Car Dealer Magazine: Issue 116 by Blackball Media

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Issue 116 | November 2017 | CarDealerMag.co.uk | £3.50

INTERVIEW: SEAT’S UK BOSS ON SECRETS OF BRAND’S SUCCESS PLUS: WE REVEAL KIA ENGINEERS’ BONKERS BACK ROOM SPECIAL PROJECTS

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Editorial HEAD OF EDITORIAL Rebecca Chaplin

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Welcome.

GRAB a cup of coffee and settle in for another bumper edition of Car Dealer. (Don’t talk to Dave. He’ll argue that we do too many magazines of this size these days and that it’s not very bumper at all, but what can I say, we offer great value!) I can confirm you have definitely got a copy of Car Dealer in your hands, by the way, but if you think it’s changed a bit, you’d be right. Graeme has given the magazine a fresh, new look, despite the fact that he’s been involved in quite a few of our other projects lately. For instance, our sister title Workshop Magazine has just held its Power Awards, the Used Car Awards and Workshop Awards are just around the corner, plus he’s been designing the new logo for CDX and the layout of the whole exhibition space. What’s more, Christmas isn’t far away and there’s a chance he might be doing a turn as Santa. Oh yes, and it’s our Road Test of the Year issue. I don’t want to downplay the effort that goes into that, because although we get to drive around in some lovely cars, there’s also maths involved. This year we carried out the photoshoot in South Wales for a change and, although the mountains don’t seem quite as high as they are in the north, the sheep are just as friendly. We enjoyed some nice weather for once, as well. I’ve just returned from Manchester where the weather was equally pleasant but back in the office, everyone was panicking about the apocalyptic yellow sky. Proof, if ever you needed it, that Manchester is the right place for CDX. I’m still in shock that Michelle was able to book a flight home from our first meeting with our new CDX partners for £23. That’s about the same price as a Starbucks I bought at Oslo airport recently. From p22, we reveal for the first time who those partners are and let you into a few CDX secrets – including how you can become one of our VIPs.

It’s been a back-to-back month of trips for me, giving an indication of just how much is going on in the industry. My most important excursion was definitely the Bangers4Ben rally to Switzerland and northern Italy. I’m suffering badly from post-Bangers Blues now, and the cars are all waiting at BCA Blackbushe to be sold. If you’re lucky, this magazine might have reached you just in time, so if you fancy getting your hands on a Jurassic Park X-Trail, Toy Story remote-control MX-5, log-cabin Berlingo or Volvo tank, why not head to the charity auction on October 27? To find out exactly what you missed, you’ll have to wait until next month, when we’ll have the full B4B17 story. So what else do we have in Issue 116 ? Well, I’ve been finding out more about Nissan’s electric car efforts, while James has been learning about the next generation of car dealerships. If you turn to p84, you can read an in-depth interview he carried out recently with Richard Harrison, the man in charge of Seat in the UK. I said there’s a lot going on in the industry at the moment, and if you turn to the forecourt section you’ll see just how many new cars are coming to market. This month’s highlight for me is the Hyundai i30 N, the first performance car to come from the brand and something I can’t wait to get my hands on. We’ve also been trying out the new Audi A8. It’s a car with more clever kit than you could ever imagine. If you’re looking for a car that’s smarter than your average punter, take a look at the extended review on p44. Enjoy the issue!

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

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The Car Dealer team head to South Wales for Road Test of the Year 2017

Dealership news from around the UK

ISSUE 116 I NOVEMBER 2017

Dashboard. A Perfect Partnership Around the UK Looking ahead to CDX Rebecca Chaplin Big Mike Feedback Around the World So You Wanna Be A Car Dealer? Finance

10 12 22 31 33 34 36 38 40

Features. Road Test of the Year Building a brand

Data File. Car Dealer Club The Statistics Auctions Taking Stock A Global View Market Insight

Forecourt.

44 48 50

Audi A8 Hyundai i30 N BMW X3

Recruitment Suppliers Guide Key Notes with Traka Long-termers

56 84 104 106 108 109 110 112 115 116 118 119

Audi’s new A8 limousine tested

We chat to Seat boss Richard Harrison

Our events... As voted for by dealers, Car Dealer Power is unique. It’s all over for 2017 but you can go online to bit.ly/winners-2017 to find out who won the trophies this year.

The Car Dealer Used Car Awards, sponsored by Black Horse, celebrate the used car industry. This year’s event takes place on Monday, November 27.

The UK’s biggest automotive trade expo features the Live Stage, breakout sessions, workshops and much more. Planning for our 2018 event is well under way – turn to pages 22-27. CarDealerMag.co.uk | 05

Dashboard. IDEA FESTIVAL

Kia engineers’ bonkers

Original thinking, clever new concepts and ingenious solutions to common problems. James Baggott reports from South Korea

self-cleaning car, a multimedia system that interprets sign language and an Asimo-rivalling robot assistant were just some of the ideas in the running for awards at Hyundai Motor Group’s wacky Idea Festival in South Korea. Held annually at the group’s Namyang R&D centre on the outskirts of Seoul, the event allows Kia and Hyundai’s up-andcoming young engineers to set their minds free and create bonkers new technology. The teams of budding engineers presented their ideas at the X-Factor style festival, competing for prizes and the attention of the company’s top brass. Here’s a round-up of the best. Big Brother’s here, p122

‘The point of the Idea Festival is to let engineers think freely. It’s about opening their minds and letting them come up with something different.’ Kia spokesman

Kids’ club

Belt up

Clean team

Using the voice of a child to warn drivers when they’re doing something wrong may sound a bit creepy, but it’s exactly what the brains behind ‘Mind Taxi’ think will improve road safety. Awarding ‘coins’ to drivers who buckle up when they’re supposed to, or when they drive safely, the system works like a game – with a shared leaderboard for a competitive edge – and congratulatory messages from the built-in voice. Start driving erratically and you’ll get told off.

We already know the cars of the future will have the ability to drive us to the shops while we chill out watching TV – but the team behind ‘Thinker Belt’ don’t think that’s enough. These guys want the car to buckle up your seatbelt for you too. The automated unit draws the belt down over your shoulder and across your lap when you get in, and releases it when you stop, or in the aftermath of a crash. Quite how lazy drivers need to be to want this remains to be seen.

Picture the scene: it’s Sunday morning, you can hear the neighbour power up the jet washer and are guilt-tripped into getting out of bed and giving your motor the once-over too. That’ll be a thing of the past if the ‘Dust Buster’ team get their way. Hidden in a retractable housing in the grille of the cars of the future will be a bug-like cleaner that uses vacuums and spinning discs to crawl over the surface of your vehicle to give it a spruce-up while you sleep.

06 | CarDealerMag.co.uk

Who starts part-exchange conversations?

Letters and feedback, p34

new ideas revealed

WINNING ENTRY

Say what?

Break the mould

Robo help

The car interiors of the future won’t necessarily come with a set amount of seats or storage space, believe the brains behind ‘Fluidic Space’. Using a series of balls on rams, the interior will be able to change according to your needs. Think of it like one of those giant pin pictures you used to take a mould of your hand, but on a far larger scale – and powered by a smartphone app. The balls can create seats, luggage space, a massaging bed or even rock your baby to sleep.

Comparisons between this robotic helper and Honda’s Asimo would be unkind, but they’ll still be made. While Honda’s pet project may be able to climb stairs, we doubt the team behind Romo will want their version attempting that anytime soon. It will, however, be able to double as a form of transport, thanks to a seat at the back, help you take the rubbish out or carry large items around. It uses similar tech to autonomous cars to help it avoid crashing and to recognise people.

The winning entry at this year’s festival answered a serious problem. By analysing the sounds a car ‘hears’ as it drives around, it can visualise these for hearing-impaired drivers with lights on the dashboard and a tactile nudge through the steering wheel. An approaching ambulance would trigger the LED light bar under the windscreen to glow green, a police car meanwhile would shine blue. Cleverly, the multimedia system can interpret sign language for sat nav instructions such as ‘take me home’ or convert them to text messages. The best ideas will now be examined by the group’s engineers and assessed to see if they’re viable for introduction. A spokesman for Kia said: ‘The point of the Idea Festival is to let engineers think freely. It’s about opening their minds and letting them come up with something different. Whether we’ll see any introduced remains to be seen – but it shows the ideas that are at the forefronts of our future engineering stars’ minds.’

CarDealerMag.co.uk | 07

Dashboard.

New car registrations are still declining

The statistics: p106

CAREER MOVE

CALCULATORS

Lance Bradley to stand down as UK MD of Mitsubishi next year

Partnership is made stronger

New challenge: Lance Bradley

LANCE Bradley is to step down from the role of managing director of Mitsubishi Motors in the UK at the end of March next year. He has spent 17 years at Mitsubishi Motors in the UK, initially as sales & marketing director and as MD for the past nine years. Under Bradley’s stewardship, Mitsubishi Motors has pioneered electric and plug-in hybrid sales in the UK while at the same time posting record profits. Over the next six months he will continue to oversee the company’s transition to working within the new Renault-NissanMitsubishi Alliance, as well as the launch of several significant new initiatives, partnership announcements and the rollout of new vehicles. He said: ‘I have decided that the time is right for me to seek a new challenge. I have happily agreed to help find my successor and to stay around for a further 12 months as vicechairman after the appointment of the new MD to ensure a smooth handover. ‘I want to thank everyone in Mitsubishi Motors for their support in my time here. It has been an amazing time – one I will never forget – and I wish my successor, the company and everyone who works here continued success.’

WATCHDOG RULING

Alpine A110 tweet promoted dangerous driving, says ASA

n advertising tweet from Alpine UK’s Twitter account about the A110 has been rapped by a watchdog that said it ‘encouraged and condoned irresponsible and potentially dangerous driving’. The tweet, which went out from the Renault UK offshoot’s account on March 8, said: ‘Mountains and twisted roads: The #AlpineA110 in it’s [sic] favorite [sic] playground’. An embedded video, filmed on a closed road at the snowy high mountain pass of Col de Turini in the French Alps, showed Nicolas Lapierre – Signatech-Alpine driver, 24h Le Mans winner and 2016 FIA WEC LMP2 world champion – driving the A110. The car was shown accelerating, braking and taking corners, and one shot included the A110 skidding round a corner. One person complained to the Advertising Standards Authority 08 | CarDealerMag.co.uk

by JOHN BOWMAN john@blackballmedia.co.uk

(ASA), saying they believed it glamorised and promoted dangerous driving, and challenged whether it was irresponsible. Renault UK Ltd, trading as Alpine UK, argued that the ad’s objective was to showcase the car’s behaviour. It added that the focus was not on speed but about mastering the driving on curvy roads, and demonstrating agility and handling. Because the car was a prototype, it said, the speed had been limited to ensure it didn’t exceed 90km/h (around 56mph). It added that all legal constraints were met during the shooting, which took place on a closed road, using a professional, champion driver, and under the supervision of the Monaco Automobile Club, which provided security guards.

No other cars or people were able to access the road. In its assessment, though, the ASA said that ‘throughout the ad, engine noise and rising revs were emphasised, indicating hard acceleration and sharp braking, including while cornering. In several scenes the car was shown braking as it entered sharp corners and accelerating away quickly. The watchdog said ‘speed and acceleration were the main messages of the ad’ and ‘parts of the ad implied excessive speed’. It said ‘the ad encouraged and condoned irresponsible and potentially dangerous driving’. It ordered that the ad must not appear again in its current form, and told Renault UK Ltd to ensure that future ads didn’t encourage dangerous or irresponsible driving, or make speed or acceleration their main message. The tweet has since been deleted.

AUTO Trader has extended its partnership with Codeweavers to power dealer finance calculators on both Auto Trader and Auto Trader dealer websites. Codeweavers’ technology platform currently drives Auto Trader’s finance solution on its marketplace and was integral in the development of the finance calculator function launched in May. Codeweavers will also power dealer finance on Auto Trader dealer websites. The move will see dealers operating an Auto Trader dealer website benefit from the online marketplace’s complete finance solution. In addition to a general finance inquiry page, dealers with finance on their website will have a finance calculator with hire purchase and personal contract purchase examples in their eligible vehicle adverts. Dealers will also be able to submit finance applications directly to their nominated finance provider, selected from Codeweavers’ extensive list of lenders, which includes MotoNovo, Close Brothers Motor Finance, Black Horse and Barclays Partner Finance. Existing Auto Trader dealer website customers are being contacted by the Codeweavers team to complete the set-up of their finance offers. Jason Biffin, pictured, retailer and consumer product director at Auto Trader, said: ‘We’re excited to cement our finance partnership further with Codeweavers.’

Dealer Funding | Flexible stocking finance Insight | Access to exclusive data to boost profits Support | Dedicated Account Manager closemotorfinance.co.uk/dealer-funding

Motor Finance

CarDealerMag.co.uk | 09

Dashboard.

Which was the best-selling new car in September?

SMMT figures: p106

Greenyer

A PERFECT PARTNERSHIP

How can you tap into the millennial generation?

Lookers chief operating officer Nigel McMinn, bottom right, during his descent with instructors from the Red Devils. Below: Just before the leap of faith

SKYDIVE

Lookers chief flies high to take military charity aid to more than £100k

ookers chief operating officer Nigel McMinn has taken the ultimate leap of faith with a 14,500ft charity skydive. He and elite sports car driver Johnny Mowlem, who is a Lookers ambassador, took to the skies with the Red Devils Parachute Display Team as part of Lookers’ support of the military charity 353. The organisation, which provides support to members of the military community and their families, was set up in memory of Private Conrad Lewis, who in February 2011 became the 353rd British soldier to lose his life in Afghanistan. Lookers got involved with 353 as McMinn had a long-standing working relationship with Conrad’s father, Tony, and wanted to offer his support following Conrad’s death. Tony was previously sales director at Nissan Motor (GB) before becoming the managing director of West Way Group. After a pre-flight induction, McMinn and Mowlem donned the iconic red jumpsuits before taking off from Langar Airport in Nottingham for their epic ascent – and plunge – over the countryside. It was the first time that McMinn had done a skydive, and he said: ‘The whole experience was absolutely breathtaking, from the professionalism of the instructors at the Red Devils and preparing for take-off 10 | CarDealerMag.co.uk

right through to the actual jump itself, which was exhilarating. ‘Of course, there were nerves during the ascent, but they disappeared as soon as we jumped out of the plane and the adrenalin kicked in. It was a clear-blue-sky day, so the view we were presented with once we burst through the clouds was spectacular. The fact that we were able to do it in support of such a worthy cause made it a fantastic day all round.’ Mowlem said: ‘It was a fantastic day, which was made extra special by the fact that Nigel was able to join me for the ride. ‘Lookers have done so much for 353, so to be able to help Nigel and everyone at Lookers in this way was the icing on the cake.’ The skydive helped increase the amount that Lookers, which operates from 153 franchised dealerships nationally, has raised for 353 to more than £100,000.

ardly a day goes by without a new report or article about the habits of millennials and how they are changing consumer culture. Of course the question could be which came first – the millennials or the technological evolution that seems to be at the heart of their generation. But whatever the answer, from apps to make the delivery of services more convenient than ever, to the use of smart technology to control everything in the home while out and about, the last few years have seen the way we interact with each other and the services we buy change immeasurably. Nowhere is this having more of an impact than the retail car sector. There is much debate about whether car buyers are ready to complete the entire process without ever going into a dealership or even seeing their desired vehicle. But there’s much speculation that it will be the millennials that embrace this change first. Millennials are also reported to be driving the trend towards the use of finance for vehicle purchase. Car-selling website Carwow recently published research revealing that finance is a fundamental part of the car ownership experience for half of millennial drivers versus just 11 per cent of over-55s. And it’s not just car ownership that is driving the millennial generation. There is also a growing trend towards usership rather than ownership. Recent research by ALD Automotive has suggested that there is a shift away from car ownership towards other mobility options. The most popular alternatives were carpooling, long-term leasing and chauffeur-driven cars. And, interestingly, the research of attitudes to mobility across Europe found that 58 per cent of Europeans have already considered transport solutions that are more respectful of the environment – for example, public transportation apps, community-based GPS and traffic apps. What does this all mean for motor retailers today? They are already adapting how they promote and deliver their services – and even the types of services being offered. Online research now plays a fundamental role for most buyers before they get anywhere near a dealership. And this means once they get to a retailer, they already have a strong view of what make and model they’re after. The key, therefore, is to create a proposition that responds to the customer’s needs, whether that’s about the way they will finance the car or the ancillary services that will make ownership more affordable. And that, I believe, will enable motor retailers to tap into the millennial generation.

‘A trend towards usership rather than ownership.’

Darren Greenyer is deputy head of lending at Raphael Finance

CarDealerMag.co.uk | 11

12 | CarDealerMag.co.uk

LONDONDERRY: David Ryan and Conall Bradley, local car dealers at Donnelly Honda, took part in the Foyle Hospice walk/run in September. Donnelly Honda, based at Campsie Industrial Estate in Eglinton, donated £1,000 to Foyle Hospice for their team’s efforts on the weekend. Participants in the charity event completed a five-kilometre course around the centre of Londonderry. Foyle Hospice provides ongoing palliative care services for patients with cancer and other life-limiting illnesses while supporting their families and loved ones in the north-west of Northern Ireland. Bradley said: ‘Thank you to everyone who came out to see us on the day.’

Car dealers on the run for hospice

CARLISLE: Mike Noble, 44, is the new general sales manager at family-owned Carlisle Audi. Noble has been in the motor trade for almost 25 years starting as a sales executive with a Ford dealership. He said: ‘I love my job and have worked my way up through different roles with various brands. Audi was really attractive to me, as I believe it’s now established as the leading brand in the premium sector. The range now seems to have something for everyone from the mega-sporty RS range to the practical Q models, so I was absolutely delighted when I found out I’d been offered the job.’ Noble, who has two sons, lives in Carlisle.

New general sales manager at Audi site

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

BISHOP AUCKLAND: Bescol Motors has added the SsangYong brand to a second dealership. The familyrun business, which is based in County Durham, is now offering the South Korean manufacturer’s range of vehicles from its showroom in Bishop Auckland. SsangYong is already represented by Bescol in Consett. Michael Chapman, dealer principal of Bescol Motors Bishop Auckland, said: ‘We are delighted to have taken on our second SsangYong franchise.’ Steve Gray, below, marketing and communications director of SsangYong Motor UK, said: ‘We are especially delighted that Bescol Motors has decided to add the brand to their dealership in Bishop Auckland, in addition to Consett.’

SsangYong brand added to second outlet

SOUTH TYNESIDE: A South Shields motor dealer has kicked off another sponsorship deal with Wembley champions South Shields Football Club. It’s the second consecutive year that Jennings Motor Group’s Ford Direct site in Newcastle Road has supported the club, which has been equipped with new first-team kit for the 2017/2018 season thanks to the arrangement. The strips already seem to be bringing good luck to the team, as they are currently top of the Senior Evo-Stik League (North) Table. Last year, they lifted the FA Vase at Wembley. Alisha Henry, South Shields FC’s commercial manager, said: ‘We’re absolutely delighted that Jennings Ford Direct has decided to support the club for another season.’

Ford Direct dealership backs football club

News from around the UK

Dashboard.

CarDealerMag.co.uk | 13

HAMPSHIRE: Snows Volvo Winchester, which has been a partner of the Swedish brand for more than 35 years, has undergone a complete redevelopment. After a significant investment, it now meets the design specifications of the Volvo Retail Experience (VRE). A new sales manager, Nick Edwards, has been appointed to oversee the new and used car sales activity within the business. Recently joining the 25-strong dealership team, Edwards brings more than 24 years of experience to the role having previously worked for Honda. Mark Austin, franchise manager at Snows Volvo Winchester, said: ‘We are getting a lot of great feedback from our customers on the refreshed look.’

Customers loving new-look showroom

HEREFORDSHIRE: Jaguar Land Rover Classic has launched a new Classic Drive experience at Eastnor Castle, allowing the public to drive Jaguar and Land Rover legends on and off-road. ‘Classic’ customers can drive along the tracks where all modern Land Rovers are tested today. Guests are also invited to drive some of the most important historic Jaguars ever on the Eastnor Estate. The Jaguar Land Rover Classic Drive experience at Eastnor is available to book now for £495 per driver. Tim Hannig, director, Jaguar Land Rover Classic, said: ‘Jaguar and Land Rover have created some of the most beautiful and iconic British cars. While their DNA lives on in our modern line-up, we want people to experience where the story developed.’

Drivers invited to a classic experience

WEST YORKSHIRE: More than 20 jobs have been created by a dealership group as it prepares to open a Renault and Dacia showroom. RMB Automotive’s new 12-car showroom in Barrack Road, Leeds, is due to open on November 1 and will showcase the latest Renault and Dacia vehicles, including EV products. Managing director Robert Bennett said: ‘I am very excited to be opening the new dealership for Renault and Dacia in Leeds. I started my motor trade career in Leeds way back in 1977 and over the years have always had a strong affinity with the city and its people.’

CHESTER: Carl Gregory, 35, has been appointed as business manager at Swansway Chester Fiat and he’s delighted with his new role. He said: ‘I’ve been in the motor trade since I finished college as an NVQqualified vehicle technician. I spent two years as a technician before I decided to try my hand at sales and I haven’t looked back! Choosing Swansway Chester was an easy decision for me; it’s a family-run business, but with the infrastructure of a plc, and I have friends in the industry who spoke highly of the owners. There’s plenty of variety working in the Fiat group franchise too, as this covers not just Fiat, but also Abarth, Jeep and Alfa Romeo, which keeps my job interesting!’

BERKSHIRE: One of Surrey’s most successful automotive dealer groups has reaffirmed its confidence in the Mitsubishi Motors franchise by opening a new dealership across the county border in Berkshire – its second new Mitsubishi showroom in the space of a year. Familyowned Shelly Motors’ newly refurbished showroom in Reading Road, Winnersh, complements its Epsom Mitsubishi dealership, which opened last December, and strengthens the successful partnership between the automotive group and Mitsubishi Motors in the UK. Shelly Motors has completely refurbished the six-car showroom at a cost of £65,000.

Successful partnership is strengthened

LONDON: Fashion model, TV personality and well-known petrolhead Jodie Kidd helped open Seat UK’s second global urban store in the heart of west London. Seat White City – in Westfield shopping centre – is 50 per cent bigger than its sister store at Lakeside in Essex, which opened last September, and will be seeking to tap into Westfield’s estimated 27 million annual visitors. Thirteen permanent, full-time jobs have been created at the store, which boasts five display cars plus 10 available to testdrive. The store uses natural materials combined with Mediterranean-inspired colours, which aim to give a warm and welcoming environment.

Seat’s new store is warm and welcoming

New Renault and Dacia dealership on way

Carl’s looking forward to lots of variety

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Dashboard. THE EV REVOLUTION

New Nissan Leaf makes its European debut Nissan can fairly claim to have been at the forefront of electric vehicle tech for several years now. Rebecca Chaplin reports

issan has unveiled its new all-electric Leaf for the first time in Europe. It was presented at the Nissan Futures 3.0 event in Oslo, Norway, where the brand revealed that the limited-run first edition of the car will cost from £26,490 and that order books are now open. The price of the special-edition model, called the 2.Zero, includes the government grant that’s currently available – but Nissan will no longer be renting out batteries on top of this cost. It’s also the first time Nissan’s ProPilot functionality has made an appearance in Europe. It debuted alongside the new longer range e-NV200 van and home charging systems, all of which Nissan believes will get more drivers behind the wheel of an electric vehicle. ProPilot, the name Nissan gives its autonomous system, will enact lane-keep assist, intelligent cruise control and traffic jam assist all at the push of a button. This will be an optional extra, but is fitted as standard on top-spec models. The brand also revealed that a ‘hot’ Nismo version of the electric car will be displayed at the Tokyo Motor Show later this month. Alex Smith, Nissan’s UK managing director, said: ‘One thing we’ve seen with existing Leaf customers is that once they are in an EV, they stay in an EV. We have a lot of customers who bought the 24kWh version of the current car and as soon as there was a 30kWh version they upgraded. ‘I am already seeing letters from customers of current 30kWh Leafs who are wanting the details [of the new car] as soon as possible. ‘We’ve got that hard-core group of people who have accepted the technology and are wanting to upgrade and upgrade, which is something you see in other consumer segments. ‘I think we will have an ever-increasing group of people who, when we do a good job in the dealer network explaining the benefits of an EV and explaining how an EV can be a viable option for many customers, then I think people will 16 | CarDealerMag.co.uk

The new car boasts plenty of improved tech drive it, appreciate it and realise what a pleasant experience it is.’ Added Smith: ‘It’s not intimidatingly futuristic and I think that’s really important with an EV, particularly this EV. It’s the successor to the UK’s best-selling battery electric vehicle, so it’s really important that this is presented as a fantastic car but as a normal car. ‘It’s a battery-electric vehicle that can be

considered against any other car in its class in terms of its driving experience and range.’ Nissan Leaf product specialist for Europe Francesco Giacalone told Car Dealer: ‘We have big expectations and the car represents a massive improvement of all technology in the car and from a design perspective, so we’re now moving to a more mainstream design. ‘I think some customers of the old Leaf were more reluctant to take the car because of some polarising in the design. They will not have these objections any more, therefore we can grow much faster and appeal to a broader population than we have done so far.’ The Nissan Leaf also gets the addition of the ‘e-Pedal’ for the first time. This uses regenerative braking when the

Why I’m worried about Facebook advertising

Ben Garside, p41

The new Leaf, left, and e-NV200, above

Nissan is charging ahead...

FULLY CHARGED

Nissan unveils its electric ecosystem

‘It’s not intimidatingly futuristic and I think that’s really important with an EV.’ Alex Smith, Nissan’s UK managing director

accelerator is released, meaning most drivers will rarely use the brake pedal and will cover short journeys using minimal battery power. The hatchback will now be able to cover 235 miles on one charge, so most owners won’t need to charge more than once a week. Meanwhile, the new version of the all-electric e-NV200 van has increased range by 60 per cent, meaning it can cover 174 miles on one charge. Paul Willcox, chairman of Nissan Europe, said: ‘Nissan kick-started the electric vehicle revolution almost a decade ago. In that time, we’ve sold more EVs than any other manufacturer on the planet. Now we’re outlining our plans for the next decade, which will see even bigger investments in infrastructure, new battery advances and will even change the way people access and pay for

the power in their cars. Put simply, we’ve been doing it longer than anyone else, we’ve sold more than anyone else, and we have a more exciting plan for the future than anyone else.’

The Leaf Nismo concept

IT WASN’T all about new models at the latest Nissan Futures event, with the company focusing on how owners stay charged up both at home and on the road. The Japanese brand is also expanding its existing outdoor charging network by 20 per cent over the next 18 months, to support more electric car owners. Working with EV fast-charging standard CHAdeMO, the company has already built Europe’s most comprehensive charging network, with more than 4,600 quick chargers across the region. Nissan now plans to invest in supporting the installation of a further 1,000 chargers over the next 18 months. When it comes to home charging, Nissan unveiled its latest generation of home and office charging units with the aim of giving owners more choice. Most impressive is the xStorage unit, which is designed specifically for EV owners. It allows them to plug their electric car directly into the wall box to charge and has its own built-in energy storage system. Owners can even generate their own energy from solar panels to deliver 100 per cent renewable energy for their Leaf. CarDealerMag.co.uk | 17

Dashboard. REDEVELOPMENT

Manheim Bruntingthorpe ‘is a great asset to the industry’

anheim’s multi-millionpound next-generation auction centre delivered record sales and attendance during its launch week. The centre, which has been redeveloped, welcomed more than 1,400 visitors to its lanes and online across the four auctions held from September 25 to 29. More than 1,650 cars were sold across the week, with sales from 12 vendors, including BMW Group UK Ltd, Volkswagen Financial Services and Mercedes-Benz Cars UK Ltd. A 100 per cent sale conversion took place during the inaugural BMW Group auction on the first day, with 498 vehicles sold. Tim Hudson, managing director of Inventory Solutions at Cox Automotive, who officially opened the site alongside chief executive

18 | CarDealerMag.co.uk

Michael Buxton, said: ‘The launch of Manheim Bruntingthorpe was a phenomenal success and everybody involved embraced the new centre with enthusiasm and positivity. ‘Manheim Bruntingthorpe represents one of the most innovative and technologically-advanced auction centres in the UK and we are very proud that it exceeded expectations in its first week, delivering a fantastic experience and great results for vendors and buyers alike.’

In addition to unveiling Bruntingthorpe’s new facilities, including advanced AV technology, a state-of-the-art audio system and a premium executive lounge, Manheim also showcased the UK’s first double-blocking auction on the Wednesday, with more than 640 cars sold during the day. Dean Walker, head buyer at Motorpoint who attended the doubleblocking auction, said: ‘Any doubts held by vendors or buyers about double blocking have been cast aside. The pace of sale allowed us to view several cars simultaneously, and we had great success. ‘The Manheim Bruntingthorpe auction centre is a great asset to the industry and we look forward to attending further auctions at the site.’ More auction news, p108

KAHN DESIGN

New boutique showroom open AUTOMOTIVE designer Afzal Kahn’s vehicle conversion business Kahn Design has opened a ‘boutique’ showroom in Kensington. The Kensington High Street dealership has vehicles from Project Kahn and the Chelsea Truck Company on display, as well as an exclusive selection of wheels and accessories. ‘Kensington is an epicentre for luxury and fashion,’ said Kahn. ‘We are thrilled to be opening our second freestanding boutique in London. ‘We have many clients in London and customers across the globe, and now we will be able to provide an exceptional atmosphere to those who share similar aspirations to us and want to experience our full collection in Kensington. ‘I could not have imagined a better location for our second London store.’

CarDealerMag.co.uk | 19

sales@dragon2000.co.uk 20 | CarDealerMag.co.uk

dragon2000.co.uk

01327 222 333

Dashboard.

Nissan has a new UK sales director

Recruitment: p115

STANDING DOWN

SsangYong CEO Williams resigns

What’s in a name? Audi has denied causing confusion

NAMING STRATEGY

Audi chief defends his firm’s complicated new badges

udi was absolutely right to change its naming strategy to show off power output on badges – and won’t be changing them back any time soon. The new badges use figures like 50, 55 and 60 to indicate the level of power output from the same-sized engines – and they’ve come in for a monumental amount of criticism. But despite this, Audi executives are convinced it was still the right thing to do. Speaking at the launch of the Audi A8, Holger Schoffel, the man in charge of the new car, admitted the manufacturer carried out no customer clinics whatsoever before deciding to change the badges. ‘They make it easier for the customer to understand the power output, even when it uses the same 2.0-litre engine,’ said Schoffel. Audi says it uses the different figures to make comparisons between

by JAMES BAGGOTT @CarDealerEd

models easier – and that the new system will come into its own when comparing combustion engine cars with hybrid and electric cars. Confusingly, W12, RS, S and R models don’t get the new badges. Schoffel added: “This is clearer for the customer than it was before. This sort of numerical badging has always been in place in China, and there are no questions there – it’s because it’s new to other markets that it has caused confusion.’ When asked if he thought it was

‘It might not feel right now, but in a year people won’t even think about it.’

the wrong thing to do and whether he thought Audi should revert back to ‘normal’ badges, he disagreed. ‘It might not feel right now, but in a year people won’t even think about it,’ said Schoffel. ‘I think we should stick to this. It makes sense when in the future you will need to compare power outputs of combustion engine cars with, say, an e-tron. Especially if in the future we have different power outputs for our electric and hybrid cars. ‘We are convinced this is the right way to do it, but we will take on board comments and see what happens in the future. We have only just changed this – maybe we will change it in a few years – but this is not a mistake that needs changing now.’ Schoffel did say that for those customers who really don’t like it, there’s always the debadging option which removes the problem. A8 review and tech focus, p44-47

Air bag concerns lead to major recall of Mercedes-Benz cars HUNDREDS of thousands of Mercedes-Benz cars in the UK are being recalled over air bag concerns. Some 400,000 UK cars are being recalled as well as vehicles in ‘other markets’, the manufacturer said. The models affected include the A, B, C and E-Class, and CLA, GLA and GLC, built between November

2011 and July 2017. Mercedes said its cars were safe to drive under normal conditions but urged customers to contact its roadside assistance service if the air bag warning light comes on. No fatalities have been reported. A Mercedes-Benz spokeswoman said: ‘If the steering column module clock spring is broken, the driver air

bag warning light will be displayed in the instrument cluster, as well as a red air bag warning lamp. In rare circumstances, if the clock spring is broken and the wiring components are not sufficiently earthed, this could lead to an electrostatic discharge which could inadvertently deploy the driver’s air bag.’

