, Liverpool, and will go on sale in January 2015 in the UK alongside the existing seven-seat Land Rover Discovery.

DEALER group Benfield has announced the appointment of Heike O’Leary as group marketing director.

Benfield says O’Leary is joining the company at a time when consumer confidence is high. She brings a wealth of blue-chip marketing experience to the privately-owned business.

Previously brand marketing director for Adidas, O’Leary has been strategic projects manager for Callaway Golf and has also worked for a Londonbased marketing agency at a strategic level.

SCRAPPAGE

Scheme to aid Russian market THE sluggish car market in Russia is to be boosted by the introduction of a new scrappage scheme.

The Russian government has reportedly put aside £164 million to provide the owners of cars that are at least six years old with an incentive to buy a new vehicle. Discounts of at least 40,000 roubles (£640) will be available for car owners who trade up.

CarDealerMag.co.uk | 13

DASHBOARD.

Salesman obtained ÂŁ5,560 by feigning car ownership Dealer offered to sell Nissan privately but was caught out, court is told

A

car salesman feigned ownership of a Nissan Navara pick-up in a bid to dig himself out of financial difficulties, a court was told. The salesman was supposedly selling the car privately on behalf of a customer of the dealership where he worked – but was doing so without the knowledge of his bosses.

He changed the name on the vehicle’s logbook and MoT certificate to his own and obtained £5,560 from a car loan firm in the process. He also applied to the DVLA to become the vehicle’s registered keeper.

The salesman, James Croft, of Long Eaton, Derby, admitted two counts of fraud by false representation and was given a six-month jail sentence suspended for two years, reported

the Derby Telegraph. Derby Crown Court heard that the customer had returned the Navara to the dealership where he had been sold the car by Croft – NK Motors in Orient Way. The customer was apparently unhappy with the vehicle.

Croft offered to sell the car privately as he felt NK Motors ‘would be unable to sell it for a fair price,’ the Telegraph

reported. The unnamed customer dropped the car off at Croft’s home – but then didn’t hear from him, eventually managing to retrieve the car from a relative of Croft as Croft himself had left the dealership in the meantime.

Defending solicitor Roger Wilson said Croft’s finances were ‘extremely stretched’.

Sanj Kumar, NK Motors’ dealer principal, said the company was unaware of the agreement Croft had reached with the customer and that entering into such an arrangement was a sackable offence.

Croft will be supervised by the Probation Service for 12 months, must carry out unpaid work and pay ÂŁ2,000 compensation to the finance company, said the Telegraph.

HYUNDAi

Vantage opens £2.5m new site VANTAGE Motor Group, one of the UK’s fastest-growing motor retail companies, has opened its fourth Hyundai dealership in the north-west, making it the biggest Hyundai dealer in the region.

The newly-built, state-ofthe-art facility, which is at Kings Reach Business Park in Stockport, represents a ÂŁ2.5m investment and will create up to 25 jobs, with roles ranging from sales and servicing to valeting and management.

Mark Robinson, Vantage chief executive, said: ‘We opened our first Hyundai dealership in Salford in 2011, and following the success of that site have gone on to secure further sites in the area. I am extremely pleased that we have been able to bring new jobs and investment to the area.’

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DASHBOARD. MOTORPOINT

20 new jobs at sales centre MOTORPOINT is set to open a new online sales centre in Birmingham later this year – creating more than 20 new jobs in the process.

The UK’s leading car supermarket has already begun work on the purposebuilt centre on the site of its existing branch on Lichfield Road in the city. A recruitment drive for sales advisers is also under way.

The 2,000 sq ft state-ofthe-art premises have been specifically created to meet unprecedented demand from customers looking to buy their next car online.

Motorpoint revolutionised the way in which motorists bought their cars when it launched its online sales centre in Derby in 2000.

Today, Motorpoint receives more than 120,000 calls a year from people across the UK and Ireland.

Water way to raise money!

Dealers given a drenching Welcome to the wet (and VERY chilly) world of the ice bucket challenge. No-one’s safe!

I

t’s the chilly charity craze that’s taken the world by storm – and car dealers the length and breadth of the UK have been getting involved.

The ice bucket challenge has raised a massive amount of money for good causes in recent weeks as millions of buckets of freezing cold water have been poured over the heads of participants. Here at Car Dealer, we were alerted to our industry’s involvement when Ben Lowe at Burrows Toyota had not one but 20 buckets of water tipped over him on

THE FUTURE OF CAR AUCTIONING IS HERE. OUR TWIN AUCTION FACILITY IS WELL WORTH A VISIT.

AUCTION HALL

by DAVE BROWN @CarDealerDave

one Friday afternoon in August.

His colleagues were merciless as they repeatedly soaked him in the drive to raise money for Macmillan Cancer Support. As Burrows Motor Group’s video specialist, Ben recorded the event himself before uploading it to YouTube. He told us: ‘I worked on the video straight afterwards – and the challenge was unbelievably cold.’

Ben organises and presents walk-

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Umesh Samani has a splashing time... rounds and publicity films of cars made by the franchises Burrows works with, which also include Hyundai, Fiat, Mazda and Kia. He mainly works at the company’s sites in Sheffield, Wakefield and Barnsley.

Other dealers were hot on his heels.

Umesh Samani of Specialist Cars in Stoke-on-Trent was drenched in full

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RECALL

Spiders cause a Suzuki snag

Ben Lowe at Burrows Toyota is doused.

... as does Jonathan Dunkley. business attire, Jim Reid of Jim Reid Vehicle Sales in Aberdeenshire donned a Borat-style mankini for the occasion, and Jonathan Dunkley and James Dunkley were good sports at CarShop, which has outlets in Cardiff, Doncaster, Northampton, Norwich and Swindon.

Jonathan is the company’s CEO while James is business development director.

Jim Reid (and mankini) are drenched..

Watch the videos by scanning the QR code

..while James Dunkley is soaked.

MORE than 19,000 Suzuki Kizashis are being recalled in the USA and the root of the problem is SPIDERS! The Japanese car maker has had to issue the recall for cars built between 2010 and 2013 after it was discovered that the arachnids are being attracted to the vehicles’ exhaust pipes.

It’s there that they spin their webs and cause blockages – which lead to a build-up of negative pressure that could cause the petrol tank to deform, with the added risk of the contents catching fire.

Suzuki says it isn’t sure which species of spider is causing the problems or even why it is happening.

The recall was prompted after American highways officials received seven reports about the issue.

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DASHBOARD.

Sexy XE takes the fight With subtle menace and unmistakeable styling cues, Jaguar’s new compact saloon is on the prowl. Daljinder Nagra reports.

J

aguar has been waiting a long time to rinse the bitter aftertaste of the much-derided X-Type, but if there’s anything that will make buyers forget about the past, the brand-new XE saloon is it.

The new car is a clean-sheet design – not to mention the result of a £1.5billion investment – and Jaguar has capitalised on this to bring its own brand of comfort, refinement and driver thrills to the compact executive saloon market, all wrapped up in a stylish and cutting-edge package.

The XE represents a number of firsts for the big cat, chief among which is its range of new ‘Ingenium’ engines.

Designed in-house and set to eventually power a whole range of future Jaguar and Land Rover products, it will initially be seen in the XE in the form of a 2.0-litre turbodiesel, where it will join the 3.0-litre supercharged V6 from the F-Type. The range will quickly expand, with Jaguar aiming to introduce a new Ingenium engine every three to six months for the next three years.

The XE will also debut Jaguar’s new lightweight aluminium architecture.

The weight savings over conventional steel construction (some 27 per cent) not only bring about benefits to fuel consumption and the environment – 75 per cent of the metal used is

Optional powered boot lid is a first for the sector

recycled – but it also brings hope that the XE will live up to its promise of being the best driver’s car in the sector. Jaguar’s USP of a cosseting yet engaging driving experience has not been lost on this new model. Indeed, it’s what its makers believe will make the XE stand out among its peers.

Aiding this is a brand-new suspension set-up – racy doublewishbones at the front, a multilink set-up at the rear – which will bring that famed magic-carpet ride quality, with a harder edge when it’s time to play.

Drivers will also be aided by a host of electronic aids, chief among which is ‘All Surface Control’, which manages torque to the rear wheels for optimum traction on slippery surfaces. Do you have customers put off by Jaguar’s lack of four-wheel-drive offerings in the UK? They soon won’t be…

Of course, the XE wouldn’t be a real Jaguar without its seductive design language. With a long (and extraordinarily low) bonnet and a tight rear overhang, the brand’s styling DNA shines through, and the car exudes a subtle menace far

classier (to these eyes at least) than its foremost German rivals. Watch it walk out of showrooms.

The Jaguar XE will be produced at Jaguar Land Rover’s Solihull plant alongside the Range Rover Sport. Full price and specification details are to be revealed at the car’s public debut at the Paris Motor Show.

XE has the lowest drag coefficient of any Jaguar at 0.26CD

INTERVIEW Nick Miller Jaguar XE Vehicle Programme Director

��| CarDealerMag.co.uk

Firstly, just why is the new XE so important for Jaguar?

It’s so important because it’s going into a new market segment. Predominantly, Jaguar has been involved in the larger and more expensive market segments.

We’re now moving into the core medium sector. It’s a really big part of the market – around 1.520 million vehicles worldwide – and it’s such a huge market, we want to put a very

competitive product into it. It’s also a very competitive marketplace, which is why we’ve had to develop a huge range of technologies to go into this car to make it a standout vehicle.

What were your main objectives in the development of the XE? There were three big straplines we wanted to go for. In terms of the design, it had to be instantly recognisable as a Jaguar, it had to have those very svelte

looks and the performance orientation that Jaguars have traditionally had.

Then, in terms of driveability, Jaguar has got a reputation as a manufacturer of drivers’ cars, and this had to be exactly the same. Then in terms of better value, it had to be a more affordable Jaguar to open us up to a broader range of customers that traditionally we haven’t been able to provide for.

Jaguars are famed for their unique

to the Germans Remote smartphone control allows automatic heating and cooling, plus remote engine start in selected markets Laser head-up display provides greater clarity than conventional LCD items Lightweight cocktail of aluminium and magnesium for the body renders the XE the lightest car in class

‘Slipping fixings’ suspension links dislocate in the event of a knock, reducing the potential for expensive repairs

blend of comfort and engagement.

Was this a quality that you wanted to carry over to the XE, rather than focusing on a particular aspect?

Absolutely. Jaguars are expected to have a very smooth ride yet a very sporting driving experience, and that’s quite difficult to achieve.

Through the application of some of the technology in the chassis we’ve been able to do that.

Were any cars used as benchmarks in the XE’s development process?

Of course, we used the entire competitor set. Obviously there are three very famous German companies that make cars that are very competitive in this market area, and we used all of those as benchmarks. We didn’t single out a particular one.

What is your target demographic?

A 2.0-litre diesel and 3.0-litre supercharged V6 will be offered from launch

We don’t have a specific target demographic, but certainly, as it’s a more affordable car, we think it will be one that people who are a bit younger than our normal demographic will move into.

What is the car’s USP compared with its direct competitors?

I’d say it’s the blend of refinement, the fact that it’s a great-looking product, and the ride and handling.

editor’s view

Jaguar hasn’t got good form with baby cars – but that could change WHEN the axe fell on the X-Type – Jaguar’s last small sports saloon – in July 2009, it was met with a mixture of feelings.

It was a mixture because the car that had experienced so much scorn from the motoring press could finally disappear and die. Despite it selling some 350,000 units in its 10-year innings, being Jag’s best-selling model for much of its life and it being the car that debuted Jaguar’s first-ever diesel engine, the small Jag was viewed as just a ‘tarted-up’ Mondeo. It was a rep’s favourite dressed up with some shiny walnut cappings and soft leather fixtures. And the arrival of the new XF and XJ showed just how odd looking and unappropriately packaged the X-Type was.

This was allied to anger too. The axe fell some 12 months before it was supposed to, meaning Jaguar had no car to replace it with.

The decision also left 300 workers at the Halewood factory jobless.

Since then rumours of a new ‘baby’ Jaguar seemed to do the rounds on a weekly basis. Indeed, the term ‘baby Jag’ and ‘Britain’s 3 Series rival’ became clichés. But it wasn’t until last March that there was an official announcement from the British brand that, yes, it was indeed finally bowing to pressure to build a ‘3 Series beater’ and it was to be called XE. The importance of having a car to take on the 3 Series Bimmer won’t be lost on dealers. With the XF ageing quite quickly and no smaller car to offer, dealers haven’t been able to sway Germanobsessed buyers to buy British. If the XE is as good as we have told it will be, dealers could be in for some very good times ahead.

James Batchelor Editor

CarDealerMag.co.uk | 21

DASHBOARD.

Dealership apologises after customer’s shock discovery Mum-of-two said she felt ‘really let down’ by ‘regrettable individual error’

A

car dealership in Nottingham has apologised to a customer who claimed to have found a cannabis joint in her car after it had been serviced. Donna Connellan was horrified to make the discovery after her Vauxhall Zafira had been worked on at Evans Halshaw in the city’s Clifton Boulevard.

She told the Nottingham Post: ‘When I got the car back I just went to check everything was okay. I noticed a cigarette on the driver’s seat.

I don’t smoke so at first I thought it was a normal rollup cigarette. I picked it up and took it inside.’

Mrs Connellan showed the cigarette to her husband, Gary, and they Marsh_142x190mmAdvert_AW.pdf quickly worked out that it was

in fact a cannabis joint. The mumof-two told the Post: ‘We contacted the garage to tell them what had happened. I just felt really let down.

It’s disgusting.’

A spokesman for Evans Halshaw said the company had apologised to Mrs Connellan and that an internal investigation had resulted in disciplinary

1

18/12/2013

action being taken. He told the newspaper: ‘We have taken the appropriate steps to ensure that we do not have a repeat of this regrettable individual error.’

Car Dealer contacted Evans Halshaw but no-one was prepared to make a comment when we called.

12:32

INITIATIVE

RRG launches Motability site DEALER group RRG has launched a dedicated Motability site for its customers, to raise awareness of this government-funded scheme to improve mobility for disabled people.

Aimed at those with disabilities in the region, as well as their families and carers, RRG has created the dedicated Motability site www.rrgmotability.com.

The site provides in-depth information about how the Motability team can help people to get themselves a brand new car with lots of added benefits, as part of their disability mobility allowance, taking them through the makes and models available, so they can select the right car.

RRG said they will work with customers and take the hassle out of the process.

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DASHBOARD.

You can’t trust anyone in a suit!

At just 22 years old, James Lugger is already making a name for himself in the motor trade

I

t’s always good to chat to enthusiastic younger members of the motor trade – and Car Dealer caught up with James Lugger, right, sales manager of Ugborough Garages in Ivybridge, Devon, who explained how, at just 22 years old, he’s already making his mark.

How and why did you become a car dealer? From an early age I’ve always wanted to work for myself. I’ve done rubbish jobs in the past, working for other people, and it didn’t really work out because in my opinion all of my ideas were better than my manager’s! So, it was only logical that I opened a used car sales operation alongside my parents’ business, which is a 50-year-old servicing and repair garage.

What have been the biggest challenges?

Opening up was the biggest challenge. I had no training from main dealers or other garages. I had to learn it all myself. If I wanted to make money I had to learn, and I had to learn fast. It wasn’t just about sales technique that I needed to learn, it was about sourcing, valuing, preparations, and even legislation and advertising. I’d just come out

��| CarDealerMag.co.uk

of college where I’d been studying finance and business management. Whilst I was in college, I had various part-time jobs, which didn’t work out too well because I’m more of a leader.

How far has the business come since you started? I started this business four-and-a-half years ago when I was 18 or 19. I wanted to go to university but decided it wasn’t for me. I was really in at the deep end and learnt so much. It forced me to grow up fast and now it’s working out really well!

What’s the most rewarding part of your

job? The most rewarding part for me isn’t actually making money, although that is the best part, it’s how I make an impact on my customers.

I always get told I’m not a typical used car salesman. It’s all the comments and bits like that which are the most rewarding part of the job. A couple of days ago I got a text message through, and the exact words were: ‘Hi James. After visiting other garages I’ve decided I would like to go ahead with the purchase of your Zafira. Partly because of the car, but mostly because you were the nicest salesman today. Can I come over tomorrow to put down the deposit? Kind regards.’

Why do you think your customers like you so much? I always smile, always have a little joke. I’m also a really friendly person. I don’t wear a suit to work, because I don’t think you can trust anyone in a suit! And people just like me and trust me which is the most important part.

What advice would you give to young people looking to follow in your footsteps?

I probably wouldn’t advise it. It’s not a quick or easy way to make money at all. It took me two or three years to get into the black. It’s definitely a challenge and not as easy as it looks.

Around the world Dealer news from somewhere other than here

RUSSIA

IF the USA and the EU impose more sanctions on Moscow in light of the Ukraine crisis, Russia may retaliate by imposing tighter rules on car imports, says Reuters. Brands such as Mercedes-Benz, which has no factories in the country and has to import its cars for Russian buyers, will be the hardest hit, while car makers that build cars in Russia will not be affected as badly.

CHINA

CANADA

BOSSES at an Audi dealership in Calgary, Canada, have been left red-faced after a customer discovered a mechanic had taken his car home for the weekend. Chris Jackson couldn’t find his Audi S4 on the dealership’s car lot and was told by staff to ‘go home’ as they also couldn’t find it.

Jackson called the police, and it was discovered that a mechanic had taken the car on an ‘extended period’ to test the sat nav.

SOUTH AFRICA

KOREAN car manufacturer Hyundai has started production at its first new factory in South Africa. It will initially build medium-sized trucks before turning its hand to other vehicles. South Africa is number one in the continent for vehicle production and has plans to build some 1.2m vehicles by 2020.

INDIA

CAR makers Audi and Chrysler are set to be punished by China’s antitrust regulator – and the fine could be as much as 10 per cent of their annual sales revenue in the country.

The two companies are being investigated over complaints that foreign car makers were overcharging Chinese customers when it came to buying vehicles and spare parts. Experts say car makers have too much leverage over car dealers, allowing them to control prices.