THE CEO of SsangYong UK, Paul Williams, has resigned from his position after six years with the brand. A letter to dealers from Kevin Jones, CEO of parent company Bassadone Automotive Group, was leaked to Car Dealer Magazine explaining that Williams had stepped down and that the company was seeking a replacement. The letter also revealed that Jim Tyrell, CEO of Mitsubishi UK Ltd for nine years, had been appointed non-executive chairman of SsangYong UK. Jones wrote in the letter: ‘The directors of Bassadone Automotive Group wish to thank Paul for his contribution to the sales growth of SYUK since 2011 and wish him every success in his new ventures. ‘Bassadone Automotive Group remains committed to the success of SYUK and will immediately be taking steps to find a replacement CEO.’

INITIATIVE

TrustFord joins Autism Hour TRUSTFORD, the national car dealer network, has helped raise awareness of autism through its participation in Autism Hour. On October 2, TrustFord joined other major retailers in taking part in the National Autistic Society’s initiative, becoming the first and only automotive company to do so. All TrustFord dealerships made changes including turning down music and dimming bright lights, to make their premises more autism-friendly. CarDealerMag.co.uk | 21

CDX 18 INTRODUCTION

A bigger, better CDX for 2018 – and YOU could attend as a VIP!

DX is back and this time it’s taking Manchester by storm. If you thought 2017 was big, then wait until you see what we have in store for you next May 21 and 22. Over the years, Car Dealer Magazine has seen dramatic year-on-year growth in the number of stands, the amount of space and the number of people attending, but in 2018 it’ll be even bigger and better than ever before. With two days filled with exciting and educational things to see and do, it was only fitting that we partnered up with some of the most innovative brands around. Continue reading to find out more about what these companies will be bringing to the event, but we can now reveal our partners for CDX18 are GardX, iVendi, Perfect Placement and The WMS Group. Each of our four partners will be occupying space within the exhibition floor called forums, covering an area larger than any other stand ever seen at CDX before – and they will truly be something to behold. We’ll also be keeping things fun into the evening for delegates who are looking to network as well as learn, with the official CDX party organised by GardX. A limited number of free tickets will be going out to delegates, and you’ll need to be actually at the event to get yours. CDX18 ticketing is now officially open for

anyone wanting to book tickets. It’s as simple as heading over to cardealerexpo.com/ticketing, creating an account and then you’ll be able to download your free ticket from there any time before the event. Free standard tickets will give you access to the show on both days, as well as all of our excellent workshops, seminars and the Car Dealer Live Stage programme. To give delegates more flexibility, and to ensure everything runs like clockwork, we’re introducing a limited-edition VIP ticket sponsored by iVendi, which is available to purchase from the CDX website now. This will give you fast-track entry to the show on both days, guaranteed parking, access to the VIP Business Lounge where there will be complimentary refreshments and food served all day (including breakfast and a buffet lunch), exclusive free VIP Wi-Fi and cloakroom, VIP front row seating in workshops, an exclusive networking session with a speaker and a VIP book and show guide. For those choosing this package, we have also taken rooms at one of the best hotels on the doorstep of MCCC and VIPs will be able to book at a special rate. Founder of Car Dealer Magazine, James Baggott, said: ‘It’s exciting to see our hard work and planning for CDX18 coming together. When we travelled to Manchester Central a few weeks ago with our four partners, it was clear this is a

huge step up from last year but already the plans are in place to make this the greatest convention for the motor trade in Europe. ‘Not only that, but speaking with the partners showed me how dedicated they are to making this event a huge success too.’ He added: ‘I’m pleased to be able to offer our delegates a more business-focused VIP package for 2018 too. We know how important it is for visitors who are taking time out of their businesses to use the show as efficiently as possible and this will give them the best possible access to everything while taking the stress out of managing their stay.’ Through cardealerexpo.com delegates can manage their days and sign up for updates as we reveal more details about the show line-up. Those looking to stay for both days can book nearby hotels at special CDX rates too.

‘It’s exciting to see our hard work and planning for CDX18 coming together.’ James Baggott

In association with

22 | CarDealerMag.co.uk

HEADLINE PARTNER

A fantastic chance for us to show what we do

ardX thinks CDX is a fantastic platform for it to show the motor trade what it is all about, and that’s why it has taken a spot as headline partner. The brand started out doing paint protection, and although that is still a huge part of its business, the company has developed to offer much more and has used CDX over the years to show businesses exactly what it can do. This year it won’t only be a headline sponsor, it’ll also be hosting an exclusive industry party in the evening! Our headline partners are each taking dominant spaces in the hall – the biggest stands that you’ll ever have seen at CDX! Dylan Haskell, sales director at GardX, said: ‘GardX recognises that CDX is a fantastic platform for us to show to the motor trade exactly what we do, the products we have and what we’re about. ‘We are seeing CDX grow year-on-year and we’ve been involved from the outset. The reason for that is because we can see what CDX is building to, and we actually believe that it is the biggest trade show in the UK to date. ‘We see CDX as being a really credible trade show and can see it growing into a mini NADA for Europe. ‘We recognise it as a fantastic opportunity to demonstrate GardX to the auto sector.’ Earlier this year, GardX hosted insightful and educational workshops at CDX, which included topics such as best practice in e-commerce and how to increase sales with add-ons. This year it’s excited to be offering more workshops that the team hopes will be even better received than in previous years. The exact content of these workshops is yet to be revealed, but Haskell was able to give us a hint of the topics that will be covered. ‘In our group sessions, we are really looking forward to sharing with the trade what we do,’ he

GardX has been involved with CDX from the outset and can’t wait for the 2018 event told us. ‘We ran them for the first time last year and had great engagement from dealers as well as excellent feedback from the sessions, as people found them really useful and informative. ‘GardX is looking forward to the group sessions where we can share a lot more information about the success we’ve had. ‘Although we can’t reveal the details yet, you’ll be able to hear about digital, consumer buying trends and sales practices and processes.’ It’s widely known that the team at GardX know how to throw a party, and this year those staying at CDX for both days will be able to continue the networking into the evening of the first day – although, knowing car dealers, we’re sure this will continue into the early hours! Haskell explained: ‘GardX is hosting a party one night which will be a great opportunity for us to socialise with our guests. ‘Those invites will be going out in collaboration with Car Dealer as well as with us.’ With CDX moving to its new home of Manchester in 2018, GardX is as excited as we are about the potential for the space. Haskell explained that this was something GardX was very much looking forward to.

‘It excites us that Car Dealer has picked Manchester. It’s a great location in terms of the exhibition hall and it has fantastic accessibility to hotels. We hope it will be a destination where people will come for two days, spend a night and of course we look forward to welcoming people to our party. ‘It is definitely going to be bigger and better for us and we are very proud to be associated with CDX.’

‘We see CDX as being a really credible trade show and can see it growing into a mini NADA for Europe.’ Dylan Haskell, sales director at GardX

Want to find out more about the biggest and best expo for the motor trade? Get in touch with us now! Email events@blackballmedia.co.uk or call 023 9252 2434 CarDealerMag.co.uk | 23

CDX 18 HEADLINE PARTNER

What we have planned will be a major highlight of CDX

MS Group has been at CDX since the start, and we’re proud to announce it will be one of our headline partners in 2018. As a brand that always has plenty to talk about and with celebrity endorsements backing up its products, next year’s WMS Group stand will be one not to be missed. With almost six months to go, anticipation is already growing for what this business is preparing, but it’ll be worth the wait, according to marketing manager Steph Colinswood. As a company that has fully supported CDX and reaped the benefits of being involved in previous events, the WMS Group felt partnering with the show was a must. ‘Having been involved with CDX from its inception, it’s always been a resounding success for us,’ she explained. ‘CDX 2018 is set to be the biggest yet, so it was a natural decision for the WMS Group to be involved as a headline partner. ‘We are very selective of who we partner with and this event is now widely recognised as THE expo of the year. The fact that we’re working alongside Car Dealer, GardX, iVendi and Perfect Placement means CDX has an excellent alignment of leading brands. ‘With all five companies pulling out all the stops and working together to promote it, CDX 2018 is going to raise the roof on the motor industry.’ We’ve seen WMS Group bring its exciting products to a wider audience this year, as it has been running its Safe and Sound advert across multiple platforms to an audience of 16 million consumers. This is a brand that knows how to go big – and you can expect the same at CDX. There will be a lot going on at CDX 2018 and the team at WMS Group are excited about all of it,

In association with

24 | CarDealerMag.co.uk

WMS Group enjoyed exhibiting at this year’s CDX – and the company has big plans for 2018 but for Colinswood, there are a few elements that really stand out. ‘There are so many things we’re looking forward to,’ she said. ‘Showcasing our product range, seeing the efforts of other suppliers, finding new potential partners, hearing the Live Stage sessions, the fascinating insights that will undoubtedly be revealed and, of course, attracting countless dealers to our stand! ‘Personally, I am also excited for the Women in the Motor Industry session. The participants are always so motivational and inspiring. ‘It’s brilliant to hear how other women have climbed to the top of their career ladders and challenged the gender imbalance.’ WMS Group has a lot planned for CDX 2018, and it’s sure to be good, although Colinswood was a little bit secretive when it came to revealing exactly what they’ll be putting on ! ‘Plans have already started for our stand,’ she said. ‘While I can’t reveal what we have up our sleeve just yet, I can say that it is going to be a major highlight of the event. ‘WMS Group has consistently led the market

through innovation, and our stand will be no exception.’ To see the full impact of the WMS Group stand, you’ll need to be at Manchester Central on May 21 and 22. All four of our partner stands will be the biggest displays ever seen at a CDX event and are not to be missed!

‘CDX 2018 is set to be the biggest yet, so it was a natural decision for the WMS Group to be involved as a headline partner.’ Steph Colinswood, marketing manager at WMS Group

HEADLINE PARTNER

CDX is the perfect place for Perfect Placement!

utomotive recruitment consultancy Perfect Placement will be one of CDX’s headline partners for 2018, and as multi-award winners, they fully deserve a place at the top of the bill. As the motor trade expo moves to its new home at Manchester Central Conference Centre, it opens up more opportunities for exhibitors and our partners will be pushing the boat out. Recruitment is key for any business and the work that Perfect Placement does is exceptional according to our readers, as you’ll have seen over the years in Car Dealer Power. That’s why you can expect its experience when it comes to hiring the right people to add crucial value to your business. Jimi Matthews, director of business development at Perfect Placement, said: ‘Perfect Placement is proud to be a partner of CDX. ‘We recognise the significance of such an event in the marketplace and fully support the efforts to bring so many different parts of the industry together under one roof. ‘CDX is like no other trade show that the recruitment industry or the motor trade in general holds in that it brings together both suppliers and industry specialists to meet and address hot topics in the marketplace, from finance to Brexit. At CDX17, we found that every delegate we met had come with the intention of leaving better informed about the marketplace they work in. ‘We believe that only CDX offers the very real opportunity to meet with key players in the motor industry and discuss the topics everyone wants to know about in an open and friendly environment.’ With previous CDX events having been such huge successes, Matthews was keen to tell us what the Perfect Placement team is most looking

The new Manchester venue for CDX will really help Perfect Placement showcase what it can do forward to seeing in Manchester. ‘There is so much more expected at the next CDX and with that, so much more to look forward to,’ he said. ‘The two-day event next year promises to offer both exhibitors and delegates an enhanced experience, and with what we have planned, we hope to gain so much more. ‘Being in Manchester is also different, and we expect a different crowd with this. Silverstone in previous years was a good venue. It’s synonymous with motor racing and offered a heritage feel to CDX, as though we belonged there. ‘However, Silverstone was not designed with expos in mind and isn’t in the most convenient of locations. The MCCC, being in the heart of such a large metropolis, offers ease of transport and stay, which we feel gives us an amazing opportunity to meet with delegates who couldn’t attend Silverstone. The two-day event means we can afford to spend more time doing things we want to achieve, be it demonstrations, workshops and

even presentations. We can offer those visiting our stand an enhanced experience.’ Last year Matthews hosted a workshop on ‘hiring a winner’, sharing insight from Perfect Placement and how it identifies the best people for your businesses. What can you expect to see from Perfect Placement at CDX 2018, though? There will be more to come, some of which won’t be revealed until the event itself, but Matthews said: ‘As a partner in 2018, we are looking to create an environment where both delegates and other suppliers can meet to discuss hiring, training, retention and the best practices for human resources processes in general. ‘We’ll be hosting discussions on topics including social media as a tool for recruitment, what tomorrow’s marketplace needs, as well as running an open clinic for any delegates wishing to fine-tune their current recruitment and retention programmes. Our hook? Wait and see!’

‘We believe that only CDX offers the very real opportunity to meet with key players in the motor industry.’ Jimi Matthews, director of business development at Perfect Placement

Want to find out more about the biggest and best expo for the motor trade? Get in touch with us now! Email events@blackballmedia.co.uk or call 023 9252 2434 CarDealerMag.co.uk | 25

CDX 18 HEADLINE PARTNER

We can’t wait to showcase our world-first technology

s customers and businesses move to a more online-focused world, being able to tie up these journeys with one clear platform is vital. For car dealerships, this is especially important, and that’s why iVendi makes an ideal headline partner for CDX 2018. Quite simply, the company believes CDX is the best way to get its messages across to the right audience in the industry. The company will be taking one of the biggest expo spots, alongside the other three headline partners, sponsoring our all-new VIP package and demonstrating its world-first technology to the industry. Car Dealer spoke with James Tew, CEO of iVendi, who explained why CDX was the right choice for them. ‘It’s important for us, as a business, that our messages about the future of online vehicle retailing reach the right audience,’ he said. ‘CDX delivers an important part of that audience and allows us to start conversations with key players across the industry, ranging from dealers to finance providers and manufacturers, about how our technology can help them make a step change when it comes to their online retail offering.’ As one of our four headline partners, iVendi will be enjoying the best visibility at the show, but there’s more. The company will also be sponsoring our VIP package which will give delegates exclusive benefits such as a VIP lounge, parking, food and drink to name but a few of the great privileges (see p22 for more details). Tew and his team at iVendi have big plans for CDX 2018 and are eagerly anticipating the chance to show off what they’ve been working on. ‘We’ve got some pretty special technology that we will be unveiling around the time of CDX, which we believe will make it easier and more cost-effective than ever before for dealers and

In association with

26 | CarDealerMag.co.uk

Present at previous CDX events, iVendi will certainly enjoy a high profile this time around others to move into online retailing,’ said Tew. ‘Having a product like ours is very exciting and we are looking forward to showing it to the market and listening to their reactions.’ Last year iVendi hosted a popular workshop forum in which Tew talked about the topic of online finance and how you can use it to increase sales. This year, the business is expected to build on this with more educational sessions that can help your business. We asked Tew if he could reveal anything about what iVendi has got in store for us, so he gave us a few hints about the company’s new product. ‘The next release of our platform will provide a world-first, off-the-shelf, complete online motor retailing platform for dealers,’ he said. ‘It will allow dealers, ranging from major groups to small independents, to simply plug the solution into their existing websites. ‘This is very much the holy grail of online motor retailing. Buying a car online is not like buying a pair of jeans. ‘It is a process that requires everything from handling a part-exchange to motor finance. ‘Over the eight years that iVendi has been in

existence, we have been working on each of the key elements of the process and, by early next year, will be in a position to deliver a complete solution to dealers and others. ‘We are now at the stage where we can incorporate a simple but important feature into the platform – a ‘‘buy’’ button. ‘Getting to this point has been a long journey but we are confident that this product is absolutely right for this moment.’

‘We’ve got some pretty special technology that we will be unveiling around the time of CDX.’ James Tew, CEO of iVendi

LIVE STAGE

Plenty going on with a busy Live Stage line-up by REBECCA CHAPLIN @believebecca

DX17’s Live Stage was the best yet, with packed line-ups of expert panels and industry speakers. We’re not ones to rest on our laurels though, and for next year, we have even bigger plans! With the show now running for two days (May 21 and 22) we won’t just be repeating the same talks, we’ll be extending the programme to run for twice as long but with more topics that our readers have been asking for. This year, if you make the most of everything on offer, no CDX delegate will leave Manchester Central Convention Centre without more expertise on how to grow their businesses, improve sales and retain more valuable customers. On day one we’ll be focusing on digital dealerships and how you can improve your presence online, while on day two we’ll be looking at the physical side of things, whether that’s the cars on your forecourt, personnel or property. Every year we hear that you loved the panels and keynote speakers, but that you want to know more. With two days at our disposal, we’ve finally got the opportunity to offer you more variety on stage. With industry experts sharing their opinions on the same panel as dealers and manufacturers, you can expect to learn more than ever from the Car Dealer Live Stage. We’ll be announcing the full line-up early next year, but topics will range from digital journeys, website design and using video to sell cars, to marketing best practice, dealership design and improving retention with aftersales.

Delegates flocked to the Live Stage at CDX17 – and no doubt the same will happen next year! There will be some very special panellists and keynote speakers from outside the industry too, eager to let you into some retail secrets from outside of the trade. In 2018 we’ll be pulling in more expertise from outside of the industry, to give you more insight into how other sectors have developed and how you could use these opportunities to grow your business. James and I will be speaking to some of the biggest names in the trade, to give you some cuttingedge knowledge that can help you make more money. Have you been worrying about whether your website really works? Or maybe you can’t decide if now is the time to make the move to a bigger site, stock more cars and employ more staff? What if it’s all too much trouble when you consider the margins you’re making? These are the questions we’re asked all of the

LIVE STAGE

time, and by the end of Tuesday, May 22, we’d expect you to leave MCCC with the answers. And that’s only if you come to watch the Live Stage! With a packed agenda for workshop seminars that we’re dying to tell you more about too, you really cannot afford not to be at CDX18. In just a few weeks we’ll be revealing the topics for the Live Stage, and don’t worry, we’ll be letting you have your say again. We’ll be asking you for the questions that really matter to you, as well as getting you to vote on what pressing queries we should be putting to our panels. That’s only a taste of what we’ll be discussing, making this an event not to be missed. With the new setting of Manchester, you can expect a completely revamped, new-look stage, more seating and a more dynamic experience for those involved. Plus, of course, I will have new and even jazzier shoes. So keep visiting both the Car Dealer website and cardealerexpo.com for all of the breaking news, but more importantly get your tickets now and don’t forget to stick May 21 and 22 in your diary! [CD]

Want to find out more about the biggest and best expo for the motor trade? Get in touch with us now! Email events@blackballmedia.co.uk or call 023 9252 2434 CarDealerMag.co.uk | 27

A better way of doing business

STREAMLINE YOUR SALES PROCESS Discover the power of our Mobile Finance Calculator. Itâ&#x20AC;&#x2122;s designed to help you spend more time with your customers and less at your desk. Try it today: blackhorse.co.uk/abetterway

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Dashboard. CELEBRITY

Mike Brewer returns! Wheeler Dealers is back on January 1

he new series of the popular TV show Wheeler Dealers is due to be aired in the UK from January 1, 2018. Headed up by hosts Mike Brewer and Ant Anstead, the programmes will be shown on the Discovery channel – and early episodes have already proved a smash hit in America, where the new series is under way. In fact, the show became the highest ever premiere on the US channel Velocity, although other shows may have rated higher elsewhere. Wheeler Dealers sees Brewer, right, hunting for interesting cars to be restored and repaired by Anstead, before being sold on. Speaking exclusively to Car Dealer, Brewer said: ‘We’ve got a total of 18 shows split into two runs of nine,

and this season we’ve looked at some iconic cars – opening with a brilliant Ford Escort RS Cosworth.’ The series also features cars including, among others, a 1982 Toyota Supra, 1973 Ford Mustang Mach I and a 1973 Saab 9-6. Fans were shocked earlier this year when Brewer’s long-standing co-host and master mechanic Edd China decided to quit. But life goes on and Brewer is delighted by the way Anstead has filled his shoes. ‘I had 13 fantastic years with Edd,’ Brewer told us. ‘We created some amazing cars and had some amazing adventures, but after Edd decided to quit, Discovery decided

to continue with the brand and with me – and I’m really glad that they did with Ant Anstead. ‘He’s smashed it. We’ve now broken box-office records. We’ve achieved the highest-ever viewing figures for Wheeler Dealers in its history.’ The series that will air in the UK from January 1 is the 14th. Brewer, who of course is a car dealer himself, with Mike Brewer Motors having showrooms in Sheffield and Luton, will once again be compering Car Dealer Magazine’s Used Car Awards this year. The 2017 ceremony takes place at The Brewery in London on November 27.

RESULTS

Growth goes on at John Clark JOHN Clark Motor Group’s audited results for 2016 show continued growth and investment as the family-owned company strengthened its position as one of the UK’s top 20 motor trade businesses. During the course of the year, turnover for the Scottish group grew by five per cent to £703 million from £667 million. Profit before tax, at 1.2 per cent of sales, remained above the UK motor trade national average, despite volatile market conditions. The trend in growth continued with new and used vehicle volumes reaching record highs during 2016. New unit sales volumes rose by four per cent to 14,712 units and used volume grew by 10 per cent to 13,062. Chairman John Clark said: ‘Our customer base has never been bigger.’

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Behind the scenes REBECCA CHAPLIN

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

Is the brand that once led the way in EVs starting to fall behind?

issan is at the forefront of electric car technology because it’s been working on these products for around a decade – at least that’s what we hear. The manufacturer has more customer data than any other when it comes to electric cars, and I can believe it, since they started out by selling the Nissan Leaf to a group of early EV adopters as far back as 2010. Speaking with the MD of Nissan UK, Alex Smith, recently, he told me that Leaf owners had been emailing him personally to ask when they can get their hands on the new one – and that’s before they’d even seen it. As you’ll have seen on pages 16-17, I went to Nissan’s latest Futures event in October. And while there were plenty of new innovations to discuss, what really struck me was that the revolution they speak of seems to be passing them by. It’s unusual to get something right first time. I mean it does happen, but not very often. However, I think even the designer would argue that the original Leaf was a good effort but had its faults. For that reason, I find it hard to believe that Nissan really thinks this is the best line of fire. But, it has persisted. The Leaf was given a very subtle update and slightly better batteries a few years back. Now it’s a had a redesign but it’s managed to remain largely undesirable compared to competitors. This is the brand that’s designed the Juke, Qashqai and the new Micra, cars that turn heads – but the Leaf has remained utilitarian and bland. I will happily bow to Nissan’s better judgment, after all I’m just a journalist with an opinion, but when you compare it to other electric cars on the market, it’s just not that appealing. While there is more appetite for small electric city cars or long-range family cars, the Leaf has bulked up to differentiate itself further from the Renault Zoe. I’ve been rambling on for ages about the fact that electric cars need to forget the quirks and focus on being desirable everyday cars, and maybe this is a step in the right direction. The Hyundai Ioniq though, available in hybrid and all-electric form, is a car that is goodlooking but might not even stand out as an EV to the untrained eye.

In my view, Nissan seems stuck in a bubble. While most manufacturers have announced they’re set to give every model in their ranges some form of electrification, a brand that was so far ahead of the curve seems to be falling behind. The Renault-Nissan-Mitsubishi Alliance has announced that it’ll be introducing 12 new dedicated EV models by 2022. Other manufacturers have quickly jumped on the bandwagon and produced some exciting new electric, hybrid and hydrogen vehicles, but Nissan haven’t caused as much of a stir. Nissan has one plug-in car and one van – all of its other vehicles are either petrol or diesel. That’s not particularly forward-thinking in today’s car market. If you were to look at most other car makers, there’s a range of different powertrain options these days. It’s true, when everyone said Nissan was mad to produce an electric vehicle they did it anyway. I’d bet money that they do have some overarching wisdom, that they are doing things in their own time and they’re doing it right. What are the chances that, as soon as we’ve sent this magazine to print, Nissan announces an electric city car, a plug-in hybrid SUV and a hybrid supercar? Let’s face it, the Nissan line-up is desperate for some electric-motored additions. I’ll get some abuse online for this, but surely the next step for the GT-R is a bit of electric power. We’ll wait with bated breath, but if they don’t get a move on, will their crown as the first to make electric cars a viable product slip? If they don’t make an EV that’s a bit more exciting, how soon will it be before they slip to the back of car buyers’ minds? Yes, I haven’t forgotten about the Leaf Nismo. I’ll be telling you more about it next month once I’ve seen it at the Tokyo Motor Show. All this time we’ve been waiting for a new Nismo, and we get a Leaf. I’ve got my fingers crossed that it’ll be fantastic but in the meantime I’ll plead again: Please, Nissan, make some exciting EVs and show the rest of the industry how it’s done.

‘I’ll get some abuse online for this, but surely the next step for the GT-R is a bit of electric power.’

Rebecca Chaplin is head of editorial at Blackball Media and presents news programmes and features on its online video channel Trade Plates TV. CarDealerMag.co.uk | 31

Ask Auto Trader

Do you have a question, or a suggestion for next month’s topic? I’d love to hear from you: marc.thornborough@autotrader.co.uk

Auto Trader Market Report: what role can dealers play in the diesel debate? As the UK and Ireland’s largest digital market place for new and used cars, attracting close to 55 million cross platform visits each month, we’re often asked for our view of the market, and our observations on trends. That’s why twice a year - March and September - we publish the Auto Trader Market Report, our biannual analysis into the automotive sector, in which we examine a topical issue or development affecting our industry. In our latest edition, we looked at the road to 2040, examining the current debate around fuel, and the barriers lying ahead for full EV adoption. Based on a study of 13,000 motorists, as well as data collected from our own marketplace, we examined what impact the largely negative rhetoric has had on consumer buying and selling behaviour, as well as how the ‘demonisation’ of diesel has affected their value. What’s more we looked at what will be required to achieve the Government’s intended sales ban of traditional petrol and diesel powered cars and vans by 2040.

What did you find out? Well, our findings paint quite a different picture to the one we’ve seen in the news recently, some of which has suggested that the price of diesels are falling off a cliff. According to our data, whilst the average used price for a diesel has been slowing in 2017, August bucked this trend recording a 2% like-for-like increase. Underlining the resilience of diesel even further, despite experiencing a steady decline which can be attributed to the largely negative rhetoric, searches for diesel vehicles increased from May to August this year. What’s more, consumers still search for diesel more than any other fuel type.

What makes your data different than anyone else’s? We think that ours is amongst the most robust available. That’s because we combine and analyse data from c.500,000 trade used car listings every day, as well as additional dealer forecourt and website data (OEM, fleet and leasing disposal prices, as well as pricing data from over 3,000 car dealership websites and data from

major auction houses across the UK), which means it is an accurate reflection of the live retail market.

So, the diesel debate isn’t influencing consumers at all? It is, but rather than encouraging a migration from diesel or petrol engines to electric, we found that the current fuel debate is only serving to confuse car buyers, make the buying process more difficult, and potentially influence the wrong car buying behaviour.

48% admit that they care more about car pollution now than they did 12 months ago 74% of motorists that we spoke to for the Report agree that the pollution caused by cars on UK roads is worrying, and 48% admit that they care more about car pollution now than they did 12 months ago, so the consumer appetite to change is there. However, as we explore in the Report, this concern is not leading to action due to the emphasis of the current fuel debate as well as a lack of focus, clarity and investment which is needed to overcome the four key barriers to electric vehicles for consumers, which are: upfront cost, infrastructure, reliability and a lack of understanding.

their car buying journey: informing them of the facts, clarifying the differences between modern Euro 6 vehicles with older diesels, explaining scrappage schemes, and helping alleviate EV anxieties. Not only will this ensure your customers buy a car that’s right for them, but will be a vital contribution in achieving clean air ambitions, as well as supporting a healthy new and used car market. The clean air debate is another example of just how fast the automotive industry is evolving, and it’s essential dealers adapt their businesses accordingly. Whilst 2040 is a long way off, manufacturers have made their level of commitment to electric vehicles clear. As with other aspects of the retail sector, today’s most successful dealers are those that embrace change early. In the coming years, those dealers that offer a range of EV, employ trained EV technicians, as well as contribute to the national charging infrastructure, will have a clear advantage in what is already a competitive marketplace. Don’t leave your EV strategy too late or risk being left behind.

Where can I download the report? To read the findings in full, you can download the September Market Report for free, by visiting:

https://trade.autotrader.co.uk/ market-report/

What does this mean for me and my business? It’s important that dealers play a role in educating consumers and help them in

For the latest news, views and insight for the automotive retail community, follow @ATInsight on Twitter and LinkedIn 32 | CarDealerMag.co.uk

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

Here’s an idea that has merit if you want to avoid Carmageddon

itting on my lot at the moment, I have a 1996 Vauxhall Astra 1.4 Merit. It has covered just 29,000 miles from new, and for it I’d like the princely sum of £795. It came to me as a part-ex, and is somewhat different to my usual forecourt fodder – but you should see the condition of the thing. It’s like a three-year old car, not one that’s of an age where, if it was a human being, it would probably be toasting its graduation. Apart from one thing. I haven’t seen a three-year old car that’s anywhere near as basic. This Astra is motoring in its most rudimentary state. It has central locking (off the key, not the plipper) and a radio-cassette, but as far as creature comforts go, that’s about your lot. Compare that to a base model of today, where remote locking, a Bluetooth stereo and air conditioning are the absolute minimum that a car buyer is prepared to sink to. Aside from the Dacia Sandero, which seems to have acquired something of a cult following for reasons I’m struggling to comprehend, but can only put down to the psychology that used to make people buy Ladas, there are no cars on sale today that could get away without electric windows or a decent level of in-car entertainment. Yet, back when I started in this game, we were offering such ‘luxuries’ as a passenger side door mirror, mud flaps and medium-wave radios as extras. If you were really posh, you may also have plumped for a subtle pinstripe, or maybe a stick-on rear boot spoiler, all of which were carried in dealer stock and were a great way of increasing our monthly revenues. None of these things, of course, made the car any different to drive (except maybe the mirror, which made it a whole lot safer), but once the customer was across the threshold of the dealership, they were often very easy to upsell to. If, for example, one of their neighbours had an Austin Montego HL, they’d go for the HLS, and to beat them in a game of oneupmanship they’d add the mud flaps AND the pinstripe. This was suburbia in the 1980s, and visible accessories were king. Today, you can’t tell a base model from the top of the range, unless you look closely.

Model names, too, are hard to define. Instead of Popular, L, LX and GL, we have names like ‘Ambiente’, ‘Avantage’, ‘Pop’ and ‘Music’. Admitting to owning a base model is like going to a swingers’ party and telling the rest of the guests that you have herpes. Put simply, you just don’t do it. Yet, in a weird kind of way, I miss the simplicity of such cars. The Astra Merit may have a somewhat ironic name, not least because Merit is yet another of the things it doesn’t have, but it reminds me of a time when peddling used cars was a much simpler game. Buyers didn’t give a monkey’s whether or not the car would pair with their smartphone (concentrate on the road, you bloody idiots) and the social strata of name plates were much easier to understand. You could tell the engine size of a BMW or Mercedes by the numbers in the badge, and poncey names were reserved for retail-special limited editions, such as the Astra ‘Swing’ – nothing to do with the aforementioned party, I should add, but rather a Merit with alloy wheels and two extra speakers. Driving around in the Astra, as I have been doing this week, has reminded me of simpler times. Times when cars were easier to own, easier to maintain and, by and large, much easier to sell. In the past 20 years, we’ve moved from being a society that saves up and buys things to one that owns increasingly complex things we can’t afford, all paid for on the never-never. Of course, today’s cars are technologically brilliant, wonderful to drive and extremely comfortable. But as they age, they become ticking timebombs, with each turn of the key (or prod of the starter button) being another tick down on the countdown to software failure Carmageddon. In a few years’ time, the great British banger will be a thing of the past. Instead, there’ll be several hulks of shiny steel in our scrapyards, all incapable of forward motion, and a nation of people tied into a drip-feed of monthly payments. We’re already well on the road. If you want to avoid that trap, then seeking out an old and basic car may well be the only way to secure futureproof mobilisation. I would say it’s an idea that has Merit, but I think I’ve used that joke already…

‘As they age, today’s cars become ticking timebombs.’