THE CEO of car classified portal Cartrade.com has declared the number of used cars traded in the country will double in the next five years. Currently, some 2.5m cars are bought and sold a year, but the website boss thinks that the biggest growth in the marketplace will be in used cars for first-time buyers. He also expects growth in the luxury car market.

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CarDealerMag.co.uk | 25

FINANCE. SUPER PRICES

£1m premium over list price for LaFerrari FERRARI’S new hybrid supercar LaFerrari is commanding premiums of £1m over its £1.2m list price, according to research carried out

by Oracle Finance.

The exclusive 950bhp Maranello masterpiece was limited to just 499 examples and these all quickly sold out.

And that exclusivity has seen the price of the hypercar rocket with desperate buyers willing to pay almost DOUBLE to own a piece of the Italian car maker’s history.

‘It’s a buying frenzy out there at the moment for Ferraris and nothing demonstrates that like the million-pound premiums we’re seeing for the LaFerrari,’ said Oracle Finance managing director Peter Brook.

‘When you look at the prices of the Enzo, the exclusive hypercar that went before it, that has doubled in recent years from the £400,000 list price to close to £1m now.

‘But despite that rise, even we were shocked at the premium buyers are prepared to pay for the LaFerrari.’

The firm also found premiums of £300k and £200k were being paid for the McLaren P1 and Porsche 918 respectively.

��| CarDealerMag.co.uk

New FCA rules are of ‘big concern’ to UK’s car dealers Businesses warned not to bury their heads in the sand over regulations

O

ne in five dealers says FCA regulation is the single biggest challenge facing their business in 2014, according to a recent poll.

The survey, carried out by Close Motor Finance, quizzed more than 200 dealerships across the UK and found that concerns over compliance requirements were putting them at risk of losing their credit broker status.

The vast majority of those questioned in the survey (86 per cent) say that they plan to apply for full FCA authorisation when their interim permission expires.

For those not intending to apply, the biggest reason cited was a perceived lack of information or expertise to enable them to do so. Of those intending to apply, two fifths identified compliance procedures as an area of the application process they would require expert assistance with.

Close Motor Finance’s sales and marketing director, Paul Kaye (pictured), says that the FCA legislation is a daunting reality for many of their dealer partners and that there has been, and will continue to be, much effort and change required to adapt to the new regulatory landscape.

‘We recognise that this may be an unsettling and worrying period for

many of our partners, which is why Close Motor Finance is investing substantial time and cost into ensuring our account managers are trained in, and fully up to speed with, the new legislation which in turn will enable them to gently guide dealers through the process.’

He adds however that regulation need not be a burden and that, when managed properly, the changes forced by the new legislation can be leveraged for competitive gain.

‘Feedback from our survey indicates that the majority of application deadlines fall in the first quarter of 2015 so we would encourage dealerships to review and familiarise

themselves with the guidance now so there are no nasty surprises down the line. Our main message to dealers is to face the issue head-on as missing the application window means ceasing to legally operate as a credit broker.’

Kaye says that the Close Motor Finance survey revealed that 70 per cent of dealers sell more than 20 vehicles on finance per year so creditrelated activities form a significant part of their business.

‘Failure to comply with the new rules could therefore cost dealers dearly in terms of lost customers and revenue. With careful planning there is no reason why this should happen.’

Hampshire-based Moneybarn bought in £120m deal THE Hampshire-based sub-prime car finance provider Moneybarn has been acquired by Provident Financial Group for £120m.

In a statement, Provident said: ‘The acquisition of Moneybarn broadens the product offering to the group’s target customer base and creates a third leg of earnings that

complements the organic growth opportunities available to the group.

‘Moneybarn’s origination has been muted recently, given funding constraints, and this leaves scope for growth going forward.

‘The board believes that the business is highly scalable, given the strength of broker relationships and

market leading credit decisioning, combined with the strength of the group’s balance sheet.’

Peter Minter, managing director of Moneybarn, said: ‘Moneybarn is the UK’s largest non-standard vehicle finance company and this acquisition will help us realise significant profitable growth over the coming years.’

..in association with

DEALFINDER.

Latest finance deals on £99 CITY CARS

manual three-door Touch is available on a 4.9 per cent APR deal. And as it’s the car at the bottom of the range it does do without some of the more fashionable pieces of kit. But it’s packed with the essentials such as remote central locking, electric front windows, front and passenger airbags and MP3 connectivity.

The plan starts with a customer deposit of £2,102 which is then followed by 36 monthly payments of just £99.

Should the customer wish to keep the car at the end of the deal they’ll need to fork out £4,867, bringing the total amount payable to £10,532.99.

VOLKSWAGEN UP THIS is the Citroen’s biggest rival – the excellent little Volkswagen Up. Since it launched two years ago, it has become a firm favourite among UK buyers and has helped the German company regain its reputation in the city car class – ground it lost with the unsatisfactory Fox. VW has had a number of finance deals on the car – the latest of which is on the 1.0-litre Take Up. It’s a model that isn’t as well endowed with features in comparison to the C1 but it does have MP3 connectivity.

A deposit of £2,535.64 is needed to kickstart the deal and this is followed by 35

monthly payments of £99 at 7.6 per cent APR. £3,623.70 is needed to complete the finance deal, and along with other costs such as the acceptance fee (£125) and an option to final payment fee (£60) the total amount payable is £9,710.34.

HYUNDAI I10 DEALERS across the UK voted Hyundai’s dinky little i10 to be Car of the Year in Car Dealer Power 2014 – and it’s very easy to see why.

With stylish looks, great build quality

time is money

Don’t settle for a quiet life

CITROEN C1 IT’S the new contender – the Citroen C1.

We were impressed with the new French city car last month and Citroen has wasted no time in slapping an attractive finance deal on to the car.

We’re taking a look at entry-level motoring here but Citroen’s C1 VTi 68

Garside

and a reassuring five-year warranty, the i10 has won over dealers and customers with its great package.

The South Korean company is currently offering the 1.0-litre S on a tempting finance deal – and the S comes with electric front windows and useful MP3 connectivity.

Customers need to put down a deposit of £2,342.11 followed by 23 monthly payments of £99 at 5.9 per cent APR. The total amount payable comes to £9,240.61 after an optional final payment of £4,522.50.

E

very now and then, and it might be when I’m at work or simply relaxing at home, a certain set of questions goes through my head.

I ask myself the following: Have I achieved what I want to in my life? Have I travelled to the places I really want to visit? Am I on the correct path to achieve what I really want?

All these questions take some deep thinking, and I always remember a quote by Abraham Lincoln: ‘The best way to predict your future is to create it.’

In the motor trade, this go-getting mindset really helps a lot of good salesmen/dealers do well.

However, I have listened to a lot of comments recently from motor dealers saying, ‘It’s quiet.’

Hearing this made me feel like they were just sitting back waiting and hoping for an upturn in business.

In my opinion, we’re too quick to blame others or seasonality if things go quiet. In reality, we need to go out there, work harder and try new things!

I remember that many years ago, motor dealers said they had no time to invest in having a website built, or that it was too expensive and that newspapers and specialist car sales magazines were the best way to get business.

How wrong were they?

I’m sure that if the dealers who are saying it’s quiet really thought about it they could improve business levels easily, maybe by trying some new marketing campaigns, or investing some time and energy in improving their current ones. Maybe it’s as easy as a simple advertising change, signage improvement or even a full-blown website update.

If you are reading this and thinking, ‘I’ve been saying it’s quiet’ then go out there and do something about it! Remember: ‘The best way to predict your future is to create it.’

‘Are dealers sitting back waiting for an upturn in business?’

Who is Ben Garside?

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

CarDealerMag.co.uk | 27

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‘‘Your customers are using the IMI Professional Register as the place to find skilled, knowledgeable and competent automotive professionals.

Make sure you’re on the list.”

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big mike.

All Big Mike’s columns are on our website. Enjoy them here bit.ly/bigmike

Ian the gardener, and why you mustn’t judge a book by its cover T

hey say you should never judge a book by its cover – unless, of course, it’s a cookery book, or maybe one of those reserved for gentlemen and kept on the top shelf…

Yet it’s something we’ve all been guilty of.

And here’s why.

A few years ago, when my gammy leg started to get in the way of me shoving the old Qualcast around our lawn, I appointed a gardener to look after the more physical aspects of our gardens. Let’s call him Ian, largely because that’s his name.

Once every 10 days or so, Ian would come round to our house and spend a few hours mowing, trimming and generally making things look lovely and neat. He was a young-ish guy, no older than early 40s, and being a gardener was generally a bit grubby and largely underdressed. He wore battered brown boots with more mud on them than a potato field, had a couple of scary tattoos on his oversized biceps and spoke with a broad Brummie accent, as is the way round my neck of the woods.

Nice bloke, superb gardener and someone for whom I always made a cuppa if I was at home. Ian, as it turned out, was a big car fan with an almost anorak-like knowledge of facts and stats, especially about performance cars.

His transport of choice, like many patriotic Midlanders, was a Rover. In this case, an extremely dishevelled Maestro van with that horrible but indestructible Perkins diesel engine in it – it sounded like an explosion in a bottle factory, but nonetheless provided him with dutiful service for the eight years that he kept our landscape looking greener and posher than any of our neighbours’ gardens, which went down especially well with the good lady.

Fast forward a few years from our first meeting and a client of mine, Big Dave, found himself in a spot of bother.

Said bother involved him spending a couple of years as a guest of Queen Elizabeth II, and in order to pay off some of his unexpected dues, Dave asked me if I could take care of the sale of his car for him while he was indisposed.

The car in question was the very antithesis of the phrase ‘crime doesn’t pay’. It does. And it had paid Dave well enough to be the custodian of a Mercedes-Benz S55 AMG that he’d bought new for a princely sum somewhere north of six figures.

The book price of said motor was £65k, so I put it up at full whack – £64,950 ono, expecting it to fester around on my lot looking a bit stupid among a sea of (at the time) four-grand Vectras, Mondeos and Rover 25s. But no. Within

Big Mike Our man on the inside spills the beans on the car business...

two days of my ad going live, I got a call from a chap with a thick Brummie accent asking if I still had it, as he’d fancied one for a couple of years but couldn’t bring himself to pay full price for a new one. Could he come and view it, and would I be awfully put out if he came on a Sunday, as he worked six days a week.

Seeing the pound signs – not least because Dave had also asked me to look after the cash for a while as well – I agreed. So it was somewhat surprising to see a familiarlooking Maestro van parked outside my lot when I arrived there on the Sunday morning. Out stepped Ian. ‘What brings you to these parts?’ I enquired of him.

‘I’ve come to view a car – didn’t realise this was your lot,’ he replied.

Ian bought the Mercedes, and was a cash buyer, too. As we shared a cuppa after doing the deal, he told me a little of his life story. Apparently, he’d graduated from Birmingham

‘The Maestro van was a ruse to stop people taking advantage’ University with a Masters in economics and spent the next 11 years working in the City of London as a playboy banker.

During that period, he’d amassed enough cash to buy a six-bed detached in Solihull outright and build up quite a collection of performance saloons and hatchbacks.

But the interesting ethics and long hours of banking were enough to convince him to pursue his other real passion as a profession. Since he was a kid, apparently, Ian had loved trees and plants, and once he’d earned enough money to not have to worry about earning any more, he turned his hand to doing what he loved most. The Maestro van, apparently, was a ruse – to stop people from knowing he was loaded and taking advantage by paying late.

I recount this tale now because, once again, I have the S55 AMG on my forecourt and am handling a cash sale for the owner. He’s not spending time at Her Majesty’s pleasure, more spending time at his own, as he’s just set off for a round-the-world voyage on his yacht.

It’s worth a lot less now than it was then, though it’s still a lovely car. The first person to give me nine grand gets it, not least because my garden’s now overrun with weeds, and I need to pay a man to come and sort it all out!

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 terrific tales along the way.

CarDealerMag.co.uk | 29

STEAM ENGINE

THE WHEEL 3500 BC

1712

ELECTRICITY

ENVIRONMENTALISM

1752

1960’S

JET ENGINE

MOON LANDING

1930

1969

WE’VE BEEN MAKING HISTORY. JOIN OUR DEALER NETWORK AND SHARE THE SUCCESS. For forty years Mitsubishi have been making history in the UK and in 2013 we were the fastest growing car brand in the UK. Which is why we’re looking for new dealers to share in our success and help us continue to make history. It’s not exactly a tough decision. Sales of our new plug-in hybrid electric car are as impressive as the car itself. Backed by a high profile cross media campaign the new Mitsubishi Outlander PHEV has already exceeded sales targets.

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bAGGOTT.

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Is it time for Facebook to update its status to Car Company?

Y

ou’re young, incredibly successful and, like Pinky and the Brain (90s reference), intent on Taking Over The World. You’ve built one of the biggest brands in the universe from a dormitory at Harvard University and now have cash reserves greater than the GDP of most developing nations burning a meteor-sized hole in your company’s back pocket. So, if you’re Mark Zuckerberg, pictured below, the boss of Facebook worth reportedly $100bn, what do you splash out on next?

Well, Mr Z, let me lay down some options for you. First order a private Boeing 777. Actually, scrap that, go for an A380 because one deck is never enough. Then entice enough supermodels to work as crew on your new Roman Abramovich-belittling private cruise ship. I’m thinking something that would make the Queen Mary look pokey and you could even christen her the USS Status (cheesy, but you like that dontcha?).

Then urgently upgrade that VW Golf GTI of yours to a fleet of gold leaf and diamond encrusted Ferrari 250 GTOs. Because Maranello overlords will LOVE that. Once those vital purchases have been made, we need to chat, because I’ve got a business venture for you – you need to buy a car company.

OK, it sounds like a far-fetched business tangent for the Book of Face, but hear me out. Tech companies are absolutely swilling in cash and are desperately finding new ways of (wasting) spending it. Take Google for example. It’s blowing millions running internet cables under oceans to speed up the web by just milliseconds.

It’s frittered away gazillions on Google Glass only to give adventurous minicab drivers a replacement for their Bluetooth headsets. And it’s invested vast sums of cash – sums that would see most countries going cap in hand to the IMF for a bail-out – in a social network that no-one uses, no-one cares about and no-one likes (and I bet you can’t even name it). Yet Google still has some spare change to develop an autonomous car. Shame it stole the design from Little Tikes, but that’s another column altogether…

My point is, Zuckers (we’re buddies now), every now and then you need to make an impulse purchase like we do on eBay on a Friday night after three too many shandies – and I think a car company should be your Buy It Now. When you think about it, car companies have been trying for years to integrate social media functions into their cars. They know the first thing we do when we stop at a set of lights these days is reach for the phone and check our social media feeds. If you say you don’t you’re lying.

Integrating these functions in a car would be safer. Morally questionable, but ultimately safer.

But if Facebook was the driving force behind the car company in the first place, the possibilities of integration with its billion-plus users could be very powerful indeed.

Once driver and Facebook car – let’s call it the Facebook 1.0L(ike) – are connected, the network (and this is starting to sound a little bit Matrix) would be able to suggest local restaurant stops (thanks to likes from friends), cheap petrol stations doing two for one on Mars bars (thanks to promo ads on Facebook), while the sat nav could display the locations of your mates. Status updates about accidents could predict jams before they even appear. Selfies at the wheel could be automatically taken by pressing the horn and uploaded hands-free, Facebook messages read out.

Then there’s a whole new sales channel. Where better to flog the 1.0L(ike) than on Facebook itself? The platform is introducing buy buttons so users can purchase products

James Baggott ‘Status updates could *EDITOR’S NOTE: Why HAVEN’T YOU ACCEPTED MY FRIEND REQUEST YET?

predict jams before they appear’

directly through the site. What’s to stop the company’s new car being promoted there too?

Your friends could ‘like’ your new purchase, help approve your colour choices, help spec the equipment, ratify your alloy wheel option. Facebook Messenger could be used by the company’s Car Choosing Friends (sales people) to help guide you through the process, in your own time, in your own home, on your own terms. It’s starting to sound a little convincing isn’t it? OK, one small hurdle, what car company does Facebook buy? It could do a Google and start up on its own and build an adult-sized children’s toy-a-like. Or it could get serious and splash out big.

Aston Martin is for sale. But I palmed them off to Mercedes in a recent column, so someone else.

What about Tesla? Elon Musk must be getting bored by now and looking for his next project, like building a new planet or something. Maybe the two Super Geeks could pow-wow, exchange some zeroes on their bank balances and then we’ll get a smart, cool, affordable, superconnected electric car for the Facebook Generation?

Perhaps we will, or perhaps I just like spending other people’s money… Anyway, must dash, got a status update to make about shoe-horning a Pinky and the Brain reference into my Car Dealer column.

Who is James Baggott?

He’s the founder of Car Dealer Magazine and managing director of parent company @BlackballMedia, an automotive services provider. He now spends most of his time on Twitter @CarDealerEd and annoying the rest of us.

CarDealerMag.co.uk | 31

REAL DEALS.

Cult Clio is a true collector’s dream Much-sought-after super hot hatch is box fresh with just a few miles on the clock, says Becca Chaplin

I

t’s always a shame when a cult car, which was designed to be driven hard, surfaces with very few miles on the clock and the only buyers likely to take an interest are collectors who will lock it away again.

We’ve got to admit though, it did put a smile on our faces to see this Clio V6 in such pristine condition, when so many have been used to their full potential and driven into the ground.

Dealer Tom Blackmore suspects this particular specimen is a one-off and has priced it accordingly at £35,999. This might seem like a lot, but he’s willing to wait for the right buyer.

Blackmore told us: ‘I’ve had quite a few enquiries so far. But it’s a strongly priced car and I don’t expect it to sell quickly.’

So why is it so special? Because this Clio V6 is what you would call ‘box-fresh’. With just 1,100 miles under its belt, it takes you back to the summer of 2003 with a single glance.

Blackmore said: ‘It’s absolutely immaculate! The interior is, literally, like brand new and the outside is as close to new as you can get.’

Those in the know will recognise how common it was for steering wheels on Renaults of this era to wear badly, but Blackmore explains that there is no sign of that on this car.