Who is Big Mike? Well, that would be telling. What we do know is he’s had more than 40 years in the car trade and picked up some incredible tales along the way. CarDealerMag.co.uk | 33

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

Our website at CarDealerMag.co.uk

Cat-and-mouse game of When it comes to part-exchanges, do you give a value first or do you let the customer tell you what they would like for it? Rory RSC Rory, I always ask in the conversation – some will say, others not. It’s a game, but many times I’ve thought of a higher figure than they expected so it’s always worth asking as far as I’m concerned. Of course, we all get those who are miles over but then bring them back to reality. umesh I always try and ask the customer what they are hoping to get for it first. Doesn’t always work though, a lot just say ‘as much as possible’. BCC I always ask first. It’s a game of wits. I tend to avoid questions that allow them to give silly answers like, ‘How much do you want for your car?’ That often gets answered with ‘as much as I can get’ so that gets you nowhere. Try questions like, ‘What do you value your car at?’ justina3 I always get them to go first. Always have and will continue to do so. I saw an interesting thread on another forum where a couple of car dealers (franchise) said they always go first and it’s bad form to let the customer suggest what they want. Rory RSC ‘What they would like for it’ and ‘what they think it’s actually worth’ can be a funny conversation. I don’t ask them what they expect for it any more. From my experience, it never works in my favour. Dan W Oh, the cat-and-mouse game of part-exchange valuations. We always ask the customer what they are looking for first but it doesn’t really matter any more. Most nowadays have high expectations because of ludicrous valuations tools but we tend to offer CAP average on clean cars

Picture of the month By the time you read this, our madcap charity rally Bangers4Ben will be over for another year! This year, the theme was the Alpine Special and some 50 teams signed up for the four-day run to the Swiss Alps – dipping into Italy – and back, covering more than 1,500 miles. The Car Dealer mag contingent included Jonny Reay and Becca Chaplin, pictured right during the journey. As usual, the aim was to raise as much money as possible for the automotive charity Ben and we’ll have a full report and pictures in the next edition of Car Dealer. and only budge a few hundred below CAP on something that needs work. We offer CAP clean if it’s a nice car that we’ll have no problem retailing ourselves. We offer a few hundred below CAP on preparation cars as we’ve got the backup of getting our money back by putting them through BCA. It just depends on the prep that needs to be done. Over a year, I’d say we more or less break even. Earunder If I thought I could retail the swapper, I would always tell the punter how GOOD it is and offer him £X (subject to a run) before explaining what prep we would do before offering it for Y. Of course, after a run, I would try to chip the price! I always got a ‘buzz’ when I got a good swapper in at the right price. trade vet Always ask the question. With places like Webuyanycar now operating, I feel customers have actually become more realistic recently. lastyboy I’ve got to admit to replying ‘a can of petrol and a box of matches’ when asked, ‘what will you give me for my car?’ over the years. Chris

Who can deliver for me? Hi all, I’m a small-time dealer in Kent. Just wondering who you use for deliveries and how much I should expect them to charge per mile? Jimmye3 Being in Kent, you are unfortunately going to be the victim of geography for all deliveries, unless you buy at Paddock Wood. Auction companies have their own delivery service usually – details on their websites – or a call to their transport office will get you a price. It also depends on how many you want moving and whether they have to be transported or can be driven. A lot of dealerships use Movex for nationwide stock shifting. Prices will vary, but I’ve had no problems with them. There are many local specialists, so a search through the forum should give you some other names. GreenGiant We found a nationwide company that operates out of our city. They are 95 per cent driven delivered and the vast majority of their drivers also live here. Therefore, most days they want to drive cars back to here, which means we get our cars quickly and at a fair price. Find a company similarly local to yourself and strike up a deal. SC Derby

Black stock has sold quickly – now I have loads of silver! OUR black stock has sold right off the bat again. It’s always been my most reliable colour; I’d have a site full of them if I could. However, we now have a site resembling an audition for The Tin Man. But I like silver, it looks cleaner longer between scrubs and to my eyes has a timeless, sophisticated quality. I just need to convince my customers now as to the intrinsic benefits of silver ownership. We always seem to have a run of the same

34 | CarDealerMag.co.uk

colour – one month it’s a sea of blue, the next red, it’s just the way it goes. I know a guy who won’t buy certain stock if he already has too much of the same colour, he likes a mix of colours on his site. As always, the cheaper the car, the more colour-fickle the customer... go figure? tradex For me, bright red is always slow to the extent

that I have now stopped buying bright red cars. Row Yep, black’s always a strong seller with us. Looks great on a wet day when punters buy but for some reason I always seem to get stuck handing them over on baking hot days when they look awful. Bright blues and whites are great too but in short supply. grant8064

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

On Twitter: Follow @CarDealerMag

Forum: CarDealerMagazine.co.uk/forum

taking part-exchanges Tweets of the month Top tweet The @Audi A8’s active suspension raises 4cm when you open the door to make it easier to get in and out. It works extremely quickly. James Baggott @CarDealerEd

Today it’s our 69th birthday. #OnThisDay in 1948 (October 2) motorsport came to Silverstone for the first time and the rest, as they say, is history! Silverstone @SilverstoneUK

Morning, afternoon or night, the #SEATateca is designed to make your everyday routine extra special. Listers Group @ListersGroup

Experience the Mirage Juro with impressive fuel economy and even more standard equipment. Mitsubishi Motors UK @MitsubishiUK

Great way to spend a Saturday window shopping @CotswoldBMW retail store. Great cars, great coffee shop – all welcome. Angela Edwards @AngelaEdwards64

A BIG thanks to Chris & the team at @Porschenewcastl @jct600 for looking after my Ferrari today. Awesome service guys. Andy_911 @Andy_911

FEEDBACK

Bad online reviews: Ignore them or reply? JUST had a two-star Google review from someone who has never been near our showroom. whitestone679231 Do not search your company name and read reviews if you want your ego massaged – you will soon be disappointed. The last time I searched my details, a couple of years ago, I was horrified at what I read. Apparently I’m rude (true, but only to a***holes), my cars aren’t immaculate (no s*** Sherlock, most of mine are under £3k) and there was one reviewer who I’d only communicated with via eBay email who apparently didn’t like me refusing to give him the personal details of a previous owner. The fact I’d asked him something along the lines of, ‘Would you expect me to forward your details to any internet weirdo who requested them?’ didn’t go down too well with him! Honestly Whitestone, pay no attention to reviews. There is no such thing as bad publicity and I used to have a laugh with buyers who mentioned the reviews. Forget it and don’t read it again. Simples. BHM Unfortunately, in this day and age we have to take notice of nutters and respond to them because sensible, genuine buyers also read the

reviews. Numerous buyers have told me that they read up about us before travelling to see us so hopefully a response to a bad review can be turned around to a positive. whitestone679231 Sorry but I disagree. Nutters are to be ignored. Dance to their tune and you play by their rules. Operate a straight business and you’ll sell. If you think you can please 100 per cent of people 100 per cent of the time then I’m afraid you’re in for a disappointment. BHM Whilst BHM lives in the past and places no emphasis on reviews, a more modern dealer would respond to any negative review. Just rip them to shreds factually and show them up for the numpties they are. Anyone reading will see you are a good dealership. Rory RSC Thank them for their review. Invite them down for a test drive, then go on to tell them about the fantastic service, high standards, great value-for-money cars, and hundreds of satisfied buyers who return time and time again to buy from you. Every negative review is an opportunity to promote what you can do. Be professional, courteous and polite. RH Trading

Our new #Ford showroom and #TransitCentre in Crawley is coming along nicely… what do you think? @FordUK @Ford Hendy Group @hendygroup

Is specialising the way ahead for small independent dealers? I do two to three cars a week currently and they are mostly oddball stuff as that’s what I like and get the most pleasure out of retailing. Having said that, I get the feeling I could be making more money with less stress if I chose one or two models and specialised in just them. Is this the way forward for small independent garages do you think? Linctrader There is a strong case for specialising; there are many successful dealers doing just that. I suppose the question is what do you specialise in and how practical is it to do so? Can you get that specialist stock that other specialists are chasing and then can you get specialist money for it at the other end? My fear would always be putting all your eggs in one basket then dropping the basket, but maybe that risk is better than being a jack of all trades, master of none. sparky Bog-standard risk-spreading is best for me... at least that way I have one each of every unsellable motor rather than a forecourt full of the same unsellable ones. BHM If I were a young thrusting ‘empire building’ kind of guy, I may be looking into hybrids/electrics as an area of specialisation. There appear to be plenty of charge points appearing. met I just can’t get excited about electric cars in the slightest. They do nothing for me. Rory RSC

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

CarDealerMag.co.uk | 35

Dashboard. Around the world Dealer news from somewhere other than here

We’ve fallen in love with Ted the Tipo!

Long-termers: p119 CZECH REPUBLIC

SKODA’S 20 millionth vehicle – a Karoq SUV – has rolled off the production line at the company’s plant in Kvasiny. The car firm’s chief executive, Bernhard Maier, said: ‘Producing 20 million cars is a tremendous milestone in our company’s history. We are aiming for another production and sales record this year.’ Skoda vehicles are manufactured at a total of 15 sites in eight countries with the company investing £10.3 million in the Czech Republic alone since 1991.

AMERICA

ARMED robbers pistolwhipped two people during a violent incident at a car dealership in Pennsylvania. The crime occurred at a business called Fisher Auto Sales in Lansdowne near Philadelphia, with the owner of the business and a secretary both attacked despite the fact they were complying with the crooks’ demands. The thugs reportedly got away with $800 and are being hunted by police.

SOUTH AFRICA

A NEW classic and exotic car dealership, Creative Rides, has opened in the Johannesburg suburb of Bryanston. The business specialises in American models but also has several European cars. ‘Antique car collecting is a hobby practised by people all over the world – and South Africa is very rich in older cars,’ said joint founder Kevin Derrick.

AUSTRALIA

HYUNDAI is ticking all the right boxes for car buyers down under, according to the latest data from JD Power. Analysis has revealed that the Korean car maker is better than any other mass-market auto brand in terms of sales satisfaction and the overall dealership and vehicle delivery experience. JD Power’s latest customer satisfaction research showed that Hyundai scored highest overall with 827 points out of 1,000, and that Volkswagen scored the lowest with 791. Twelve manufacturers were on the list and a total of 2779 buyers were interviewed, reported the Australian Motoring website.

INDIA

INDIAN car buyers are going digital more quickly than motorists in other parts of the world. Manufacturers such as Renault, Hyundai and Honda say sales made digitally range from 10 per cent to 20 per cent of their totals, up from pretty much nothing in 2015. India’s largest carmaker, Maruti Suzuki, said that nearly eight per cent of sales of its Ignis model came via digital channels.

www.desperateseller.co.uk | www.facebook.com/desperateseller.co.uk | twitter.com/despseller

36 | CarDealerMag.co.uk

THE NEXT GENERATION

Manhe imâ&#x20AC;&#x2122;s sit e dedic at ed Group. for BMW

OF AUCTION CENTRES

Experience the new enhanced auction centre at Manheim Bruntingthorpe, providing buyers and vendors a showroom environment with advanced AV technology and a state-of-the-art audio system to offer the ultimate buying experience. Introducing Double Blocking to maximise prime time selling opportunities and the ability to offer even more stock all in one place.

Visit manheim.co.uk/bruntingthorpe

90660 04.10.17

The smartest place to buy and sell vehicles

CarDealerMag.co.uk | 37

Dashboard.

Part 7: Mastering auctions Car auctions are big business and it’s highly likely you’ll be looking to the lots to fill your forecourt with a steady stream of stock. Dan Read gives you the lowdown.

ere’s a fact for you: according to NAMA – that’s the National Association of Motor Auctions – the UK’s car auctions sell a total of 1.5 million vehicles a year between them, and NAMA members sell approximately 90 per cent of all vehicles wholesaled in Britain. Of course, as we investigated in Part 5, there are other ways to source your cars. But even if you have some luck with the

classifieds or elsewhere, it’s still worth keeping an eye on the auctions, and at least understanding how they work. The two biggest players are British Car Auctions and Manheim, the latter of which sells 600,000 vehicles every year at 17 centres around the UK. So we started by asking Tim Hudson, MD of Inventory Solutions at parent company Cox Automotive, how it all works.

How often do you hold auctions?

vehicle at Manheim has a reserve price. If it doesn’t reach its reserve, we propose the highest bid to the seller who then has the opportunity to consider the price.

At Manheim we hold around 50 auctions a week and we also host auctions online. We have multiple sales every day, so our online offering gives buyers who can’t attend in person the opportunity to bid on stock across the network. The vehicles sold at auction come from a variety of sources – they could be partexchange or ex-fleet vehicles or brand new, direct from the manufacturer.

Can people view the cars first?

During the week before the auction, buyers can view the listings on our website, and we also provide the details of each vehicle in a comprehensive auction catalogue, which is released no fewer than 24 hours before the event. We inspect every car and publish a full condition report ahead of the auction. Due to the number of vehicles at each auction, it’s very difficult for dealers to inspect them individually before bidding on them. To reassure buyers, we offer three vehicle inspection levels: a 28, 54 or 78-point check, including engines, transmissions, steering and brakes. The checks are carried out by Manheim’s own NAMA-accredited inspectors.

How do auctions actually work?

On auction day, buyers can join us in person, or online through our Simulcast system. This means buyers can place a bid on any vehicle at any of our auctions across the UK from the comfort of their office, home or while on the move via a mobile device. Vehicle auctions are very similar to regular auctions, with each buyer outbidding another to secure the win. Unlike other auctions however, where reserves aren’t always set, each

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Can anyone come along? Open sales, which make up the majority of our auctions, are open to anyone. We try to ensure dealers don’t feel overwhelmed or confused when attending, especially for the first time. The pace of the auction very much depends on the style of auction. Closed sales (for dealers who only operate with one car brand) are generally faster, selling anywhere between 50 and 100 vehicles per hour. But sales with the general public and a mix of dealers will be paced accordingly.

So that’s the gist of the Manheim auction world, and it’s a similar story at BCA (check out their website to see how they do things). But how do you get the most from it all? Are there any golden rules? What happens if you sneeze at the wrong moment? To find out, we asked some dealers who’ve been around the block to give us their top auction tips… MATT CLARK, SUPERMINI UK:

Set a budget and stick to it

Sometimes it’s very tempting to go an extra £100 here or there rather than walk away with nothing. We’ve made those mistakes before, and ended up with some not-so-great cars just because we wanted to buy something.

Bid online

We’ve saved ourselves hours of travelling by bidding online. We only buy an approved or assured car online as we know if there’s any

major issue when it arrives, we can make a claim on it.

Arrive at an auction early

There’s only so much the pictures will tell you, so we always get there, grab brekkie and go through the catalogue, checking our valuations against CAP and seeing if there have been any amendments to the lot. We then walk the lines and check each car we have our eye on, discounting anything that requires major prep.

Make yourself known to the auctioneer

We say hi to the auctioneers and remain friendly – they can help you out more than you might imagine. I usually end up leaving the bidding to Steph, my other half. For some reason the hammer goes down quicker when she’s bidding!

STUART SAUNDERS, URBAN CAR COMPANY:

Look for a good vendor

We buy lots of ex-lease cars that are three to four years old and come with good service history. In our experience those sorts of cars rarely have any mechanical issues.

Research, research, research!

Look at the entries in advance, form a shortlist and look at what other dealers are selling similar cars for. This will give you a competitive selling price – work backwards from that to create your margin. Also, try to spot something the auctions have missed on the specification, especially

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‘It’s better to walk away empty-handed than with five cars that you paid over the odds for, just to fill your forecourt.’ ROB HIGHAM, RH TRADING things that add value such as Bluetooth, xenon lights or upgraded alloys.

Do some detective work

If the car is declared with no service history, you might still be able to trace it. One place to start is with the supplying dealer – you’ll often find their details on the car’s number plate. They will probably have electronic records, and once you’ve sourced it, it could add hundreds or thousands to the potential retail price.

ROB HIGHAM, RH TRADING:

Go to a few auctions first

Just observe, don’t buy anything – watch others and get a feel for when to bid and when to keep your hands in your pockets. Also, don’t limit yourself to one auction site, and try to use their online systems. I’ve found the same cars can go for a lot less in some areas than others, so know which location is best for you.

Have a plan

Probably the most important part of successfully buying at auction is to ‘retail backwards’ – check the price the cars are going for right now, know your costs, and find out how long you can sit on

a car before it starts costing you money. Then profile the auction stock and know exactly what cars you’re going to bid on. Having worked out all your costs, you should know your margin and therefore your maximum bid. Stick to it at all costs, and don’t get drawn into a bidding war.

Identify buyers from car supermarkets

These guys tend to buy a lot of stock, and will generally pay more. If they turn up to the auction it’s not really worth trying to bid against them – they have targets to hit, and overpaying on one car when they’re buying 50 that day won’t bother them.

Stay calm and rational

Cars can go through in seconds and you have a very short time to consider them. It’s a very stressful atmosphere, so be dispassionate – it’s better to walk away empty-handed than with five cars that you paid over the odds for, just to fill your forecourt. It’s also a good idea to get to know the auctioneer to make sure they notice you. There are stories in the trade about auctioneers favouring particular dealers – every auction I go to I hear things like ‘he put the hammer down quickly on that one’, meaning the buyer received special treatment.

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Finance. iVENDI

Firms warned not to harm credit scores

Kia offers unveiled – from scrappage to free upgrades and more KIA Motors (UK) Limited has revealed its offers for the rest of 2017. Running to December 31, the Kia Scrappage Scheme is worth £2,000 to motorists wanting to switch a car over seven years old for an all-new Picanto or an all-new Rio. The £2,000 scrappage bonus is available on Kia’s

latest small cars when any old car is traded in for destruction. The bonus is available with 4.9 per cent APR finance but is in lieu of all other offers and on retail sales only. For customers wanting to ‘go green’ and buy a Soul EV, Niro PHEV or Optima PHEV, a free home charging

point and installation is available, while current Kia owners looking to buy a Picanto, Rio, Sportage or Sorento can trade in their current Kia and receive £500 off with this offer. A free upgrade means the Optima Saloon and all-new Sportswagon are available at the same list price.

NEW LEASE SIGNED

Devotion to Doncaster is strengthened even further

lose Brothers Motor Finance has unveiled its newly revamped head office in Doncaster. The refurbishment follows the signing of its new lease at the premises. The work includes new employee collaboration stations, upgraded kitchen and dining facilities, and technology enhancements. Close Brothers Motor Finance, which has a loan book of £1.7bn, has been based in Doncaster since 1991 and is one of the largest employers in the region. Nearly two-thirds of its employees commute from outside of the town, with many citing superb transport links as one of the main advantages of working in the area. A third of work Caremployees Dealer Advert who Horizontal 2.pdf 2 C

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by JOHN BOWMAN john@blackballmedia.co.uk

within Doncaster reference its wide-ranging amenities, picturesque villages and strong commitment to community values as the main reasons for living in the town. James Broadhead, chief executive of Close Brothers, said: ‘It is our intention to stay in Doncaster, which is why we have completely refurbished our head office and signed a new lease at the premises. The final decision was primarily based on our commitment to an area which is an important part of our heritage, but more importantly it demonstrates a commitment to our people, who clearly enjoy living and working in Doncaster. 01/03/2017 13:37:03

‘Our proposition is built around people – it’s what makes us unique in our industry – and we didn’t want to take any decisions that would pose a threat to losing any of the great people who make our business what it is. ‘As a resident of Doncaster for over 14 years, I know first-hand what Doncaster has to offer from both a business and personal perspective. Doncaster is a true ‘‘commuter city’’, and the local road infrastructure, rail links and surrounding airports make the city a hotbed for business activity, helping us attract and maintain the best personnel in the industry. ‘I am greatly looking forward to the next chapter in Close Brothers Motor Finance’s history, which will be written, continued and enhanced by being based in Doncaster.’

ONLINE motor finance providers must be careful not to damage their customers’ credit scores by leaving a credit application search – usually called a ‘hard search’ – on their credit record, says iVendi. CEO James Tew said there were two types of credit check: soft – or quotation – searches, designed for when customers were shopping around for credit, and hard – or credit – application searches, intended to show that a formal application had been made. He said: ‘Soft searches have no effect on your credit record but hard searches often do, because if you have numerous records recorded and no proceeding credit agreement, lenders often assume you have been identified as a bad risk. ‘However, there are motor finance providers and systems that are not as capable or as judicious when it comes to differentiating between soft and hard searches as might be expected.’ Tew added that by simply shopping around for a good deal, customers might be inadvertently damaging their credit record. He said iVendi systems such as Car Finance Checker made it easy for used car buyers to check out their finance eligibility as often as they liked with no impact on their credit.

IN ASSOCIATION WITH

Time is money BEN GARSIDE

A monthly look at the world of automotive finance and marketing

Are we nearing the end of harnessing Facebook’s ever-growing reach?

ark Zuckerberg is really quite a remarkable chap. He started a small website back in February 2004 that has turned him into the unelected President of the World: of Facebook. An international social community where two billion people get together at least every month! What a great achievement two billion online users is. These users log in every month to interact with their friends, families, companies, hobbies, products and services. I remember when Facebook hit one billion active users about five years ago, and at that point everyone thought that was the peak. One billion additional users later and we’re thinking when will it stop growing? I must add that this is active users and doesn’t include any bots or fake profiles at all. I’m worried about the advertising side for motor dealers, though. I have seen a huge increase in dealers using this as their main tool to get business, and it is even the only tool for some of the smaller dealers (in some cases). The main reason that I am worried is that Facebook has recently said that it believed it would start approaching peak ad-loads in news feeds anytime soon. For the business owners and marketers reading this article, this could mean fewer available advert slots and fewer people being hit with our campaigns, leading to fewer opportunities to grab new consumers. When this does happen it could also mean the price of advertising will start

to go up, mainly because of competition for places. However, with Facebook expected to take 16.2 per cent of worldwide digital ad revenue this year, according to eMarketer it will be doing what it can to keep pushing, as it is still behind Google’s 33 per cent. Facebook already has the addition of Messenger ads – currently being tested in Australia and Thailand – and Instagram adverts, so we could start to use these new channels to reach some consumers. Messenger has a 1.2 billion target audience and near-identical demographics to the main Facebook platform. So, for motor dealers this may be a new route to keeping your adverts in front of the same demographic. Just how much it will cost to advertise and how it will work I’m currently unsure of, but as soon as I find out I’ll be sure to let you know. Instagram already accounts for 12 per cent of Facebook’s ad revenue, and I see this as a slightly different market but with similar demographics. The approach to advertising is nearidentical to Facebook; you only need a Facebook business page and you just set up an advert in Facebook adverts manager the same as you would normally. If pricing does go up alongside competition, we need to make sure we’re not sticking all our marketing eggs in one basket, get back to being aware of other opportunities and focus on getting more bang for our buck. This may mean that we need to get better at follow-up, automation and segmentation.

‘When this does happen it could also mean the price of advertising will start to go up.’

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

Turn over page for more finance stories

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Dealfinder.

Finance. YOUR ESSENTIAL GUIDE TO . . .PHEVs

Toyota Prius PHEV

BMW i3s

SEEN by many as the first mainstream hybrid, the Toyota Prius has a cult status as a car that brought petrol and electric power to the forefront of the motoring world. With the latest edition, Toyota updated the looks and gave it a new electrical capacity for a better all-electric range of 38 miles and 121bhp produced from the hybrid system. The Prius PHEV in Business Edition Plus spec is available from participating Toyota dealers at £349 per month for 36 months after paying a £4,477 deposit and with a finance contribution from Toyota of £1,000. At the end of the contract, the customer will have paid £17,041. They can keep the vehicle if they make a final payment of £13,950, which brings the total cost of the contract to £30,991 – £704 cheaper than the standard purchase price. This is based on 10,000 miles per annum and a 3.93 per cent fixed rate of interest.

FOLLOWING a refresh in September, the BMW i3s is a newly introduced model to the BMW i line-up that is based on the i3. Featuring more dynamic performance and features such as larger alloy wheels, the i3s is more defined and brings all-electric practicality with the added extra of a petrol range extender. Although the petrol engine doesn’t run the wheel, it qualifies as a hybrid. At BMW centres, you can offer the new i3s for £375 per month on a 37-month contract including an £8,636.79 deposit. When the contract ends, the customer will have paid 36 monthly instalments and the deposit, totalling £22,136.79. If they want to continue to own the vehicle they need to pay the optional purchase fee of £14,290.91, which would take the total paid to £36,427.70 – £802.70 more than the road price. It’s based on 10,000 miles per year with a 1.3 per cent fixed rate of interest.

RISK MANAGEMENT

MotoNovo: Interest rate rise is on the cards and it’s time to ‘recalibrate’ T

he consumer credit market is facing major changes – and an increase in interest rates is now firmly on the cards, according to Karl Werner, chief executive of the motor division of MotoNovo Finance. Reflecting on the latest Bank of England financial policy committee (FPC) statement, Werner, pictured, said: ‘Following virtually a decade of upward growth for our sector, the motor finance sector needs to be prepared for what for many will be a new experience: rising interest rates and tighter credit conditions.’ In its statement, the Bank of England indicated that lenders were at risk of underestimating the impact of a rise in consumer defaults in an economic downturn.

by DAVE BROWN @CarDealerDave

It said: ‘Within a benign overall domestic credit environment, there is a pocket of risk in the rapid growth of consumer credit. ‘Although the quality of consumer credit has improved significantly since the financial crisis, the FPC judges that lenders overall are placing too much weight on the recent performance of consumer lending in benign conditions as an indicator of underlying credit quality. ‘As a result, they have been underestimating the losses they could incur in a downturn.’ The Bank of England estimates that in a severe downturn, UK banks could incur losses of

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£30 billion, and Werner observed: ‘The winds of change in consumer credit have been building for a while now; it is time to recalibrate in certain areas, notably risk management and pricing. ‘As a business, our success and that of our dealers has come from a long-term approach and seizing ‘‘first mover advantage’’ in areas such as innovation and technology. ‘To secure long-term success and to support customer retention, we will not be afraid to move first to help secure the long-term future of dealer finance. No dealer benefits from choosing a lender with a model that proves unsustainable.’ MotoNovo Finance has been in the motor industry for more than 40 years, delivering innovative and quality products and services.

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Mini Countryman ALL4 PHEV AS ONE of the market’s premium compact crossovers, the Mini Countryman ALL4 PHEV is a plug-in hybrid that can take on the rough stuff and offer smooth all-electric driving when you want it to. There’s a good amount of room on offer and the plug-in electric system produces 221bhp and emits roughly 50g/km CO2. It’s available at participating Mini centres for £300 per month on a 37-month agreement following a £5,495.47 customer deposit and a £2,500 centre contribution. After 36 monthly payments, the customer will have paid £16,295.47, and if they choose to keep it they need to pay a £1 fee, followed by the final optional payment of £13,326.01. That takes the overall cost of the contract to £29,622.48, which is £547.48 above the standard road price. This agreement is based on a 10,000 miles per annum mileage limit and comes with a 5.9 per cent fixed rate of interest.

FINANCE & LEASING ASSOCIATION

ASE

Consumer new car finance volumes fall by eight per cent as new business rises

Return on sales drops beneath one per cent

NEW figures released by the Finance & Leasing Association show that new business volumes in the point-of-sale consumer new car finance market fell by eight per cent in August compared with the same month in 2016, while the value of new business was up by two per cent over the same period. The percentage of private new car sales financed by FLA members through the point of sale (POS) held steady at 86.0 per cent in the 12 months to August. The POS consumer used car finance market reported that new business in August was up eight per cent by value and two per cent by volume, compared with the same month last year. Geraldine Kilkelly, head of research and chief economist at the FLA, said: ‘The August figures reported by the POS consumer new car finance market are in line with wider trends in private new car sales. ‘These trends are not unexpected, given the strength of the market in recent years and subdued consumer confidence about the general economic outlook.’

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LOSSES for August at the average UK motor retailer worsened by £2,000 compared with 2016 to just under £17,000, according to profitability specialists ASE. It brought the total 12-month rolling profit to £182,000. As a result of the increased loss, the return on sales percentage dropped below one per cent for the first time since August 2012. Increased turnover, however, meant that average site profits stood £20,000 above the values earned in 2012. Used car return on investment increased again in August to just under 90 per cent, reflecting the continued strength of the used car sector. This is particularly the case with older used cars, which are currently performing strongly. However, ASE warned retailers to be wary of the increase in vehicle stock days.

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Forecourt. What is it? This is Audi’s ultra-luxurious, pioneering limousine that debuts a fresh new look, an incredible interior and game-changing technology. Beloved by chauffeurs and their leading business people passengers alike, the previous-generation A8 was handsome and comfortable, but starting to look distinctly long in the tooth. Now Audi is hoping the Mercedes S Class and BMW 7 Series will no longer be running away with class honours, thanks to this, its reimagined new model.

What’s new? The A8 has been drastically overhauled, from the chassis right through to the seats. Most notable of the updates is a striking new dash which has abolished buttons in favour of two touchscreen displays which take control of everything, from heating to sat nav. It’s a massive improvement and a class-leading interface. The system is connected to the now familiar, and frankly brilliant, virtual cockpit which replaces traditional dials behind the dash with a slick, modifiable digital screen. The speedo and rev counter can be shrunk at the touch of a button to give the sat nav dominance or vice versa. Phone, media and journey details can all be called up, too. But it’s those two new screens that really impress. Offering ‘haptic’ feedback, the same sort of tapping feel you get through your finger from a smartphone screen when you press a button, they work slickly and quickly. There’s a host of clever technology on the new car to make drivers’ and passengers’ lives more comfortable and safer. Things like the electromechanical door handles that open the door like a button when you pull them just 3mm – and they won’t let you do it if the car senses an oncoming car or cyclist from behind. Even more impressive are the Audi AI systems, set to be rolled out throughout 2018. These include parking, garage and traffic jam pilot.

What’s under the bonnet? There are two V6 engines available at launch, a diesel and a petrol, both of which are ‘mild hybrids’. This belt alternator starter (BAS) system enables the car to coast with the engine switched off and to restart smoothly. Think of it as an improved cylinder shut-down system, which saves even more fuel. We tried both the 3.0-litre diesel with 282bhp and 600Nm of torque – confusingly titled the A8 50 TDI quattro – and the 3.0-litre A8 55 TFSI quattro petrol unit which offers 335bhp and 500Nm of torque. The 50 and 55 digits correspond to the power outputs, but need a degree in maths to understand. The diesel is likely to be the best44 | CarDealerMag.co.uk

FIRST DRIVE

Audi A8 James Baggott samples the supreme levels of comfort and game-changing technology of Audi’s stunning new limousine

seller. It can hit 60mph in 5.7 seconds and is limited to 155mph. Thanks in part to the mild hybrid system, it returns 50.4mpg and emits 146g/km. We preferred the power delivery and sound of the petrol unit. There was some clatter audible on the diesel and despite the increased torque, we found the TFSI the sweeter drive. The hybrid system doesn’t work as often as you want it to on motorways either, only shutting down a few times on our two-hour test route.

What’s it like to drive? Continuing the clever new technology theme, the A8 boasts a host of innovations designed to improve its ride and handling. Optional dynamic all-wheel steering is definitely worth specifying as it reduces the turning circle by 1.1 metres. It’s a shame, however, that there’s absolutely no feel to the steering for the driver. Adaptive air suspension comes as standard – and although not quite perfect, in most situations it offers an incredible ride. Using a camera linked to individual electric motors in each wheel, it can adjust the suspension independently to smooth out bumps it spots in the road. Sleeping policemen are almost completely levelled out. However, the system doesn’t work at night. That smart suspension has other benefits too. Cleverly, if the onboard radars detect an imminent side impact, it raises the suspension on that side by 8cm to

‘There’s a host of clever technology implemented on the new car to make drivers’ and passengers’ lives more comfortable and safer.’ THE KNOWLEDGE Model: Audi A8 L 50 TDI quattro Price as tested (LWB): £73,095 Engine: 3.0-litre turbo diesel Power: 282bhp Torque: 600Nm Max speed: 155mph 0-60mph: 5.7 seconds MPG: 50.4 Emissions (g/km): 146 TARGET BUYERS: Company executives and chauffeurs. THE RIVALS: BMW 7 Series, Mercedes S Class, Jaguar XJ.

Appearance

The proportions are stylish and give the car a powerful stance.

Smooth ride

This is a car with suspension that defeats sleeping policemen.

help dissipate the energy through the floorpan. To help passengers get in, as you open the doors the suspension springs up 4cm too.

How does it look? A huge gaping, bottom-feeder like grille dominates the front of the car, but sharp lines along the body and striking LED headlights make it really stand out. At the back, the LED lights wrap around the whole of the car and evoke memories of the Saab 95. They won’t be to everyone’s tastes, but overall the proportions are stylish and give the car a powerful stance. The long-wheelbase option is the one to go for, if you can afford the additional outlay.

What’s it like inside? Inside, in the back is where things really count; as Audi says ‘this is where the king sits’. You certainly feel like royalty in the reclining, heated and cooling seats. The rear passenger gets a tabletlike control panel which can be removed from the

KEY SELLING POINTS: 1. Innovative new safety technology. 2. Class-leading interior design and comfort. 3. Four wheel steering and adaptive suspension a joy. DEAL CLINCHER: Its multimedia system is out of this world.

centre armrest and used to adjust the rear blinds, the music, stereo and other settings too. Up front, the driver gets all the benefits of that brilliant new cockpit, climate comfort and optional massaging seats, a smart new design steering wheel and wireless charging for a mobile phone. It’s a wonderful place to spend time as a driver and passenger and as luxurious – if not more so – than its rivals.

What’s the spec like? The specification is impressive as standard with that mild hybrid system, adaptive air suspension, virtual cockpit, LED headlights, eight-speed automatic gearbox, acoustic windscreen and heated front seats, among other things, all coming as standard. But, as you’d expect, you can go mad on the options with that clever dynamic all-wheel steering, Audi AI functions, Bang & Olufsen sound system, TV in the front and back, and even a foot massaging system are all extras you’ll want to add.

What do the press think? City AM said: ‘Mercedes-Benz has a deeply impressive rival for its S-Class on its hands.’ Car Magazine said: ‘It might be king-sized, but the Audi A8 is great to drive away from the autobahn.’

What do we think? Audi has moved the luxury limousine game to new levels with this A8. Truly innovative technology both inside and out, and some game-changing new suspension, steering and safety systems have catapulted Audi’s flagship to a position where stealing the top spot looks See over page very likely. Owners will certainly enjoy this car very much.

Audi A8 tech revealed

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Forecourt. KILLER NEW TECH

Audi A8 Traffic Jam Pilot The new A8 features Audi AI technology so advanced you can’t actually use it yet. Using radar and on-board cameras, it can take charge of driving completely in slow-moving traffic at speeds up to 37mph, on roads where a physical barrier separates carriageways. The driver is able to take their hands off the steering wheel as the car manages starting, accelerating, steering and braking. The system is so good, the driver could watch TV instead. However, the technology can only be used in countries that allow it – and as yet, that list doesn’t include the UK.

All rise To help passengers get into the car, the adaptive air suspension springs up by 4cm when a door is opened to make it easier to get in. The clever system also uses a camera to monitor the road ahead to smooth out lumps and bumps. Although it won’t cope with potholes, it does spot speed bumps and adjusts each end of the car to keep it as flat as possible. Each corner is electronically controlled so pitch and roll under acceleration and in bends is drastically reduced. The only problem is, the bump-spotting camera doesn’t work at night…

Crash test Taking advantage of the A8’s clever adaptive air suspension, the car can sense an imminent side impact thanks to its 360-degree camera and radar and protect the occupants further. In the event of an impending crash, the car lifts the side of impact’s suspension by 8cm so the force is dissipated through the floor pan, the strongest area of the car. Audi says this won’t affect the chances of it rolling as it doesn’t change the centre of gravity.

Interview James Baggott meets the Audi designer creating car interiors of the future

udi designer Daniel de Jong is standing in front of the world’s media explaining the amazing new technology inside the brand’s most futuristic road car to date. But as the Press get the chance to pore over his hard work inside the new flagship A8 – complete with a twin touchscreen interior and clever autonomous functions – de Jong, pictured right, already has an eye on what’s coming next. ‘I’m proud to be showing off this new interior and to be finally revealing our hard work, but it’s strange already knowing what we’re working on for the future,’ he explained. ‘We started work 46 | CarDealerMag.co.uk

on the new A8’s interior back in 2012 and our work was pretty much done by 2015 – it’s been in preparation for a while. I’ve already moved on to the next big project.’ As one of the key designers at Audi’s Ingolstadt head office, de Jong has worked on some exciting projects. Some he can reveal, others he can’t. ‘I was one of the team that first worked on the Virtual Cockpit,’ he said. That’s the digital screen replacement for Audi’s dash, which lets drivers change the view behind the steering wheel from dials to sat nav at the touch of a button. ‘We took an old-shape Audi TT, ripped out the

dashboard, and added the digital version to it,’ he said. ‘We played with the functions, worked out what it could do and that was incredibly exciting.’ Now his handiwork has seen that Virtual Cockpit take centre stage in the new A8 alongside two large touchscreens that have replaced the car’s MMI system. Sat nav, media and heating are all controlled with a digital display with ‘haptic’ feedback, the same sense of touching a real button you get on your smartphone. But what’s next? De Jong admitted it can be strange working all day on a new car’s interior that won’t be around for five years.

Parking Pilot The Audi AI tech will also help you park. Using a smartphone app, the driver can hop out and the car will park itself in a space. A live feed of the parking manoeuvre is taken from the car’s 360-degree camera and fed back to the phone as you help guide it into a space. Unlike the traffic jam technology, this doesn’t require any legislation changes – BMW already has a similar system with cars you can park using the key – so this will be rolled out on A8s early in 2018.

Interior tech Both driver and passenger are treated to amazing luxury inside the new A8. Up front, two huge screens dominate the centre console and replace almost all buttons. The system works fantastically well with the bottom one acting as a huge writing panel to input destinations when needed. Heating, media, phone and all other functions are controlled on the screens which provide ‘haptic’ feedback, that’s the feel of pushing a button even though you’re not. The air vents are controlled by sliding scale buttons too and, in the back, the passenger has reclining seats and a tablet-style controller to enjoy.

Four-wheel steering Although not a new concept, the four-wheel steering helps to reduce the car’s turning circle. On the launch we tackled a tight, city-style driving circuit in a specially-modified car that allowed the engineers to turn the system on and off. The difference was stark – with it on, there were far fewer turns lock to lock, and on a tight hairpin it made it round without reversing, and failed to make it with it off. Audi says the system – which turns the wheels in the opposite direction to the fronts at low speeds, and in the same way at high speeds – improves stability and gives the car the same turning circle as the far-smaller A4.

‘At present, the rear-seat passenger in the A8 is the king.’ ‘When you leave work and get back to the ‘‘real’’ world, it feels strange – especially as I know what’s coming next,’ he said. ‘But it’s also very exciting. The cars we’re working on now might not necessarily be focused around the driver. Autonomous cars will mean we use our vehicles in different ways. ‘Perhaps in the future it won’t be as important to control cars the way we do as we’ll have more time to take our eyes off the road. In-car entertainment

may play a bigger part as we’ll be able to watch the TV as the cars drive for us. ‘We’re thinking very carefully now about what the interiors of cars will look like without steering wheels too. At present, the rear-seat passenger in the A8 is the king, but in future we could treat all occupants the same.’ He also revealed his next major project will be launched in 2021 and will debut on an all-new model for the manufacturer. ‘I worked on the electric Audi

R8 project – the eTron – a while back which was very enjoyable,’ said de Jong. ‘I can’t tell you what my next project looks like, but I can assure you we will be continuing to innovate just as we have done on this latest A8. This is the very best of what we can do now, but the future looks very interesting indeed.’ Expect to see this twin-screen set-up rolled out in the A7 and A6 next, but how far it will trickle down the range is unknown. ‘We know it fits in some cars, but others will be a challenge,’ added de Jong. One thing’s for certain, if anyone knows how to work it out – it’s him. CarDealerMag.co.uk | 47

Forecourt. FIRST DRIVE

Hyundai i30 N The South Korean car maker has never built a performance model before. Darren Cassey headed to Italy for its debut

What is i t? The i30 N is the first performance model ever produced by Hyundai. It introduces the ‘N’ branding that’s been on the South Korean car manufacturer’s motorsport models for a few years now into the road car market. It’s entering the fiercely contested hot hatch segment currently dominated by the likes of the everyday-usable Volkswagen Golf GTI and Seat Leon Cupra, which it is priced to tackle head-on. There’s an entry-level model as well as a Performance variant, which gets more power and extra kit – and at £27,995 looks like a potential lower-cost alternative to so-called mega-hatches such as the Honda Civic Type R.

What’s new? Based on the i30 hatchback, the N has all the practicality of the standard car. However, under the skin the changes are wholesale – in the words of Albert Biermann, head of Hyundai’s performance division, they didn’t just ‘put a big engine in and be done with it’. The chassis has been strengthened to improve handling, there are aerodynamic devices on the exterior and beneath the car to improve downforce and cooling, and the gearbox has been overhauled to offer a snappier response. Talking us through all the changes took nearly two hours, so we’ll spare you too much detail…

What’s under the bonnet? In the top-spec Performance model, the 2.0-litre turbocharged petrol engine makes a healthy 271bhp and 353Nm of torque (which increases to 378Nm for up to eight seconds at full throttle). This puts it on a par with its rivals but some way short of the £30,000-plus hot hatches for which 300bhp has become the norm. Fortunately, thanks in part to that overboost system, you’re never left wanting for performance. Zero to 60mph comes in 5.9 seconds and thanks to a launch control system, that’s totally achievable. Out on the road, and particularly in the N driving mode, 48 | CarDealerMag.co.uk

Exhaust

An Active Variable Exhaust System controls the noise from the exhaust, with pops and crackles accompanying racier modes.

throttle response is sharp, with the engine pulling from low in the rev range.

What’s it like to drive? There are various drive modes controlled via a couple of switches on the wheel. Normal and eco feel rather pointless as sport is fine for most circumstances out on the road – the crumbling tarmac on our Italian test route highlighted a stiffly sprung car that quickly settled. However, flick the switch to N and the car comes alive – throttle response is immediate and the needle charges through the tachometer at a ferocious pace. Pops and crackles from the

exhaust add extra theatre here, too. There’s also a ‘custom’ option that lets you fine-tune various aspects of the car’s set-up, but with 1,944 possible combinations it feels like an unnecessary complication in a supposedly ‘approachable’ car. We also tested the car on track at Vallelunga near Rome and it felt in its element. The limited-slip differential put power through the front wheels with little fuss, while hard braking brought out its playful side with a wiggle from the rear. Highly impressive stuff.

How does it look? Hyundai has spent a lot of research and

‘Hyundai has totally transformed the character of the rather dull standard car to create a cracking hot hatch.’ THE KNOWLEDGE

Aerodynamics

Engineers worked on the aerodynamics for better air flow across the car to reduce drag and improve cooling.

Model: Hyundai i30 N Performance Price: £27,995 Engine: 2.0-litre four-cylinder turbocharged petrol Power: 271bhp Torque: 378Nm Max speed: 155mph 0-60mph: 5.9 seconds MPG: 39.8 Emissions (g/km): 163 TARGET BUYERS: Younger performance car buyers looking for something that’s fun to drive with affordable running costs. THE RIVALS: Volkswagen Golf GTI, Honda Civic Type R, Seat Leon Cupra. KEY SELLING POINTS: 1. Boisterous without the wild styling of some rivals. 2. Capable alternative to established marques. 3. Brilliant warranty. DEAL CLINCHER: Cracking little hot hatch with an excellent warranty.

What’s the spec like? Differential

There’s a clever differential up front that manages the power going through the wheels to reduce torque steer.

development time on improving the aerodynamics of the i30 to give the N model more downforce. To our eyes, it treads a fine balance between giving the standard car a more purposeful appearance and going wild with spoilers and wings everywhere.

What’s it like inside? Hyundai has moved its game on dramatically through the latest iterations of its cars, meaning its interiors aren’t far behind more established European rivals. However, it’s not quite there yet, with some of the switchgear feeling old-school and the infotainment system –

particularly the hopeless satellite navigation system – regularly frustrating. However, N-specific extras such as the steering wheel and sports seats are welcome, the latter offering excellent lateral support at the hips and shoulders so you don’t move around too much in hard cornering.

Whether you go for the Performance or the £24,995 entry-level model, there’s a decent level of standard equipment such as an eightinch touchscreen, LED lights all round and adaptive cruise control. The Performance model starts from £27,995 and gets even more kit – of particular interest is the electronically controlled limited-slip differential, which helps the engine put its power through the front wheels, 19-inch alloy wheels with sticky Pirelli P-Zero tyres, and leather and suede upholstery.

What do the press think? Top Gear Magazine said ‘you’ll be surprised how playful it is’, while Autocar called it a better all-rounder than its rivals.

What do we think? It’s easy to underestimate the i30 N. Hyundai has totally transformed the character of the rather dull standard car to create a cracking, totally worthwhile entrant to the bloated hot hatch market. CarDealerMag.co.uk | 49

Forecourt. THE KNOWLEDGE Model: BMW X3 xDrive30d Price (as tested): £44,380 Engine: 3.0-litre twin turbo diesel Power: 260bhp Torque: 620Nm Max speed: 149mph 0-60mph: 5.6 seconds MPG: 49.6 Emissions (g/km): 149 TARGET BUYERS: Active family buyers who need space for their children and kit. THE RIVALS: Audi Q5, Volvo XC60, Land Rover Discovery Sport.

FIRST DRIVE

BMW X3

KEY SELLING POINTS: 1. Robust and tough off road. 2. Quality and quiet interior. 3. New iDrive system is a joy to use.

James Baggott travelled to Portugal to put the latest iteration of this mid-sized SUV from BMW to the test. What did he think of it? What is it? This is BMW’s mid-range X3 SUV – or Sports Activity Vehicle, if you speak corporate nonsense. Unfairly branded a bland offering by some, the manufacturer has reworked it for 2018 with tweaked looks, new technology and improved refinement. But has the German firm done enough to keep buyers interested?

What’s new? For a start, upgrades to the looks are relatively minor. At the front there are new LED headlights, an active air flap for efficiency, and new fog lamps. Round the back you’ll spot redesigned rear lights with an optional LED upgrade and twin tailpipes for all engine models. Inside there’s a smart new iDrive system, upgraded steering wheel, improved driver assistance aids and fresh materials to make it even quieter on the move.

cent of sales. All come with a smooth eight-speed automatic gearbox.

What’s it like to drive? Our test drive on the international launch was short and mostly off-road, where the xDrive30d impressed. It offered plenty of grip in testing conditions and hill descent control got us down some tricky inclines with little fuss. The refinement is certainly noticeable in the cabin – new acoustic glass keeps the noise down and there’s little diesel clatter. It’s pleasantly sporty when you want it to be too.

How does it look? Although smart, the design is hardly challenging. The new rear light design is smart, though, as are the interior improvements which include a new steering wheel and fresh materials.

What’s under the bonnet?

What’s it like inside?

We tested the X3 xDrive30d which comes with a 3.0-litre twin turbo diesel engine offering 260bhp and a whopping 620Nm of torque. That lump is good for 60mph in 5.6 seconds, fuel economy of 49.6mpg and emissions of 149g/km. It’s a punchy, powerful unit that feels great on the road and capable off it and will account for 15 per cent of sales in the UK. A sporty X3 xDrive M40i will arrive early next year. It features a 355bhp, 3.0-litre twin turbo-charged petrol engine that’s good for 60mph in 4.8 seconds and serves up 500Nm of torque. An xDrive20d will also be offered and is likely to account for 30 per

The highlight inside is the iDrive system. The refreshed layout is a joy to use, with commands by gesture, voice, touch or using the iDrive control. It offers new connectivity with live

50 | CarDealerMag.co.uk

DEAL CLINCHER: It’s great to drive on and off road.

weather updates, in-car WiFi and can even share your journey information with your contacts via text message. Luggage space is good and there’s even a slot under the boot floor for the parcel shelf, a very useful trick.

What’s the spec like? Standard equipment includes 18-inch alloys, three-zone air con, ambient lighting, Bluetooth, BMW ConnectedDrive including navigation and online services, parking assistance and rear camera, heated front seats and a 6.5-inch touch screen. Like most BMWs, the real treats reside on the options list, though. A head-up display, larger 12.3-inch screen, and clever tech including active cruise control, steering and lane control assist, and semi-autonomous driving in traffic jams, all cost you extra.

What do the press think? The Daily Telegraph said: ‘From the off, the X3 feels like a dynamic cut above most rivals.’ Top Gear added: ‘Examine the price list and it’s riddled with options. Some are very nice to have, some expensive fripperies.’

What do we think? BMW hasn’t tweaked the X3 formula too much with its latest model but dramatic changes probably weren’t needed. Yes, the looks might be a little boring, but it’s very capable off-road, great fun on it, and refined inside. Add in some useful new technology and you’ve got a car that will help BMW keep a firm grip on the mid-sized SUV sector for some time yet.

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Forecourt. FIRST DRIVE

BMW 6 Series GT

Performance

The 630d xDrive is likely to be the biggest seller in the UK.

James Baggott foresees possible problems in golf club car parks across the land as he tries the luxurious new Gran Turismo for size What is it? Picture the scene: you’re heading to the golf club for a round with all your other retired company executive pals. You pull up in your brand-new BMW 7 Series – you’re the bee’s knees, the cock of the walk – but then what in the Daily Mail is this? Is that Fred over there in exactly the same car? The horror! If this rather elaborate imaginary scenario sounds anything like a ‘disaster’ that could happen to you, then you’ll be wanting this: the BMW 6 Series Gran Turismo, or GT for short. With looks that’ll divide opinion, the German firm is hoping there are enough 7 Series buyers out there who want the same comfort and luxury levels of its range-topping saloon, but in a package designed to stand out from the crowd, to make this a success.

What’s new? The GT is a whole new body shape based on the 7 Series platform and has been sculpted with pleasurable, cosseting, long-distance cruising in mind. BMW describes the design as ‘muscular’, and from the front it’s certainly got presence, but move to the rear and things go wrong. The unkind among you will say it looks like a saloon that’s been reversed into a wall; BMW, meanwhile, describes it as ‘elegant and sporty’. We’d say it’s a car you need to take a close look at before signing on the dotted line. Inside, it gets clever new tech, a smart upgrade to the iDrive multimedia system and lots of space to relax in.

What’s under the bonnet? There’s plenty of choice for powerplants in the 6 Series GT, both petrol and diesel. On the international launch, where we sampled this car for the first time, the only option was the 640i xDrive M Sport. Confusingly, this features a twin turbo-charged 3.0-litre petrol unit, producing 335bhp and 450Nm of torque. That’s good for 60mph in 5.1 seconds, while it will return a combined

52 | CarDealerMag.co.uk

fuel economy figure of 40.4mpg and emit 177g/ km. Likely to be the biggest seller in the UK is the 630d xDrive Gran Turismo. This will hit 60mph in 5.9 seconds, return 51.4mpg and emit 144g/km. Both come with eight-speed automatic gearboxes.

What’s it like to drive? On the road, the 6 Series GT is incredibly soft. You can adjust the driving dynamics thanks to on-board wizardry, but in comfort mode it rides like a mattress. It floats over bumps with cloudlike poise, wallowing and rolling in bends, much like an SUV does. Flick the switch for the sports set-up and things change dramatically – suspension lowers 10mm, the steering quickens and the whole car feels far more BMW-like. The manufacturer has purposefully softened the ride to appeal to buyers who want the ride and comfort of an SUV but with the style of a coupe. The 640i engine doesn’t sound particularly impressive, and we found the eight-speed automatic gearbox a little slow to respond in comfort mode. But generally, the 6 GT is about swallowing large miles in the most comfortable way possible, and it’s sure got that nailed.

How does it look? The looks are going to divide opinion like few cars have before. The GT series of body shapes from BMW don’t appeal to everyone, but there’s a core group of buyers who love them. It’s these that dealers will be hoping open their wallets.

Ride height

Air suspension allows you to lower the car by 10mm.

What’s it like inside? Inside, it’s luxurious and spacious. In the back, there’s plenty of leg room and you sit higher, much like you do in a 4x4. Rear passengers will also get to enjoy reclining seats (optional) and quilted, pillow-like headrests. The quality of the materials is wonderful, with wood and leather adding to the luxury, relaxed feel, but

where the 6 Series GT really impresses is with its technology. The smart key has a digital display that gives you fuel range, allows you to open and close the windows or set the heating – and it can even remotely park the car for you. If you find a slot that’s too tight for you and your passengers to get out of the doors, you can stop in front of it and use the key to remotely start the car and back it in. It’s incredible to use and works brilliantly. The iDrive system has been given a makeover. You can use hand gestures to turn the radio up and activate other functions. Alternatively, you can touch the screen or use voice controls. It’s a far-improved set-up and can even be connected to a smartphone app so you can glean key data from your car on the move. One of our favourite new tricks is its ability to

‘The 640i engine doesn’t sound particularly impressive.’

THE KNOWLEDGE Model: BMW 640i xDrive Series Gran Turismo Price (as tested): £57,570 Engine: 3.0-litre twin turbo petrol Power: 335bhp Torque: 450Nm Max speed: 155mph 0-60mph: 5.1 seconds MPG: 40.4 Emissions (g/km): 177 TARGET BUYERS: Retired and current company executives aged 50 to 60. THE RIVALS: Mercedes CLS, Audi S7, Jaguar XJ. KEY SELLING POINTS: 1. It’s not a 7 Series. 2. It’s packed with technology. 3. It’s incredibly comfortable.

Wheels

M Sport cars get larger 19-inch alloys.

DEAL CLINCHER: It’s the 7 Series alternative for those wanting to stand out.

share your route and ETA with key contacts at the touch of a button. They’ll be texted a link to a webpage that will show your current position and key journey information in real time.

those with even more budget. The M Sport pack gives you 19-inch alloys, chrome exhausts and M-specification upgrades throughout the car. It’ll add £3,600 to the car’s £46,810 starting price.

luggage to make it useful.’ Evo said: ‘The 6-series name might not be applied to BMW coupés any more, but the 6 GT is still typically luxurious.’

What’s the spec like?

What do the press think?

The standard specification includes LED headlights, a 10-inch touchscreen, daytime running lights, wireless charging for your smartphone, Apple CarPlay and Android Auto integration. It’s on the options list where you can really go mad, though. Gesture controls, head-up display, soft-close doors and reclining rear seats are all boxes you’ll want to tick. There’s rear-seat entertainment, massaging front seats, panoramic sunroof and that clever remote control parking with the digital key for

Auto Express said: ‘By allowing its predecessor to grow, BMW’s all-new 6 Series GT is a more appealing alternative to the high-end executive car norm. The new car will continue to charm those after something a little more exclusive than a four-door saloon, but it’s unlikely to draw more buyers to the brand.’ CarBuyer said: ‘The 6 Series GT will appeal if you want to stand out from the crowd. It’s not as good to drive as the 5 Series, but it offers enough extra comfort and space for passengers and

There’s little doubt its questionable looks will split opinion, but if they appeal and you’re looking for an alternative to an SUV and hanker after the space and comfort they have to offer, then the 6 Series Gran Turismo is well worth a look. Granted, it won’t be storming the sales charts, but with BMW’s experts revealing that the 5 Series GT already accounts for 20 per cent of global sales, you can see why this model got the nod. Whether you’ll be buying one, though, really all depends on just how important standing out at the golf club is to you.

What do we think?

CarDealerMag.co.uk | 53

Forecourt.

FIRST DRIVE

Citroën C3 Aircross C3 Aircross product manager Etienne Menant chatted to Aidan Rennie-Jones What are the car’s standout features? We needed a car that will be able to work with customers who had the C3 Picasso. We needed something that is really compact and tall at the same time. This car is unique in that way; it’s 4.15m in length and 1.64m in height. The package is quite outstandingly compact and tall and the design features of it make it a real SUV. We wanted it to be a true SUV in terms of morphology and design. The ground clearance is quite high so that you can dominate the road and feel rugged and protected – that’s what the exterior is about. Inside, what was important for us was not to lose all C3 Picasso customers so that when they get into this car, they find everything they are looking for.

Do you think the car looks different to others on the road? It is different, yes. The design of the car is really coherent with the next generation of Citroëns. Will Citroën’s signature front end still be implemented on other cars? The father of the new design was the C4 Cactus, and then we introduced another – C3 – which was the first of this new line. The second one in Europe is the C3 Aircross and then in a year we will have the C5 Aircross, so each year we introduce a new car and the family look of the cars is very coherent. That’s important to us – all cars in the new strategy of Citroëns can be immediately identified, and we’re going that bit further than other manufacturers.

How important is the C3 Aircross to the Citroën line-up? Really important. The SUV segment is growing all around the world, so we need this car to attract customers who are keen on SUVs. Good levels of comfort and practicality should interest MPV buyers too. What is your target market for the C3 Aircross? Loyalty, conquest and younger customers. Our ‘loyal’ buyers will be those who have driven our MPVs and believe that a car should be practical and easy to use. People who are attracted to SUVs because they like their styling and believe they are aspirational come under the ‘conquest’ category, and we’re hoping to appeal to younger buyers with new styling, new marketing and technology.

Aidan flew to Corsica to put the C3 Aircross through its paces What is it? The C3 Aircross is a pumped-up version of the C3. However, unlike its hatchback sibling, the Aircross is sold as a crossover SUV – up against the likes of Kia’s Stonic and the Hyundai Kona.

What’s new? Although a new model for the French automaker, the car is based on the same platform as the C3 hatchback, Vauxhall Crossland X and Peugeot 208. However, those who are familiar with the current C3 hatchback will see design traits carried over including the infotainment system and funky fabric seats. One update worth 54 | CarDealerMag.co.uk

mentioning is the new six-speed gearbox which feels like a massive improvement over the five-speed ’box currently in the C3 hatch.

What’s under the bonnet? There are two engines to choose from with varying power outputs. The one in our test car was a 1.6-litre diesel with 120bhp. A lesser-powered 100bhp model is also available. Both come with a five- and six-speed manual gearbox. Our car was fitted with the six-speed manual, which felt very precise and a real improvement on the gearbox in the C3 hatchback. A 1.2-litre petrol unit is also available with either 82bhp, 110bhp

or 130bhp. We tried the 110bhp version with the six-speed automatic gearbox, and although mostly very good, it did seem to get confused about what gear to be in at times.

THE KNOWLEDGE Model (as tested): Citroën C3 Aircross Flair BlueHDI 120 S&S Manual Price: £19,720 Engine: 1.6-litre BlueHDI Power: 120bhp Torque: 300Nm Max speed: 114mph 0-60mph: 10.5 seconds MPG: 68.9 Emissions (g/km): 107 TARGET BUYERS: Younger drivers and families. THE RIVALS: Hyundai Kona, Kia Stonic and Seat Arona. KEY SELLING POINTS: 1. Funky styling. 2. Practicality. 3. Value for money over rivals. DEAL CLINCHER: Lots of kit as standard or available as affordable optional extras.

What’s it like to drive? On the open roads of Corsica, the C3 Aircross felt impressive. Not only did it drive like a confident crossover, it has the capabilities to match.

What do the press think?

What do we think?

Auto Express said: ‘There’s never been more choice in the market for small SUVs, but the Citroën C3 Aircross is a worthy contender.’ Evo added: ‘The C3 Aircross is a likeable small SUV.’

The C3 Aircross is a very competent car that will give its rivals a run for their money. Not only does its styling make it stand out, it’s actually very good to drive, has a great interior and is excellent value.

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Introduction: JAMES BAGGOTT Photography: JONATHAN FLEETWOOD Location: SOUTH WALES CarDealerMag.co.uk | 57

Feature.

Our annual pilgrimage to Wales with the very best cars in your showrooms is here. James Baggott consults his RTOTY notebook and introduces you to our class of 2017

’m sat on a picnic bench, high above the Welsh valleys, watching our snapper wave his hands and bark orders like an aggravated drill sergeant. The team are positioning cars for our cover shot beneath huge bouldering white clouds, heavy grey bellies threatening to ruin our shoot with precipitation. I’m watching them roll in across a patchwork quilt of greens, browns and yellows, and can see the sheet of rain working its way like a wet curtain across the fields towards us. If our snapper’s blood pressure was high before, a downpour now could see him off for good. It’s day two of our Road Test of the Year and all morning we’ve been enjoying a winding B-road that snakes its way up through the Black Mountains here in the south-east of the country. Fast switches, tight blind turns and the odd sheep-shaped hazard to negotiate, it’s been a real test for our mostly heavy-set contenders. This year’s line-up is a monochrome collection of machines that shout GT louder than lithe sports car. Whereas RTOTYs of yesteryear have seen lightweight sports cars duel with their supercar sisters, this year’s collection has an altogether different feel. Fast saloons, GT cars, an outright supercar and a hot hatch will do battle for honours this year in our celebration of the greatest cars on sale in showrooms today. It may only be the second day of our pilgrimage to Powys, but already my attentions have been turned by pretty much every single one of our line-up. Stolen, fleeting drives in each have revealed personality traits I’m desperate to uncover further. From the Alfa Romeo Giulia’s precise handling and lithe steering to the McLaren 720’s devastating pace, this week is going to be one of frequent fuel station trips, 58 | CarDealerMag.co.uk

‘Behind a bustling café are our bunk rooms, where the team and I will retire to ponder our comparisons every night.’

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reorganised internal organs and some quality time with some great automobiles.

ur trip to the Brecon Beacons began in luxury. With most of our contenders meeting us in Wales, we headed up the monotonous A34 in the Range Rover Velar. The freshest of 4x4s from the Jaguar Land Rover stable, the Velar fills a void that few would have guessed existed between the Evoque and the Range Rover Sport. Quite how that works when our test car weighed in at just over £86,000 is beyond me, but then these guys seem to know what they’re doing. On the outside it has a sleek, new look, but inside is where the real hard work has gone in. The clunky Fisher-Price multimedia systems of old have been replaced by slick touchscreens that control everything from heating to music. It’s a marked upgrade and one that will impress many buyers.