Even the

This Clio looks as though it has been transported directly from the summer of 2003 ��| CarDealerMag.co.uk

tyres are the originals, stamped with the date 2003.

‘It’ll go to a collector,’ confirmed Blackmore. ‘Because if you wanted to buy one to use and put on 2,000 miles a year, you’d buy one that already has mileage.’

This car’s story has quite a gloomy start, which may have spurred Blackmore to ensure the Clio V6’s next owner treats it just as well.

He explained: ‘The car was sold because the owner died about four years ago, from what I was told. He had a small collection and when he died, this was the last to be sold.’

Luckily it found a safe pair of hands in Blackmore, from Divine Automotive in Knaresborough, who deals in rare cars. When he first came across it, he knew he had to have it.

‘It was up for sale online and I agreed a deal within about three hours.

‘I buy specialist cars and the fact that it was a one-owner car with 1,100 miles meant I knew that I had to have it. Anything rare with a build number is what I tend to go for.’

If you think you could be the next owner of this incredible car, it’s currently advertised on Pistonheads or you can contact Blackmore directly at Divine Automotive. [CD]

Advertisement feature

The next stage of consumer credit change – authorisation

Mike Britton, Motor Sales Director

As you may or may not know, Barclays Partner Finance is offering our dealer partners continued support through the current overhaul of consumer credit regulation.“Countdown to Change” is a communication series where we share useful tips to give you every advantage during this challenging period. Our previous issue helped our clients focus and navigate interim permissions. Now we explore the next stage of that authorisation journey.

There will be no “one size fits all” model The Financial Conduct Authority (FCA) is rolling out a more rigorous and varied approach to authorisations. This is known as full authorisation. Obtaining authorisation will be more complex than the interim permissions phase, including the application process and formal supervision. So compliance with the requirements from the FCA is critical for all firms.

Key areas to be considered

What else can we do for our dealer partners?

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Please take note of all of the following before filling out the permissions application form.

Scheduling – businesses will not be able to apply when it suits them. The FCA will notify them of their prescribed window in which to file.

Permission varieties – two types of permission are now available and firms must understand which licence is relevant for their business.

Regulatory activities – there are multiple types of regulated activity (e.g. lending, credit brokerage, debt administration, debt collection) and firms must understand which activities are relevant for their business.

Preparation – there is a lot to be done before starting the actual process; and filling out the application form itself. You will need to submit a significant amount of supporting documents that you will need to prepare in advance.

Application process – each business will need to outline the way in which it acquires new business. The FCA will be checking that good customer outcomes are embedded in businesses.

Fees – there are separate costs for the licence application and for the annual fee; licence fees vary depending on the licence type and other factors; the FCA is currently consulting on annual fees.

Reporting – businesses will need to report any income from consumer credit activities and also provide reports on any complaints received.

Responsibility to others – businesses must take reasonable steps to ensure that any third parties are complying with CONC standards (the new Handbook).

“...their Countdown to Change Programme has been invaluable in translating the legislation into practical guidance.”

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For more information about becoming a dealer partner and receiving a copy of the Countdown to Change newsletter, call the team now on 0844 811 7747.*

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*For BT business customers, calls will cost no more than 5.5p per minute, min call charge 6p (current at August 2014). The price on non-BT phone lines may be different.

Barclays Partner Finance is a trading name of Clydesdale Financial Services Limited, a wholly owned subsidiary of Barclays Bank PLC. Clydesdale Financial Services Limited is authorised and regulated by the Financial Conduct Authority (Financial Services Register number: 311753). Registered in England. Registered No: 2901725. Registered Office: 1 Churchill Place, London E14 5HP. CarDealerMag.co.uk | 33 BPF/C2CA/0814

��| CarDealerMag.co.uk

CarDealerMag.co.uk | 35

forecourt.

Nissan Pulsar Nissan Europe chairman Paul Willcox chats to James Batchelor about why the manufacturer has returned to the C-segment and why Pulsar is key to Nissan’s future European plans Why have you returned to the C-segment with Pulsar?

We had Almera and Almera Tino previously in Europe and we had a structured line-up in what was a more stable segment. That segment evolved over time and we took the decision to leave it. It was a very bold decision at the time – a lot of people were uncertain but it was absolutely the right decision to take an unconventional approach. Why have we returned? There are some key reasons.

Firstly, we have the conditions within the company to do it – we are far more financially stable globally to make the right investments now. If I’m being brutally honest, when we were launching Almera the company wasn’t in good health. Secondly, the car can lead off the back of a successful Qashqai as the Pulsar is leveraging the technology found in the crossover model. But, more importantly, there is a part of the market that isn’t open to crossovers or SUVs. We know that in the UK 18 per cent of the market is C-segment hatchback, not crossovers. We also know that two-thirds of customers who wish to move out of B-segment stop and choose a C-segment hatch. We also have plans to grow in fleet so we need this car.

How important is Pulsar in your model range?

Pulsar allows us to complete our model range and C-segment hatch was an obvious hole

in our line-up. If you look at our range, we are very strong in crossovers – Qashqai is a resounding success, Juke is another winner and we have just launched X-Trail. And then we have an almost parallel line-up of more conventional products and Pulsar will complement Micra and Note.

Pulsar’s clever safety systems are only on the high-spec version – will this put customers off?

We learnt a very good lesson with Qashqai – the high-end mix is 40 per cent! Qashqai rivals the Volkswagen Golf while Pulsar comes underneath and rivals the Kia Cee’d, Hyundai i30 and Toyota Auris. If we put all the equipment into all versions, we wouldn’t be able to sustain it with the price positioning. I suspect we will get a much richer mix with Pulsar.

Are there any other markets that won’t touch SUVs leaving you with holes?

I think we now have the line-up to cover our market share ambition in Europe (five per cent by 2016). You can keep chasing share by introducing more and more products but that doesn’t help you to drive clarity of the brand and profits. We now have our coverage right and Pulsar is probably the biggest part

of the jigsaw remaining to reach our target market share.

Could there be an estate version?

Estate versions of C-segment hatchbacks do very well in certain markets – take Germany for instance. We haven’t ruled it out but it isn’t in the current plan.

Nissan moved out of the C-segment and now it has returned because it has recognised an opportunity.

Are there any other segments Nissan thinks it could return to again? The D-segment for instance?

We took absolutely the right decision in leaving the D-segment. There were some very tough discussions about whether we should have replaced Primera – but I think it was right that we didn’t. New segments have emerged, crossovers have taken over a lot of the D-segment’s market and premium brands have polarised the D-segment – just look at the emergence of Audi. With the massive growth in brands like Audi and BMW, the rest of the sector is being compressed. I question the viability of Nissan operating in this segment, especially with the sales channel mix we would have to operate in. I don’t think we will be returning to this sector.

on test

It’s been eight years since Nissan fielded a C-segment hatchback – but now the firm

What is it?

Ask any Nissan dealer if they remember the Almera hatchback and they’ll reply how great it was that the Japanese firm took the bold decision to axe it back in 2006 and replace it with the Qashqai crossover. It was just too beige in a world of edgy Focuses and quality Golfs. But, nearly a decade later, it’s back. Well, Nissan’s C-segment hatchback is. Sporting a new name and stuffed full of Nissan’s clever safety and technology from the Qashqai, the Pulsar aims – in the words of Paul Willcox, above – to ‘plug a gap’ in Nissan’s product offering. It arrives this autumn straight into the maelstrom that is the profitable C-segment. Its USP? It has the largest rear legroom in the class, rivalling D-segment cars for space, ��| CarDealerMag.co.uk

and is generally far roomier than its closest rivals.

What’s under the bonnet?

Well, for the moment, there’s just a petrol and a diesel and both will be familiar to Nissan dealers.

The petrol is the 1.2-litre turbocharged unit as used in a variety of recently-launched Nissans, and packs 113bhp and 190Nm of torque. It’ll return 56.5mpg on the combined cycle and emit 117g/km of CO2.

Meanwhile, the 1.5-litre diesel boasts just 108bhp but it emits 94g/km of CO2 and will return 78.5mpg. Both will come with a six-speed manual or an XTronic automatic

transmission (available from November) while early next year will see the arrival of a 188bhp 1.6litre turbocharged petrol.

What’s the spec like?

The Pulsar doesn’t scrimp on standard kit. Visia kicks off the range at £15,995 and it comes with 16-inch alloys, a five-inch colour screen in the instrument binnacle, Bluetooth, steering wheel audio controls, electric mirrors, cruise control, air conditioning and ‘Active

INSIDE

It’s all very familiar with some Qashqai-like details. But it’s been built to a price and there are some scratchy plastics that are a little too close to hand

LOOKS

Pulsar clearly poaches design cues from Qashqai and Juke, but from some angles it can look bland compared with its nearest rivals

the knowledge

ENGINES

Just two engines to choose from at present – one petrol and one diesel. The latter will mostly appeal to fleets while both will appeal to private buyers

is back. Has it been worth the wait?

Trace Control’ (this brakes the inside wheels during cornering, helping to cancel out understeer). Acenta kicks in at £17,645 and adds Forward Emergency Braking, auto wipers and lights, keyless start, dual-zone climate control, auto dimming mirror and a leather steering wheel and gearknob, while n-tec starts at £18,995 and adds 17-inch alloys, LED day-running lights, Nissan’s Connect 2 multimedia system, privacy glass and a reversing camera. The range tops out with Tekna from £20,345.

What’s it like to drive?

We only got behind the wheel of the 1.5-litre diesel version and the engine is a good fit for this type of car – it provides decent performance allied to reasonable fuel economy and is quiet on the move. Customers

expecting Nissan’s new C-segment hatch to handle like a Focus will be sorely disappointed – it’s a respectable drive that is neither fun nor dreadful.

What do the press think?

Ollie Kew, of Auto Express, said: ‘We can’t argue with the amount of space on offer but disagree that Pulsar has ‘‘athletic design features’’.’

WHat do we think?

If Pulsar does anything, it shows how accustomed we have become to Nissan building excellent cars – and unfortunately the Pulsar just isn’t excellent.

It’s perfectly reasonable and would score ‘generally satisfactory’ in its end-of-year exam. That’s fine for some customers in the UK, just not us.

Model: Nissan Pulsar dCi 110

Tekna Price: £21,945 Engine: 1.5-litre, turbocharged

diesel Power: 108bhp, 260Nm Max speed: 118mph 0-60mph: 11.5s MPG (comb’d): 78.5 Emissions: 94g/km Residual values (three years):

tbc

target buyers:

The sales split is likely to be fleets (60 per cent), private buyers (40 per cent)

the rivals:

Hyundai i30, Kia Cee’d, Toyota Auris, Ford Focus

Key Selling Points: 1. Latest Nissan styling cues 2. Full suite of safety tech 3. Economical diesel engine

Deal Clincher: Not only does it have the best rear legroom, it’s also far roomier overall than most rivals CarDealerMag.co.uk | 37

forecourt.

Renault Twingo INSIDE

Spacious, simple and comfortable. Includes smartphone mount so buyers can use their phone sat nav

the knowledge

Model: Renault Twingo

SCe 70 Play Price: £9,995 Engine: 1.0-litre, four-cylinder,

petrol Power: 69bhp, 91Nm Max speed: 94mph 0-60mph: 14.3s MPG (comb’d): 62.8 Emissions: 105g/km Residual values (three years):

tbc

LOOKS

Tiny engine-less nose, minuscule overhangs front and rear and lots of colour options and sticker packs available

target buyers:

on test

the rivals:

What is it?

Youngsters looking for a car that’s stylish, fun and affordable Toyota Aygo, Skoda Citigo, Hyundai i10, Fiat 500

Key Selling Points: 1. Stylish and practical 2. Well-equipped for price 3. Many personalisation options to suit buyers’ tastes

Deal Clincher: No engine up front means a tight turning circle – the tightest in its class ��| CarDealerMag.co.uk

Is the radical rear-engined Twingo sassy enough to win the hearts The Renault Twingo is a quirky city car, which offers a hearty dose of practicality on the inside along with funky styling on the outside. This new model definitely shares the original Twingo’s sense of fun, but where the 2014 car really differs is when it comes to what is – or rather what isn’t – under the bonnet; Renault has shifted the engine from under the bonnet to underneath the boot floor and, unusually for a city car, it’s the rear wheels that are powered.

What’s under the bonnet?

Buyers can choose from two threecylinder engines – a 1.0-litre with 69bhp and an 89bhp turbocharged 0.9-litre. The 1.0-litre takes 14.3 seconds to reach 60mph and returns 62.8mpg and 105g/km of CO2. The 1.0 ‘Stop & Start’ sees economy climb to 67.3mpg and CO2 drop to 95g/ km. The 0.9-litre engine, however, requires just 10.8 seconds to sprint to 62mph, although economy is strong at 65.7mpg. CO2 emissions stand at 99g per km.

Expect buyers to need help locating the engine; it’s hidden below a metal lid under the carpet in the boot.

What’s the spec like?

Renault has stuffed the Twingo with lots of standard equipment, even in entry-level Expression trim at £9,495.

Bluetooth, a digital radio, four airbags and a hill start assist system are standard on all models, as is remote central locking, a speed limiter and split folding rear seats.

For a £500 premium buyers can opt for Play specification, which adds

Renault UK MD Ken Ramirez chats to Christofer Lloyd.

He explains the new Twingo’s major changes and why the 2014 car is a step up from the previous model The new Twingo is a radical change from its predecessor. What’s the story behind that?

The engine in the rear itself isn’t a purpose, the purpose is the benefits that can only be achieved with the engine in the rear, so it was a means to provide the benefits to the user.

What’s the key feature that will make this car more successful than the old car?

In essence, the Twingo is a revolutionary, groundbreaking technology- and feature-rich vehicle for the A segment. It’s a fun car with a lot of equipment. Other brands introduce a lot of technology in their higher segments only. We’re doing the opposite. Twingo will be the first Renault with a number of features. As I say, the rear engine in itself isn’t a feature, it’s a means to an end, not an end in itself.

UNDER THE BONNET

Well, there’s very little – the engine is in the rear. Turbocharged 0.9-litre beats 1.0-litre for power, but 1.0 is more pleasant to drive

Is there any scope for a smaller Dacia that could share some components with the Twingo?

There isn’t anything official yet. There’s always this kind of discussion happening. We have seriously been looking at a smaller Dacia. It isn’t because of sharing with Twingo though. It would be its own model. Dacia is primarily its own development.

So you wouldn’t expect a small rearengined car with this format?

I would not. But I can’t say it will never happen.

Maybe years from now. There isn’t talk about that now. I think there is a very good argument for a smaller Dacia, but that would not be Twingo-based or even resemble anything like the Twingo.

Is there a projected allocation for the Twingo?

No, nothing at the moment. We are just opening

orders in the UK. We will start deliveries in September. It is a ramp up, so you will not see a lot of deliveries to customers throughout the rest of this year, just because of supply. We are very intentionally doing this to open orders. Right-hand drive is going to be ramped up at the same time as the rest. We are prepared to be at Twingo I and II peak levels. So we have capacity to do that, once we ramp up production.

Will servicing costs jump up because of having a rear engine and having to lower it for servicing?

We have done some analysis on this; the overall cost of ownership is lower. As an example, the amount of oil used in this engine is significantly lower than the previous one. Yes, you do have some complexities with the rear engine, but you don’t have to do all this major work on it. The extent of the service itself is a lower parts and labour total. The cost of ownership is lower than the previous one.

Is there a sports model on the cards?

We are definitely looking at this. There isn’t a fixed plan yet. I don’t think you can exclude it at this point, it seems an interesting proposition. There is nothing concrete though.

Is there any scope for larger models having rear engines?

The benefits that you get in a small vehicle from a rear engine as a means to an end are not the same as you can achieve in a larger vehicle, or you can get those benefits without having to use an engine in the rear. We don’t really see that the format is the beginning of a trend.

of style-focused city car buyers? driver’s seat height adjustment, manual air conditioning and different wheel trims for the steel wheels.

Dynamique costs an additional £1,000 and gives customers cruise control, front fog lights and a lane departure warning. Other additions include 15-inch alloy wheels, electric heated wing mirrors, a leather steering wheel and gear lever, and a rather questionable pinstripe along the car’s flanks.

What’s it like to drive?

With its rear engine and rear-wheel drive, buyers may notice that the Twingo corners more confidently than some other city

cars. The 0.9-litre motor pulls strongly and provides a good spread of power, although the less powerful 1.0-litre motor is smoother and more than nippy enough for most city car drivers. The Twingo also has a smooth, though firm, ride.

WHAT DO THE PRESS THINK? Car Buyer said: ‘The new Renault Twingo is a goodlooking, quirky, but practical, city car.’

WHAT DO WE THINK? The new Twingo is a convincing city car. It looks stylish, the interior is chic and simple to use while quality seems high. The boot is large, the interior is spacious and prices are keen, with a strong standard specification on all models. Overall, it’s a city car that makes a stronger case for being a family’s only car than many rivals. Of the two engines, the 1.0-litre motor is sweeter than the 0.9, although buyers should be very happy with either.

CarDealerMag.co.uk | 39

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forecourt.

INSIDE

The interior looks good and feels well built, with nice details such as matching stitching across seats, dash and doors

LOOKS

The high-rise Active Tourer is no beauty queen but instantly looks like a BMW thanks to trademark design details

ENGINES

BMW 2 Series

At launch a 2.0-litre diesel and 1.5-litre petrol are available. More powerful petrols and two more diesels will follow

It’s BMW’s first production front-wheel-drive car ever... and its first MPV. Has it pulled it off successfully? Chris Lloyd reports What is it?

What’s the spec like?

The Active Tourer is an MPV that’s of similar length to the BMW 1 Series hatchback but has a bigger boot than the 3 Series Touring and more rear legroom than the 7 Series. This new model is front-wheel drive, which frees up space in the cabin, though several xDrive four-wheel-drive models will also be available.