High-riding SUVs such as this have become a staple of our modern motorway networks, so the 200-odd miles to our Welsh destination melt away. It’s a wonderful place to spend time, comfortable and relaxing, but I’m not convinced by the engine or the gearbox. Maybe a few days in the company of our collected greats will help me make my mind up. We’ve booked group accommodation in a country park in Aberdare, a sleepy Welsh town we’re calling home for the week. Behind a bustling café are our bunk rooms, where the team and I will retire to ponder our comparisons every night. Ramblers and school holiday mums searching for coffee are interrupted as our 2017 RTOTY contenders start to arrive. The Civic Type R raises a few eyebrows, the Alfa slips in unnoticed, while the Audi RS5 in camouflage green piques some interest among those in the know. But then the McLaren arrives and you’d be forgiven for thinking Nasa had just landed its next lunar space vehicle in CarDealerMag.co.uk | 59

Feature.

the middle of the car park – mouths drop, camera phones are pulled out and a crowd quickly gathers. This, it soon transpires, will be the story of the week.

ars accounted for, personnel in place, we take directions from snapper Jonny Fleetwood and head to the first location in a pacy convoy. I grab the keys to the Japanese entry and slot in for a fast game of follow the leader. It’s not long before I’m frustrated. We’ve been stuck behind some positively pedestrian traffic for too long and I’m itching to find out what this thing can do. I’ve read the reviews, seen the tweets and been suckered by the hyperbole – surely this Civic Type R can’t be that good? Seemingly endless 30mph limits eventually drift away and the Welsh countryside opens up. South Wales is nowhere near as empty as our usual north Welsh route, but there are still some glorious stretches of tarmac to enjoy. Littered with lambs they may be, they’re no less testing for our collection, and the Type R laps it up. I struggle to get comfortable in the driving seat – the steering wheel isn’t high enough, or seat low enough – but I quickly forget that. As divisive as those looks are, there’s no doubt this is a brilliant driver’s car. The 2.0-litre turbo-charged engine produces an impressive 316bhp – enough to see it top 60mph in a fraction under six seconds. But honestly, on the road, it feels quicker. The manual gearbox is a peach – slick, quick and, like all Type Rs that have gone before it, a joy to use. It grips too, and on these testing roads – in between caravan roadblocks – it puts a huge grin on my face. We’re at the photoshoot location all too soon, but the adrenalin is still circulating, heart beating faster, breathing heavier. I’m not ready to stop, so I park the Civic, kick Darren out of the star car and head back out. Instantly, I’m in another world, nestling beneath the huge wing-like doors of the mighty Macca, bear-hugged by the leather seats. McLaren is a brand that fascinates me. What it has managed to achieve in its infant years would embarrass many established car makers. From a standing start to Ferrari-rivalling sports cars that are no less desirable than any of the supercar 60 | CarDealerMag.co.uk

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‘South Wales is nowhere near as empty as our usual north Welsh route, but there are still some glorious stretches of tarmac to enjoy.’

glitterati, the British firm has managed to pull off a staggering achievement. The 720S really is something else. Its looks are nothing short of futuristic, and despite only one in 10 people knowing what brand it is (no one knew the model) it’s easily the most jaw-dropping of our select seven. In fact, I simply can’t quite imagine anything else causing quite as much of a hullabaloo as this car does every time you stop. I’m fascinated by the leaps forward the brand has made in refinement too. Each iteration of its big sellers has been a marked improvement. From the MP4-12C, to the 650, to this, the Woking firm has made great, leg-stretching strides. You can see the lessons it’s learnt with each new model – and it’s so very apparent with the 720. The interior is better, the electronics – although still nowhere near bug-free – a marked improvement, and its driving characteristics now even more explosive. I can honestly say I have never travelled faster in any automobile than I did in this McLaren. Its pace is so utterly ballistic, so confusingly far away from the rules of physics you’ve become accustomed to, that you struggle to process the sensations. I can only assume it’s one step removed from being sat in the middle of a nuclear explosion and living to tell the tale. With a thin layer of water on the roads, I struggle to enjoy the McLaren quite as much as I’d want to. The traction control is working

Sports Direct warehouse staff-hard to keep me on the straight and narrow, but it’s still so utterly intoxicating. My first drive may have been short, but it’s clear this will take some beating – if we can see past the £265,920 price tag.

rom the best of Britain to the darling of Italy, and a stint in Alfa Romeo’s Giulia. Even in doom blue, the smart business lines and suave looks make it stand out. The proportions are perfect and, usual Italian worries aside, it’s a fantastic alternative to the dull Germanic rivals. This is the Veloce version – a 2.0-litre engine produces 276bhp and 400Nm of torque, and although one step below the range-topping Quattro formaggio (sorry, Quadrifoglio), it’s still a belter to drive. Its sharp handling is a joy and, combined with an excellent driving position and supple, communicative steering, I enjoy my stint in the Alfa as much as any of the cars we’ve gathered together. Beautiful shots in the bag, we head back to the bunkhouse to download our thoughts over a beer and a burger. Interestingly, no one car rises to the top. There’s a lot of love out there for the McLaren, naturally, but equally its rivals win praise. This will be interesting. CarDealerMag.co.uk | 61

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ain and early morning dew have coated our heavily polished cars with a blanket of beautiful beading. While the tired-eyed team sort the car cleaning gear and leftover sandwiches, I’m pondering what car to try next. Plans are made to embark on a longer schlep to our cover shoot location, so I make a beeline for the keys to the cross-country specialist and nestle into familiar surroundings in the Aston Martin. The DB11 may sport a new badge but it feels incredibly similar to the DB9 that went before it. A huge transmission tunnel dominates the interior, leaving little space for the driver or passenger, while big, comfortable seats and a chunky steering wheel pin you in place. Disappointingly, the Aston’s biggest foible – a complicated and clunky multimedia system – hasn’t been improved. A partnership with Mercedes has seen the woeful unit found in most of its cars transferred across to the Brit, and it’s no less useless in here. It’s fussy, complicated and a pain to use. The engine does a good job of making up for it, though. While certainly bent towards the grand touring side of executive travel, the DB11 still knows how to pick up its skirt and up the pace when you ask it to. Under the bonnet is a 5.2-litre, twin turbo V12 that’s good for 60mph in 3.7 seconds and a top speed of 200mph. Punchy powerplant aside, next to the McLaren the Aston Martin DB11 looks positively plain. In subdued funeral-car black, albeit with a deep, pearlescent flick, it’s still in no way visually arresting, slipping by pedestrians with rarely a second glimpse. That might, of course, be exactly what owners want. On the road, it’s noticeably more supple than, say, the 720S, and makes a wonderful noise when you’re pressing on. That characterful lump might be just about as far away from an electric car as you can get, but while becoming more politically incorrect as each day passes, it’s still a thrill to be burning super unleaded at the startling rate this churns through it. Keeping up with the others takes concentration, though. While the Aston Martin might have 600bhp under your right foot, its chunky footprint needs careful placement on these tight Welsh roads. A chance to swap seats with Jack in the Audi

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RS5 presents itself as we squeeze into a too-tight layby while snapper Jonny goes off road to find the perfect panning spot. The Audi is another equally familiar place to be – as generic Germanic offerings go, the RS5 has done little to differentiate itself from its peers. Chunky steering wheel, solid VW Group switch gear and typically Audi driving position – this could be any other fast Audi. It’s quick, there’s no doubt about that – a 2.9-litre twin turbo V6

produces 444bhp. It’ll crack 60mph in 3.7 seconds and top out at a limited 155mph. That said, there’s little excitement with that engine. Fast it may be; engaging it is not. Perhaps this is what happens when manufacturer ranges extend so far – an RS5 feels like an RS6; an RS4 like an RS3. Yes, that comes with the positives of knowing what to expect, but also the disappointment that only dramatic leaps forward in feel and technology can bring. Take the Mercedes as an example of that. The E63 S may come with a familiar badge and looks, but behind the wheel it’s excitingly different enough to pique interest. Fast Mercedes haven’t always been high on my must-drive lists, but this feels new and different. Inside, there’s acres of space, it’s light, airy, yet focused. Two screens dominate the dashboard, the seats are perfectly adjustable and the driving position targeted. On the road, the huge expanse of power generated by that 4.0-litre twin turbo V8 catapults you forward amid a cacophony of grumbling and rumbling only Mercedes ever seems to concoct. I’m at the back of the group, heading towards base camp, part of a convoy fuelled by the promise of cold beer and an extra-hot Nando’s. The pace is high, the group in sync, and I can hear a concert of cubic capacity reverberating off the slate-lined valley walls as I sing baritone in the £99,000 Mercedes. The rise and fall of revs in

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‘I’m at the back of the group, heading towards base camp, part of a convoy fuelled by the promise of cold beer and an extra-hot Nando’s.’

the E63 is accompanied by a wonderful growl, as addictive as the speed it piles on and off. The steering may be a little on the light side, but despite the Merc’s width it still feels controllable and easy to place on even the trickiest of tight corners. There’s drama in here, a sense of occasion rarely found in fat and fast super-saloons, and I’m enjoying squeezing everything I can out of it. Over spicy chicken we talk again, the group still unsure of where their loyalty lies. RTOTY 2017 may have brought together a strange collection, but it’s a group that’s as hard to split as ever. As usual, we’ll let maths decide the winner – casting our votes in various categories until a spreadsheet tells us our scientific top dog. And you know what? I’m glad – because after a week of finance director-scaring fuel bills and pubbased discussion, I still can’t pick my number one.

The fab five (from left) – James, Jon, Jack, Darren and Rebecca CarDealerMag.co.uk | 63

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‘Over spicy chicken we talk again, the group still unsure of where their loyalty lies.’

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‘‘Customers find us on the RAC website and the trust is there immediately.” ANDY ENSTONE RAC Approved Dealer, Hertfordshire

Becoming an RAC Approved Dealer means you have access to the power of one of the UK’s most respected motoring brands. With over 8.2 million members, this status can help drive them to your forecourt. Call us today and harness the power of RAC Approved status.

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ne of the most exciting rivalries in the automotive world is between the big German three and their super coupes. There’s the lairy Mercedes-AMG C63 S, BMW’s scalpel-sharp M4 and the sophisticated Audi RS5. So when one gets updated, it’s cause for celebration, which is why we’re in Wales with the latest swooping-styled missile out of Ingolstadt. The new Audi A5 is wide and low with angular styling as standard, but all this gets amplified in RS spec. Up front, there are flared nostrils to help ram air into the engine and a blade-like spoiler giving off an angry race-car vibe. However, jump in the cabin and after a few miles of low-speed driving, you’d be forgiven for forgetting you’re in something hotter than a chicken jalfrezi. The interior is very Audi – expensive-feeling leathers, hard seats and beautifully executed screens as far as the eye can see. But also, just a little bit bland. Because the standard car is so focused on being a quiet and comfortable cruiser, that does translate to a somewhat stifled RS as the engine

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tries to overcome all that sound deadening and exquisite refinement. The noise is there, but it’s not all-consuming, though the farts and barks on gear changes add a touch of theatre. Ah, the engine. We really can’t go any further without talking about the elephant in the room: there’s no more V8. In its place sits a 2.9-litre V6 making 444bhp and 600Nm of torque, with the displacement deficit made up for with a couple of turbochargers. Audi says this engine is 17 per cent more efficient than the one it replaces, which keeps the European Commission and Greenpeace happy. Well, happier – the latter are difficult to please… You can tell this car was developed with the autobahn in mind, though – the way it accrues speed is simply mind-boggling. It wants to be driven in triple digits. Click the drive mode selector into Dynamic so the car’s pumped up

and ready for action, stamp your right foot on the accelerator and make a bolt for the horizon with eyebrow-raising efficiency. And that’s why Audi’s RS cars aren’t for everyone. Efficiency isn’t the sort of word you’d traditionally use to describe acceleration – violent, gut-wrenching or like excrement from a gardening tool are far more common. With the RS5, the numbers on the speedo scroll higher and higher but the sensation of speed just doesn’t really hit you. From the moment you put your foot down, Audi’s famed quattro all-wheel-drive system bites all four tyres into the tarmac and the result is a 0-60mph sprint of 3.7 seconds, all in a drama-free fashion. Do the same in the Mercedes-AMG C63 and the V8 will bark and growl as it pummels performance into the road, the rear tyres squealing for grip; in the BMW M4 the torque is dumped onto the rear wheels with all the finesse of a bull in a china shop making every mile per hour gained feel hard-earned. So you can understand why almost video game-like acceleration could be underwhelming. But that’s the RS5’s USP. Where its rivals are

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‘You can tell this car was developed with the autobahn in mind – the way it accrues speed is mind-boggling.’ obnoxious hooligans, the Audi sits back and rolls its eyes at the boisterousness of it all before taking a deep breath, tying its shoelaces and leaving its rivals standing. Once you come to terms with this side of its character, the pieces all start falling into place. The Audi’s pace is relentless. It doesn’t require you to think. Just put your foot down and it’ll fly. Again, and again, and again. There can be a touch of hesitation between your foot’s inputs and the engine’s outputs, potentially caused by a little turbo lag or Audi’s occasionally hesitant eight-speed automatic gearbox getting in the way, but once it’s in full flight, the surge of performance is never-ending. And thankfully it doesn’t fall apart in corners, either. It’s 60kg lighter than the old model, and you can spec a carbon-fibre roof to shave a bit more weight and drop the centre of gravity. It’s no featherweight, though, and if you get too aggressive with the front end it’ll wash wide. However, out on the open moorland of our test route, with the road well-sighted and tight turns few and far between, not many cars could keep pace with the RS5. And very few could do so with

The knowledge: Audi RS5 Price (as tested): £80,740 Engine: 2.9-litre twin-turbo V6 Power: 444bhp, 600Nm Top speed: 155mph (limited) 0-60mph: 3.7 seconds Fuel economy: 32.5mpg Emissions: 197g/km

such a cosseting, premium cabin. If you’re looking for edge-of-your-seat thrills, the Audi probably isn’t for you, but if you like the idea of stonking performance that’s predictable and repeatable from a car that’s just as happy commuting as it is tearing up mountain passes, you really can’t go wrong with this Audi.

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nder brooding, stormy clouds in a deserted Welsh car park, it sits – its paintwork so dark you would think it was black until a glimmer of sunshine breaks through to reveal tones of purple and blue. Its design is something so sleek in profile, it could have been painted on the scenery with a single brush stroke. A door opens, and people standing nearby cast an eye at the delicate and petite silhouette that emerges. Out steps, feet first, cautiously testing the sodden ground, a person whose stature matches that of the car but attire not so much. You might be thinking Bond girl but instead she was more like pond girl; dressed head-to-toe in black, but in a puffer jacket, ripped jeans and, of course, a bobble hat. The reaction from those around to my exit from the Aston Martin V12 DB11 was much like most people would feel getting into it. The exterior looks are simple, it’s an exceptionally beautiful piece of design, but why the same simplicity hasn’t been applied to the interior, I don’t know. Personally, I quite like the scalloped seats that curve around your body, but then I have always been quite keen on pursuing a career as a mermaid. The quality and weight to everything feels like great British engineering and, although it’s something I’d never think of choosing, the blue leather even looked right on this particular car. The party piece on the DB11 is its V12 engine, though. Accommodated in an unbelievably small space, with a push of a big red button in the centre of the console, it fires into life. It’ll do 0-60mph in 3.7 seconds and will carry on to a top speed of 200mph thanks to the 5.2-litre twin turbocharged engine. It’s the first in a long line of Aston Martins to come, downsizing from the old 5.9-litre cars, but it doesn’t disappoint. It still sounds like a smooth-talking, fire-breathing dragon and it’s got performance credentials to match. The DB11 can be quickly changed between three different driving modes: Normal, Sport and Sport Plus. Buttons on the steering wheel let you adapt to the road conditions, with adaptive suspension to match. As a grand tourer, this Aston fits the bill. Its suspension carries you across the roads but at a 68 | CarDealerMag.co.uk

‘The DB11 is already a classic. It’s got the looks, the style and it’s a performance car you can live with on long journeys.’ blistering, bullet-straight pace. Switch up through the modes and the car becomes more aggressive, but the turbo-lag also becomes more noticeable. Turn the leather-dressed steering wheel into any country lane corner and it’ll float through and if you’re happy with GT then this is it. You could be mistaken for thinking this is a sports car, or even a supercar if you’re James Bond, but it just isn’t. Compare it to the McLaren and you’ll begin to find faults where there are none; compare it to any 911 and you might be mistaken that this car isn’t fit for purpose – and definitely don’t compare it to any modern Mercedes. Since all of the interior appears to be stolen from Merc as the two brands forge closer ties, you wouldn’t want to buy yourself a practical family car from the German brand, unless you want to question why you’ve got the older and less reliable version of the Command infotainment system in your £150,000 motor. Driving out of Wales, I was following the 720S that was also a member of RTOTY’s class of 2017. It had been a tiresome drive through queues of traffic as we approached Cardiff, but I had plenty to amuse myself with by making a lot of noise.

Having a soft-riding car might not be everyone’s dream, but I got to be smug as we finally made our way across the border and a particularly bumpy section of road. If the McLaren had a bigger rear window, I probably could have seen James being thrown up and down as its rigid body hopped down the road. I, however, had no such problems. The DB11 is already a classic. It’s got the looks, the style and it’s a performance car you can live with on long journeys. Yes, it’s only a 2+2 and the boot only really has enough space for one small handbag, but it’s more spacious than you’d expect if you saw it driving down the street. It’s a shame that it has already dated itself with that interior and the infotainment that looks as though it might as well run on Windows XP, but at least it works. If nothing else, it certainly gives us plenty to be excited about for the next generation of Aston Martins.

Rebecca Chaplin @believebecca

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The knowledge: Aston Martin DB11 Price (as tested): Â£183,170 Engine: 5.2-litre twin-turbo V12 Power: 600bhp, 700Nm Top speed: 200mph 0-60mph: 3.7 seconds Fuel economy: 25mpg Emissions: 265g/km

CarDealerMag.co.uk | 69

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‘On the winding, often slippery, roads of Brecon it feels pretty capable for something of its size.’

s manufacturer turnarounds go, it’s hard not to be amazed by what Land Rover has achieved in the last 15 years or so. Let’s not forget that back in 2002, its idea of a luxurious compact-ish SUV was a first-generation Freelander with some leather tacked on the door cards. Even the bigger Discovery, still largely based on a model from 1989, was looking pretty ancient next to car-like rivals from Volvo and even Porsche. Fast forward to 2017 though and it feels as though we’re tripping over properly premium products from Land Rover. The mumsy Freelander and its Rover parts bin interior are long gone – replaced by posher models such as the glitzy Evoque and attractive Discovery Sport. The full-fat Range Rover now has enough technology and bespoke options to start treading on Rolls Royce’s toes, while the Range Rover Sport and nowgigantic Discovery aren’t far behind either. That leaves us with the Velar: arguably the most road-focused Land Rover to exist – for the moment at least. Before you even so much as unlock it, it’s clear that the Velar is like nothing that the brand has ever seen before. The usual Range Rover styling cues are there of course – the floating honeycomb grille, wraparound headlights and clamshell

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bonnet to name a few – but it somehow manages to avoid looking like an Evoque stuck through a photocopier on 150 per cent enlarge setting. In fact, its styling is pure concept car – lines that look like they’ve been cut with a scalpel, gigantic arch-filling alloy wheels, and door handles that disappear flush into the bodywork. Most car makers aren’t brave enough to follow that sort of thing through to production, so it seems incredible that Land Rover – a company that doggedly hung onto a design as decrepit as the Defender for over 30 years – would be the one to do it. The interior, as it turns out, is just as surprising. A motorised, giant smartphone-like widescreen display looks after everything from navigation to parking sensors – not unlike the system in the Evoque, Discovery Sport et al. What’s new is the second screen below it that controls climate and vehicle settings. Flush with the centre console trim and almost edge-to-edge, it (quite rightly) looks like the car was born with it in place, rather than being tacked on as an interior afterthought. Best of all, unlike JLR’s earlier infotainment efforts, it seems like this one actually works as intended, too. The real question mark is how the most car-like Range Rover yet should feel to drive. In a bid to save weight, Land Rover has dumped some of

the usual off-roading addenda – there are no low-range cogs in the gearbox for example – but our particular Velar still isn’t exactly a Caterham 7, tipping the scales at nearly two tonnes with a driver on board. That said, it’s a lot more lithe than its yacht-like Range Rover bigger brothers, and body roll is kept surprisingly well in check. On the winding, often slippery, roads of Brecon it feels pretty capable for something of its size, but a rewarding driver’s car it is not. The steering, while a reasonably quick ratio, offers up nothing in the way of feedback, and there’s an innate sense of detachment that you won’t find in more road-focused rivals from Audi and Porsche. Similarly, our supercharged P380 model’s 3.0-litre petrol V6 isn’t much to write home about either. With 375bhp on tap, it’s not short of power, but at full throttle there’s a disappointingly whiney cry rather than the warm, barrelling roar Jaguar manages to coax out of it in the F-Type. Driving anything short of an SVR-badged Range

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The knowledge: Range Rover Velar Price (as tested): £86,195 Engine: 3.0-litre V6 Power: 375bhp, 450Nm Top speed: 155mph 0-60mph: 5.3 seconds Fuel economy: 30.1mpg Emissions: 214g/km Rover at 10/10ths is missing the point, though: this is a car designed to comfort and cocoon you rather than thrill, and in this respect the Velar is peerless. Supple air suspension, a well-insulated cabin filled with sumptuous materials, a lack of the kind of design sterility that still blights German rivals – all inherently Range Rover-like qualities, and all present and correct in the Velar.

Perhaps the most impressive thing of all is that the Velar – a car which was created simply to plug a gap in the Range Rover line-up, let’s not forget – has any character of its own at all. It could’ve become JLR’s Audi Q5 or BMW X3 – a capable but forgettable creation designed from a template, with no thought given to USPs or redeeming features of its own. But Land Rover has forged its own path, and in the process created something that’s not only quite different from anything it’s made before, but poles apart from its rivals too. For that alone it deserves some recognition, but the fact that the Velar is an incredibly desirable and well-executed – if not perfect – package too, is worthy of a round of applause.

Jon Reay @JonReay CarDealerMag.co.uk | 71

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lfa Romeo is in an unenviable position. Decades ago it built a rich heritage through motorsport and then backed it up by building consistently gorgeous cars. And it’s not just high-end stuff like the 8C Competizione that stole admiring glances – even its run-of-the-mill models stand out from the crowd thanks to pretty styling and that famed Italian flair. However, while Alfas of old were at home on the race track, their modern equivalents are at home on the hard shoulder, hazards flickering away as the owner sighs deeply in the direction of an open bonnet. So to the new Giulia. The eye-catching saloon has spearheaded something of a resurgence in the Alfa Romeo brand, and with it there’s a lot of weight on its shoulders. This is the Veloce model with a 2.0-litre turbocharged petrol engine making a healthy 276bhp with power going to the rear wheels. When it comes to exciting Giulias, everyone’s been ogling the ballistic 503bhp Quadrifoglio, so is the Veloce a second-best offering? Shunting negative thoughts to the back of our minds, we hop in. As with the rest of our RTOTY cars, our test is taking place in the stunning Brecon Beacons where the roads and scenery are epic and the traffic light – the perfect place to find out what this Veloce is really like. The road ahead is a peach, undulating with rolling hills, twisting and turning with no rhyme or reason. It’s the kind of route you dream of and even the weather is playing ball, with clear skies and cool autumnal air combining to deliver ideal driving conditions. There’s a DNA dial on the centre console, which selects driving modes. There’s Dynamic, Normal and Advanced Efficient. In ‘N’ and ‘A’, the Giulia is docile and would make an ideal commuting companion. But rotate the dial to D and the car wakes up, instantly feeling more urgent and alive. Most noticeable is the fact that the engine and throttle are more responsive, but it also subtly reduces traction control interference to make the Alfa more playful. Plant your foot on the throttle and there’s a prominent shove in the back as the rear tyres bite into the road. It’s not ballistic, and could be underwhelming if straight-line pace is held in isolation, but then the turns come.

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It’s said there’s Ferrari DNA in the Giulia’s blood, and that comes to the fore as soon as you turn the wheel. It’s direct – too direct, some may think – but once you tune in, it gives an agility you might not expect from a four-door saloon. So far, so good, but this being Alfa, it’s not all rosy. The interior is a little disappointing. Over time you start to appreciate the simplicity of the dash design, but there’s no denying it’s a bit dull. The knobs and buttons feel like they’re straight out of the 90s and the centre console looks like it was designed by someone who considers creativity a dirty word. Fortunately, the bits that really matter are spoton. The steering wheel size is perfectly judged and the leather is soft to the touch, while the long aluminium paddle-shifters are just so Ferrari. It’s easy to gloss over the Giulia’s inadequacies, though. What’s most impressive out here in the wilds of Wales is that you’re never left wanting more, and that’s the sign of a brilliantly set up car. It might only be a four-door saloon with hot

hatch power, but the chassis is beautifully judged. With shadows getting long and the outside temperature dropping into single digits it’s time to call it a day. We stop for a moment in the bleak but beautiful Welsh countryside and take in the Giulia’s curves one last time, then thumb the wheel-mounted starter button to break the serenity. The rear tyres chirrup as we pull away, headlights filling the dusky scene ahead. It remains to be seen if this much-loved Italian car maker can shake its reliability issues, but let’s hope it does. The Alfa Romeo Giulia Veloce is a fantastic understudy to the ballistic Quadrifoglio, and it might just be the best day-to-day saloon out there.

Darren Cassey @DCassey

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‘Plant your foot on the throttle and there’s a prominent shove in the back as the rear tyres bite into the road.’

The knowledge: Alfa Romeo Giulia Veloce Price (as tested): £39,205 Engine: 2.0-litre turbo petrol Power: 276bhp, 400Nm Top speed: 149mph 0-60mph: 5.5 seconds Fuel economy: 46.3mpg Emissions: 141g/km CarDealerMag.co.uk | 73

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’ve just exited a roundabout – one I’ve left many times before in a variety of cars – and I’m heading down a familiar straight. I know it leads to a 90 right, and yet more well-sighted, beautifully-surfaced road, but this time it’s different. I’m sat behind a wonderfully-crafted steering wheel, in a plum pudding purple leather cabin, and things are happening faster than they’ve ever happened before. Behind me, a 4.0-litre twinturbo V8 is converting 710bhp into forward thrust that has to be experienced to be believed. Short of sitting on one of Kim Jong Un’s weapons of mass dissatisfaction and firing myself into the sea off Japan, I can’t imagine what could come close to the gut-wrenching forces that this incredible machine is managing. Just a look at the numbers gives an indication of what the new darling of Woking has in its arsenal: 60mph in 2.8 seconds, 124mph in 7.8 seconds and 186mph in 21.4 seconds. That’s a lot of numbers that need perspective. Take the 124mph time as just one example: that’s just a few tenths slower than a Volkswagen Golf GTD manages to hit 60mph. In the same time, the 74 | CarDealerMag.co.uk

720S is doing double that speed. Double. While those figures give you some reference, what they can’t explain is the feeling that translates to when you’re sat behind the wheel. The G forces such explosive acceleration exert on your body under foot-to-the-floor power are like a roller coaster, like freefalling from a plane as the world becomes a blur in your peripheral vision. Braking is a monumental accident: sharp, shockingly sudden and painfully precise. The McLaren takes countryside sweepers, motorway miles and quick changes in direction and road surface in its stride. It’s incredibly capable and a huge step on from the 650S it replaces. Steering is pinpoint direct, well-weighted and trembling with pins and needles-like feedback. The seven-speed automatic gearbox rifles through gears like a sharp shooter – OK, maybe at load speeds it can be a bit grabby as shunt

through the transmission is felt in the cabin, but at speeds, in maximum attack, it’s rapid, slick and enjoyable. The rocker mechanism to the paddles is a joy too. Pull one and you can feel the other move away from you. It’s a classy touch. Unfortunately, it’s not all good news. The electronics, while much better and easier to use than the cars they have featured in before, are still buggy. Our test car warned us of impending suspension failure, when it was fine, and of power steering catastrophe, again when there was nothing wrong. You wouldn’t forgive that on a car costing a tenth of the price, let alone one costing around a quarter of a million pounds. The second disappointment is the noise. It’s all sucking, blowing and wind roar – there’s no start up, high speed thrum, or deep bellowing exhaust note. Just a rush of air intake and utterly ballistic forward motion. OK, it’s no Tesla, all silent propulsion, but then at the same time it’s no rival for Ferrari’s now equally-muted, but still loads better, 488 soundtrack. Thankfully, the out-of-this-world looks make up for some of those foibles. The dramatic doors stop petrol station punters in their tracks as you arch

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‘Steering is pinpoint direct, wellweighted and trembling with pins and needles-like feedback.’

The knowledge: McLaren 720S Price (as tested): £265,920 Engine: 4.0-litre, twin turbo V8 Power: 710bhp, 770Nm Top speed: 212mph 0-60mph: 2.8 seconds Fuel economy: 26.4mpg Emissions: 249g/km

them skyward. Huge air scoops, plus slits and slants in the bodywork add to the visual drama, while also playing an important part in directing the huge gulps of air the revised powerplant needs to keep it cool. Sadly, McLaren still has a lot of work to do in wiggling its way into the public consciousness – as much as those we encountered fell instantly in love with it, few knew what brand it belonged to, let alone which model it was. But back to what the McLaren does best. I’ve got dials turned to slippery sport mode, and Wales to cross. The rain is just starting to cover the road with a glistening dew-like coating and the 720S is twitching in the bends, squirming as it hunts for traction. It’s palm-dampening, but exciting, and about to create a journey that’ll be indelibly marked on my memory. This McLaren may not be quite perfect, but my word, it is getting incredibly close.

James Baggott @CarDealerEd CarDealerMag.co.uk | 75

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The knowledge: Honda Civic Type R Price (as tested): £33,520 Engine: 2.0-litre turbocharged petrol Power: 316bhp, 400Nm Top speed: 169mph 0-60mph: 5.5 seconds Fuel economy: 36.7mpg Emissions: 176g/km

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n the look-at-me stakes, Honda’s new Civic Type R screams attention-seeker louder than an Instagram influencer. With tryingtoo-hard fins, an over-sized wing and ice-white paintwork, it’s the sort of car you need to be sure you don’t mind people pointing, and sometimes laughing, at when you’re driving it down the street. You see, when it comes to looks, Honda appears to have added needless frippery to its new Type R. The manufacturer will tell you it’s about aerodynamics and downforce, but does that really matter on the A34? No, what matters is the fact people will think you’ve added the adornments yourself after a spending spree in Halfords. Inside, it’s far less shouty and much more traditional Honda. It’s a combination of harder plastics, an infotainment system that isn’t up to the standards of rivals and a seating position you’ll either love or hate. All that is soon forgotten, though. Honda has sprinkled magic dust on this Type R and generated a machine that’s utterly fabulous on the road. Fast, grippy and with a gearbox that

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‘Though the Civic Type R feels quick, the real surprise is just how much speed you can carry through corners.’

delights, it’s a hot hatch to take the fight to the very best in its class. The large, winged bucket seats are immediately comfortable, and the driving position suits us. Thumb the large starter button and there’s a real cackle from the exhaust – it’s exactly how every hot hatch should sound when it fires into life. Moving off, on to the surprisingly smooth asphalt that only occasionally crops up in the area of South Wales we’re testing in, and the Type R feels well set up. The ride is firm, that’s for sure, but then you almost expect that with a car like this. A small amount of jostling is part and parcel of a hot hatch – particularly a fast Honda. Though the Civic Type R feels quick, the real surprise is just how much speed you can carry through corners. The body is 38 per cent stiffer than the car it replaces, and this added rigidity makes itself known almost everywhere. The turn-in is quick, but the limited-slip differential fitted means you can fire the R into bends and it’ll just grip and grip. The whole experience is helped no end by the car’s seating position, which is 50mm lower than the older

Civic Type R. This gives you the ability to get low in the car, and transforms the entire drive. When the non-R Civic was launched sometime last year, most people knew that it featured a chassis which could benefit from an awful lot more power. The R saw to that – and then some. There’s next to no body roll, and the front two wheels cope admirably with the 316bhp being sent through them. You won’t torque steer either – the steering stays unaffected even when accelerating hard, and this gives you a huge amount of confidence. You could argue the location played into the hands of the Type R – green, rolling hills and mountains coupled with tight, technical roads contributed heavily to the hot hatch experience. It’s a match made in driving heaven. However, the Type R has always been slightly tarred by that ‘boy racer’ brush. But despite

that needlessly big wing, this car has got a real character to it. Even the 2.0-litre turbocharged engine under the bonnet has its own personality. When the rain came, boy did the R get better. Yes, there’s a good degree of scrabble from the front tyres once the tarmac gets a soaking as the rubber struggles for traction, but after that the Civic continues to impress. Everything about it feels alive. The short, notchy six-speed manual is a joy to use while the characterful engine provides more than enough shove to keep things interesting. Put simply, it’s a far more involving car to drive than you’d expect. On these roads, the Type R seems perfect. Yes, it has its interior foibles and you’ll have to get used to some strange looks from passers-by, but on Welsh A-roads when the sun is (occasionally) shining, there are few cars quite like it.

Jack Evans @jackrober CarDealerMag.co.uk | 77

Feature.

t might look big and brutal on the outside – all sledgehammer to crack a nut – but under the skin of this E63 S, a colossal brain is working overtime. From the driver’s seat, the calculations it’s working out are unfathomable. I’m simply enjoying squeezing every last drop out of the thunderous 604bhp engine, but this Mercedes has a trick up its sleeve. Power is being sent to all four wheels – while naturally rear-biased, a clever system is shifting torque to the front for better cornering speeds when needed. Gone are the days when AMG cars used to err on the spiky side of terrifying, smoking rear tyres in a 40-a-day habit. These latest-generation models are now even more capable in even more conditions. Make no mistake, treat it without the respect it deserves and you’ll be side-swiping sheep like a cricketer hitting a six in no time at all, especially when the roads are greasy. I tread carefully through some of the sharper bends that this part of Wales has to offer as a result. There’s nothing quite as wonderful as having a twisty section of road ahead of you and 78 | CarDealerMag.co.uk

control of a big, powerful V8 under your right foot – and today, I’ve got both. On the road, 604bhp is pretty intoxicating. Despite being twin-turbocharged, there’s very little lag from the 4.0-litre V8 under the bonnet. The moment you press the throttle you’re sent hurtling towards the next corner and, thanks to precise but weighty steering, those bends become just as much fun as the straights. Yes, at some points the E63 S’s sheer bulk makes itself known, particularly when the roads start getting narrower. However, it never feels difficult to place nor unwieldy. The E63 S has a bit of a party piece too – drift mode. This locks off power to the rear wheels, turning it into a rear-drive, 604bhp monster. This can be used for impressively smoky starts, though for the vast majority of the time spent

on the slippery roads of this test, the feature remained, understandably, off. The E63 S gets a great reaction from the public. Understated – particularly in the matt-grey finish you see here – it doesn’t attract too much attention, with only those in the know giving it praise. Deep in the heart of South Wales, through smaller villages and towns, the only real indication of the E63 S’s underlying performance is its baritone exhaust note. This downplayed styling will really appeal to some, and means that when you want to, you can return to being just a ‘normal’ E-Class driver. When the dry, relatively warm weather turns full Welsh and transforms into driving rain, the E63 S feels no less approachable than any other car. Its cabin, which is the same as you’ll find in the standard E-Class, is beautifully finished and feels geared up for those who simply like driving. The steering wheel can be adjusted so it’s right up in your chest, and the gearshift paddle operation has a pleasing mechanical feel to it. Then there’s the noise. Somehow, Mercedes-AMG has designed a car

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The knowledge: Mercedes-AMG E63 S

‘Treat it without the respect it deserves and you’ll be side-swiping sheep like a cricketer hitting a six in no time at all.’

that sounds civilised at low speeds and like a postbox filled with firecrackers at higher ones. It’s a racket that brings out the child in you – and an opportunity to floor the throttle under bridges or through tunnels is never passed up. Incidentally, there are quite a few of those in South Wales – not that I’m complaining. When you think of sharp, twisting roads like those in the Brecon Beacons, you often think of an accompanying hot hatch or a compact, snappy sports car. However, the E63 S makes it known that

Price (as tested): £99,030 Engine: 4.0-litre twin-turbocharged V8 Power: 604bhp, 850Nm Top speed: 186mph 0-60mph: 3.1 seconds Fuel economy: 31mpg Emissions: 207g/km

powerful, four-door saloons are just as capable – and just as much fun. Throw in the practicality of a four-door saloon, the desirability of that badge and the fact it can fly under the radar when you really want it to, and it’s a potent combination few will pass up.

Jack Evans @jackrober CarDealerMag.co.uk | 79

Feature. QUITE why I didn’t spot it while I was in Wales is a mystery. I know how the voting system works – in fact, I devised the scoring, so I should at least be able to spot which car will be James rising to the top in Road Test Baggott of the Year. Despite that, though, I still missed the Mercedes-AMG E63 S claiming first-class honours in this year’s shoot-out. When you look at the scoring, it was the obvious winner. A consummate all-rounder, with power, thrills and practicality to boot, the Mercedes is blisteringly fast, handsome and when stacked up next to its supercar brethren, a relative bargain. Three out of the five testers put it at the top of their list – myself included – and despite that, it wouldn’t have been the one I would have taken the keys to every morning. So, why then did it win? Well, the other cars here may have a little more drama in terms of looks, or excitement when it comes to outright pace and poise, but when you factor in cost,

Range Rover Velar

Aston Martin DB11

Audi RS5

80 | CarDealerMag.co.uk

LO GY NO

IT Y AL IC

TO TA L

TE CH

VA LU EF OR

AC T

Alfa Romeo Giulia Veloce

FO RT

CO M

McLaren 720S

Honda Civic Type R

MA N RF OR

G IN ST YL

Mercedes-AMG E63 S

SI DE

BI L

IT Y

And the winner is...

comfort and the added practicality a car such as the E63 S offers, it’s clear to see why it takes the top spot on the podium here by some margin. In second place is the loud-looking but brilliant-to-drive Civic Type R. Most of our testers rated it highly for fun, performance and practicality. It’s also extremely good value for money. However, those mad wings, vents and splitters weren’t to everyone’s taste. The new Civic Type R is undoubtedly a brilliant car, though – a huge leap on from the previous generation – and the fact it seals second place in this year’s test is a

seriously impressive achievement, despite the fact few of us would be able to buy one and drive it without a paper bag over our heads. In third place is McLaren’s astonishing 720S. Bending the space-time continuum like the Millennium Falcon, it’s a car that defies the laws of gravity as we know them. Monumentally fast with Formula 1 car handling, its desirability, fun factor and performance cannot be doubted. However, the glitches we had with the electronics – especially those that warned us the suspension and steering had failed (when it hadn’t) – can’t be overlooked, especially when you consider the whopping price tag. That said, it does enough to take third place – just… In fourth place – missing out on bronze by just one point – is the Alfa Romeo Giulia Veloce. It’s a stylish Italian saloon that offers impressive pace and handling. Personally, I found the interior a little dull, but it certainly entertained on the twisty stuff. If Alfa had given us the car we’d

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asked for – the Quadrifoglio – I have no doubt it would have won. The Range Rover Velar takes fifth place. Dramatic new looks, both inside and out, make this new offering from the British firm really stand out. It’s incredibly comfortable too, but our testers had doubts over its performance and handling. That said, just six points more would have seen it nab third place, such was the tight scoring in the mid-table positions. The Aston Martin DB11 takes sixth place. It’ll be a disappointment for the supercar maker, but our testers found that when stacked up against the competition here, it offered little to win them over. The interior and electronics are certainly better than they were before, but sadly the Mercedes influence is no real solution to a complicated set-up. The engine makes an intoxicating noise, it’s comfortable over distance and, in these subtle tones, it looks smart too. However, throw in the price and practicality

scoring, and it starts to lag behind. Surprisingly, the Audi RS5 finishes last – especially strange when you consider that an Audi claimed the top spot in last year’s test. Unlike that R8 winner, though, this doesn’t feel different enough from any other RS-badged Audi that has gone before it, and despite its impressive pace it failed to set our drivers’ worlds alight. It lacks soul and character: two important things that we look for in our RTOTY contenders. This year’s Road Test of the Year has actually been a strange one. Our collection of cars won’t float everyone’s boat – and I must admit I wasn’t taken aback by any of the line-up quite as much as I have been by other models in previous years. That said, though, the Mercedes is an incredible machine, one that offers spades of excitement, supercar-worrying grunt and smart, businessman looks. It’s the perfect all-round package and thoroughly deserves to take the plaudits here. [CD]

Our testers’ favourites were...

James Baggott

Mercedes-AMG E63 S

It’s hard to argue with the incredible shove this Mercedes serves up. It’s fast, handles superbly and has a drift mode – what’s not to love?

Rebecca Chaplin

‘A consummate all-rounder, with power, thrills and practicality to boot.’

Mercedes-AMG E63 S

The Mercedes is brutish, unforgiving and, while completely impractical on the fuel economy front, you can fit plenty in it.

Jack Evans

Mercedes-AMG E63 S

The E63 S is my winner this year – and rightly so. It’s fast, sounds like a fighter plane and is effortlessly easy to live with day to day.

Jon Reay

Honda Civic Type R

The high-powered hatchback gets my vote. It’s fast, ludicrously grippy and offers more driver involvement than almost any other car here.

Darren Cassey

McLaren 720S

With out-of-this-world looks and mindblowing performance the 720S had to be my winner. I completely fell in love with it. CarDealerMag.co.uk CarDealerMag.co.uk | 81 | 81

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Richard Harrison with the Seat Ateca, which he says is bringing large numbers of new people to the brand 84 | CarDealerMag.co.uk

â&#x20AC;&#x2DC;Dealers are happy when they are making money, and when you refine things they get even happier.â&#x20AC;&#x2122;

THE

BRAND BUILDER

Seat UK managing director Richard Harrison tells James Baggott about the winning formula that has revived the Spanish manufacturer’s fortunes over here and made others start to sit up and take notice

e’re sat in a posh London restaurant. It’s the usual London affair – all mirrors, dark wood and shiny metal. I’m swirling my third fussy coffee around my cup, waiting for the rather late Seat UK boss Richard Harrison to arrive. He’s on the train to London, but there’s sadly been an incident on the line between Milton Keynes and the Smoke. It’s thrown his plans – and those of his colleagues, who are also due in London for a meeting with the press – into disarray. But while his PR team are panicking that their editors’ dinner date later on is going to be ruined, in walks Harrison, calm, collected and desperate for a hot drink. Handshakes and quick introductions sorted, we’re soon sat down in the middle of the bustling bar, surrounded by diners finishing their smoked salmon and egg breakfasts, and immediately get down to business. I get the feeling this is the norm for the man at the top of Seat. First up, I want to know what an average day looks like for the man who’s leading the Spanish brand’s charge in the sales charts. The VW Group brand has, perhaps unfairly, been seen as a forgotten child of the sprawling firm’s concerns and often left to simply get on with it, but does Harrison think that’s the case and, if so, what can he do about it? ‘There is no such thing as an average day for me,’ he says, relaxing back into his chair. ‘It’s a balance, really. First, I have a really strong team in Milton Keynes – they know the brand well, they’ve bought into the strategy and are running fast to make the most of this transformation period we’ve got going. I spend time with them to listen to their ideas, give them guidance and

then let them get on with driving the business day to day. ‘The second area is spending time with my key stakeholder, which is the factory. I spend quite a lot of time talking with friends and colleagues in the factory, planning the long term strategically – where we are going with the next generation of products through to what are the best commercial strategies and activities.’ Harrison knows the factory extremely well. He spent four years based in Spain and became entrenched in the business and its plans for the future. His first role was looking after sales in western Europe, eventually migrating to a global sales role. After a stint as network development director he was asked to return to the UK and lead the brand in April 2015. ‘My wife was back here at that point, so I definitely wanted to come home to be with her,’ explains Harrison. ‘But at the same time, I would have happily stayed out there, as living in Barcelona is terrific – it’s such a lovely place. Working in the factory is very different.’ Taking lessons from the factory back to the UK helped Harrison plan. It also meant that when he had to feed difficult decisions and news back to the top team in Barcelona it was a lot easier – because they knew him and trusted him. ‘You saw in 2015/16 that our volume didn’t really go all that well, but that’s because I wanted to clean it up, sort the short-cycle business and get out of the pre-registration game,’ he explains, still sipping that much-needed drink. ‘I wanted to change that and to take advantage of the new product that was coming. I’m just coming up to my 10th anniversary with Seat and in all that time the biggest CarDealerMag.co.uk | 85

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Quickfire Harrison on…

His biggest challenges… We need to keep focus and momentum on each of our new products. Ironically, we are probably running faster now than when the business was in trouble in 2014/15, but it is with a real sense of energy and focus in making sure we don’t miss anything. What success looks like now… The first measure of success will be my dealers. They have to be super-profitable, and if they are, I’m happy. In Car Dealer Power we were second, which is impressive. If you have the right dealers and they are fully aligned to your strategy, you can do great things. What success looks like in three years… That would be profitable dealers, with great people. I want dealer investors to be satisfied and to have demand ahead of supply. I want to grow our business slightly behind where demand is, in order to keep a healthy balance between volume and profit. Moving away from sporty Seats… The brand is going where the market is – with Ateca and Arona we are getting closer to 80 per cent of the retail market. The mad Seat models we all love… You won’t see us going into the wild and wacky niche segments that some of us might like to get into. We will stay very focused on where the market is moving, and do it in a very Seat way. Sporty SUVs from Seat… The Ateca is more of a driving car than a lot of SUVs. That is our default setting. People are finding that when they move towards SUVs to get more space they miss the dynamics of a hatchback. With Ateca, you get that ride and comfort but also dynamism, which you don’t get in other SUVs. Whether we will ever see an Ateca Cupra… For me, an Ateca Cupra would be

‘The Ateca is more of a driving car than a lot of SUVs.’ 86 | CarDealerMag.co.uk

perfect and I’m pushing my colleagues in the factory to sign off a Cupra. Our engineering and design team have not been shy of the fact they have worked up a project. Now it is all about whether it makes commercial sense – I am pushing for it for 2018. Seat’s plans for EVs and hybrids… The good news is that our engineers have now got the new electric car platform and are working on a concept. We will have hybrid and fully electric vehicles and we are working on that very quickly. How far off an electric car is… At the moment it will be 2019/20, so not all that far away. I’ll let you know more when I know more! The president announced that in the next phase we would be having six new cars, three of which would be all-new and at least one of these would be fully electric.

thing I’ve noticed is that the brand has been almost undiscovered. ‘Back in 2015, I wanted to do something about that – I invested heavily in brand awareness and its association with Barcelona.’ If you were looking purely at the sales charts during this time, you might have wondered what on earth was going on. I for one know that we here at Car Dealer certainly were. In 2014 the brand registered 53,512 cars, but that fell drastically back to 2013 levels in 2015 with 47,654 cars sold, and again a year later it was down by a couple of hundred more cars at 47,456. From the outside, at least, things weren’t looking rosy at all.

ut Harrison had a plan. He wanted to inject more Spanish flair into the brand, establish its roots in the minds of buyers and capitalise on the fresh new product coming on stream. These new models are helping and its dealers are now reporting buoyant profit levels. ‘Without giving too many secrets away, there were two aspects to this plan,’ he reveals. ‘One was about making an association with Barcelona, our home city that has all the attributes that Seat has – it’s dynamic, cosmopolitan, cool, youthful, spirited, sunny and design-orientated. I wanted to make that association clear and simple. ‘The second thing was to look where we were spending our money and to invest it in places that would make us really address our biggest problem – awareness.’ Harrison said he ‘adapted his media plans’ substantially, moving away from traditional media and spending marketing money in new, more exciting places. These were ‘commercially sensitive’ decisions and as such he isn’t keen on revealing the details in a widely-read trade publication such as ours – especially as other brands are already sitting up and taking notice. ‘Our dealers have noticed the change and that’s led to a lot of competitors in the industry asking ‘‘What are Seat doing?’’ Harrison says, as a cheeky grin creeps across his face. ‘That’s quite flattering and it has never happened before – but it’s a formula I’m certainly keen on retaining.’ But has this change meant Seat is now targeting a different type of customer? Some might think Seat’s range has predominantly been aimed at youthful buyers wanting a sporty vehicle, but is this still the case now when its range is swelling with SUVs and diminishing in hot hatches? ‘We target different customers depending on the product,’ explains Harrison. ‘You have got to remember we are increasing our product range and not just replacing existing models. With

Richard Harrison with a potential customer in Seat’s store at Westfield London

‘We are taking buyers from premium, compact and volume SUVs. It’s fascinating.’ cars like the Ateca and Arona we are entering segments we have never been in before. ‘Seat have the youngest customer base in the UK. Our customers are younger by some margin – between eight and 10 years than the average new car buyer. That comes from the way the brand has evolved over time. There was always the value aspect, but there was a sportier and dynamic element, which appealed to younger people. ‘The products have now grown up to be credible and appeal to a broader range of people. However, we hope they still appeal to younger people, because we’re not targeting an age demographic but a state of mind. When we talk about young, we talk about those who are youngspirited or young at heart. ‘It doesn’t matter if our buyers are young, middle-aged or older. There is a market around our Barcelona spirit, where you have something about you which is about retaining a youthful spirit – that is what Seat is about.’ Barcelona spirit? Young at heart? You wouldn’t be wrong if you thought that sounded like marketing mumbo jumbo – but there’s little denying the new models are hitting the right spot. The Ateca has performed well for the brand and the Arona is likely to follow suit.

What’s more, soon they’ll be joined by a bigger brother (think Skoda Kodiaq-size) to take sales on even further. ‘What you’ve seen with the brand is development,’ says Harrison, as he leans back into his chair, getting fully into the marketing swing. ‘You have SUVs which may appeal to an older person – it’s true the average age of an SUV buyer is slightly older. However, with the Ateca we’re appealing to people who say that driving experience is just as important as space. The model is bringing a huge number of people into the brand who would have never considered a Seat before.’

o who is buying these cars and where are they coming from? Is Seat now stealing customers from its sister firms, as well as those of its rivals? ‘They’re coming from all over the place,’ says Harrison. ‘I asked my marketing team to pinpoint it, but we are attracting buyers from a broad aspect of the market, from all SUVs. There is no one car we are taking buyers from – we are taking buyers from premium, compact and volume SUVs. It’s fascinating.’ That may not have answered my question

completely, but it did reveal that Seat is winning business it otherwise didn’t think it would. ‘These buyers are considering Seat because of what we did with the brand,’ believes Harrison, again with a smile creeping across his face. ‘We brought the brand awareness up so far in such a short space of time, there are many people who now know about Seat who didn’t before. The plan is coming together.’ Much of the change has been thanks, in a large part, to the support of his dealer network. Harrison has worked hard since his return to engage with his network and get them back on side – and it’s paying off. ‘When I returned in 2015, my dealers were not happy – they were not making enough money,’ he reveals. ‘The interesting thing was that 2014 was a record year for sales but dealer satisfaction was still struggling – it just didn’t add up. ‘Dealers are happy when they are making money, and when you refine things they get even happier – so it didn’t make sense. I looked deeper into how the business was trading and that was what brought about a change in our trading style. We changed to sensible targets, selling cars to customers, not pre-registering, and reduced our short-cycle business CarDealerMag.co.uk | 87

Feature.

to improve residuals. My diagnosis and the strategies I wanted to implement were clearly understood and they were agreed at the very top. ‘There is a huge element of trust and my team and dealer network bought into that plan – we knew it would take a while to get out of the old way of trading. ‘We needed tenacity to follow it through. People get nervous when volume doesn’t come, but I had the full support of the factory, who accepted that volume would stay static for a while until we got the business well structured to take full advantage of the new products. ‘In 2016, while volume remained static, dealers actually recorded a record profit, making more profit on a lower volume than they did in 2014. That, for me, was the key big tick.’ And that success has continued to rise. Harrison says 2017 looks likely to blow 2016 out of the water – and the dealers we’ve been speaking to endorse that. But what next? ‘We need to grow,’ says Harrison. Something many dealers will have heard before – what manufacturer doesn’t want to grow? But doing it sustainably, without putting too much pressure on its dealers? That’s the holy grail… Harrison says: ‘We are growing the volume in the brand, but at a controlled rate and not just getting greedy with a brand-new car that everyone loves. This is allowing us to grow at a healthy rate and maintain a good balance of channel mix and customer pull.’

nd dealers will be pleased to hear this won’t bring with it huge demands on greater space, larger workshops and shinier showrooms – plus when it does, it will be done the Seat way. ‘We are now two-thirds of the way through rolling out our new corporate identity,’ he says. ‘This has been very pragmatic in terms of cost. Very much in the brand’s spirit, we wanted to give dealers a refresh to make the environment more modern and aligned to the new products. ‘It includes exterior styling, which is a brandnew look and a high-impact totem. Then we have the interior, which is new tiles, new design layout, new desks and so on. We told dealers to go at their speed, and we split interior and exterior.’ Harrison says he wants customers to know that they are driving by a ‘new’ Seat showroom – and for it to signal that the brand has changed. However, he insists that he let his dealers do it at their own pace. ‘My dealers have told me the cost of upgrading their corporate identity is extremely reasonable, but that is because for years we have been used to being frugal and selective in terms of what we do,’ he explains. ‘We need to keep things balanced so that when we get bigger we don’t lose that spirit.’ 88 | CarDealerMag.co.uk

Seat Store employees are simply there to impart knowledge, not to sell cars

‘We needed something different – I just wanted to take the brand in a different direction.’ The current Seat dealer network is 121 strong with only a handful of open points. Harrison is reluctant to substantially increase those numbers, saying he’d be happy to settle for 130 dealers and he’s not looking to lose any anytime soon. ‘We are not looking to lose dealers,’ he says. ‘My investors know that we are going to grow and get ourselves firmly established in the premier league of brands in terms of our place in the market. ‘It’s not about being premium, it’s about being a right-side volume manufacturer with a good balance between brand demand and product.’ Currently the biggest Seat stakeholders by number of sites are Close Group and plc players such as Vertu, Lookers and Arnold Clark. ‘We have quite a nice balance in the network. We have the big boys but also some local heroes who know and love their local area and do a great job for us,’ says Harrison. He even gets out to see his dealers as often as possible and rarely turns up unannounced – a favourite trick of his contemporaries. ‘During the spring and summer I’ve been out a lot,’ he says. ‘Every couple of weeks or days, I’ve been getting in my car and going to see dealers. You need to meet people, see what’s happening and understand the investors and how they are feeling. I’m not trying to catch dealers out, that’s not what I’m about. We have a pretty good

relationship with dealers in terms of where we want to go, because most of my dealer partners have been with us through the tough times and are now going through the good times.’ So it seems like the good times are back for Seat, Harrison’s hard work has been done and he can now reap the rewards of generating more profitable sales. But was he really parachuted in from the factory to sort things out? His brow furrows. ‘I was asked to come back and take on the UK business. The business was not in trouble, it was just trading in a certain style. My view was that it was not the best way to build a power brand over the next five years – it was too risky. ‘There was too much emphasis on dealers registering cars rather than the brand taking responsibility to generate genuine, actual demand. That is my long-term view on how I want to run this brand. ‘When I came back that was in my head, and because of my relationship with the factory I was able to take advantage and make that happen.

SEAT CAR SALES

2013

45,312

2014

53,512

Seat Stores No sales staff – only product experts to build relationships

Seat’s Store in Westfield London, above, follows on the heels of its outlet at Lakeside in Essex ‘We needed something different – I just wanted to take the brand in a different direction.’

ut Harrison had to make some bold choices – surely, back then, his dealers were addicted to pre-registering cars? ‘What I did was take away the commercial pressure, as I can’t dictate and would never dictate how a dealer should sell and what price they should sell at,’ he explains. ‘The targets that my dealers had in 2016 were lower than in 2015, so what we created was an environment for the dealers to be able to focus on selling cars to customers, rather than having no choice but to register cars. ‘My job is to create an environment to allow dealers and my teams to do their jobs in a way which I believe is sustainable, and when we grow with the product we will be able to stay there and push on further. I know that right now we can sell a lot more cars, but it would be on a shortterm basis – why would we do that when we have this opportunity? My franchising team are busier than they have ever been with firms wanting

2015

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2016

47,456

to join us, rather than chasing partners. This is a much healthier place to be.’ But with these big changes come long hours. Harrison admits he’s often in the office before 8am and leaves long after his colleagues have shut down their computers. ‘It’s exciting,’ he says. ‘This was a brand that was sleeping and I’ve got an opportunity to wake it up and turn it into something terrific. This is probably the most exciting part of my career and I’m thoroughly enjoying it.’ With that, I leave Harrison to have a debrief with his always-close-by PR man and head to the bar. I grab another too-cool-for-school swirly London coffee and wait for the arrival of my motoring media colleagues. After my grilling, Harrison is set to take it all on again with a round-table lunch with the editors of the mainstream motoring press. I remain unusually quiet, sit back and watch a master at work. Harrison certainly knows how to work a room and deliver the right line at the right time. Whether his wizard-like resurgence of the brand can continue remains to be seen – but after 45 minutes with the boss, I can’t see him doing anything different. [CD]

arrison believes experimentation within the car sales industry is a good thing. That’s why he came up with Seat Stores – a new type of dealership that resides inside a shopping centre, just like a normal shop. ‘We opened the first Store 12 months ago in Lakeside, Essex, and we’ve learnt a lot,’ he told us. ‘In a dealership, people make a decision to come to you with the idea of buying a car. In a shopping centre, there are around 27 million people per year coming through, many of whom are not in the market to buy a car and don’t know Seat. It’s all about building long-term relationships. ‘In London, north of the river, there’s no Seat representation. That’s because London is a really expensive area, so putting a traditional dealership in when you’re a two per cent market player doesn’t make sense economically. ‘But London is one of the biggest geographical markets for cars in the UK, so we decided to go where the people are [Westfield London]. ‘We don’t have salespeople here – we have product experts. Our team is not commissioned on sales. They’re very knowledgeable about the brand, the product and where we come from. ‘Their job is to build relationships with the people who shop in Westfield shopping centre, because when they’re next in the market to buy a car, we want them to come back to us. ‘I’ve been down here a number of times, working on the floor, and that proximity to customers has been one of the most powerful aspects of this venture. ‘Every one of my team in Milton Keynes will be spending a day on the floor here every year. You can learn far more about what customers want in one day down here talking to people than you can spending a month reading reports.’

2017 year to date (Sep)

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Focus on. Approved schemes

The business partners who can boost your bottom line Trusted allies can work alongside you to help you survive and thrive – and we have a trio of top operators

t was the Beatles who sang, ‘I get by with a little help from my friends.’ And we all need someone by our side when times get tough – and even when things are going well, to be perfectly honest. Of course, there are dealers the length and breadth of Britain who do very well by themselves, thank you very much, and see no need to use the services of a business partner to help raise their profile or generate more leads. But there are plenty more savvy business people who realise that with a trusted ally working alongside them, they can take their businesses to even greater heights. If you have never worked with an Approved Scheme or partner of some kind in the past, now might be the time to start doing so.

by DAVE BROWN @CarDealerDave

After all, some of those who keep an eye on the economy are of the view that we are heading for turbulent times – so someone working with you to help take the strain might be just what the doctor ordered. First of all, perhaps it’s a good idea to think about the kind of assistance you could use. Could you do with the services of a big-name player in the automotive world to give customers thirdparty reassurance that the cars you are selling are of good quality and have undergone a thorough inspection to ensure their roadworthiness? Do you need a shop window for your stock, where only trusted dealers are allowed to display their wares to the public? Or do you need someone to raise your profile online, to enhance your reputation by giving prominence to positive customer reviews and showing you in the best possible light? Whatever your requirements, the firms we feature over the next few pages will help you survive and thrive during the potentially tricky

times that could be around the corner. And we urge you to read what they say carefully! First up, we have the AA, or, more accurately, the AA Approved Dealer programme. In terms of respected names in the automotive world, you can’t do better than the AA – and becoming an AA Approved Dealer could really help you take things to the next level. We even talk to a couple of dealers who are already involved and vouch for the value of their partnership. Next we have Trusted Dealers, an organisation committed to being one of the top three sources of lead generation for new and used cars and to promoting the benefits of choosing a franchise dealer. And finally, see what JudgeService have to say. As the UK’s most effective online review provider, they certainly have a lot to offer, including customer satisfaction league tables that give you the knowledge to improve and succeed.

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P95 CarDealerMag.co.uk | 91

Focus on. Approved schemes

Iconic motoring brand can take AA APPROVED DEALERS

E: andrew.ferrett@theaa.com T: 07738 771963

nstilling confidence and trust in customers is crucial if a dealer wants to sell more cars and make more money. One way of doing that – and it’s a method that’s working well for hundreds of dealers across the UK – is to strengthen your own brand by getting together with a trusted partner, a famous name that is synonymous with the motoring world and offers great service, straightforward help and advice, and cast-iron guarantees. In case you hadn’t guessed by now, we’re talking about the AA – or, more particularly, the AA Approved Dealer scheme and the AA Dealer Promise that sits alongside it. The ‘Approved Dealer’ standard was launched earlier this year and really taps into the levels of trust associated with the AA. Partnering with the world-famous organisation is sure to enhance the profile of your business, leading to heightened awareness of your offering. That, in turn, will lead to more visitors, both online and at your showroom, more car sales and more profit. Sounds good! Car Dealer recently caught up with Andrew Ferrett, the AA’s head of national sales for motoring services, who told us: ‘The Approved Dealer scheme sees us carrying out inspections of cars for our dealers. ‘From those inspections are generated online reports complete with our branding. ‘These reports put the selling dealer at a distinct advantage over his competitors. They tell potential buyers that a particular car has been independently given a 128-point check by the AA. ‘Cars that have been AA-inspected definitely stand out – and the AA branding really pays dividends. It takes the dealer to the next level. It makes them look like a franchised dealer and really ups their game.’ So what does a typical inspection involve, exactly? Ferrett explained: ‘It’s a full mechanical check

92 | CarDealerMag.co.uk

of the car. Assuming there are no problems, the inspection report will confirm the vehicle is roadworthy and safe to drive, so the consumer knows the car has been checked and that they can drive it away.’ The figures speak for themselves: 86 per cent of car buyers said that their confidence was increased when buying a car from a dealer partnered with the AA, while 93 per cent of car buyers said they were more confident in buying a car that had actually been inspected by the organisation. Seventy-three per cent said that the inspection report prompted them to make their purchasing decision more quickly, which of course will allow dealers to turn stock more speedily. On the AA Cars site, vehicles inspected by the organisation receive 22 per cent more views than those that have not, and 85 per cent of buyers would recommend buying an AA-inspected car to their friends and family. As an AA Approved Dealer, you are also more likely to receive your full asking price for a car. Sixty-eight per cent of car buyers said they did not negotiate on the purchase after seeing the report. Ferrett continued: ‘Becoming an AA Approved Dealer is essentially an exercise in inspiring complete confidence in customers. If a consumer comes along and knows the AA has inspected the car, the dealer really has to mess up in order to not sell it. Dealers can say they check cars

Car buyers have proven confidence in the AA brand

themselves, but how reputable is that? With AA Approved, it’s a third party touching the metal.’ Dealers who work with the AA Approved Dealer team receive a hands-on service from day one, with top-quality advice on tap. ‘An inspector visits once a week, minimum,’ said Ferrett. ‘Also, we keep right up-to-date with technology, so we become their eyes and ears regarding products they’re buying or areas giving them problems – we advise them on what to buy and what not to. ‘Half of the service is about giving the inspection, which essentially delivers the dealer much-needed credibility, while retaining independence. But the big thing really is standing out from the crowd, because the only way dealers stand out at the moment is on price.

you to the next level ‘Being associated with the AA as an Approved Dealer will help your stock stand out from other cars on other sites.’ Andrew Ferrett, the AA’s head of national sales for motoring services

‘Being associated with the AA as an Approved Dealer will help your stock stand out from other cars on other sites.’ The strength of the AA brand is unquestionable, and the power of being able to feature the AA’s logo and seal of approval on your website and promotional material really will help you. Dealers such as V12 Sports and Classics have seen their business grow exponentially since becoming an AA Approved Dealer. The firm has grown from one site to three, covering Stoke-onTrent, Hinckley and Wolverhampton.

V12’s group general manager, Chris Caygill, said: ‘Using the AA to inspect our cars enables us to concentrate our efforts on selling. Linking our advertising to the strength of the AA brand with an independent report on every car has increased our sales, helping us to achieve a stock-turn in excess of 15 times a year – with an improved value proposition and enhanced margin retention. ‘I strongly believe that the AA partnership has been a major influence in enabling our business to grow and has helped transform our overall retail proposition.’