It’s available in four specifications: SE, Sport, Luxury and M Sport. Even the entry-level version at £22,150 has an automatically opening tailgate, dualzone air conditioning, rear parking sensors and three-piece folding rear seats. Also standard is a digital radio along with automatic lights and wipers and an ‘Emergency Call’ system. Sport models gain 17-inch alloys, sports seats and LED ambient lighting for a £1,250 premium.

Luxury models feature leather seats, chrome exterior bits and wood interior trim for an additional £2,000 over SE models. M Sport cars weigh in at £3,000 more than SE versions and add a body kit, 18-inch wheels and sports suspension.

What’s under the bonnet?

Two engines are available from launch: The 218d 2.0-litre diesel and the 218i 1.5-litre petrol. The diesel produces 148bhp and gets to 60mph in 8.7 seconds, while combined fuel economy stands at 68.9mpg.

Though the petrol motor may be small it is turbocharged, as with the diesel, giving it 134bhp. Claimed fuel consumption is 58.9mpg, with the 218i needing 9.1 seconds to get to 60mph. Later in 2014 a more powerful 225i will be launched with xDrive four-wheel drive and a 220i petrol and less powerful 216d and 220d diesels.

What’s it like to drive?

The 218i and 218d that we drove felt subtly different. Where the diesel had very heavy steering and a firm ride, the petrol had slightly lighter steering and a bit more compliance

in its suspension. Bumps on the road are noticeable – and audible – in both cars, with the set-up feeling particularly firm for a family car.

Drivers who place comfort above all else will find a smoother ride in rivals’ cars – such as the VW Golf SV – though the Active Tourer does offer good handling in exchange.

WHAT DO THE PRESS THINK? Auto Express said: ‘The 218i offers great levels of comfort, practicality and efficiency.’

WHAT DO WE THINK? The Active Tourer is a mixed bag for BMW. Here is an upmarket – and suitably pricey – car that offers a lots of space, a plush interior and strong engines. However, the one major flaw that could put off buyers is the firm – sometimes harsh – ride. Consequently, this is a car that potential buyers will want to try before they buy, but the Active Tourer is worth a look.

the knowledge Model: B MW 218d Active Tourer

Luxury (Sport automatic) Price: £27,110 Engine: 2.0-litre, four-cylinder

diesel Power: 148bhp, 330Nm Max speed: 127mph 0-60mph: 8.9s MPG (comb’d): 68.9 Emissions: 109g/km Residual values (three years): 41 per cent

target buyers: Large families or those seeking a spacious, sharp-handling car with a big boot.

the rivals:

Mercedes B-Class, Volkswagen Golf SV, Citroen C4 Picasso

Key Selling Points:

1. Well-made cabin 2. Strong performance 3. Sharp handling and steering around corners

Deal Clincher: Prices may be high but the entry-level SE probably has all the kit most buyers will want CarDealerMag.co.uk | 41

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CarDealerMag.co.uk | 43

FEATURE. hot hatch MEGA TEST

pocket rockets There seems to be no stopping manufacturers creating racy editions of their best-selling small cars at the moment.

James Batchelor, Rebecca Chaplin and Danielle Bagnall round up this season’s top players

kia pro–cee’d gt Page 58

ford fiesta st

peugeot 208 GTi Page 54

Page 46

Audi S1 quattro Page 56

��| CarDealerMag.co.uk

PICTURES: dave smith

citroen DS3 cabrio RACING Page 52

suzuki swift sport Page 50

Renaultsport CLIO 200 Page 48

A

nother year and yet more small performance machines. The sector which saw massive growth last year has seen two new contenders enter the fray.

First up is the Citroen DS3 Cabrio Racing. With 207bhp and a fabric roof, Citroen has cross-pollinated its limited-series DS3 Racing hatch with the snazzy Cabrio model to create an even more special edition.

Then there’s the S1 from Audi. It may be late to the party but the German giant is known for not doing things by halves – hence why 231bhp and four-

wheel drive has been shoved into the S1. Although larger – and technically from the class above – the Pro-Cee’d GT is further proof that the South Korean firm is distancing itself from its dreary image it has carried around for years. Could just 201bhp and Golf GTI-like styling cues be the order of the day?

For a baseline, we’ve brought together some of our old favourites and, for the first time in a Car Dealer group test, we have Renaultsport’s Clio 200. Let’s see what’s hot and what’s not.

CarDealerMag.co.uk | 45

FEATURE. hot hatch MEGA TEST YOUR VIEW The ST is a great package with stunning looks, equally impressive drive and the latest SYNC technology. Buyers have been equally impressed with the design, performance and low running costs and the feedback we’ve had so far has been extremely positive. The Fiesta is our most popular car in the Ford range and the ST is ideal for so many different drivers – a winning combination.

Stephen Hendy, Hendy Group

THEIR VIEW The phenomenal success and demand for Fiesta ST has outstripped even our expectations.

With customers heavily favouring the higher specification – in its first year over 90 per cent of sales were for ST-2 – we launched ST-3 this year, giving access to the highest levels of luxury and convenience available on Fiesta, with the razorsharp handling dynamics and performance of ST. Thomas Ginsberg, Fiesta ST product specialist, Ford of Britain

ford fiesta st key facts

£20,675 Most expensive car possible (including options)

80 More than 80 per cent are paid for with Ford Options finance

Spirit Blue

Most popular colour is Spirit Blue

OUR VIEW WHEN it comes to hot hatches, there was always going to be one that surpassed all the others.

A quick survey of the Car Dealer office and it seems the Ford Fiesta ST is undeniably the Dealers say customers are trading people’s favourite. in Focus STs and Fiesta Zetec Ss for This is the fastest Fiesta ST yet, which comes brand-new Fiesta STs with a 1.6-litre EcoBoost engine and 178bhp. Ford has dedicated plenty of R&D money to creating The percentage this and you can tell that from the build quality of all Fiesta STs and, most importantly, the drive. Even though it’s made are bought got 21bhp less than its rivals, it’s still the quickest

by UK customers on paper to 60mph.

The ST was the most forgiving by a mile. It has the confidence factor. There’s having fun with a car and then there’s putting it in a tree. We 80 per wouldn’t want to promise you wouldn’t do that in cent of all the ST but you can really throw it in the corners Fiesta ST without a worry. customers It’s not the most practical car when it comes are male to everyday living, however. Hard suspension on Molten Orange country roads can be a bit tough on your spine Most expensive colour but when you get some clear space to manoeuvre option costs £725 the results are well worth it.

The Fiesta ST is still the class leader in terms of Total number fun and price.

50

the knowledge Model: Price: Engine: Power: Max speed: 0-60mph: MPG (comb’d): Emissions:

Ford Fiesta ST-3 £20,020 (as tested) 1.6-litre turbocharged petrol 178bhp, 290Nm 139mph 6.7s 47.9 138g/km

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25-35 Average age of a customer

8,438 of cars sold in the UK (April 2013 – July 2014)

£275

Cost of the most expensive wheels. It’s part of the ‘Style Pack’ which includes illuminated scuff plates and red brake callipers

there was always going to be one that surpassed all the others

CarDealerMag.co.uk | 47

FEATURE. hot hatch MEGA TEST YOUR VIEW The Clio Renaultsport 200 Turbo is a great hot hatch that oozes sophistication alongside sporty capability. It offers a smooth ride, is agile, quick and more than capable – which makes it great fun to drive. For these reasons, we have had no problem selling these cars, and its class-leading dynamics combined with impressively reduced fuel consumption only continue to add to the appeal of this versatile vehicle.

David Munton, franchise manager, Arnold Clark Automobiles

THEIR VIEW THE Clio Renaultsport 200 EDC combines a new turbocharged 200bhp 1.6-litre engine with an innovative dual-clutch gearbox. With three Renaultsport driving modes available – Normal, Sport and Race – paddle shift, launch control and the on-board monitor telemetry system, Renaultsport has created another hot hatch that is in its element on the track and on the road.

Sophie Richard, Renault Clio product manager

OUR VIEW FOR many years, the Renaultsport iteration of the humble Clio hatchback was the class leader.

It traded on unadulterated driving thrills and a simple concoction of a normally-aspirated 2.0-litre engine, a fine-handling chassis, sharp steering and between 172 and 200 brake horsepower under its humdrum bonnet.

But, like its customers, the Clio RS has grown up. It now sports five doors and a turbocharger, making it more practical and cheaper to own than ever before. There’s a comfortable pair of sports seats up front and a paddleshift gearbox with an automatic setting for stress-free commuting, too.

And you can forget the scratchy dashboard plastics and spartan levels of kit associated with the old RS Clios because this new one is properly screwed together. The car even pumps noise into the cabin through the speakers. It means owners can make their 200 sound like a ’60s Renault Gordini or a 2009 Nissan GT-R. All of this has reduced the raw, fizzing energy the old RS Clios had in spades, but the new one looks the part and appeals to a wider spectrum.

Good news for dealers – less so for the hardcore enthusiast. But some things never stay the same...

the knowledge Model: Renaultsport Clio 200 Turbo EDC Lux Price: £21,835 Engine: 1.6-litre, turbocharged petrol Power: 197bhp, 200Nm Max speed: 143mph 0-60mph: 6.5s MPG (comb’d): 44.8 Emissions: 144g/km ��| CarDealerMag.co.uk

all of this has reduced the raw, fizzing energy the old RS Clios had in spades

RENAULTSPORT Clio 200 turbo key facts

£23,950

It takes 26 hours to build a Renaultsport Clio Turbo

Glacier White

Most popular colour option

Most expensive car possible (including options)

Liquid Yellow

Most expensive colour option – £1,300

42 Average age of a Clio Sport RS customer

Cars part-exchanged at dealers include the Honda Insight through to a BMW 7 Series

6

Percentage of customers who are of unknown gender*

Top-selling countries are: France (1), Japan (2), Australia (3)

513

Total number of cars sold since 2013 launch

Top-selling UK dealers are Ness Motors, Arnold Clark and Harratts

*According to Renault data! Male/female split is 73/21

CarDealerMag.co.uk | 49

FEATURE. hot hatch MEGA TEST YOUR VIEW THE Swift Sport has a bit of an edge. Looks good inside and out, it is tremendous value and very well equipped. The car offers excellent feedback from the steering and chassis and the engine is very responsive - always exceeding customer expectations. It has to be test-driven every time, it goes a long way to selling the car.

Robin Appleyard, managing director, Colin Appleyard Ltd

THEIR VIEW THE Swift Sport is the performance flagship of the Swift model range. While its performance is not as extreme as some competitor hot hatches, the Swift Sport stays true to the standard Swift’s DNA of lightweight agility, 100 per cent usable performance and great value for money. The result is a fantastically fun to drive but equally comfortable hatchback, offering a very high equipment level and affordable running costs at well below £15,000.

Ed Norman, product and planning manager

OUR VIEW THERE’S an elephant in the room. Among the swoopy three- and five-door models with their adept flappy-paddle gearboxes and potent turbochargers, there’s this – the Suzuki Swift Sport.

With just 134bhp on tap and a normallyaspirated 1.6-litre petrol under the bonnet, this is the most conventional hot hatch here. Some would even argue it’s more lukewarm than piping hot.

There’s little point in saying that in this company it’s slow. In comparison to the others, the Swift Sport takes a desperate 8.5 seconds to get to 60mph. And because there’s no turbo, frenzied tugs at the gear lever are what’s needed to keep it on song. Top whack is just 121mph for heaven’s sake.

But if you look at this car through these kind of statements, you’d be missing the whole point.

Getting behind the wheel of this car and grabbing it by the scruff of its neck is sheer bliss.

It’s what old hot hatches used to be about.

And because it doesn’t rely on clever gizmos, throwing it around an empty track reminds you what a sporty hatchback is about. And that’s making you smile.

the knowledge Model: Suzuki Swift Sport 1.6 Sport 136 5d Price: £14,499 (as tested) Engine: 1.6-litre, petrol Power: 134bhp, 160Nm Max speed: 121mph 0-60mph: 8.5s MPG (comb’d): 44.1 Emissions: 147g/km ��| CarDealerMag.co.uk

The Swift Sport is what old hot hatches used to be about – fun

suzuki swift sport key facts

ÂŁ15,995 Most expensive car possible (including options)

95

Number of units sold in a month

Cool White Pearl Metallic

Most popular colour

Most cars part-exchanged are B-segment hatchbacks

32

The percentage residual value after three years and 60,000 miles

Japan buys more Swift Sports than any other country

23

Percentage of returning customers

95

Number of units sold a month

30 Percentage of Swift Sports sold using Suzuki Finance PCP

1,170

Total number of units sold between August 2013 and July 2014

CarDealerMag.co.uk | 51

FEATURE. hot hatch MEGA TEST YOUR VIEW A CITROEN enthusiast, who already owned a DS3 DSport 155, came into our showroom the same day DS3 Cabrio Racing was first shown as a concept. When the news broke that 10 cars were coming to the UK, our sales manager contacted the customer. He placed an order immediately and is delighted with it. He’s already taken it to the Citroen Conservatoire in Paris!

Tim Syson, sales executive, Richmond Citroen

THEIR VIEW THE ultra-limited edition DS3 Cabrio Racing draws upon our rich history of motorsport success to create a very special range-topping version. From the responsive turbocharged engine, supportive bucket seats and real carbon-fibre trim all the way to the rasping twin exhausts, every inch of the car has had the fun factor turned up to 11. The best bit? At the touch of a button the roof opens wide, letting that exhaust note and the sunshine in!

Alastair Fairgrieve, DS3 & DS3 Cabrio product manager

OUR VIEW OKAY, we’ll come clean – the DS3 Cabrio Racing is not a hatchback. But it is hot and to hell if it doesn’t have a lift-up tailgate – this is one of the spiciest cars the French firm has ever made.

And one of the rarest. When Citroen first brought the DS3 Racing hatchback to the UK a few years back it only imported 200 and they quickly sold out. With a colour palette of either black and in-ya-face orange details or white with moody black bits, it was a hit. So you would have thought that for this second incarnation Citroen would be bringing, say, 2,000 to these shores?

No. Just 10 I’m afraid. Out of a total production run of 100 units. And they’re all sold. They all come in this boy racer matte grey with a pinky-red stripe down the side and all cost £29,305 – and that’s a couple of grand less than a BMW M135i.

But this car, tuned by Citroen Racing (the people who helped Seb Loeb win nine WRC titles), appeals to those who feel the Fiesta ST is a little too serious and commonplace. It’s a fun thing to drive though – there’s plenty of lift-off oversteer and frantic steering wheel swirling, but unlike all the other cars here it can turn into a true boulevard cruiser.

the knowledge Model: Price: Engine: Power: Max speed: 0-60mph: MPG (comb’d): Emissions:

Citroen DS3 Cabrio Racing £29,305 1.6-litre, turbocharged petrol 207bhp, 275Nm 146mph 6.3s 44.1 149g/km

��| CarDealerMag.co.uk

citroen DS3 cabrio RACING

2

key facts

The DS3 has two World Championships to its name

to hell if it doesn’t have a lift-up tailgate – it’s one of the spiciest CITROENS EVER

10 Number of DS3 Cabrio Racings sold in the UK

Moondark Matte Grey

le The only colour availab

100

The Citroen DS3 Cabrio Racing is considered to be the world’s first hot hatch convertible

Total number of DS3 Cabrio Racings made

67,849

Number of DS3s sold in the UK so far

The DS3 is named after the legendary DS of 1955 CarDealerMag.co.uk | 53

FEATURE. hot hatch MEGA TEST

In a fair fight it would surprise most with just how capable it is

��| CarDealerMag.co.uk

PEUGEOT 208 GTI key facts

£20,250

YOUR VIEW The New Peugeot 208 GTi is a real return to form for Peugeot in the hot hatch arena. We are seeing a new, younger profile of customer enquire about 208 GTi, and once they experience the vehicle the feedback on the performance and specification levels has been exceptional.

Chris Theobald, general manager, Robins and Day, Chiswick

Average spend on a 208 GTi

Satin White

Most popular colour is Satin White

47 The average age of a 208 GTi customer

THEIR VIEW Peugeot has made its mark with an exceptional history of hot hatchbacks. The marque’s DNA has the best genes for creating the modern performance GTi, 208 GTi is a playful and chic hot hatch; a contemporary interpretation of the legend that is a Peugeot GTi. Mark Blundell – head of Peugeot product and planning

OUR VIEW

Most popular part-exchanges include the Peugeot 207, 308, Ford Fiesta and BMW 1 Series

17

The most expensive wheels are 17inch Carbone with Aluminium personalisation

The UK and France equally buy the most 208 GTis

68 Percentage of conquest customers

79 per cent of 208 GTi customers are male

500 The number of units built every day

2,782

Total number of 208 GTis sold so far in the UK

IT LOOKS like Peugeot has successfully regressed to its GTi roots with this model. It’s edgy, mean and has that ‘boy-racer’ – if slightly feminine quality you want from a hot hatch.

What are the key credentials for a hot hatch?

Speed, handling and, most importantly, fun. For us the Peugeot 208 GTi is a winner because it has oodles of all those things.

To look at, you’d suspect there’s something different about this model but the 208 GTi wouldn’t exactly stand out in a crowd.

It’s understated but when you step inside there are the red highlights on the interior, which suggest you should be getting excited.

The overall look is sporty but it feels more comfortable than most sporty hatches – and that’s what makes the 208 GTi stand out.

It’s not like the other hot hatches. Peugeot has taken the 208 GTi in a different direction to the others, creating a softer ride that’s more practical for everyday driving.

Don’t be fooled, though. This is no fake GTi with some fancy trim and no real bite. When you put your foot down there is still everything you’d want from the 200bhp engine. And on top of that the handling is fantastic. In a fair fight it races through the gears and would surprise most with just how capable it is.

the knowledge Model: Price: Engine: Power: Max speed: 0-60mph: MPG (comb’d): Emissions:

Peugeot 208 GTi £19,395 (as tested) 1.6-litre, turbocharged petrol 200bhp, 275Nm 143mph 6.6s 47.9 139g/km CarDealerMag.co.uk | 55

FEATURE. hot hatch MEGA TEST YOUR VIEW THE S1 brings all the excitement and desirability of the ‘S’ badge to a new audience, which will not only appreciate its sensational pace and quattro all-wheel-drive tractability but also its huge array of customisation options. This is a great choice for those who want to enjoy the spirit of the Audi S models in a more compact, city-friendly format.