Another dealer which has seen benefits of the AA Approved Dealer scheme is Parkhills in Bury. Their managing director, John Brearley, said: ‘It is so important to us that our customers trust and have confidence when purchasing one of our vehicles. We have partnered with the AA to help us deliver that. ‘We now have even more people visiting our site and our sales are up as a result. Our customers believe and trust in the knowledge that the AA has and therefore it was an easy decision when we decided to partner with them. ‘Consumers do find purchasing cars a challenge and the AA brand helps them interact. It shows transparency to car buyers and without them asking, we can show trust and value in the cars they are interested in.’ The service provided is fast-paced, and the wheels start turning on the same day you inform the AA you have acquired new stock. Ferrett said: ‘Dealers buy in new stock constantly, each and every week. As such, we become part of the dealer’s process – so it’s quite seamless – and we’re deeply involved with their buying and selling chain.’ So if you’re looking to improve credibility and consumer trust at your dealership, not to mention sell more cars and make more money, becoming an AA Approved Dealer is perhaps the most cost-effective, efficient way to do so. CarDealerMag.co.uk | 93

Focus on. Approved schemes

Work with the original disruptor TRUSTED DEALERS

W: trusteddealers.co.uk/join T: 01423 506272

rusted Dealers is the original disruptor. Launched in 2011 to a market where some of the incumbents were seen as rather complacent and expensive, Trusted Dealers was, and remains, a not-for-profit alternative. Now, as part of the NFDA (National Franchised Dealers’ Association), we are committed to being one of the top three sources of lead generation for new and used cars for our members, and to promoting the benefits of choosing a franchised dealer. Our approved dealers all sign up to our 10 Points of Difference and the NFDA’s used car standards, making us the safest place to buy a car online. Indeed, the question is not ‘why should I advertise on Trusted Dealers?’ Rather, ‘why wouldn’t I?’ Over time, we have adapted our business model to reflect the differing needs

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of dealers in terms of payment. So, we offer a tenancy model, a cost-per-lead model and even a cost-per-sale solution. This means that you can advertise your stock for free and only pay for results. We work hard to engage with our audience and we know that the demographic that we appeal to

matches the more mature audience likely to buy nearly new, ex-demo, up to two years old or even new cars. Our users are likely to shop at Tesco, Sainsbury’s, M&S or Waitrose. They are affluent and expect their car to say something about their success in life. Uniquely, we provide not only call recordings, but also transcripts of enquiries, making us the most transparent and honest among our peers. So, here is my challenge – if you are not on Trusted Dealers, give me, Neil Addley, a call. We will set you up and get your stock online. We will agree which metric you would prefer for payment and we will crack on. If you don’t like it, I will give you your money back, but I’m pretty sure you will. In uncertain times, our audience will be the most resilient car buyers. The question is whether they are buying from you or your competitors.

Focus on. Approved schemes

The knowledge you need to succeed JUDGESERVICE

W: business.judgeservice.com T: 01423 225166

udgeService is the UK’s best automotive online review provider. Our surveys have been developed to tell you about your customers’ experiences and provide intelligence regarding the sales process, marketing effectiveness and management of your business. Extend your marketing potential and improve your SEO and click-through rates JudgeService reviews are published on Google, Facebook, your website(s), the JudgeService website, Auto Trader, Google, Motors.co.uk and Trusted Dealers to help you gain maximum exposure. And as you will own the review content, it can be used to enhance Google rankings and SEO for website optimisation. We also enable stars under your own URL as we have found that star ratings increase clickthrough rates by 17.5 per cent.

Sharing results and promoting your reviews The survey results and reviews provide online marketing opportunities to showcase your independent survey scores and testimonials on your website via our onscreen widget. •As it’s from an independent source, it increases credibility. •Increases activity and encourages users to stay on the site. •Validates your reputation. •Encourages customers to take the first step. Improve reporting, enhance your performance management and identify buying trends JudgeService reporting provides unparalleled granular detail, making it easier for YOU to identify buying trends and potential issues. You can also establish the strengths and weaknesses

of each of your sales staff and how they compare. Our traffic-light approach enables you to compare your results with others in the industry, and provide a comparison with the national average (JudgeService figures). Our customer satisfaction league tables give YOU the knowledge you need to improve and succeed. To discover why JudgeService should be central to your strategy, visit business.judgeservice.com [CD]

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Focus on. Auctions & remarketing

Hammer time! Help and advice in the hunt for stock The four companies in this feature are all working hard to help you source quality, well-priced cars

etting hold of the right stock at the right time and for the right price is every car dealer’s dream – and dreams can come true if you partner with the right auction and remarketing companies! The world in which these firms operate is ever-changing and the whole sector has been revolutionised in recent years thanks to the increasing influence of the internet, smartphones and other forms of technology. Although in many cases cars can be bought with a few clicks on a hand-held device, many dealers still like to attend physical auctions to see potential stock in the metal and make their decisions that way. Everyone’s different – and the latest instalment of our ‘So You Wanna Be A Car Dealer’ series emphasises that rather neatly on pages 38 & 39. In this special look at auctions and remarketing, we have four top operators you would do well to consider as you carry out that never-ending task of finding good-quality cars. First up, we have Aston Barclay, who have

by DAVE BROWN @CarDealerDave

enjoyed a high profile in recent weeks thanks to the opening of their Donington Park MegaCentre. As we report on page 108, the 18-acre site, which aims to double the company’s sales to 160,000 cars over the next five years, was opened recently by Andrew Bridgen, the Conservative MP for North-West Leicestershire.

The company tells us that buyers are at the heart of everything it does and promises that will never change. Exciting new initiatives are being introduced by the firm and you can find out more over the page. Then we come to G3 Remarketing who provide us with a fascinating overview of the world in which they operate. Operations director Gary Monaghan points out that there has never been a more pressing need for dealers to get hold of the right stock at the right time – and G3 can help. Adesa Upstream are next in line, saying they can provide dealers with the most advanced vehicle auction system around – definitely worth investigating. And finally, there’s a contribution from Auction Buyers 4 U, a team of experts who keep a constant eye on the auction world and who could do a lot of the stock-sourcing leg work for you, freeing you up to concentrate on what you’re best at – selling. As we say, four top operators, all operating in a busy and competitive world – check them out and make some space on that forecourt !

FEATURED SUPPLIERS

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Experts can get you the right stock at the right price.

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Focus on. Auctions & remarketing

Buyers are at the heart of everything we do ASTON BARCLAY

W: astonbarclay.net

he health and happiness of the used car buyer lies at the heart of Aston Barclay’s growth strategy over the next five years. Following extensive buyer research prior to the acquisition by new CEO Neil Hodson and Rutland Partners in June, it was clear buyers wanted to make it easier to buy and sell used cars at auction. Top of the buyer research findings were the desires for: • Better access to technology to help buyers access used car stock more quickly. • A dedicated customer service team to speak to about their specific needs. • Greater peace of mind when buying used cars at auction. Based on these research findings, Aston Barclay announced a series of buyer initiatives, many of which have already been successfully delivered. New buyer services team A new buyer services team has been set up at our new state-of-the-art Donington Park Mega Auction Centre. The hard-working team are purely focused on working with buyers to ensure Aston Barclay meets their needs across its five sites, including setting up new accounts, resolving any issues and working with them to help make buying and selling vehicles as easy as possible.

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T: 01245 450700

New Buyer App Developed to meet the increasing needs of buyers who run their businesses on their smartphones, it aims to make it easier and faster to connect to used stock either online or in the auction room. Reaction to the new Aston Barclay Buyer App has been amazing with more than 2,000 downloads over the past couple of months, supported by digital eagles in each branch to help buyers get the most from the new app. New Assured for buyers Aston Barclay Assured has been launched to provide buyers with extra peace of mind if a vehicle does not meet the standards described on the initial Assured Inspection report. Assured is underwritten directly by Aston Barclay and any buyer claims or queries are managed directly by its new in-house buyer services team. Buyer fees cost £30 + VAT for account holders and £35 + VAT for non-account holders. Neil Hodson, Aston Barclay’s CEO, said: ‘Buyers are always at the heart of everything we do and that will never change. ‘Much of our investment in technology is about improving visibility and access to stock as well as providing buyers with extra peace of mind when buying at any of our auctions. ‘We have lots more technology to come with our Buyer App continuing to provide more functionality and features for users.’

Unlock the power of mobile Now with... Streaming video & live audio Aston Barclay Assured Reports Enhanced multi-make/ multi-model search

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Focus on. Auctions & remarketing

Vehicle remarketing: Why does it matter to dealers more than ever? G3 REMARKETING

W: g3remarketing.co.uk T: 0845 190 6363

t’s been a busy 12 months in the world of remarketing, with further significant change forecast for the year ahead. Here, Gary Monaghan, operations director at G3 Remarketing, talks exclusively to Car Dealer about 2017 challenges, his 2018 predictions and top tips for maximising dealer margins…

IT HAS once again been a year of considerable change for dealers, and things have been far from straightforward. Consumers have become increasingly researchsavvy and price-conscious, for example, which has posed a constant threat to margins. This new breed of informed buyer will now travel further for the best deal, and, as the digital era marches on, the pressures to satisfy their rising expectations will only mount. Plus, with around eight million used car transactions every year within this fiercelycontested arena, there’s never been a more crucial time for retailers to buy the right stock at the right time. The evolution of remarketing Acting as an ‘agent’ between buyer and seller – and tasked with independently achieving the optimum outcome for both – remarketers have therefore had to adapt. However, car auctions that have kept a close eye on the market to proactively support dealers with margin maximisation, are those that will thrive in 2018. Putting dealers in the digital driving seat Some remarketers have recognised dealers’ heightened demand for quicker and slicker access to rich data, for instance, to facilitate fluid yet informed decision-making wherever they may be. This is the reason that digital remarketing capabilities have evolved so significantly in recent times. But the search for convenience is only

The search for convenience is only going to accelerate, says Gary Monaghan going to accelerate. To enable dealers to maximise their ‘of-the-moment’ opportunities to buy or sell, remarketers are therefore streamlining their websites, introducing live-chat facilities and launching buyer apps. If dealers can filter cars of interest, create customised baskets as soon as these cars hit the gate, receive push notifications highlighting mileage, gradings and guide values, and even make proxy bids from the comfort of their own forecourt, they’re far better equipped to confidently and conveniently manage their stock. Equally intuitive vendor apps are also being revealed to strengthen the communication between buyer and seller, and rostrum apps are even in the pipeline too. Watch this space! Enhanced checks = greater assurance Technology has also improved the appraisal process, bringing about much-needed inspection transparency that enables dealers to buy with confidence. Audio reports, high-definition imagery and video, and even mechanical assurance checks are now being offered by some remarketers as standard, for example. This means there is no detrimental impact on the buying experience, regardless of whether the dealer is online or in-hall. Some buyers prefer the physical auction environment, hence the need for remarketers to remember the beauty of choice. But the important thing to note is that,

with ongoing innovation – not to mention the proposed introduction of 5G – almost anything is becoming possible thanks to new technology. Can a remarketer survive by just… remarketing? As the market evolves further, it’s not just about embracing cutting-edge tech. The more forwardthinking auction houses are diversifying into the provision of peripheral services such as fleet management and voluntary termination debt recovery, for example, which will surely prove popular if 85 per cent of PCP cars are set to be returned next year. No successful organisation stands still in the modern economic climate. But shrewd dealers and agile auction houses that work together to navigate changing trends, are those that can adapt and thrive. Three top tips to maximise dealer margins in 2018: • Understand the profile of stock transacting in your local territory. • Source such vehicles nationally and at the right price, using a combination of physical and online auction channels. • Choose a strong remarketing partner that can help you underwrite/aggressively purchase/ liquidate part-exchanges. That same remarketing partner must be able to evidence excellent service levels, regardless of the dealer’s size or purchasing power. CarDealerMag.co.uk | 101

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Focus on. Auctions & remarketing

Expert team can get you the right stock at the right price AUCTION BUYERS 4 U

ealers sell cars every day, but when they need to buy vehicles themselves, they find they have to turn to auction houses because that’s increasingly where the trade stock is now. However, with so many auctions taking place throughout the week, they don’t really have the time to search for the cars they need to turn that all-important profit. There’s also the fact that demand within the industry for used cars is stronger than ever, making it a fierce market and pushing prices up. Tough times indeed when you’re trying to keep your stock topped up but you find you’re having to fight for quality cars – and that’s assuming you know where to look and you can get away from your dealership. This is where Auction Buyers 4 U comes in . . . The Midlands-based outfit comprises a team of experienced and professional car buyers who know the ins and outs of auctions and are at them all day five days a week. Because of this, they save dealers a lot of time, effort and hassle. We spoke with Shaun Taylor, one of Auction Buyers 4 U’s buyers, to find out more about the company and why it’s such a boon for dealers. ‘I’ve always been in the motor trade,’ said

W: AuctionBuyers4U.co.uk T: 07836 777 268 Taylor. ‘Years ago, dealers would be left with a certain number of cars to sell to the trade but those days are gone. The majority of cars are now sourced from auction. ‘There are three of us in the company who go out every day. We buy to order if a customer sends us a lot number or some details of their requirement, but because we’ve come to know the type of customers we deal with and have built up a relationship with them, we buy quite a lot of cars just on our gut feeling. ‘Some dealers will send one person to auctions to buy cars for them, but I think we do a lot more homework than those individual garages. We monitor all the auction websites and get a better understanding of the market. ‘I go to one auction on Mondays and one on Fridays, but on the other days I’ll go to two auctions a day, so we’re always out there seeing what’s going on. I see buyers from dealers coming out to auction once or twice a week and they may miss a week because they’ve been too busy in the showroom.’ Taylor added: ‘I know from talking to people in the trade that it can be quite bewildering if you’re not on top of the prices every day. But we’re confident that what we’re buying is the best thing at the market price at that particular time.

‘We’ll buy to order, or we’ll buy cars that we think are worth buying based on price and condition. Then we send dealers pictures of the cars and give our own reports on them.’ Dealers pay the purchase price to the auction house and a flat fee to Auction Buyers 4 U, which caters for sites with anything between 25 and 120 units. Of course, some might wonder why it’s necessary to go to an auction at all when you can simply go online instead. Taylor doesn’t think that’s the best way of buying stock, though, because used cars need to be seen in the metal to really tell their worth. ‘A lot of people think going to the auction in person is an old-fashioned way of doing things and they’d rather just go online. But used cars are very individual in their condition and mileage. ‘I wouldn’t buy online if you gave me a £200 discount per car, because I’ve seen what sells online and a lot of the time, if you could actually see it and touch it, you wouldn’t be bidding on it. ‘People have more confidence in us than pressing a button.’ So, there we have it. You could take time out of your busy schedule to go to auctions yourself and try to make sense of everything, or you could risk bidding online without seeing the car properly. But why put yourself through those trials and tribulations when you can leave it to a team of experts who know exactly how to get you the right stock at the right price and will go that extra mile to do just that? [CD] by Tristan Shale-Hester @tristan_shale

CarDealerMag.co.uk | 103

Data File.

Ask Lawgistics .com

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

Is this the most outlandish claim ever?

A customer is suing us for a clutch we fitted over FIVE YEARS ago. Can he do this? Is this the most outlandish court claim that Lawgistics has ever seen? Yes, they can sue you even after this length of time – but it is another matter entirely as to whether they will succeed in court. In England and Wales, the law allows a party to sue for breach of contract for up to six years from the date that the contract was concluded. In this case, the clock started to run from the date that the clutch was supplied/fitted. The person bringing the claim will need to produce evidence to demonstrate that it is more likely than not that either the part was defective from the outset and/or that it was not fitted with ‘reasonable care and skill’. Quite how he can do that after this length of time is going to be interesting and one can only imagine that it is not going to be straightforward for him – especially in that the vehicle has been used over the five-year period in question and

only recently was it alleged that there was a problem. One wonders though: if this really was the case, how come the complainant did not suspect this five minutes after the event took place, rather than after five years? Luckily, you have told us that you can show evidence of the customer purchasing the clutch to offset the second part of the claim that the original components were never actually replaced in the first instance. This shows the importance of retaining paper records for longer than you may think is necessary. Also, garages should always state on the order form the registration number of the vehicle that the component is intended to be used for. You mention that the case is heading to court and we will be interested to learn what happens. While we hope that the court will apply common sense and dismiss the claim, there can never be any guarantees when one goes to court so you will still need to be vigilant.

ADVICE

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A free telephone consultation and other great benefits, too n A free telephone consultation worth £100. n Lawgistics’ Basic package worth £95. n Twenty-five per cent off the ‘pay-on-use’ legal helpline and casework service. n Up to 25 per cent off any stationery or warranty products. n Upgrade the Basic package and receive £100 off the Small Business package or £250 off the Professional package.

As to whether this is the most outlandish claim we have ever seen here at Lawgistics, that is a definite ‘no’. For example, we are presently helping a client defend a claim that comprises something along the following lines: Driving a car 596 miles to be repaired by a specialist at £21.86 per mile = £13,028.56. Yes, you read it correctly – £21.86 per mile and wanting compensation in excess of £13,000. We hope the consumer never starts a taxi company! Whilst we often see optimistic consumers issuing various unreasonable demands, Lawgistics has an impressive track record of seeing huge claims reduced to those that are far more realistic. And whilst it never formed a county court claim, one consumer trumped the lot when it came to their demands. The individual only agreed to sell the car back to our client on the proviso that all their staff became members of the English Morris Dancing Society!

Buy and sell trade stock quickly and profitably Cartotrade.com is the new online trade-to-trade platform set up by the ex-management team of Autotrade-mail. Cartotrade’s focus is on the integrity, security and accessibility of stock complemented by a simple yet innovative platform that allows its members to buy and sell trade stock quickly and profitably. To see the benefits, Car Dealer Club members can have an extended, no-obligation, four-week free trial*. If, after the free trial, a Car Dealer Club member wishes to subscribe, they then get their next month completely free, without contracts and never a price increase. * Subject to vetting

Exclusive five per cent discount on your tailormade trade insurance At Unicom, we’ve been safeguarding our clients with the best protection policies for more than 20 years – so, no matter what role your business plays in the motor trade, we can have you covered for every possible risk. From road risks to legal cover, your motor trade insurance can be tailored to suit your individual needs. It’s our job to make sure that you get the best price for the cover that you want.

Misuse of our Facebook page

My sales team leader has been tasked with maintaining our Facebook profile. We suspect that our profile has been used by that employee to pass personal messages. Can we legitimately look into what was sent? Yes you can, provided you take steps to safeguard the position of your employee. The employee must be notified that you might take measures to monitor correspondence and other communications. The extent of the monitoring should be no more than necessary. The employer must provide a legitimate reason to justify monitoring the communications and accessing their actual content. The latter requires weightier justification. Methods less intrusive than directly accessing the content should be considered. The consequences of the monitoring for the employee and the use made by the employer of the results of the monitoring operation should be established and notified to the employee concerned.

WANT TO UPGRADE?

WHY I LOVE LAWGISTICS

Customer wanted £15,000 from us but Lawgistics said we didn’t have to pay ASHLEY Hannam is the managing director of Merv Hannam, a specialist car dealership based in Bournemouth, Dorset. He discovered the value of his partnership with Lawgistics when a customer tried to pin a very expensive-to-fix engine fault on the business. ‘We had a case where an engine gave way on a Range Rover nine months after the customer bought the car,’ said Hannam. ‘He took it to Land Rover, who said it was a fault caused by the bearings seizing. The customer then tried to get £15,000 compensation from us, so we went to Lawgistics. ‘Lawgistics told us we didn’t have a case to answer because the fault didn’t occur until the engine gave way. The car was working perfectly when the customer purchased it, so we couldn’t be blamed for a fault that occurred nine months later. ‘Otherwise, everyone would be able to reject every car they’ve ever owned because every car will suffer some sort of failure at some point. ‘Land Rover had apparently admitted to the customer that this was

a common fault caused by a design flaw. All we did with the car was wash it, Hoover it and put a price on it. We explained that, for these reasons, it couldn’t be our fault.’ Lawgistics’ advice has also been extremely valuable to Hannam when he’s had to deal with customers citing the 2015 Consumer Rights Act. ‘The Consumer Rights Act has changed our industry hugely,’ said Hannam. ‘When it came out, dealers didn’t know where they stood. ‘In most cases, customers were using the law as a result of buyer’s remorse. Lawgistics has been right at the forefront of trying to get some definition of how this new law applies to our industry. ‘They’ve fought and won many cases and they report those cases in a monthly newsletter.’ Hannam said that he was ‘absolutely’ satisfied with the help he had received from Lawgistics.

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Dragon2000’s dealer management system is one of the most versatile and easy-to-use products on the market. The software can help manage supplier and customer details, help you keep on top of your costs, and ensure that your business is running as smoothly and as profitably as possible. Car Dealer Club members are eligible for a 10 per cent discount on their first year of a Dragon2000 software subscription – and they get the free Vehicle Health Check app too.

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At Paragon Car Finance, we’re so confident we can better the deals and improve the service other lenders offer that we want to give £50* to all eligible Car Dealer Club members who book an appointment with us to see how Paragon Car Finance could help you and your customers get a better deal. Book your £50* appointment now by calling us on 0345 149 7777.

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 £695) – 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 relevant legal areas and documentation. There really is a package for everyone with Lawgistics.

EASY STEPS TO JOIN 1. GO TO CARDEALERCLUB.COM 2. HIT SUBSCRIBE 3. FILL OUT YOUR PAYMENT DETAILS ON PAYPAL AND HIT SUBMIT 4. WAIT FOR YOUR CAR DEALER CLUB PACK TO ARRIVE IN THE POST OR PHONE 023 9252 2434 AND SPEAK TO ONE OF THE CAR DEALER TEAM

* Terms, conditions and eligibility rules apply. Visit cardealerclub.com/#benefits for more details.

Dragon2000 CarDealerMag.co.uk | 105

Data File.

Thestatistics

| SMMT SALES DATA | TAKING STOCK | FALLING CONFIDENCE

New car registrations down again – despite arrival of the 67 plate T

he UK new car market declined for a sixth consecutive month in September – despite the release of the new 67 registration plate. A total of 426,170 new units were registered, according to figures released by the Society of Motor Manufacturers and Traders (SMMT). Registrations fell by a hefty 9.3 per cent in this key month, as economic and political uncertainty, and confusion over air-quality plans, led to a fall in consumer confidence. Demand from business, fleet and private buyers all fell in September – down 5.2 per cent, 10.1 per cent and 8.8 per cent respectively. The biggest declines were seen at opposite ends of the market with luxury saloons and superminis falling 36.4 per cent and 21.2 per cent respectively. Demand for alternatively-fuelled vehicles (AFVs) continued to accelerate, however, surging 41 per cent in the month and 34.6 per cent in the yearto-date, with nearly 95,000 leaving forecourts this year. However, this couldn’t compensate for declines in registrations of petrol

cars, down 1.2 per cent and, especially, diesel which fell for the sixth consecutive month, down a significant 21.7 per cent. The SMMT says that confusion surrounding air-quality plans has inevitably led to a drop in consumer and business demand for diesel vehicles, which is undermining the roll-out of the latest low-emission models and thwarting the ambitions of both industry and government to meet challenging CO2 targets. In the year-todate, new car registrations have fallen by 3.9 per cent. But, overall, the market remains at a historically high level. Mike Hawes, SMMT chief executive, said: ‘September is always a barometer of the health of the UK new car

market so this decline will cause considerable concern. Business and political uncertainty is reducing buyer confidence, with consumers and businesses more likely to delay bigticket purchases. ‘The confusion surrounding air-quality plans has not helped. Manufacturers’ scrappage schemes are proving popular and such schemes are to be encouraged given fleet renewal is the best way to address environmental issues in our towns and cities.’ Richard Jones, managing director at Black Horse, said: ‘With the new 67-plates now available, September was an important month for the industry and these figures reflect the general slowdown across the market. ‘The ongoing action from manufacturers around scrappage schemes and the broader discussion around fuel technology might well have impacted on the numbers, given that we saw a continued fall in sales of diesel cars, although it is positive to see these reductions counterbalanced somewhat by the growth of both petrol and alternative-fuel vehicles.’

‘No doubt about it – we’re now officially in recession’ AFTER two successive quarters of declining car sales, the UK’s new car market is officially in recession, according to Alex Buttle, director of car buying comparison website Motorway. He said: ‘There’s no doubt that the new diesel car market is being destroyed by diesel scrappage schemes and upcoming toxin taxes – sales down by more than a fifth is an incredible 106 | CarDealerMag.co.uk

drop for such a short period of time. ‘And with Brexit fears likely to keep hampering consumer confidence in the short term, the new car market has a fight on its hands to recover. It feels like this combination of negative forces will keep kicking the market hard when it’s already on the floor. ‘What can be done? Well the industry seems to be sticking its head

in the sand. The electric and hybrid car markets do offer rays of hope, but the government needs to think about incentivising consumers to buy them. ‘Instead, recent policy decisions have done nothing other than to help force diesel cars off the road, just as the market needs a catalyst for growth.’ The Nissan Qasqhai crossover was the best-selling car in September.

SMMT sales data Sept/year to date

Top

Most-improved manufacturers in September

Infiniti +58% Seat

+14%

Alfa Romeo +11% Aston Martin +10% Volkswagen +7%

Bottom

Worst-performing manufacturers in September

Jeep -57% Lotus -57% SsangYong -53% Fiat -42% Bentley -37%

SUBARU -33%

SEAT +14%

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

September 2017 2017

780 841 144 29,619 199 31,465 6 8,301 4,459 1,850 6,540 39,696 9,831 16,587 407 5,899 1,059 15,706 14,504 2,908 20 184 7,530 120 31,430 842 12,282 2,387 28,810 12,810 2,034 12,378 8,343 10,760 1,701 454 510 7,319 19,222 31,058 36,332 7,865 83 895 426,170

% market share 0.18 0.20 0.03 6.95 0.05 7.38 0.00 1.95 1.05 0.43 1.53 9.31 2.31 3.89 0.10 1.38 0.25 3.69 3.40 0.68 0.00 0.04 1.77 0.03 7.37 0.20 2.88 0.56 6.76 3.01 0.48 2.90 1.96 2.52 0.40 0.11 0.12 1.72 4.51 7.29 8.53 1.85 0.02 0.21

September 2016 2016

805 752 130 31,113 320 32,595 0 9,108 5,247 2,616 11,319 49,078 11,495 17,039 256 6,458 2,492 15,340 14,629 2,998 47 199 9,422 0 31,988 1,005 13,119 2,656 27,807 16,130 2,152 17,275 7,308 12,565 2,381 983 762 7,380 18,888 41,697 33,722 7,827 82 511 469,696

% market share 0.17 0.16 0.03 6.62 0.07 6.94 0.00 1.94 1.12 0.56 2.41 10.45 2.45 3.63 0.05 1.37 0.53 3.27 3.11 0.64 0.01 0.04 2.01 0.00 6.81 0.21 2.79 0.57 5.92 3.43 0.46 3.68 1.56 2.68 0.51 0.21 0.16 1.57 4.02 8.88 7.18 1.67 0.02 0.11

% change -3.11 11.84 10.77 -4.80 -37.81 -3.47 0.00 -8.86 -15.02 -29.28 -42.22 -19.12 -14.48 -2.65 58.98 -8.66 -57.50 2.39 -0.85 -3.00 -57.45 -7.54 -20.08 0.00 -1.74 -16.22 -6.38 -10.13 3.61 -20.58 -5.48 -28.35 14.16 -14.37 -28.56 -53.81 -33.07 -0.83 1.77 -25.52 7.74 0.49 1.22 75.15 -9.27

2017 3,500 4,009 1,231 138,535 1,363 137,793 59 43,410 21,075 7,831 38,453 234,180 44,784 75,315 3,095 29,054 5,492 76,571 66,956 10,398 228 1,306 33,777 447 146,342 3,321 51,801 12,774 127,391 67,818 10,933 58,646 44,237 63,267 8,760 3,005 2,118 33,685 84,802 161,751 165,376 36,574 554 4,394 2,066,411

Year-to-date (YTD) % market share 0.17 0.19 0.06 6.70 0.07 6.67 0.00 2.10 1.02 0.38 1.86 11.33 2.17 3.64 0.15 1.41 0.27 3.71 3.24 0.50 0.01 0.06 1.63 0.02 7.08 0.16 2.51 0.62 6.16 3.28 0.53 2.84 2.14 3.06 0.42 0.15 0.10 1.63 4.10 7.83 8.00 1.77 0.03 0.21

2016

3,125 4,038 657 138,411 1,538 138,656 3 53,793 20,923 13,767 49,868 254,220 49,656 73,649 2,500 26,416 11,762 72,949 63,644 11,422 278 1,112 39,764 0 136,892 3,305 51,716 14,753 119,836 80,986 9,799 68,112 36,912 63,310 9,349 3,837 2,807 31,593 80,918 202,956 163,020 34,861 604 2,778 2,150,495

% market share 0.15 0.19 0.03 6.44 0.07 6.45 0.00 2.50 0.97 0.64 2.32 11.82 2.31 3.42 0.12 1.23 0.55 3.39 2.96 0.53 0.01 0.05 1.85 0.00 6.37 0.15 2.40 0.69 5.57 3.77 0.46 3.17 1.72 2.94 0.43 0.18 0.13 1.47 3.76 9.44 7.58 1.62 0.03 0.13

% change 12.00 -0.72 87.37 0.09 -11.38 -0.62 1,866.67 -19.30 0.73 -43.12 -22.89 -7.88 -9.81 2.26 23.80 9.99 -53.31 4.97 5.20 -8.97 -17.99 17.45 -15.06 0.00 6.90 0.48 0.16 -13.41 6.30 -16.26 11.57 -13.90 19.84 -0.07 -6.30 -21.68 -24.55 6.62 4.80 -20.30 1.45 4.91 -8.28 58.17 -3.91

Figures supplied by SMMT

CarDealerMag.co.uk | 107

Auctions.

The delivery we should have left alone

Confessions: p117

Henstock

AUCTION STATIONS

Volume and choice are not in short supply!

ASTON BARCLAY

Plenty of great tech at new mega centre

ston Barclay’s new 18-acre The launch sale was the first in a weekly Donington Park Mega Centre fleet sales programme each Thursday from auction site has been hailed as one 10am, with a regular Tuesday dealer sale of the most technologically advanced new also starting at 10am. physical auctions in Europe. Creating 25 full-time and up to 35 partNorth West Leicestershire MP Andrew time jobs, the new site, which is next door Bridgen officially opened the centre just to the Donington Park motor-racing circuit four months after the multi-million-pound and East Midlands Airport, boasts a range investment – led by new chief executive of digital technologies, many of which are Neil Hodson and Rutland Partners – which new to the UK remarketing industry. aims to double sales to 160,000 vehicles Aston Barclay is the first to invest in new over the next five years. GardX SpinCar technology, which gives More than 250 used cars were sold at the remote buyers and those using its new launch sale on behalf of blue-chip vendors Buyer App a 360-degree view online of a such as Zenith, MotoNovo Finance, PSA, used car’s exterior and interior. Motability, Hertz, Activa Contracts and Neil Hodson, Aston Barclay’s chief Moneyway, with more than 150 buyers in executive, said: ‘Our vision for the group attendance. Locally born TV presenter and and Donington in particular from the Heart FM DJ Sian Welby auctioned the first outset was to introduce a range of digital cars of the day for MotoNovo Finance as technologies to make the remarketing well as helping to drive vehicles through experience more interactive and bridge the new twin auction halls. the gap between the physical hall and the The new flagship Donington site is the mobile space for both buyers and sellers, all fifth in the Aston Barclay network and can supported by a first-class team. accommodate 400 used cars undercover, ‘Buyers and vendors have responded while its glass partitioned halls enable two very positively to the new technologies and Car dealer new strip ad 3/16 26/9/16 14:32 Page 1 auctions to be run simultaneously. there is much more to come.’

THE FLEET AUCTION GROUP - THE UK’S

N1 O

TRADE ONLY AUCTION

lthough commentators are reporting a dearth of good-quality used stock across some channels, the auction sector is ripe with both volume and choice this autumn. BCA’s numbers alone were showing over 23,000 units on our Auction View online catalogue at the time of writing. The bottom line is that physical auction is the most efficient and effective channel to liquidate large volumes of fast-depreciating stock and get the proceeds back on the selling company’s balance sheet. When it works hand in hand with digital channels such as BCA Live Online to reach remote buyers, it really is a win-win situation. The industry across the board is hugely competitive and this is generating ever-improving standards in vehicle appraisal, imagery and video, pre-sale preparation and data science applications. Getting the data right is critical and BCA has been investing significantly in facilities that allow our staff to work in the optimum conditions to appraise and value vehicles as accurately as possible. This is the data that allows our buyers to search for stock with confidence and plan their buying well in advance. This is the data that brings buyers and sellers together and creates the most efficient marketplace. And that is showing in ever-decreasing time between defleet and vehicles on sale, fulfilling the needs and demands of both buyers – who want stock quickly – and sellers with depreciating assets. In fact, that has been a real remarketing revolution in the past few years, as the supply chain for used vehicles gets increasingly slicker and the churn in the marketplace improves. Easy, accessible and with something for everyone, auction remains the best choice for dealers looking for stock. Come on down or log in online… Simon Henstock is BCA UK’s chief operating officer for remarketing. Visit bca.co.uk or call 0845 600 6644.