Scott Macdonald, sales manager, Aberdeen Audi

THEIR VIEW WE set the stage with the mighty limited edition A1 quattro back in 2012, and I’m delighted that we now have a full series production S1. The S1 is the most powerful of its kind, and thanks to uniquein-class all-wheel drive it’s arguably the most agile. It’s a hugely compelling drive, and because it combines all the familiar A1 virtues with 40mpg potential it’s also a tremendous ownership proposition.

Chris Batty, product manager for A1 and A8

OUR VIEW AUDI’S baby A1 has been on sale for the past four years but only now has a sporty variant arrived – not only bolstering up the A1 range but also presenting an interesting proposition in the small hot hatch sector.

It’s interesting because it’s the only fourwheel-drive car in this area of the market. And while it may be late to the party, the S1 packs an impressive 231bhp from its turbocharged 2.0-litre lump.

It means this tiny thing – it’s smaller than a Mini, by way of comparison – can hurtle to 60mph in 5.6 seconds and top 155mph.

Inside it’s traditional Audi fare – top-quality materials in a cabin that’s gorgeous to both look at and use. But the driving experience falls short just a little. We already know it’s a quick thing and nothing here has got the legs on it through the corners, but for £24k (ours was worth rather more than that) it doesn’t excite in quite the way you’d expect it to.

It’s a good car, this, and will return next month in our Road Test of the Year, but the Fiesta is cheaper and more fun to drive. Not that that will worry most S1 buyers after a premium hot hatch.

the knowledge Model: Price: Engine: Power: Max speed: 0-60mph: MPG (comb’d): Emissions:

Audi S1 2.0 TFSI quatrro £31,055 (as tested) 2.0-litre turbocharged petrol 231bhp, 370Nm 155mph 5.6s 40.4 162g/km

��| CarDealerMag.co.uk

nothing here has got the legs on it through the corners

Audi S1 quattro key facts

£37,420 Most expensive car possible (including options)

43

Misano Re

d Percentage residual Most popular colour value for both S1 and is Misano Red S1 Sportback

Aberdeen Audi has sold the most S1s in the UK

£25,572 The average spend on an S1

59

The percentage of customers who are male

25-35 The average age of an S1 customer

156

Total number of units sold (July 2014 YTD)

The least popular option is the smoker’s package

£1,695 The cost for quattro interior styling pack – the most expensive option

CarDealerMag.co.uk | 57

FEATURE. hot hatch MEGA TEST

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kia pro–cee’d gt key facts

£23,190 Most expensive car possible (includes metallic paint)

15

The amount Kia Bolton has sold – making it the top dealership

Fusion White

Most popular colour is Fusion White

YOUR VIEW THE Pro-Cee’d GT has brought a much younger audience to the dealership and those that are not familiar to the Kia brand. The vast majority of customers are doing a lot of research before coming into the dealership and want to touch and drive the GT before they make the decision to buy.

Peter Stanley, general manager, Bolton Kia

THEIR VIEW The Pro-Cee’d GT has been a real gamechanger for Kia. Since launch in 2013 the model has raised awareness for the brand amongst a younger audience. It’s a sporty and dynamic model that adds excitement to the Kia line-up, but one that is accessible through the price point yet loaded with generous equipment to delight customers.

Ian Matthews, head of product planning, Kia Motors (UK) Limited

OUR VIEW

Most popular part-exchanges include the Kia Sportage through to the Mini Cooper S

637

Total number of Pro–Cee’d GTs sold

25

In this company the Kia feels just a little too cumbersome

The percentage of female customers

73

43

The average age of a Pro–Cee’d GT customer The percentage of customers who pay on finance

Deal clinchers include 18-inch alloys, Recaro seats, xenon headlights, reversing camera and keyless entry

£21,350 The average spend for a Kia Pro–Cee’d GT

IT’S fair to say that for most purchasers the name Kia doesn’t spring to mind when considering buying a hot hatchback.

But it’s something that Kia is trying to change – and it begins with this: The swoopy three-door Pro-Cee’d GT. The overall exterior outline is typical of other mid-sized hot hatches, but Kia has added a few exclusive touches to make it stand out – those unique day-running lights, for example.

The Pro-Cee’d GT is front-wheel drive with a 1.6-litre turbocharged engine and a slick six-speed manual gearbox. It packs a respectable 201bhp which, while it doesn’t trouble the likes of the Volkswagen Golf GTI or Seat Leon Cupra, is more than a match for some of the cars in this test. The Pro-Cee’d GT starts at £20,000 for the basic version or buyers can plump for the slightly more upmarket ‘Tech’ version, which is priced at £22,700.

But even the entry-level car comes with features that are extra on the other cars here – a fail-safe ploy to bag customers from rival brands.

In this company the Kia feels just a little too cumbersome thanks to its extra size. But what it does show, however, is that Kia can do hot hatches.

the knowledge Model: Price: Engine: Power: Max speed: 0-60mph: MPG (comb’d): Emissions:

Kia Pro-Cee’d GT Tech £22,700 (as tested) 1.6-litre, turbocharged petrol 201bhp, 265Nm 143mph 7.4s 38.2 171g/km CarDealerMag.co.uk | 59

FEATURE. hot hatch MEGA TEST verdict

ROCKINGHAM proved to be the perfect environment to really test the latest crop of pocket rockets and we came to the very hard decision that every car here is excellent. But naturally one car had to sit at the bottom of the list and it’s the Kia. It’s a cracking cocktail of value-for-money and driving fun and shows that the South Korean firm has got the balance just right, but it was

outgunned here because of its size. And size unfortunately equates to extra weight, which really showed in this featherweight company.

A surprising sixth is the S1 – this is in no way a reflection of its abilities (it will be joining us on Road Test of the Year next month after all) but it’s just too expensive for this test.

Fifth goes to the 208 GTi, and while it has a great personality it lacks that final bit of sparkle.

Citroen’s racy drop-top is next – it has bags

of personality but it’s dear. Suzuki’s Swift Sport is a little long in the tooth but it offers classic hot hatch thrills and takes third while the Clio grabs second – it’s that paddleshift gearbox that blunts the experience too much.

And, surprise surprise, the winner is Ford’s storming Fiesta ST. It’s still the benchmark and conforms to the small hot hatch recipe but adds extra spice just for good measure. [CD]

HOT HATCH RANKINGS

7 6 5 4 3 2

Kia ProCee’d GT

Audi S1

Peugeot 208 GTi

Citroen DS3 Cab R

Suzuki Swift Sport

1

Renaultsport Clio 200

Ford Fiesta ST

HHH

HHH

HHH

HHH

HHHH

HHHH

HHHHH

What we liked: Racy looks are proof Kia can do sporty styling, value-for-money package, ample performance for most buyers, good chassis

What we liked: It’s unique in the marketplace with quattro four-wheel drive, fine handling chassis, fast, a quality package

What we liked: Punchy performance from PSA/BMW engine, small steering wheel, great chassis, classy design features

What we liked: Hot hatch thrills with windin-the-hair package, it’s very exclusive, has plenty of poke, good to drive

What we liked: Very manageable levels of power, not intimidating, great subtle styling cues, old hot hatch driving thrills

What we liked: One of the sportiestlooking in its class, great range of options, comfortable to drive, fast

What we liked: Sporty looks, steering and brakes and gearbox are deliciously crisp, good model range, keenly priced

What we disliked: Needs more power for proper enthusiasts, badge snobbery may affect residuals

What we disliked: Price difference over ST won’t be viewed as worth it by most buyers, pricy options

What we disliked: Looks too similar to other 208s, handling not as crisp as Fiesta ST, no five-door option

What we disliked: It may be rare but it’s very expensive, price not reflected in quality of build, not practical

What we disliked: Could be classed as underpowered by some, not much scope for personalisation

What we disliked: Dim-witted paddleshift and steering that lacks a bit of bite blunts the fun

What we disliked: Boy racer image not to everyone’s tastes, no fivedoor version limits appeal

��| CarDealerMag.co.uk

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FEATURE.

TRADING UP

It’s the cat’s whiskers Tomcat has royal pedigree, but it’s not all good news as ANDY ENTWISTLE gets badly burnt

T

his month we should probably retitle this feature ‘Trading Down’.

Circumstances have worked against us and as a result we lost money on the first of the A6s we mentioned last month.

Ebay has provided me with more than a few time-wasters recently so we reverted back to AutoTrader, and although things are slow, it did find us a taker for the A6 Allroad. But, as our tracker on the right shows, I ended up having to take a net loss of £100 in the process of shifting it.

Now I’m afraid it’s time for a bit of a rant. I’ve been utilising a number of online trade portals in my search for some relevant stock recently and I have to be honest, I’ve been burned – badly. Tyre-kickers are sometimes mocked but actually seeing a car for yourself is incredibly valuable.

Spending a few hours down at the auctions is always time well spent.

Straight away you can tell a good car from a bit of a dog. Two vehicles might look the same on paper, in terms of their respective service histories, the number of owners they have had and so on, but that’s where it ends.

We all know that the advent of online sales has opened up a lot more stock, but buying cars from the other end of the country means you are reliant on what you’re told.

One specific online trade auction site allied to a large dealer group states that its cars are not mechanically checked, which seems to be a great get-out.

Surely we shouldn’t accept this caveat, but we seem to, as bidding on the site is very strong. The only way of making sure you don’t get caught out is not to pay until you’ve seen the car, but this means travelling up to collect or sending a reliable plater.

However, most online auctions now demand payment within 24 hours. Of course, we may feel we have recourse, but trying to unwind a deal is almost impossible.

Our second Audi – bought from said franchise site – needed more than £500-worth of work doing. Not ideal! And a Qashqai bought two months ago has

already set us back £2k with a list of maladies as long as my arm. It’s just been abused and we’re well out of pocket on it. So, I’m taking it on the chin myself and you won’t see it on these pages.

On a more positive note, however, I’ve picked up something special: a Rover 220 Coupe, which you’ll know as the Tomcat. Not only is this just a two-owner car with only 57,000 miles on the clock, it’s completely original, with full history, all its books, every MOT and tax disc since new and, what’s more, its first owner was Prince Charles!

It turns out this car was loaned to Charlie by Rover for the first year of its life, before being sold to a friend’s grandmother. I picked it up for just £600. I remember these cars with great fondness and there aren’t many out there now. I’m hoping this could make around £1,500, which should make up for this month’s loss and boost our Great Ormond Street Hospital coffers.

[CD]

STORY SO FAR...

Suzuki Vitara Paid: £1,500 Spent: £300 Sold: £1,950

Toyota Rav4 Paid: £2,000 Spent: £200 Sold: £3,000

Mazda MX5 Paid: £1,500 Spent: £200 Sold: £1,900

Jaguar XJS Paid: £2,200 Spent: £0 Sold: £2,600

Audi A6 Allroad Paid: £2,250 Spent: £500 Sold: £2,650

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focus on.

Sun Motors

Increasing the reach, without SUN MOTORS

W

W: sunmotors.co.uk T: 0843 178 6156

hen it comes to automotive online classifieds, it doesn’t take a rocket scientist to understand that the more people who see a particular dealer’s stock, the more chances that dealer has of generating additional leads for their business.

Where the rocket science does come in however, is in allowing the dealer to calculate a true ‘costper-lead’ from many of today’s classified sites, and then enabling them to apply this knowledge in deciding where, when and how much of their stock they should list.

With the majority of sites charging a cost-per-car or monthly tenancy fee, it’s often hard for dealers to factor in things such as seasonal variations, leading to month-by-month inconsistencies in ROI figures and per-lead calculations.

Also, with a cost-per-car model, dealers are sometimes forced to reduce the amount of ‘vanilla’ stock they advertise in order to manage costs, giving potential buyers a limited view of the choice on offer and thus reducing the possibility of generating a lead.

In developing Sun Motors, the first thing the team wanted to do was create a win:win scenario for both dealers and users, enabling dealers to list all of their stock without risk and therefore offer users the choice of used cars that they demand. With no monthly listing fee, it doesn’t matter how long a car remains unsold, it won’t cost the dealer a penny to list it on the site.

The second objective was to make clear the value Sun Motors places on its dealer channel and that Sun Motors would only profit when dealers had an equal opportunity to do so. Removing the initial listing fee and introducing a true ‘cost-per-lead’ model was the answer.

But that then led to the biggest challenge of them all… creating a baseline for what actually qualifies as a lead. Whilst Sun Motors captures and records ‘soft’ leads such as dealer web-clicks (when a user clicks through to visit a dealer’s own website), print details, get directions, etc., the team felt that an actual lead had to give the dealer a tangible opportunity to engage with the user.

Sun Motors’ David Hawksworth told us: ‘This ‘‘tangibility’’ also forced us to look at the way in which we classify ‘‘hard’’ leads such as phone calls, emails and live-chat interactions.

‘Email enquiries are pretty straightforward as ��| CarDealerMag.co.uk

a user/prospect will typically only fill in a vehicle enquiry form once and our dealer support team scan all email leads to remove potential dupes. What we do find however is that it’s often the case a user/prospect will save the dealer’s phone number and make several calls during the investigation/ negotiation phase, so it was key that we only charged for one of those calls, not all of them. And what too if someone dialled the number by accident, or called in to find that the car had sold or even that the dealership was closed for the day?

‘We therefore implemented a 30-second rule to identify that the call was of genuine value to the dealer. Anything below this would be discounted (but still reported).’

Then came the issue of live chat.

Hawksworth said: ‘Live chat’s a hard one, so much so that we’ve yet to charge any dealer for live chat interactions through either site (sunmotors.co.uk and driving. co.uk). That said, we are measuring and intending to charge for these interactions, but will do so only where two or more interactions have been recorded.

‘Many dealers using live chat have an automated response to live chat requests, but may be dealing with another enquiry and unable to respond in time to the user/prospect request. By introducing a minimum number of interactions, again we ensure that the lead is of value to the dealer.

‘With a base-line set for what constitutes a qualified lead, our offer is very simple and enables dealers to increase the reach of their stock, without increasing their risk.

‘As to how much a lead is worth? Despite the cost-per-car or monthly tenancy fees charged by other sites, we know that dealers still work out their spend based on the number of leads received or cars sold.

‘For many, this can run into hundreds of pounds for each and every lead, but again this can be offset on the amount of profit in a car and/or the age of stock.

‘In answer to the question, ‘‘What is nirvana?’’; aside from countless links to a 90s grunge band, enabling dealers to know exactly how much profit each of their hard-earned advertising pounds had

created was the one wish most dealers had.

‘Bearing the latter two points in mind, and the fact that not all leads will convert and not all dealers will have the opportunity to follow up on each and every lead, we set a realistic rate for each type of lead, recognising the conversion ratio for certain lead types and also the ability to respond.

‘Emails and calls are charged for at £15 per qualified lead, and live-chat at £5.

‘As the newcomer to the market, and again based

increasing the risk

on dealers’ experience of other sites, we also fixed these rates until June 2015.’

Despite removing the monthly listing fee and introducing an aggressively priced cost-per-lead model, based on true leads, dealers remained unsure as to the exposure such a model would create, Sun Motors found. What if the website delivered more leads than they could handle, or even worse, afford?

The final piece of the puzzle in creating a truly

risk-free lead model for dealers was the introduction of a monthly invoice cap. The cap looks at the volume of stock the dealer feeds and sets a monthly invoice limit based on a variable cost-per-car amount (initially £2 per car).

This means that a dealer listing 100 cars with sunmotors.co.uk / driving.co.uk would pay nothing to list those cars every month, paying only for the qualified leads their stock generates.

Should the lead amount reach £200, they won’t

‘‘

‘We really appreciate the buy-in and support of the dealer community so far.’

be charged for any leads generated above and beyond this point.

This enables dealers to budget effectively and they can be assured that they won’t be exposed to unbearable costs at the end of the month. ‘Our job now is to deliver a good quantity of good-quality leads to our dealer channel that will continue to develop as the site continues to grow, and we really appreciate the buy-in and support of the dealer community so far,’ said Hawksworth. [CD] CarDealerMag.co.uk | 65

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Contract Hire and Leasing

Extreme makeover Contract hire and leasing

S

pending large sums of money on changing the look and feel of your business is always a tricky thing to do.

Companies need to do it to keep their brands fresh and modern, but if the rebrand is too radical, customers can become unfamiliar with what the company is and stands for.

One firm that can proudly say it has had a very successful makeover is ContractHireandLeasing. com. We spoke to the team at the start of this year about the massive overhaul in its corporate look.

And some nine months on, we can report company bosses have given the refresh a massive thumbs up.

‘It has been received extremely well by our customers and we haven’t finished yet,’ Mike Best, ContractHireandLeasing.com’s sales manager, told us. ‘We’re due to launch a fully responsive version of our website over the next few months, which will enhance the experience for our mobile and tablet users. This will increase the number of enquiries for our customers using mobile platforms to access ContractHireAndLeasing.com.’

But that’s not all. Not only has the general look and feel of the company’s profile

W: ContractHireAndLeasing.com T: 0161 482 7650

been regarded as a success by staff and customers alike, but it has done its job too.

‘We have seen direct enquiries increase by more than 120 per cent since we relaunched the brand in July,’ says Best. ‘An incredible achievement.’

It’s clear that more and more customers are using ContractHireandLeasing.com – but why is it the firm that dealers should be working with?

Best has the answer.

‘Many dealers still perceive us to be a competitor, not realising our business is focused on generating high-quality leads for our advertising customers, enabling them to increase their footprint within the lucrative leasing market,’ he says.

‘As the UK’s number one site when it comes to promoting leasing deals, we pass over 15,000 enquiries per month to our customers and the average conversion rate is nearly 40 per cent. We are the longest-established portal in the leasing industry and we are constantly improving the experience for both

advertisers and our consumers to ensure maximum return on investment.’

But this activity isn’t what you’d call a brief spurt. The company aims to continue its current momentum into 2015 and has big plans over the next 12 months.

‘We have big plans to further increase leads for our customers,’ says Best. ‘We’ve had a lot of interest from our customers and users about advertising PCP deals on the site. This is something we are introducing over the coming months. To ensure we are fully compliant and give our advertisers confidence, it is important that we roll this out in the right way, working with the FCA as closely as we can.’

Best added: ‘We are consistently focused on increasing the number of visitors to the website and therefore bringing more enquiries to our advertisers. We have significantly increased our marketing activity and investment through digital marketing, social media and our newly-introduced syndication partnerships.

‘Over the last 12 months we have built on the experience we have gained since we launched back in 2000 to ensure we are and continue to be the UK’s number one vehicle leasing website.’ [CD]

By James Batchelor (@JRRBatchelor)

‘‘

We have seen direct enquiries increase by more than 120 per cent since we relaunched the brand in July CarDealerMag.co.uk | 67

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focus on.

iVendi

Building pictures of buyers IVENDI

W: ivendi.com T: 0845 2260503

I

t’s often said that knowledge is power – and that’s certainly true when it comes to the car sales business.

After all, the more you know about a particular customer, the more likely it is that you’ll be able to close that all-important deal.

These days, however, with buyers visiting fewer showrooms, you might find yourself in need of assistance in gaining those crucial details. And that’s where the experts at vehicle e-commerce specialist iVendi come in.

Car Dealer recently caught up with Richard Tavernor, chief operating officer of the company, who told us: ‘Our products are all designed to help dealers sell to and engage with consumers more effectively online.

‘We provide finance calculators that plug into dealers’ websites and allow consumers to search for vehicles by monthly price. They can configure a finance quote that suits them. We also provide animated videos that explain finance products and provide details about their features and benefits.’

Tavernor explained that although consumers were keen to interact with iVendi’s products and found them incredibly useful, they were a bit wary of actually taking the final step of lodging an application for finance.

And this led to the launch of iVendi’s revolutionary Car Finance Checker 18 months ago.

Said Tavernor: ‘The concept of Car Finance Checker is as follows. Say you’re a consumer on a dealer website looking at a car… you’ve seen our finance calculators, you’ve watched an animated video that explains what the product is and you think it all sounds good. What you don’t know though is, will you definitely qualify?

‘With Car Finance Checker, consumers on a dealer website can click a button and go through a process of supplying information to us. We then go to a credit bureau and pull in a credit bureau file. That file doesn’t leave a footprint that’s visible to lenders so therefore it doesn’t impair the customer’s credit.’

Tavernor said that Car Finance Checker could be configured to include all the lenders that a particular dealership works with, and provided results to consumers on a green, amber and red basis, indicating their suitability for various finance offers.

‘This product has been out for 18 months and we have got dealers of all shapes and sizes using it very successfully,’ he said.

An exciting new development from iVendi is

that the company’s Quoteware and Car Finance Checker tools can now be added to dealers’ used vehicle adverts on Motors.co.uk.

It’s a partnership that will prove incredibly invaluable to car dealers, helping them further in their drive to increase vehicle sales, finance penetration and, ultimately, profitability. Tavernor said: ‘Our combined expertise in search and finance has produced a cutting-edge product which delivers a seamless solution for both dealer and consumer.’

Car Finance Checker and Quoteware are now part of the new iVendi Platform, another great initiative that is the company’s core product moving forwards.

As part of its functionality, it takes the consumer profiling process to a whole new level. iVendi Platform takes the email address used in obtaining the finance quote and searches online for anywhere else it has been used. So if the address is linked to a Facebook or Twitter account, the dealership can be sent a link to that page and can view the information – material that’s already in the public domain and available for anyone to see.

Tavernor said: ‘What we’re trying to do is build up a picture of each customer for the dealer. On the one hand they can see what kind of car the customer wants, and the payment profile, credit status and how they fit all the lenders. On the other

hand, we’re pulling in their social media profile and building up some information on what a customer does and what their interests are.

‘We even pull in an image of their house from Streetview. It is empowering dealers so that they can deal more effectively with consumers who are interacting with them in a totally different way these days. Dealers love the concept of it, and once it gets introduced into the business we help them and coach them and share best practice with them.

They quickly adapt to this new way of working.’

The iVendi Platform has been rolled out in recent weeks to a handful of dealer groups, with plenty of interest in the product already being expressed.

In fact, Tavernor is sure it will lead to a massive increase in the number of dealerships iVendi works with. He told us: ‘We currently work with just over 1,400 dealers across the UK – and that is going to increase threefold in the next seven or eight months.

‘We now offer a hybrid of a lead-management system and finance point-of-sale system – and it also allows a dealer to access and manage these leads, from a mobile device too if necessary.

‘And these leads can be assigned to individual members of a dealership’s sales team so progress can be tracked in that way too.’

by Dave Brown (@CarDealerDave) [CD] CarDealerMag.co.uk | 69

Advertisement Feature

How to increase internet conversions With some of the ‘walk-in’ process now taking place online, sales executives need a new set of skills to boost conversion rates, according to automotive sales training specialists Martec which has launched a new specialist internet sales training scheme.

Said managing director Neil Pursell: º:HSLZ L_LJ\[P]LZ ULLK [V IL WYVÄJPLU[ PU a whole new range of techniques when responding to web enquiries by email or on live chat’ As an Australian company originally established more [OHU `LHYZ HNV 4HY[LJ ÄULS` [\ULK P[Z YLTV[L selling techniques using the telephone before exporting the lessons it learned to the UK in 1991.

Now, its approach to remote selling has been further YLKLĂ„ULK [V TH_PTPZL JVU]LYZPVU WV[LU[PHS MYVT internet enquiries. Already two major dealer groups have signed up to the new training programme which has been available since April. He added: ‘We all know car buyers are undertaking the vast majority of their research online and inevitably the number of enquiries via the internet has exploded.

Unfortunately, most dealers are still working to the traditional ‘walk-in’ model and are not giving email and live chat enquiries the precedence they deserve or are not handling those enquiries in the right way.

The same amount of effort has to be applied when someone enquires via the internet as if that person is stood in front of you in the showroom.

The foundation of the future relationship is being I\PS[ VUSPUL HUK PM ZHSLZ L_LJ\[P]LZ MHPS H[ [OPZ ÄYZ[ hurdle they will not convert the enquiry.’

4HY[LJ OHZ PKLU[PĂ„LK [^V types of consumer who typically enquire via the website: ÂşM\SĂ„SSLYZÂť and ‘convincers’. ��| CarDealerMag.co.uk

Car buyers who have made up their mind are SVVRPUN MVY H X\PJR HUK LMĂ„JPLU[ ZLY]PJL [V M\SĂ„S [OLPY requirements. The second type needs to be gently persuaded into considering a particular brand or model and these make up the biggest tranche of internet enquirers. Explained Pursell: ‘These people need to be cajoled and convinced that this particular purchase is the right one for them and the process needs to take place in the virtual arena. Sales executives need to have the right tools and training to be able to negotiate these conversations successfully.’ Internet enquirers are also more likely to adopt a WLYZVUH ^OPJO TH` UV[ HJJ\YH[LS` YLĂ…LJ[ [OLPY personality or intentions since online communications can create a sense of detachment. Said Pursell: ‘Understanding the customer online persona or avatar is a new element which the internet has brought to the sales process and executives should be wary of falling into the trap of making an assumption about the person on the end of an email or live chat conversation. The ‘real’ customer behind the avatar is likely to be a very different type of person than the perception they are creating.’ When handling internet-based enquiries, some ‘hard and fast’ rules such as speed of response are sacrosanct but others are subjective such as eloquence, accuracy and a high standard of grammar. He added:

‘An email is indelible and the enquirer has a record of the entire conversation which means sales executives have to ensure everything they write is absolutely accurate and real. Their grammar and written English also needs to be perfect since the recipient will relate their standard of communication with the service they think they are likely to receive’

CarDealerMag.co.uk | 71

DATA FILE.

Thestatistics n

SMMT Sales Data

n

Taking Stock

Now it’s 30 months of growth for UK’s new car market

More than 1.5 million cars registered so far this year, with 72,163 in August

N

ew car registration figures rose by 9.4 per cent year-onyear in August, the latest SMMT figures reveal.

A total of 72,163 cars were registered in the month. Year-to-date registrations have now passed 1.5 million units – up by 10.1 per cent – with some levellingoff expected over the rest of the year.

Private and fleet registrations both displayed similar increases in the month, with the former making the greater gains in the year-to-date.

August is one of the year’s quietest months for new car registrations, typically accounting for around three per cent of the annual market. In comparison, September usually makes up a hefty 18 per cent of the year’s registrations.

Mike Hawes, SMMT chief executive,

said: ‘New car registrations reached two-and-a-half years of consecutive monthly growth in August, as confident private and fleet consumers continued to snap up enticing deals on a wealth of advanced new products.

‘The UK’s performance in the context of Europe is particularly impressive, with growth consistently ahead of the rest of the EU for the past two years. As the UK market starts to find its natural level, we expect to see the growth level off during coming months, however.’

The SMMT says that attractive finance deals are a significant factor behind the growth in private demand, wth consumers keen to take advantage of the large number of PCP offers available at dealerships.

Commenting on the new SMMT figures, Richard Lowe, head of retail

and wholesale at Barclays, said: ‘August continued to see growth in new car sales, although inevitably will see fewer registrations than September, which is revving up to be a bumper month due to the hotly-anticipated new plate change.

‘The UK’s passion for new cars remains strong, as consumers continue to make the most of attractive finance deals. I expect some natural cooling-off in the coming months, and a future interest rate rise will have some impact as it will increase the cost of finance for car buyers.’

The top five sellers during August, from the first place downwards, were the Ford Fiesta (4,657 units sold), Ford Focus (2,740), Vauxhall Corsa (2,435), Volkswagen Golf (2,376) and Vauxhall Astra (2,043).

So will sales surge really start slowing down now?

ALTHOUGH leading automotive industry experts predict a levellingoff in the new car market during the coming months, that process certainly won’t start with the release of the September registration figures.

As we report above, August is traditionally one of the quietest months for registrations, while the ninth month of the year is one of the busiest. And the businesses Car Dealer caught up with at the start of the month were all reporting brisk trading.

At Honda Durham, sales manager Chris Short told us: ‘Things have been ��| CarDealerMag.co.uk

pretty busy so far, although the March plate change was busier this year.’

Derby Seat had put 10 new cars on the road by 9am – and Twitter was full

of news of other dealerships handing cars over to happy customers.

The Seward Group, serving the Portsmouth area in south-east Hampshire, had a hectic time, completing 17 handovers during the course of September 1.

Among the customers receiving their new cars were Tracey and Robert O’Neill, who took possession of a new Renault Clio from sales executive Rob Sanderson, left.

At Lancaster Skoda, sales manager Vickie Walton told us: ‘We’re really busy – stacked out in fact!’

SMMT sales data Aug/year to date

5

Top

Most-improved manufacturers in August MG

+485%

Jeep

+329%

Lotus

+167%

Mitsubishi +164% Maserati

+124%

5

Bottom

Worst-performing manufacturers in August Chevrolet

-100%

Perodua

-100%

Bentley

-64%

Lexus

-41%

Aston Martin -39%

INFINITI +42.86%

BMW -19.29% Figures supplied by SMMT

Marque Abarth Alfa Romeo Aston Martin Audi Bentley BMW Chevrolet Chrysler Citroen Dacia Fiat Ford Honda Hyundai Infiniti Jaguar Jeep Kia Land Rover Lexus Lotus Maserati Mazda Mercedes-Benz MG Mia Mini Mitsubishi Nissan Perodua Peugeot Porsche Proton Renault Saab Seat Skoda Smart SsangYong Subaru Suzuki Toyota Vauxhall Volkswagen Volvo Other British Other imports Total

Aug 2014

2014

50 151 19 5,159 24 3,552 0 73 3,003 680 1,901 11,231 1,511 2,665 20 276 176 2,386 827 136 24 38 994 3,444 76 0 1,609 454 2,956 0 3,280 160 0 1,587 0 1,526 2,631 272 34 49 1,381 1,968 8,817 6,127 694 52 150 72,163

% market share 0.07 0.21 0.03 7.15 0.03 4.92 0.00 0.10 4.16 0.94 2.63 15.56 2.09 3.69 0.03 0.38 0.24 3.31 1.15 0.19 0.03 0.05 1.38 4.77 0.11 0.00 2.23 0.63 4.10 0.00 4.55 0.22 0.00 2.20 0.00 2.11 3.65 0.38 0.05 0.07 1.91 2.73 12.22 8.49 0.96 0.07 0.21

Aug 2013

2013

31 141 31 3,904 67 4,401 434 56 2,575 575 1,887 8,940 1,454 2,599 14 260 41 2,374 806 231 9 17 1,000 3,058 13 0 1,415 172 3,566 15 3,231 141 0 921 0 1,289 1,890 140 22 48 1,291 1,916 8,242 6,086 539 65 30 65,937

% market share 0.05 0.21 0.05 5.92 0.10 6.67 0.66 0.08 3.91 0.87 2.86 13.56 2.21 3.94 0.02 0.39 0.06 3.60 1.22 0.35 0.01 0.03 1.52 4.64 0.02 0.00 2.15 0.26 5.41 0.02 4.90 0.21 0.00 1.40 0.00 1.95 2.87 0.21 0.03 0.07 1.96 2.91 12.50 9.23 0.82 0.10 0.05

% change 61.29 7.09 -38.71 32.15 -64.18 -19.29 -100.00 30.36 16.62 18.26 0.74 25.63 3.92 2.54 42.86 6.15 329.27 0.51 2.61 -41.13 166.67 123.53 -0.60 12.62 484.62 0.00 13.71 163.95 -17.11 -100.00 1.52 13.48 0.00 72.31 0.00 18.39 39.21 94.29 54.55 2.08 6.97 2.71 6.98 0.67 28.76 -20.00 400.00 9.44

2014 955 3,450 551 100,952 954 88,629 2,761 1,283 52,272 15,060 41,634 208,432 34,460 50,699 377 11,454 2,082 49,246 34,568 6,498 153 763 23,307 75,714 1,483 5 26,588 7,635 84,340 25 67,553 5,461 1 37,739 1 33,017 49,395 3,214 852 1,523 23,361 58,823 169,182 130,810 23,554 561 958 1,532,335

Year-to-date (YTD) % market share 0.06 0.23 0.04 6.59 0.06 5.78 0.18 0.08 3.41 0.98 2.72 13.60 2.25 3.31 0.02 0.75 0.14 3.21 2.26 0.42 0.01 0.05 1.52 4.94 0.10 0.00 1.74 0.50 5.50 0.00 4.41 0.36 0.00 2.46 0.00 2.15 3.22 0.21 0.06 0.10 1.52 3.84 11.04 8.54 1.54 0.04 0.06

2013

838 3,304 606 88,432 794 78,005 7,899 1,607 51,091 8,872 35,920 197,933 35,052 46,731 280 10,073 1,132 45,579 34,385 5,037 131 211 18,838 65,368 169 0 29,882 5,603 74,422 180 66,859 4,773 15 23,275 3 26,970 39,196 3,403 344 1,235 20,150 55,919 159,047 121,432 19,593 568 632 1,391,788

% market share 0.06 0.24 0.04 6.35 0.06 5.60 0.57 0.12 3.67 0.64 2.58 14.22 2.52 3.36 0.02 0.72 0.08 3.27 2.47 0.36 0.01 0.02 1.35 4.70 0.01 0.00 2.15 0.40 5.35 0.01 4.80 0.34 0.00 1.67 0.00 1.94 2.82 0.24 0.02 0.09 1.45 4.02 11.43 8.72 1.41 0.04 0.05

% change 13.96 4.42 -9.08 14.16 20.15 13.62 -65.05 -20.16 2.31 69.75 15.91 5.30 -1.69 8.49 34.64 13.71 83.92 8.05 0.53 29.01 16.79 261.61 23.72 15.83 777.51 0.00 -11.02 36.27 13.33 -86.11 1.04 14.41 -93.33 62.14 -66.67 22.42 26.02 -5.55 147.67 23.32 15.94 5.19 6.37 7.72 20.22 -1.23 51.58 10.10

CarDealerMag.co.uk | 73

Why YOU need to be at this year’s Used Car Awards The Car Dealer Used Car Awards celebrate every part of the used car industry. Hosted by Mike Brewer, they’ll be held on December 1 What’s the venue? The Brewery, Chiswell Street, London.

How do I enter? Entry is FREE and easy.

Simply type bit.ly/UsedNoms14 into your web browser and enter as many categories as you wish.

How can I sponsor an award? There are a number of sponsorship packages.

Contact us for details.

How can I book a table? Full tables cost £1,995. Contact us to book.

For more information, contact the Car Dealer team on (023) 9252 2434

��| CarDealerMag.co.uk

We are taking bookings now

TAKING STOCK. Remarketing specialist BCA gives its thoughts on matters that are important to dealers for the months ahead. Here’s what it has to say . . .

Think about values of cars in poorer condition before buyers have more choice says Simon Henstock, BCA’s UK network operations director

R

ecords were smashed in July according to our latest Pulse report.

The headline average value of a used car rose by 1.4 per cent to £7,706, ahead of June’s figure by £109. Average performance against CAP Clean improved marginally from 96.57 per cent to 96.78 per cent, while average age and mileage fell slightly compared with June.

Year-on-year, July 2014 was ahead by £831 or 12 per cent, with both average age and mileage falling over the 12-month period. CAP Clean performance was up by nearly a point year-on-year.

Average values declined in the fleet & lease sector for the third month running, although the fall was negligible at just £37 (equivalent to 0.4 per cent), while values rose in the dealer

‘Volumes have remained relatively high and there is still plenty of competition for the best stock on offer.’ part-exchange sector to a new record level. Nearlynew values also rose, although model mix has a significant effect in this low-volume sector.

We are now well into the summer holiday period and the wholesale markets are generally quieter – however, this year volumes have remained relatively high and there is still plenty of

competition for the best stock on offer.

The shortage of good-quality fleet and lease stock continues, with volumes not expected to pick up until the second half of September.

Cars entered from dealer part-exchange sources have typically outperformed the market in 2014 and July was no exception.

Average values reached record levels, as dealers continued to supply the marketplace with well-presented, realistically-valued cars to tempt the buyers in.

Sellers should consider adjusting valuations now on cars in poorer condition with a view to remarketing them before volumes begin to rise and buyers have more choice from mid-September onwards. [CD]

BCA dashboard Value month-on-month All cars vs June 2014

£7,706

Part-Ex

vs June 2014

£4,065 Variance year-on-year

Age/month

Fleet/Lease

£831

59.95

£9,411

12%

All cars

55,806

1.4%

2.3% All cars vs July 2013

Mileage

All cars

0.94

vs June 2014

0.4%

382 Fleet/Lease

Nearly new

42%

£21,711

MRP vs June 2014

0.32%

vs June 2014

3.8%

CarDealerMag.co.uk | 75

TAKING STOCK.

Buyers’ guide

VW Scirocco

’08-present

We help you choose the best stock for your forecourt. This month, the VW Scirocco is the model in the spotlight What is it?

When it burst on to the scene in September 2008 it was the first car to wear the famous Scirocco badge for 16 years. Prior to this, the Scirocco was known for using tried-and-tested mechanicals – the Golf (VW has been using the Golf as a platform for years... it’s nothing new!) wrapped up in a svelte, three-door body. And surprise surprise, the third-generation car of 2008 conformed to the same principles.

At launch it was only available with a 197bhp 2.0-litre TSI petrol engine and high-spec GT trim.

Soon, a more economical 158bhp 1.4 TSI petrol arrived, as did two 2.0-litre diesels – available in 138bhp and 168bhp forms.

The racy R model arrived 18 months later along with an even more economical 120bhp 1.4 TSI petrol. Scirocco got a facelift in August 2014.

What CAN GO WRONG? Unsurprisingly, being a Volkswagen, the Scirocco is generally reliable and there have been few

KNOWN PROBLEMS

Nothing too much to go wrong.

Interested in an early car? Make sure all the electrics work

massive issues. However, like most cars, the Scirocco has been the subject of two recalls. The first concerned cars built between September 2008 and August 2009 and was because of a failing sensor in the DSG gearbox that led to the clutch activating when it shouldn’t have been. And then, for cars fitted with the 2.0 TDI engine and built between January 2009 and December 2011, another recall was issued, this time to do with the fuel hoses leaking.

Other than these, the Scirocco is, on the whole, reliable. But when looking to purchase for your forecourt there are a few things to look out for.

Early cars suffered from electrical glitches that even now are hard to fix – so check every single electrical item before you take the plunge.

Squeaking windows aren’t a problem – some of Volkswagen’s Special Lubricant (no, that isn’t a euphemism) will remedy them – but what is more of a problem is the fact that the Scirocco’s Bluetooth hands-free system doesn’t work with certain phones – so bear that in mind when it comes to demonstrating the car to a customer!

Plastic body panels and extras – bumpers and spoilers – can age badly in the sun, so take care

PERFECT SCIROCCO

GT cars come with all the equipment any customer should ever want.

Opt for white, black or blue

when looking at Salsa Red (like the car pictured) and Candy White cars, as they will undoubtedly have faded areas. If the fade is slight, it shouldn’t be a problem, but you can guarantee a customer will use it to haggle you down on the price.

What’s the perfect ScIROCCO? It’s quite simple really: The 2.0 TSI GT – and you can’t go wrong with stocking a manual version. GTs come with all the right equipment – climate control, 18-inch alloys, touchscreen infotainment system and privacy glass. Despite what we said above, white is popular, as are black and blue. [CD]

UNDER THE BONNET

There’s a range of petrols and diesels, but the best is the 197bhp 2.0-litre TSI petrol

��| CarDealerMag.co.uk

Visit your forecourt?

That’s the last thing Kate will do.

Car buying is changing fast. Your customers are making more buying decisions online, resulting in a 41% decline in forecourt visits.* 93% of consumers think of Auto Trader when buying, selling or researching a car ,** so we will make sure it’s your forecourt that Kate visits, not your competitor’s.

For buying, selling, marketing or managing. We help you stay one step ahead.

What drives us is you

*2010 Auto Trader Survey v. 2014 GFK DSS research **HPI Consumer Buying Research, April 2014

CarDealerMag.co.uk | 77

auctions.

Average used car values rise, reveal latest NAMA figures bit.ly/NAMAvalues

Records smashed at Manheim’s new sites

Henstock

Acquisition of second auction centre sees firm sell more than 600 cars

Don’t rely on chance

W

M

anheim has broken its records for Scotland with the launch of a new sales proposition.

Following the acquisition of a second site in Lanarkshire to complement its existing Glasgow premises, Manheim Scotland saw more than 600 vehicles go under the hammer at its relaunched premises earlier this month.

Exceptional attendance figures, which demonstrated a 60 per cent uplift in physical buyers and a 70 per cent increase in registered online bidders, were coupled with high conversion rates and strong values achieved across both centres.

High attendance from both Northern Ireland and Wales through award-winning online bidding platform Simulcast reflected the attractiveness of the stock.

Ian Irvine, regional director at Manheim Scotland, commented: ‘We’re focused on delivering exceptional buying and selling opportunities for our partners around the world and that is why Manheim has made a long-term

commitment to the Scottish market.

‘With a dedicated buyer services team that knows all about the Scottish market, tailored and competitive indemnity rates and emphasis on delivering a comprehensive sales programme across our two sites, we are providing even greater exposure for in-demand, quality Scottish stock.’

Matt Maley, head of sales at Manheim Scotland, added: ‘A huge team effort resulted in a fantastic opening launch day for Manheim Scotland. We received some incredibly positive comments about the investment which has been made in the premises at Glasgow and Shotts and are delighted with the results of our opening sales.’

NAMA grading scheme hits magic 1.5m mark MORE than 1.5m vehicles have been sold through the National Association of Motor Auctions’ (NAMA) grading scheme since it launched two years ago.

The scheme, which consists of five grades, is designed to ease the buying and selling process of a new car by giving both parties a better understanding of the vehicle’s condition.

The grades are determined on a Car dealer cowboy by ads points system allocated type28/8/13 and

auction stations

severity of damage, which are assessed by specially trained inspectors at each auction.

Head of NAMA Louise Wallis said: ‘NAMA grading has become hugely important in the sales process of vehicles at auction. It is encouraging to see that such a significant number of vehicles have been sold as a result of the scheme, and we hope that more 15:49 houses Page will 1 adopt this method.’ auction

No cowboys.

Just Just trade trade professionals. professionals.

ith the ongoing shortage of good retailquality stock, it is likely that many cars taken in part-exchange will be prepared and put straight back on to the retail forecourt this autumn. But relying on chance to fulfil your used car stock needs is never a good strategy.

Sourcing and securing those best-quality retail cars will be critical for professional buyers in the weeks ahead.

And following on from the new plate, professional buyers are presented with fresh-to-market stock as additional volumes from fleet, lease and dealer sources reach the wholesale sector. The demand for well-specified cars in good colours will be high.

Dealers are best placed to know their customer base and what sort of cars they want to buy, so they should make use of the sophisticated sourcing tools and variety of online channels the sector has developed.

That does not necessarily mean the most expensive cars, of course. At the budget end of the market, there is continued demand from motorists who simply cannot afford to buy a higher-priced vehicle.

The new BCA Search makes finding the right cars from the many thousands available even quicker, with many available to Buy Now instantly online. Finding and securing the right vehicles to meet retail demand is critical to success, so make sure you log on to bca.co.uk regularly in the weeks ahead.

Of course, at the end of the chain it is the consumer who will decide where the peaks and troughs of demand will occur between now and the end of the year. Our experience suggests when it comes to buying used cars, motorists know exactly what they want to buy and seek to get that car at the best possible price. And that will never change!

‘The demand for wellspecified cars in good colours will be high.’

Who is Simon Henstock?

Simon is UK network operations director for BCA. Visit british-car-auctions.co.uk or call 0845 600 6644.

Strictly Trade only (VAT No. and verified bank details reqd).

Purpose built 12 acre auction complex .

Enclosed and heated auction halls.

Fleet Car Sales every Monday & Thursday.

Excellent variety of weekly stock from premium sources.

Collection of vehicles 24 hours a day.

Fixed cost buyer’s premium.

Excellent on-site restaurant.

Call now for account applications.

Brindley Road, Stephenson Industrial Estate, Coalville, Leicestershire LE67 3HG T: 01530 833535 email: info@fleetauctiongroup.com www.fleetauctiongroup.com

��| CarDealerMag.co.uk

By the time you meet Ben and Emma, they’ve virtually decided.

65% of car buyers will choose to buy from a dealer based on price.* Yet latest Auto Trader data reveals 31% of used cars on sale for more than 60 days haven’t had a price change since the first day they were listed.* * So, regularly reviewing and accurately re-pricing your stock will help drive success in an increasingly competitive market place.

For buying, selling, marketing or managing. We help you stay one step ahead.

What drives us is you

*GFK Dealership Sourcing Studies July 2014 **Auto Trader advertised stock data June 2014

CarDealerMag.co.uk | 79

TRADER TALK.

..in association with AutoTrader

Four pillars will drive your business forward ... but it’s important to check that each one is in good shape and that there are no cracks or crevices that could do with a little reinforcement

F

amous landmarks such as the Brandenburg Gate in Germany, the dome of St Paul’s Cathedral in London or the Acropolis in Athens are defined by the strength of their classical pillars. Each supports an edifice that stands as a beacon, one that has endured through good times and bad.

In some ways their role can be considered analogous to the modern car dealership.

Today, buying, selling, marketing and managing are the four pillars that help drive a business forwards, and the foundations on which they are built are entirely interdependent. If one is not developed to its full potential, then the risk is that the whole business may start to wobble, particularly in tough times.

Many dealers assume that each is fully covered, particularly if theirs is a business that has been around for some time; they know how to buy the right stock, to sell it profitably and manage a forecourt intelligently.

But in the new digital age, car retailing has changed. Consumer behaviour has rocked the foundations of car buying and now may be the time to check that each pillar is still in good shape – and to identify any weaknesses or cracks that could benefit from a little reinforcement.

Take marketing a business. Auto Trader research tells us that 71 per cent of buyers use a dealer website as part of the decision-making process and that they are looking for a true and accurate picture of both the company and the stock it is selling.

Nine in 10 car buyers say that an honest vehicle description made purchasing from a dealership easier and more straightforward.

So, marketing cars should be considered as an exercise in building trust in a business, as well as in stock presentation.

There are many practices that put buyers off, including blanking out registration plates, applying poor descriptions, omitting mileages or using an image that is not of the car for sale.

Steps should be taken to avoid these, because buyers will often reject a business that does not appear entirely open and transparent.

Further reassurance is sought from a dealer website itself. Buyers look for evidence of an

Who is Nick King?

‘Marketing effectively should be seen as something that goes way beyond classified listings.’ established business and seek a prominently displayed address and a landline number as well as a mobile contact.

Research shows that 68 per cent trust a dealer more if a landline and mobile are included while 72 per cent trust a dealer less if a site lists only a

mobile. It also reveals that buyers are increasingly turning to social media for independent verification that a business is trustworthy and that staff quickly and professionally respond to any issues raised.

Standing out in an increasingly crowded landscape is not easy. But as part of a four-pillar approach for success, marketing effectively should be seen as something that goes way beyond classified listings.

It’s a pillar built on creating a great user experience across all channels, whenever buyers are searching and on whatever device and presenting all the information they need to choose you and not a competitor.

Nick is market research director of Auto Trader, the UK’s number one digital market place for new and used cars. Visit autotrader.co.uk ��| CarDealerMag.co.uk

Jason’s looking for a car – no smoke, no mirrors.

Today’s car buyers are savvy, with high expectations and the luxury of choice.

71% of buyers will use your website* in their decision making process and they want to see a true and accurate picture of your business and your stock.

Our unique research into buyer behaviour means we understand what works for your customers, and what you need to succeed in an ever-changing market.

For buying, selling, marketing or managing. We help you stay one step ahead.

What drives us is you

*GFK Dealership Sourcing Studies July 2014

CarDealerMag.co.uk | 81

MARKET INSIGHT.

..in association with ASE-global.com

Lack of post-interim lift leads to disappointing holiday-time lull in motor retail stocks There still appears to be no solid momentum, despite confident-sounding predictions

O

n the back of the strong interims released by the listed motor retail groups during July and the start of August, we could have expected an improvement in the performance of motor retail stocks. However, this has proved not to be the case.

Whilst this is reflected across the entire stock market, with the FTSE 100 only just being back above its starting position for the year, it is clearly disappointing news for the listed motor retailers.

During the month we have seen Pendragon and Vertu giving up the gains they made in the previous month around the announcement of their results.

We have also seen a slip in Cambria’s performance, offset by improvements in the share prices of Lookers and Inchcape.

Despite the continued strong registration data and confident predictions from the sector, there remains no solid momentum within the sector.

After the significant gains made over the past couple of years, the market appears undecided as to how long the current performance will last and whether the bubble will burst.

Share price movement from January 1 to August 6 2014

Share price movement from January 1 to September 4 2014

price than its peers, as a result of strong interim financial results, which were released just after last month’s article was finalised. It reported strong growth across the board with solid growth in new car volumes and margins, further growth in used cars and an increase in aftersales.

Pendragon

94.7%

92.6%

Vertu

98.3%

94.1%

Lookers

108.6%

111.7%

Inchcape

105.8%

109.8%

Cambria

106.0%

101.0%

Caffyns

107.4%

106.5%

Transactional activity On the whole, August proved a quiet period with little activity, which is not surprising during the holiday season.

Vertu announced that it has opened a new Fiat brand centre in Newcastle, representing Fiat, Alfa Romeo and Jeep.

Lookers continued disposing of the parts of the Colborne acquisition which it did not want, with the disposal of the Bentley dealership to HR Owen. In its interim results, it also indicated that it had an appetite for further meaningful acquisitions, indicating that it isn’t planning on taking an extended breath to take on board any of its recent acquisitions.

Financial performance After the raft of announcements during the previous month, August proved relatively quiet.

Vertu issued a pre-close trading update stating that the group has continued to trade in line with market expectations since the annual general meeting. Whilst this was less bullish than previous statements, the board stated it was confident of further progress before the year end.

Lookers has received a larger bounce in its share

Who is Mike Jones?

He’s the chairman of dealer profitability specialist ASE plc. You can read ASE’s column here every month ��| CarDealerMag.co.uk

Broker forecasts/Directors’ holdings Inchcape continued its share buy-back programme during the month – a general policy that appears to be going down well with investors.

Tonight’s good for Olivia.

What about you?

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CarDealerMag.co.uk | 83

data file.

James Litton Trader tales

Are we getting close to another PPI scandal?

E

very quarter, I have the privilege of being invited to a retailer committee meeting at Mercedes-Benz in which we discuss topics relating to the market. One interesting recent debate was the role of the FCA. The question was asked: ‘How can you specifically measure ‘‘Treating Customers Fairly?’’ ’ There is a concern that retailer finance deposit contributions will fall foul of TCF where we offer no cash alternative. Certainly for Mercedes-Benz, we are able to offer a cash allowance which looks the same as a deposit contribution, but we do not advertise it. All prestige manufacturers have strict advertising guidelines that more or less prohibit any marketing of cash discounts due to brand perception, but I suppose the FCA will not care about that.

Any ruling that will enforce manufacturers to advertise both cash and finance deals will inevitably lead to much head-scratching for marketing teams who will still be tasked with driving finance sales.

With mortgage companies now being forced to employ an affordability matrix, it seems only a matter of time before we have to use something similar.

I have no problem with this providing it would replace any existing credit-scoring system.

Therefore, for one deal that you lose due to underperforming in the affordability score, you may recover another from someone who, historically, may have had a weak profile but can afford the payment given the information provided. However, it is likely to be an ‘in addition to’ as opposed to ‘instead of’.

I have touched on insurance product presentations in this column before. I do not think many retailer ‘offer sheets’ are robust enough for TCF. I think many dealers have included insurance products in many deals – cash or finance – and the customers have not been aware. I think we are months away from another PPI scandal, but nobody seems to care.

We now come to the most controversial topic of all: finance commissions. Will finance providers be forced to disclose finance commissions to a customer before handover?

Are we soon to see full disclosure of chassis margin as we see in North America?

If the motor trade has to do it, I want to know how much a house builder makes on a new property, or Tesco makes on baked beans. And if that is not possible as these are not finance products, is there not some irony about the current distinction between cash or finance purchases?

‘I’d want to know how much a house builder makes on a property.’

Who is James Litton?

James is sales manager at Mercedes-Benz of Taunton. He always has something to say about the industry he loves. ��| CarDealerMag.co.uk

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Very rude shock for our sales manager . . .

I

once worked at a dealership where the sales manager wasn’t exactly the most popular member of the team. It wasn’t that we couldn’t bear to be in the same room as him, just that his manner made him grate a bit with a few of us.

One of his regular tricks would be to make a beeline for any attractive female customer that came into our dealership. He had a particular penchant for blondes (but he’s not alone in that, I suppose).

A few years ago there was a certain such customer who visited the showroom very frequently without, it seemed to us, having any intention of actually buying anything.

Now, if this had been a 16-stone bloke with BO and a beer gut, he would have been given short shrift as a time-waster but this punter was the exact opposite, so naturally she was indulged and treated like royalty.

Anyway, seedy sales guy occupied an office with a glass wall that looked out on the dealership – but had complained about the lack of privacy. Blinds were investigated but as we’re looking back to the credit crunch /scrappage days here, they were considered too expensive. So as a second-best option, some shelving and cupboards were moved from another part of the business, placed alongside the glass wall, and a certain degree of seclusion was established.

Shortly after this, our sales manager’s lady friend dropped in for a visit. They were chatting on the forecourt, as was usual, and we knew they would be heading into his office at some point. It was a quiet Tuesday morning and a few of us were in the mood to play a prank. Quick as a flash, and utilising some old gentlemen’s literature that had been given to someone as a dodgy ‘secret Santa’ gift, we pulled the cupboards back and decorated the glass with some of the torn-out pages.

All pics were stuck on the showroom side but facing into the office. (He always kept the door locked when not inside it so we couldn’t get in ourselves.)

Anyway, as predicted, the two of them wandered in from the forecourt, went into his lair... and then we heard laughter! She’d seen the funny side – as had our sales manager!

To be fair, he seemed a lot more human after that.

‘We knew they would be heading into his office at some point.’

Tell us your story

Have you something to confess? We’d love to hear your tale of woe. Email the editor (you can find our details on page three) or post them on our new forum – simply type cardealermagazine.co.uk/forum into a web browser and get confessing!

CarDealerMag.co.uk | 85

workshops.

Want to be included in this section? Call (023) 9252 2434

Reputation matters more than price, survey shows Garages with the highest feedback scores close the most business according to Alex Rose, marketing director of whocanfixmycar.com

R

eputation far outweighs price when it comes to choosing a garage, according to new research. A study of 500 British motorists by whocanfixmycar. com revealed that reputation was the more important factor for 57.5 per cent surprising. Drivers who are aged 55 or of people, while 23 per cent identified over are more likely to choose a garage price as their main consideration. based on a personal recommendation, Female car owners are 19 per cent while under-35s are 74 per cent more more likely to make a decision on that likely to choose a garage based on basis, the study found. online reviews. Younger drivers are And there was another interesting more focused on price too. They are 49 finding – almost 10 per cent more city per cent more likely to make a price-led dwellers make a price-led decision than decision than more senior motorists. those in the countryside.

And interestingly, distance was a A couple of facts that the study key differentiator for around 10 per found were perhaps not particularly cent of drivers. 

Only

Marshall Motor Group is part of a unique family owned group of companies with a turnover approaching £1bn (35% growth), with interests also in the aerospace and ground systems sectors. We celebrated our Centenary in 2009 and we are still growing in size.

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With our strong customer centric and people focus it is not surprising that we have received some enviable accolades including "Dealer Group of the Year" and being shortlisted for "Employer of the Year" and we are committed to building on our achievements to date.

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Landmark for aftersales team THE aftersales team at a dealership in Derby have notched up 80 years of service between them.

Leading the way at Holt Mitsubishi in London Road is assistant aftersales manager Andy Reed, who has been with the manufacturer for 23 years, closely followed by aftersales manager Ted Armal, who has been with the company for 20 years.

Master technicians Leigh Allsop and Chris Boot have 18 and eight years between them respectively, service adviser Paul Preece has 10 years with Mitsubishi, while apprentice Lewis Clay has been with Holt Mitsubishi for a year now.

Ted said: ‘It’s great that we have reached the 80year mark with Mitsubishi between us. We get a lot of repeat business.’

Reach new heights... need apply!

��| CarDealerMag.co.uk

Discussing the fact that reputation matters more to drivers, Alex Rose, marketing director at whocanfixmycar. com, said: ‘It’s a trend we see on a daily basis. Garages with the highest feedback scores close the most business, even if their prices are higher than the other quoting outlets. And with distance a key differentiator for 10.2 per cent of drivers, it’s worth noting that even great reviews and prices won’t create a limitless catchment area.’

Whocanfixmycar.com provides motorists with a quick, simple way to find their local garage or mechanic.

Around 40,000 car owners have now used the site for everything from MOTs to accident repairs.

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the fleet.

LATEST FROM THE FLEET...

New arrival:

DaciaDuster Hello to a lottery-winning SUV

W

hen the email came through from Renault HQ that our Zoe would be swapped for a brand-new, deliverymileage Dacia Duster, it wasn’t met with much sadness in the office.

That’s not because we didn’t love the Zoe, far from it – it’s a cracker of an electric car after all – but nobody could charge the ruddy thing.

Only Car Dealer Andy could do that and we were getting fed up with him bleating on about how wonderful it was to drive... and definitely starting to feel as though we were missing out.

Now we have a diesel 4x4 that everyone can use. But that in itself presents problems, because if you want to drive one of the cars on the Car Dealer fleet you have to get in quick before the keys ‘mysteriously’ disappear from the key cupboard.

So I hopped in first and I was rather amazed. Up until now my only Duster experience has been with

the UN-spec bargain-basement Access model. But this Laureate version has alloys, air conditioning and even a radio.

That’s not to mention the glovebox light, pianoblack trim, chrome bits around the air vents and a cool ‘4WD’ sticker in the tailgate.

It’s so snazzy it’s the automotive equivalent of a Duster Access having won the lottery – an immediate glitzy transformation.

Our car does come with £885-worth of options (that’s a lot in Dacia’s world) but you could say it’s all the better for it.

James Batchelor (@JRRBatchelor)

the knowledge Model: Dacia Duster Laureate dCi 110 4x4 Price: £16,380 (as tested) Engine: 1.5-litre, turbocharged diesel Power: 109bhp, 240Nm Max speed: 104mph 0-60mph: 12.3s Emissions: 137g/km Mileage this month: 421 This month’s highlight Waving goodbye to an electric car and getting the keys to an SUV powered by good old diesel

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CarDealerMag.co.uk | 87

the fleet.

LATEST FROM THE FLEET...

New arrival:

Second report:

NissanQashqai

AudiA3

It’s been out for a while but at last we get to Motorway duties are spend some quality time with Sunderland’s SUV no problem for Audi

AS MAL waves goodbye to his Qashqai, I not only wave hello to the Car Dealer office, I welcome the arrival of my shiny new Qashqai Tekna, complete with eye-catching, optional, Ink Blue paintwork.

It is to be my partner in crime, potentially even my soul mate, as we explore our nation’s glorious road network together over the coming months. Whether we’re circumnavigating High Wycombe or munching whole sections of the M6, we’ll be going through it together.

This is my first experience in a Nissan, although not in the ‘crossover’ sector that it created, after having had a Ford Kuga for just over a year recently. First impressions of the Qashqai are good. The Tekna delivers a lengthy specification list, including heated leather seats, touchscreen navigation, panoramic roof and climate control. It’s a pleasant place in which to sit – something of a good thing considering I’ll be spending much of my time doing just that.

Externally, I think Nissan has done a great job with the aesthetics of the second-generation Qashqai.

It’s been helped in this instance by ��| CarDealerMag.co.uk

the optional 19-inch wheels and that striking metallic colour option.

I was unsure as to how the 1.2DIG-T would perform in its duties of moving the crossover’s spacious body around, but I’m pleased to report that it actually doesn’t do a bad job of it. The turbo spins up nice and early, delivering a good spread of nearly 200Nm of torque from 2,000rpm, and belying its physical size. I think the uninitiated would be surprised to find out that it’s a 1200cc motor doing the work up front. How well it copes with the rigours of motorway driving is a bit early to say, but we’ll be sure to let you know over the coming months.

Ben Morley

the knowledge Model: Nissan Qashqai Tekna Price: £23,670 (as tested) Engine: 1.2-litre turbocharged petrol Power: 115bhp, 190Nm Max speed: 115mph 0-60mph: 10.9s Emissions: 129g/km Mileage this month: 1,421 This month’s highlight Already trying to beat the factory economy figures – rock and roll!

BEING originally from t’North, I’ve become rather accustomed to travelling the long journey from Gosport to Stoke-on-Trent and back again, but I genuinely don’t think I’ve enjoyed the long jaunt as much as I did in the A3.

I took the recently-arrived A3 Sportback to a business meeting not so long ago, which involved trekking from the south coast up to Newcastle – and the car was perfect.

It has everything going for it. It’s super-comfortable, it’s incredibly good on fuel with an average mpg of 67.3, its driving position is nice, gear changes are smooth, it looks great, there’s plenty of space and, most importantly, it has a DAB radio (Absolute 80s being a necessity for any road trip And, they even do ‘naked lunch’… But that’s a whole other story…).

The only real niggle I had was the electric handbrake. Because it’s not something I’m used to, I found myself looking down to use it – plus, it’s just another electrical item that could go wrong.

And, it lacked a USB input but had two SD ports, which was definitely not helpful having realised I’d forgotten my in-car adapter.

Danielle Bagnall (@DanniBagnall)

the knowledge Model: Audi A3 Sportback S line 2.0 TDI 6-speed manual Price: £31,130 (as tested) Engine: 2.0-litre turbocharged diesel Power: 182bhp, 380Nm Max speed: 145mph 0-60mph: 7.2s Emissions: 110g/km Mileage this month: 812 This month’s highlight The DAB radio – it picks up delights like Absolute 80s. Groovy!

Fifth report:

SeatLeon 280 Ridiculously quick, this car is just so good . . .

I’VE been reacquainting myself with our Seat this month, having repatriated the keys from Sir Nigel of Swan-shire. Our resident video expert had been clinging on to the Cupra’s keys like a baby monkey to its mother, and after having just completed 1,000 miles behind the wheel this month I can see why he was so keen on keeping them.

I’d forgotten just how good our Cupra is. For a start, it’s ridiculously quick. That turbocharged 280bhp lump delivers huge dollops of torque at motorway cruising speeds, which make lane changes with a little exuberant use of the right foot potentially licence-losing manoeuvres.

The way this Seat piles on speed is incredible and, combined with an utterly brilliant DSG gearbox, it feels like a rally car as it rifles through the ratios. It’s even combined with a fruity crackle of the exhausts as it changes up. All rather addictive.

It’s not completely perfect, though.

I’ve found the steering a little light for a car as sporty as this and that aforementioned gearbox can tie itself up in knots as you pull away, or swap quickly between reverse and forward gears.

James Baggott (@CarDealerEd)

the knowledge Model: Seat Leon Cupra 280 Price: £30,735 (as tested) Engine: 2.0-litre turbocharged petrol Power: 276bhp, 350Nm Max speed: 155mph 0-60mph: 5.7s Emissions: 149g/km Mileage this month: 1,027 This month’s highlight Enjoying pure driving pleasure... and trying not to lose my licence

longtermers

Sixth report:

Ninth report:

Twelfth report:

Last report:

Peugeot3008

VolvoXC70

KiaCarens

MitsubishiL200

Ironing out a couple of irritating problems

Time is being called on It’s getting on a bit but Pick-up nearly elicits a tear from tester’s eye the fab Swedish barge luckily doesn’t whiff

WELL, after several weeks of enjoyable, hassle-free motoring in our trusty Peugeot 3008, the car needed a bit of TLC recently, with two snags rearing their ugly heads.

The first came in the form of a nasty chip in the windscreen, which over the course of a hot weekend became a not insignificant crack.

So that necessitated a whole new pane, to cut a long story short, before another problem emerged.

Starting the car up a few weeks ago, the stereo/sat nav refused to operate, emitting only a rather sorrowful whirring sound as if it was trying to eject a CD. Ignoring the ageist gags in the office along the lines of ‘Dave’s got one of his cassettes stuck again,’ I made a quick phone call to our local Peugeot dealer, Perry’s of Portsmouth, and this was well on the way to being fixed too.

We were, however, without the car for two and a half days while the company’s technicians attended to the fault. We haven’t got long left with the 3008 now. Peugeot (not unreasonably) wants it back, so by the time you read this, it will have left Car Dealer Towers for the last time. It will be much missed.

Dave Brown (@CarDealerDave)

OUR XC70 has been with Car Dealer for nearly 10 months now, and to be perfectly honest with you we thought Volvo had forgotten it had lent the car to us.

This chunk of Swedish perfection was only supposed to be with us for six months but we’ve had it far longer. We didn’t mind, obviously, and with every passing week and no email from Volvo Towers, we thought we’d won the lottery. It felt a bit like theft. It felt good.

But then, disaster! Word from Volvo is that it’d like to replace it with a copper-coloured V40 Cross Country but it can’t do the swap for another month, so Victor (yes, I have called the XC70 that) will remain a staple of the fleet for another four, glorious weeks.

I’m sure the Cross Country will be lovely – it’ll have the new 2.0-litre D4 engine under the bonnet and with it being the Lux Nav model it’ll be packed full of kit.

But, while I am a fan of the fauxSUV-cum-premium hatchback, I can guarantee it won’t have the same Swedish granite personality, and it will certainly be without the fab fivecylinder diesel warble. Ho hum – all good things must come to an end.

the knowledge Model: Peugeot 3008 Allure HDi 115 Price: £23,095 (as tested) Engine: 1.6-litre, turbocharged diesel Power: 115bhp, 270Nm Max speed: 112mph 0-60mph: 13.4s Emissions: 127g/km Mileage this month: 334 This month’s highlight Getting the car back to pristine condition for its return to Peugeot

James Batchelor (@JRRBatchelor)

the knowledge Model: Volvo XC70 D5 AWD SE Lux Price: £43,545 (as tested) Engine: 2.4-litre, five-cylinder turbocharged diesel Power: 213bhp, 439Nm Max speed: 127mph 0-60mph: 7.8s Emissions: 169g/km Mileage this month: 412 This month’s highlight We’ve got away with driving it for another month. But the end is near

WITH 12 reports behind it, it’s fair to say that the Carens has made itself rather at home at Car Dealer. In fact, I reckon she’s become a bit of a family pet. Let me explain...

Firstly, she’s kept us company on various outings – be it a video shoot at Rockingham, our Used Car Awards in London, or meetings anywhere from Newbury to Newcastle. Nigel even took her to Spain this year for a little holiday.

Secondly, she’s lovable enough that almost everyone in the office has taken her for a little drive now and again. I almost feel like calling ‘walkies’ when I’m off to grab her keys.

Thirdly – and bear with me here – she looks sort of... cuddly. Not in a you’ve-had-too-many-ready-meals kind of way, more because with those big headlight eyes and little white wing mirror ears, she looks a bit like a fluffy creature from some strange Japanese cartoon.

As with all pets though, we’ll soon have to say goodbye. With thousands of miles on the clock, Caren has hit the age where Kia will soon take her from us. Still, it’s not all bad – Batch reassures me she’s off to live on a nice farm.

Jon Reay (@JonReay)

the knowledge Model: Kia Carens ‘3’ 1.7 CRDi Price: £23,895 (as tested) Engine: 1.7-litre, four-cylinder turbocharged diesel Power: 134bhp, 330Nm Max speed: 119mph 0-60mph: 10s Emissions: 132g/km Mileage this month: 1,932 This month’s highlight Realising the Carens is like a Japanese cartoon character...

SAYING bye bye to The Beast wasn’t too tearful an occasion for yours truly, it has to be said.

Don’t get me wrong, Mitsubishi has created a fine pick-up truck in the L200 Barbarian. It’s solid, sturdy and highly reliable, so it’s easy to see why it’s favoured by farmers and the like. However, during my time with it, the Barbarian was only needed for visits to dealerships, which didn’t exactly tax the young girl.

True, this included the occasional trip into the countryside, when dealers were at rural shows, but the four-wheel drive never had to be pressed into play. Having said that, there was one occasion, sitting high up in the cab while negotiating with ease the twisty stuff in the Brecon Beacons, when it truly felt like The Beast was at last in her natural environment. Why, it was almost enough to bring a tear to the eye.

She’s certainly served us faithfully. And in fairness, the no-nonsense DNA of a pick-up is combined nicely with the comfort of a decent family car, so although it’s been built for a rugged life, a sense of refinement is also embedded.

Both Beauty and the Beast indeed!

John Bowman john@blackballmedia.co.uk

the knowledge Model: Mitsubishi L200 Barbarian Price: £28,798 (as tested) Engine: 2.5-litre, four-cylinder turbocharged diesel Power: 175bhp, 350Nm Max speed: 109mph 0-60mph: 13s Emissions: 233g/km Mileage this month: 641 This month’s highlight Long and winding wonderment in Wales CarDealerMag.co.uk | 89

data fiLe.

Avoid an own goal by preparing for the FCA in plenty of time

W

hen the transfer window opens and closes before and during the football season, I find myself asking the same question on both deadline days: Why do football clubs leave it until the eleventh hour to do business, particularly when they have had all the days and weeks beforehand to achieve this?

It makes great entertainment for us football fans. We’re either glued to the television screen or checking our mobile phone apps which keep us up to date with the latest activities. Naturally of course, we’re mostly interested in our own clubs and the adrenalin certainly starts pumping whenever new names are mentioned.

Each and every transfer deadline brings about dramas where deals that looked guaranteed to go ahead fail to take place. Others look as though they’re about to happen just before the deadline but don’t materialise, leaving both clubs and players to carry on as they were.

As in football, the transfer window is about to open in our own industry. Depending on your geographical location and the activities planned within your business, you can take the opportunity to transfer your Interim Permissions with the FCA to full or limited permissions, thus enabling you to carry on completing consumer credit activities at the point of sale.

Unlike when applying for Interim Permission (which commenced last September running right through until March 31 this year), you only have a small window of opportunity in which to complete your application.

In May the FCA will have communicated the date when your ‘window’ falls. It will also have sent you notification

Jonathan

Such TIME IS MONEY

as your opportunity came closer, and it will even send you further notification that your opportunity to apply for authorisation is nearing completion!

The difference in our window of opportunity compared with the Football League’s is quite simple: you need to take your opportunity as it arises as failure to do so will mean facing a reduction in the business that you are able to complete, potentially losing out to competitors.

Some competitors of First Response are talking to dealers about alternative options to Full Authorisation. These could include becoming an appointed representative, excluding yourself from the processing of finance applications, or

‘ Ask questions if you’re unsure . . make decisions for the right reasons ’ even opening yourself to brokers purchasing your vehicles to bypass you from the regulation with them being listed as the seller on the finance documentation.

The introduction of the FCA was about protecting the consumer – not helping finance companies find alternative modes in which to continue their business operations so that existing profit figures are still achieved!

There is plenty of time before the first authorisation window opens to prepare yourself fully – thus negating the need for any drama. My advice is simple: Don’t leave things until the last minute, ask questions if you are unsure and make decisions for the right reasons. Also, don’t be fearful about life with our new regulator – it won’t be that bad!

Who is Jonathan Such?

Such is head of sales for First Response Finance. You can contact him on 07917 781608 or email jons@frfl.co.uk

Coming next month

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