Purpose built 12 acre auction complex Central UK location Fixed cost buyers premium Fleet Car Sales every Monday & Thursday at 10am Collection of vehicles 24 hours a day, 7 days a week Excellent variety of weekly stock from premium sources Regular Top Car Sales. Vans, Truck & Plant every week Enclosed and heated auction halls and viewing area All new website & stock locator. On-line bidding The UK’s finest auction restaurant Call for account application

The Fleet Auction Group Ltd., Stephenson Industrial Estate, Coalville, Leicestershire LE67 3HG Telephone: 01530 833535 Email: info@fleetauctiongroup.com www.fleetauctiongroup.com 108 | CarDealerMag.co.uk

Taking Stock. Remarketing specialist BCA analyses its latest Pulse report to give its thoughts on matters that dealers need to consider in the months ahead

Another strong trading spell with lots of footfall Stuart Pearson, BCA’s managing director for UK remarketing, reports a healthy picture across the board with demand exceptionally high for ready-to-retail cars

verage used car values rose by £33 (0.3 per cent) across the board at BCA during September, as the company reported another strong trading month. The headline average value of a used car rose to £9,117 during September – the highest average monthly figure on record at BCA. Volumes also climbed during the month, with inventory levels reaching record levels by late September and early October. Year-on-year, the headline figure was up by £741 – almost exactly the same value differential as seen last month. This is equivalent to an 8.1 per cent increase in average values – a result reflecting both the steady demand, wellbalanced supply and the richer mix of stock available at BCA over the past 12 months. The average age and mileage profile of vehicles sold at BCA continues to fall and this is also impacting positively on average price performance. Record average monthly values were achieved for fleet and lease and dealer part-exchange cars, while nearly-new

values reached their highest point this year. September brought a lot of footfall into our 24 auction centres around the UK and increasing volumes of online buying activity via BCA Live Online. Volume built steadily during the month and buyer demand often outstripped supply as conversion rates rose to 90 per cent-plus. Demand was healthy across the board, but interest was exceptionally high for vehicles in ready-to-retail condition. The higher-value luxury, prestige and sports car end of the market has also performed very well, with sales at BCA Nottingham and Blackbushe attracting big crowds and selling some notable vehicles. We expect this buoyant used car market to continue into October as the major volume buyers continue to be very active. BCA continues to win and retain business and we are delighted that Steven Eagell Group and Swansway Group have announced remarketing deals with BCA in recent weeks.

Headline average value of a used car:

£9,117

Average values in the fleet and lease sector also rose to record levels, improving by £244 (2.3 per cent) in September to £10,778. It is the second consecutive month that a record value was achieved at BCA for fleet and lease stock. Retained value against original MRP (manufacturer’s retail price) improved to 43.32 per cent from 42.7 per cent in August, while year-on-year values were up by a significant £761 (7.5 per cent), as both average age and mileage continued to reduce. A new record average value was also achieved for dealer part-exchange stock, as values rose by £82 (1.7 per cent) in September to £4,757. Year-on-year values were ahead by £204 (a 4.4 per cent increase), while average age and mileage were little changed over the period. Values for nearly-new vehicles improved during September, rising by £469 to £19,225. Model mix has a significant effect in this low-volume sector, as we always take care to point out.

Dealer partexchange values:

£4,757

CarDealerMag.co.uk | 109

A Global View.

..in association with

Managing major logistical challenges

Middle Eastern dealerships and service centres are having to adapt fast

Justin Ashton, sales director, CDK Gulf, discusses the unique challenges faced by automotive retailers in the Middle East

he Middle East is home to some of the largest car dealerships in the world. Porsche has recently opened one of its most impressive dealerships in the region, while Bentley and Lamborghini operate their biggest dealerships in Dubai. For many years, sales were booming in the region, but now falling oil prices in GCC (Gulf Co-operation Council) countries are affecting consumer confidence and new car sales are down by 25 to 30 per cent in some member states. Despite this, the volume of vehicles sold by individual dealerships in the Middle East is still far greater than the UK, with some dealers selling around 300,000 cars per year. These figures are boosted because dealers in the Middle East are also importers and distributors. In Saudi Arabia for example, Al Jazirah Vehicle Agency is the importer for Ford for the whole of Saudi Arabia. The need for efficiency Due to the volume of sales and subsequent aftersales opportunities, dealerships have threeto four months’ supply of vehicles and parts, all ordered direct from the factory. Issues therefore arise if sales drop; dealers are faced not only with

inventory and over-supply problems, but also a much bigger problem – a lack of space. This problem is further amplified by the requirement for constant stock rotation. Imagine, for example, having to move around 10,000 cars at the compound – this is a common problem for dealers who need to move thousands of cars every week to ensure tyres are rotated and not damaged by heat. Additional issues with space can result from aftersales and workshop activities – in particular, services – which are generally only pre-booked 50 per cent of the time. This can cause chaos at dealerships at the 8am drop-off time, especially for larger workshops that are processing 1,000 customer services a day. To accommodate this demand, some dealerships operate huge workshops with up to 300 servicing bays. Using smart logistics To manage the huge logistical challenges, dealerships are using contact centres to issue service reminders and encouraging customers to pre-book appointments. CDK Global is working with many dealers in the region to help set up customer contact processes and find greater

‘Dealerships are using contact centres to issue service reminders and encouraging customers to pre-book appointments.’ efficiencies in inventory management. A new accounting system has also been created to help deal with the unique challenges in the region, along with adaptions of showroom processes, marketing campaign functions and CRM derived from Autoline Drive modules honed in other markets. Mobile technology is also becoming increasingly popular in Middle East dealerships, with one of the leading Ferrari dealerships in the region offering a fully mobile showroom. The Ferrari dealer has no desks or computers in its showroom, with staff carrying out all customer-facing tasks on tablet devices. The unique challenges in the Middle Eastern market are forcing retailers to focus more on the customer experience, aftersales marketing and embracing new technology. They need to adapt fast though – new VAT laws will come into effect from January 2018, creating even more uncertainty for vehicle sales in the region.

Justin Ashton has worked in the automotive industry for over 20 years, occupying progressively senior dealership roles before migrating to supplying IT solutions to dealers and OEMs across the world. Justin’s current role as regional sales director gives him responsibility for CDK Global sales across the Middle East market. 110 | CarDealerMag.co.uk

Real Deals.

IN ASSOCIATION WITH

Cars like this need to be savoured ADAM WELLER explains why the MkIV R32 is the best four-wheel-drive hyper Golf on the market – and tracks down a great example that’s available now

hen we featured the Renault Twingo 133 Renaultsport in this column two issues ago, we mentioned that hot superminis captured the essence of ’70s and ’80s hot hatches better than their more powerful, larger counterparts. That said, the higher echelons of hatch hierarchy can be fun too, especially when you push beyond the Volkswagen Golf GTi and its rivals. Once you enter hyper-hatch territory, things get really interesting. Of all the hyper hatches, the VW Golf R32 was perhaps the best balanced, thanks to its fourwheel drive and the fact that it had an advantage over everything else from day one: it was a Golf. And while it still looked distinctly ‘Golf-y’ and refined, it also managed to look sporty, with a subtle bodykit and 18-inch alloy wheels that sat somewhere between boy racer and sophisticate. The R32 badge – and the 3.2-litre VR6 engine it entailed – both featured on the MkIV and MkV variants of the Golf, before the VR6 was ditched in favour of a turbocharged four-pot in the MkVI. Of the R32s, the MkV is the more popular choice. This is down to its predecessor being less than favoured as a whole, thanks to its boxy

shape and large size, which VW rectified with the slimmer MkV. However, we’d argue that the MkIV has its own merits. That boxy exterior is charming, and in R32 spec, with body-coloured bumpers rather than third-rate black plastic, the silhouette of the MkIV has aged very well. The power output – 237bhp – is only 10 down on the MkV version, and while the younger car can get to 62mph one-tenth of a second faster, the MkIV isn’t likely to leave you feeling shortchanged if pitted against its younger sibling. A key component of the R32 is its ability to suffer fools gladly. With all-wheel drive, antilock brakes, electronic stability aids and traction control, it is very easy to drive near the limit, even if you’re lacking in the talent department. The handling is direct, with plenty of feel, and acceleration is responsive and easy to manage with traction control disengaged, so long as you know what you’re doing. The handling still holds up to this day, and is more than a match for modern hot hatches from the perspective of sheer driving joy. There is one undoubted highlight, however: the exhaust note. That VR6 motor is one of the most visceral sounds to come out of any hatchback ever, and will undoubtedly turn heads. Quite simply, engines such as the VW VR6 cannot and will not be around forever, and we need to savour them while they’re here. Of course, like all fast Volkswagens, it isn’t just a speed freak with the practical elements stripped away. Stop pulling gears, stick it in fourth and

Despite being 14 years old, the car is in very good nick drive it normally, and it’s a perfectly normal MkIV Golf: one of the class-leading hatchbacks of its day. This particular car, a 2003 three-door model for sale at Derbyshire Specialist Cars near Mansfield, comes with leather upholstery and satellite navigation, as well as the CD player, climate control and electric mirrors that came as standard in R32 trim. While it has completed almost 100,000 miles over its 14 years, it’s in good condition and has an extensive service history. A majority of the car is stock, however. A Milltek exhaust system has been installed, which adds even more character to the incredible sound. Upgraded brakes have also been fitted. If you have £7,490 to spare, this particular example is certainly worth considering. Ultimately, a hot hatch needs equal measures of pace, practicality, speed and space to achieve the original aim of the breed. The R32 – whether it’s a MkIV or a MkV – pulls this off masterfully. The average price of the MkIV R32 on the used car market is steadily going up, and while we doubt it will ever be fetching tens of thousands of pounds at an auction, the car will likely continue to appreciate as it becomes rarer. But, in all honesty, if you’re going to buy an R32, enjoy it. Don’t be afraid to put miles on it for fear of spoiling its future value. That wad of cash will never compare to the experience of proper driving in one of the 21st century’s best hot hatches.

This example comes with leather upholstery and sat nav

CarDealerMag.co.uk | 111

Market Insight.

...in association with ASE-global.com

Slight improvement in motor retail share prices in September We’re in a challenging period in which to do business with the new car market softening, says Adam Cottam

eptember saw general improvements to share prices against the backdrop of an uncertain economy and the first fall in September new vehicle registrations in six years. Vertu and Cambria released solid trading updates in line with expectations. There was very little activity transactionwise, other than Marshall selling its leasing business to Northgate Finance, a subsidiary of the Bank of Ireland. Share price performance Generally speaking, motor retail share prices improved in September. In recent days, we have learned the motor industry has seen its first September fall in registrations in six years, down by 9.3 per cent. This backs up the widely-held belief that the new car market is softening in the UK, and is providing a challenge to the existing business model built around new car target achievement. We have seen some groups expand their used car businesses so far this year and this will likely continue as businesses look to diversify the risk of a shrinking new car market. In the wider economy, we are experiencing a period of uncertainty as Brexit negotiations thus far have told us little about the post-EU Britain.

Share price movement from January 3 to Sept 29, 2017

Share price movement from January 3 to August 31, 2017

Pendragon

102.4%

Vertu

109.8%

100.0%

Lookers

102.3%

93.4%

Inchcape

122.9%

118.6%

Cambria

120.0%

100.0%

Caffyns

87.6%

91.4%

Marshall

122.1%

115.6%

UK construction contracted off the back of this uncertainty, with investment decisions being postponed. Further to this, growth forecasts are being revised downwards so we are currently in a challenging period in which to do business. We saw a slight improvement in the FTSE 100 performance but as we have mentioned in previous articles, this is predominantly made up of overseas businesses and so isn’t a revealing barometer of UK economic performance.

Financial performance Vertu’s pre-close trading update revealed the group was trading in line with expectations and that the company was engaged in a sale and leaseback deal of its Leeds Jaguar Land Rover site. Cambria released a trading update and notice of their preliminary results. In the 11-month period, the business was ahead of last year. New volumes were back on the prior year but GPU was up. Used units were down 5.5 per cent but this was more than offset by better margins attained. Aftersales probability was up 2.2 per cent driven by an 8.4 per cent increase in revenues; 1.7 per cent looking at like-for-like. The profitability of aftersales was negatively affected by the Welwyn Garden City fire in October 2016. Transactional activity It was a quiet month for transactional activity, with the only major deal involving Marshall. The group sold its entire leasing arm to Northridge Finance, a subsidiary of the Bank of Ireland. This business segment reported profit before tax of £4.9 million on turnover of £39.9 million in the 12 months to December 2016 although the sale should improve the financial position of Marshall with the removal of the associated debt.

Adam Cottam is corporate finance executive at dealer profitability specialist ASE plc. You can read his column here every month. 112 | CarDealerMag.co.uk

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Recruitment. PERFECT PLACEMENT

Helping keep Ben on the move RECRUITMENT agency Perfect Placement is helping keep automotive charity Ben on the move. Head of events at Ben, Kelly Neal, recently took possession of a new Vauxhall Astra Tourer sponsored by the company, five-time winners at the Car Dealer Power Awards. The sponsorship of the vehicle is a welcome continuation of the company’s previous support. Jimi Matthews, director of business development at Norwich-based Perfect Placement, said: ‘It is important to Ben that their events team can reliably travel around spreading the word of this fantastic charity and facilitating the raising of much-needed money. ‘It is important to us that we continue to support both Ben and their events and providing this car is just one way we can do that.’

NISSAN

We’re in a great position, says new sales director

issan Motor (GB) Limited has announced the appointment of Andrew Sellars as UK sales director. Sellars, who recently returned to the UK from Volvo Car Group as vice president (commercial operations) for the Asia Pacific region, started his new role on October 1. Before Volvo, he held a number of senior roles with Kia, and before that, more than 18 years of operational dealer experience with roles ranging from salesman through to group head. Sellars said: ‘With such a fresh line-up – having launched three great new models this year and with the ground-breaking new Leaf still to come – we are in a great position to address the challenges that today’s market presents. ‘Working hand-in-hand with our network partners is not only important, but pivotal in my approach, as we look to adapt and evolve our business to maximise the fantastic opportunities that the Nissan brand presents.’ Alex Smith, managing director, said: ‘Andrew

comes with a proven track record and extensive network and retail experience. ‘I am confident that his wealth of experience and strong network focus will help us build excellent relations with the network, which will prove critical as we look to develop the business in the UK.’ Sellars replaces Darren Payne who has been appointed to the position of sales director for Nissan’s Middle East region, based in Dubai.

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Data File.

James Litton

TRADER TALES

Decisive leadership and difficult decisions

hen I was growing up, Aston Villa chairman Doug Ellis earned the nickname ‘Deadly Doug’ thanks to the turnover of first-team managers during his reign. Twelve managers came and went during his tenure. In 2017, the Crystal Palace chairman Steve Parish makes Doug Ellis look more ‘understanding’ than ‘deadly’. In the seven years that Parish has been at Palace, he has had 10 managers come and go, including most recently the unbelievably short five-match term of Frank de Boer. Each manager will have a vision of the style of football they want to play and of the players it will take to deliver it. I am not convinced that five games is enough time to do either. How much time is enough though? I took over at Volvo Cars Poole at the start of 2016 with the business in a challenging start-up position. We are currently almost two years through the project, and we have had as many successes as failures. As we get ready to move into one of the biggest Volvo dealerships in the UK in 2018, the team, strategy and performance is now reaching its full potential. Fortunately for me, neither Steve Parish or the likes of Deadly Doug Ellis are bankrolling this operation. The owner has been unwaveringly supportive in allowing me to create a strategy which is not typically seen in the retail motor business. With this steep learning curve come mistakes, costly in human and financial terms. As a director and general manager, I have had to employ a different level of patience with the team at an operational level. Accepting that employees in a new business will make mistakes and take time to gel, understanding the time at which an employee moves on through either their decision or ours, is very hard to quantify but I think if pushed, managers – senior or otherwise – inherently know whether an employee has the potential to thrive in any organisation. I lost 15 per cent of the workforce within my first month based purely on initial meetings to establish objectives and cultural expectations. If the current Crystal Palace manager Roy Hodgson loses three players to injury, he has three more waiting in the wings to take their place. It is not the same in the business world. It takes time to recruit the right candidate, train and coach them and then give them time to show their ability. Clearly high staff turnover is not good for building a team culture or work ethic, but the business is ultimately doomed without decisive and strong leadership. The most brutal element of that responsibility is deciding that a member of the team or management is not good enough to take the business forward.

‘We have had as many successes as failures.’

James Litton is general manager – director of Volvo Cars Poole. He always has something to say about the industry he loves. 116 | CarDealerMag.co.uk

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Package from abroad we wish we’d left alone

o-one minds doing the odd favour for a colleague. You know, a lift here, the loan of a tenner there, that sort of thing. I’ve even had people from work stay at mine from time to time if we’ve had a bit of a heavy night on the sauce or there’s been a tricky domestic situation for someone to contend with. As I say, no-one minds helping out – but occasionally a colleague goes a bit too far and you feel they’re taking the mick a bit. At a dealership I was working at a couple of years ago, one of the sales guys used to get quite a few parcels delivered to the showroom from online shopping companies. At first, no-one objected to signing for the stuff and leaving it on his desk – and we all helped out as the need arose. But over time, more and more packages arrived, and from all around the world, too. We tried to tell John (not his real name and you’ll see why in a minute) that it was all getting a bit much but he took no notice. I even had sales chats interrupted by the latest consignment of goodness knows what from Singapore or Japan. Very annoying. Anyway, one day, I decided enough was enough. John was on a day off but two packages had arrived by midmorning and we felt sure there would be more by the end of the day. And anyway, what WAS inside these random boxes, envelopes and other containers? Curiosity got the better of us and to our shame, we decided to find out. As it was a pretty quiet day, we opened one of them to see what was inside. And in some ways, we really wished we hadn’t. What we found was a collection of items (and how shall I put this?) for adult-themed, bedroom-based entertainment. Good grief, I’d never seen so much brightly-coloured plastic and rubber in such a variety of shapes and sizes. A couple of the ‘massagers’ we discovered resembled offensive weapons and I’m sure they must have left a couple of the lads at the dealership feeling a bit inadequate! (Not me, obviously.) Anyway, who should arrive just as we were giggling and guffawing about all this than John himself. He’d popped in to see if there had been any deliveries. Yeah, there had, we said, cool as anything. Sorry for looking, we added, but we had no option really. The box was obviously damaged in transit. Funnily enough, there were no more parcels after that...

‘What was inside these boxes and envelopes?’

Tell us your story

Have you something to confess? Email our head of editorial (you can find her details on page three) or post them on our forum – simply type cardealermagazine. co.uk/forum into a web browser and get confessing! CarDealerMag.co.uk | 117

Key Notes.

...in association with Traka

Generating efficiencies It’s crucial to keep things running smoothly and impress your customers, says Paul Smith

n the past 10 years or so, there has been a trend for large dealerships to relocate to even more sizeable sites. However, bigger is not necessarily better, unless of course you are building land banks with a view to cashing out. As prime commercial property prices in urban areas have continued to rise and margins on new car sales have been thinning (now close to one per cent), there is a new mantra amongst dealership bosses – site optimisation. Groups that do not own the land on which their dealerships are housed are seeing rents rising, so that in London the average prime commercial rental price now stands at £30 per square foot (psf). Elsewhere in the south-east, it’s £20 psf. In Scotland, it’s closer to £15 psf. The average UK franchise dealership has more than 10,000 square feet today, creating an annual rental bill which could be more than £150,000. To combat these rising costs, dealer principals and heads of business are going multi-site. The idea is that the most expensive prime retail sites are reserved for showing the key brands and latest models in the best possible light while aftersales service centres, PDI, and used and partexchange stock is kept on other, non-prime sites. There is also a trend to create headquarters offices away from dealerships to free up prime retail space. What this all means is that there is a potential for deeper investment in prime retail sites with a view to keeping footfall numbers up, and combating the emerging ‘direct-to-consumer’ model being led by Tesla, through offering a slicker and more impressive customer experience. An emphasis on improving customer experience is also important because an increasingly high percentage of the car-buying process is now completed online. So, when

customers finally arrive at a dealership, they normally come with a fixed agenda – to view and/or test-drive their chosen vehicle, to get ‘brand reassurance’ and perhaps investigate the quality of aftersales service they might get. In other words, your service levels – i.e. evidence of great customer service and efficiency – are the key attributes that need to be highly visible in your dealership today. These elements are at least as important as a beautifully laid-out display of well-buffed new models. So, a multi-million-pound investment in upgrading dealerships only still makes sense if these initiatives are bundled with efficiencies designed to wow the customer but also to speed up the movement of cars through the dealership. IT networking of systems, ideally linked by superfast broadband and wifi availability together with tighter integration between core systems, is often an enabler of many of these efficiencies. We are finding that increasingly, Traka Automotive key management is being selected to underpin a drive for increased vehicle movement efficiencies as dealership premises spread out and vehicle movement logistics get more complicated. Our networked key management systems provide intelligence on exactly which sets of keys are in which cabinets, connected with which

vehicles, parked in which bays, on which floors, across a number of networked sites. Traka software on desktop and mobile devices delivers real-time information on exact key location in a specific cabinet. It provides a full audit trail of key and vehicle movements, which means that everyone handling cars will benefit – photographers who have to get used car listings on your website quickly, valeters, technicians and sales people, and senior managers. The system helps all staff to reach and move vehicles faster and finish what they have to do to get that vehicle closer to collection by, or delivery to, the customer. Pushing more cars through a site each month is of course the key to high volumes and – with a number of other efficiencies – healthier margins. Head of business at Lookers Audi Camberley, Michael Wrigley, who deployed Traka systems across a mix of sites – a shared car pound, service centre and dealership – summed it up well. He said: ‘The key to growing, especially with aftersales (but also with sales), is to get cars on and off site as quickly as possible. ‘The Traka system helps to give me an accurate overview of where all the stock is. I can interrogate the system and spot cars that may be away at an independent body shop or our wheel alloying specialist. I know this because the key may have been logged out by a technician say 12 hours ago and not yet returned to the cabinet. Keys just don’t stay out of Traka cabinets for that long unless cars are across at a third-party supplier which doesn’t have a Traka system we can network with.’ So, when you press the button on your next investment in look and feel, be sure that you are spending at least as much on systems designed to generate efficiencies as you are on the shiny new glass palace.

Paul Smith heads Traka Automotive, part of the ASSA Abloy Group brand Traka. ASSA Abloy bought the electronic key management software provider eTag Solutions, which was founded by him. Traka is a leader in intelligent access control, key management control solutions and keyless electronic lockers.

Keys can make you money… Find out how at www.traka-automotive.com The only viable key management solution for automotive Email automotive@traka.com or call 0845 225 2910 118 | CarDealerMag.co.uk traka-auto 1-6pg.indd 1

15/12/2016 09:56

Long-termers. LATEST FROM THE FLEET...

Fiat Tipo Cherry-red ‘Ted’ turns Mia’s head with his stack of features plus spacious boot and lots of legroom. by MIA ROSS mia@oncuecomms.com

was super-excited to hear I’d be getting my first long-termer courtesy of Fiat. We’d been badgering them for a long-termer for a while, so when my new Fiat Tipo Lounge arrived I couldn’t have been more chuffed. The first thing I noticed (because I’m a girl) was that it was a lovely shade of cherry red with nice touches in chrome. I immediately named him Ted the Tipo and away we went together into the sunset. However, I guess I need to go into the specifics too – so here goes. Ted is a five-door hatchback Lounge with an automatic four-cylinder, 1.6-litre petrol engine that will take you from 0-60mph in 11.5 seconds. Not the fastest car in the world, but more than enough for driving to work or a trip to the shops which, let’s face it, is what most of the population use their cars for. The things I like most about it (again, because I’m a girl) are the cavernous boot with its classleading 440 litres of space for all that shopping, plus loads of legroom in the back – which is surprising when you consider that the car is just shy of 4.4 metres in length. It’s also really economical – you’ll get 44 miles to the gallon on a good day – and it also has low emissions at 147g/km, so I don’t feel like I’m doing too much damage to the environment. It’s got 17-inch alloy wheels and a nice leather steering wheel in addition to an impressive number of features included as standard, such as a visibility pack (which has rain and dusk sensors and an electrochromic dimming rear-view mirror), a rear-view camera and parking sensors, LED daytime running lights, a safety pack (with autonomous emergency brake and speed limiter), automatic climate control, driver’s seat electric lumbar support, five-inch touchscreen, DAB radio plus navigation system with live services, and cruise control.  That’s just the tip of the iceberg, as there are many more features included and it strikes me that many manufacturers would take the opportunity to offer these as additional extras and charge you a fortune for them. Not Fiat, though. All of this is included as standard and all for just £17,485 OTR. Bargain!

Reliable, practical and comfortable – Ted the Tipo has proved an instant hit It handles well enough around town and parking is made really easy with both the rear camera and parking sensors, so even the smallest space is no problem for the Tipo. When you get it on a long motorway stretch the ride is comfortable with air con, an automatic lumbar support for the driver and surprisingly little road noise, so you can lose yourself listening to the DAB radio. You can also sit back and relax with built-in sat nav and the intuitive cruise control with autonomous braking. The cruise control was a bit of a revelation, actually. I’ve never really used it before as I always find it a faff when driving. You have to take your eyes off the road to find the right buttons on separate stalks and then work out how to use it… all while trying to pay attention to the road ahead. But the Tipo has all the controls right there on the steering wheel, and after pressing two buttons I’d worked out how to set it, adjust it and turn it off without breaking any concentration while driving. All cars have their pros and cons, but my first impression of the Tipo at 3,416 miles is that this is one of the most affordable cars in its class – especially when you consider everything that’s included. We’ve done lots of short runs and a few longer road trips and I’ve found it as cheap as chips to run – proving to be a reliable, practical and comfortable little car. I really like Ted the Tipo and look forward to our relationship blossoming in the coming months.

THE KNOWLEDGE Model: Price: Engine: Power: Torque: Max speed: 0-60mph: MPG (combined): Emissions: Mileage (to date):

Fiat Tipo Lounge £17,485 1.6 Automatic 110bhp 152Nm 119 11.5 seconds 44.8 147g/km 3,416

THIS MONTH’S HIGHLIGHT: The cruise control is intuitive and easy to use – all the controls are on the steering wheel and you don’t have to look for them, so it’s much safer.

CarDealerMag.co.uk | 119

Long-termers. LATEST FROM THE FLEET...

Skoda Octavia VRS Comfy, spacious, good on fuel – and an especially tasty number as far as German mice are concerned. by MALCOLM HAY @MalcolmHay

here’s nothing like a long road trip with a video crew to put a car through its paces. They don’t travel light, and a lack of house-training means they’re more punishing on a car’s interior than an army of toddlers. So, when we needed to transport crew and kit to the Frankfurt Motor Show last month, it seemed like the perfect test for our Skoda Octavia VRS Estate. Happily, not only did the Skoda survive the experience, it passed with flying colours. The first thing to impress was the massive boot – 610 litres with the seats up – which easily swallowed the team’s vast amount of bulky kit and everyone’s luggage. This meant that, unusually for a trip of this kind, no-one had to shoehorn themselves in between boxes or rest their feet on bags that were squished into the footwells. Better still, the VRS’s sports seats proved surprisingly comfortable, with not a single numb bum or aching back on the whole 1,000-mile round trip. Our car’s 2.0-litre TDI 184PS also impressed. Even with some lead-footed driving on the autobahn, the drive was smooth and the engine always felt like it had more to give. And even with lots of high-speed driving on our trip and lots of weight in the car, we averaged an impressive 40mpg. We did find, though, that there was lots of road noise at high speeds, and on normal roads the car

THE KNOWLEDGE Model: Skoda Octavia VRS Estate Price: £36,005 Engine: 2.0-litre turbocharged diesel Power: 181bhp Torque: 380Nm Max speed: 139mph 0-60mph: 7.5 seconds MPG (combined): 55 Emissions: 134g/km Mileage (to date): 5,928 THIS MONTH’S HIGHLIGHT Getting back to England despite the best efforts of a hungry Teutonic rodent. 120 | CarDealerMag.co.uk

The Skoda’s boot proved a real boon for our Frankfurt Motor Show video assignment doesn’t quite feel as entertaining or engaging as it should. In the low gears, the six-speed DSG 4x4 transmission lags on gear changes, particularly when combined with the auto start-stop system. The journey also provided ample opportunity to thoroughly explore the model’s Amundsen infotainment system which, by and large, is very good. The touchscreen’s nice and large and the picture’s beautifully crisp and clear. The main navigation buttons can be a bit of a pain, though, and the reversing camera has a tendency to remain on for a few seconds too long, which is annoying when you’re waiting on instructions from the sat nav. The voice recognition is shocking, though – accurately recognising maybe one in 20 commands and leading to some potentially embarrassing unrequested phone calls. Sadly, having reached Frankfurt without incident and all full of admiration for the car’s all-round performance, our hearts sank as we settled in for the return leg and found the dash illuminated like a Christmas tree and the engine in limp mode. The warning lights suggested faults with the particulate filter and adaptive cruise control, so we called Skoda’s brilliantly helpful European roadside assistance team and waited for our recovery driver, cursing the car’s poor reliability.

It turned out, though, that a mouse had crawled inside the engine compartment and chewed through the turbo hose. What are the odds? We can only hope it enjoyed its meal that ended up causing us such aggro. A quick roadside fix later and we were back on the road with the Skoda back to its best. It’s a car that’s grown massively on me, and after a few weeks behind the wheel I’m even liking its lurid green paint job.

OTHER CARS WE’RE DRIVING

Mazda MX-5 RF Mileage: 11,747 First the windscreen was damaged by a rock; now it’s had a terrifying encounter with a metallic object at 70mph. Sorted by Perrys Mazda in Portsmouth. Let’s hope these things don’t come in threes…

Audi A6 Avant It’s a sorrowful goodbye after six months – and the premium estate is leaving quite a void. by JAMES BAGGOTT @CarDealerEd

fter 9,000 miles, two ski trips and an incredible amount of motorway miles zig-zagging across the UK, my Audi A6 Avant has driven out of the office gates for the last time. Six months with the Gotland Green machine and the mighty load lugger had become part of the family. If it wasn’t swallowing huge loads for tip trips, it had my two little and large dogs in the boot for a trip to the beach, or family and work colleagues sitting comfortably for any long journeys I threw at it. I’d got used to being able to take it on big trips and being able to pack everything I’d need and more in the boot. A family holiday park adventure saw the Audi swallow not only our luggage for a few days away, but all the food and drink we’d need too. My car also had the added benefit of roof bars. Yes, these might have been a little noisy, but the fact that I could strap a kayak, snowboard or mountain bike to the roof certainly added to my ‘active lifestyle’ credentials, and made the A6 even more practical. So, what will I miss the most about it? Well, the biggest loss will be that engine. The 268bhp 3.0-litre diesel was a joy on the road, with power and torque throughout the rev range. It was surprisingly quick and great fun to drive.

Coupled with the S tronic automatic gearbox and neutral steering, it was a hoot on B roads and stress-free on motorways. Another noticeable loss will be the glorious ride – the air suspension soaked up bumps like few cars I’ve driven before, and sadly since. If you were wondering whether it’s worth specifying as an option on your car, then I can assure you it absolutely is. Having spent quite a bit of time in Mercedes models recently, I’ve realised that even the slightly out-of-date multimedia system in the A6 is better than that rival firm’s most up-to-date offering. Audi’s unit is logical, easy to use on the move and pleasantly designed. Fathoming out Mercedes’ offering in contrast is like pulling teeth. The build quality is worth noting. It’s often said that VW Group products are solidly screwed together, and having lived with one for just over half a year I can testify to that. Despite the best efforts of my six-year-old, when I handed the Avant back to Audi it was all present and correct. I have a few grumbles, though. Firstly, there’s no point in having keyless start without keyless

Seat Ateca

Caterham Seven

Mileage: 12,381

Mileage: 7,506

Our head of TV Cheryl has fallen in love with the car’s interior technology, with its easy-to-navigate radio and sat nav. She’s genuinely gutted to be handing the Ateca over and wants it back. Please?

The Caterham was the star of the show at our recent Workshop Power Awards. Short of sporting a little bow tie, it certainly looked the part and attracted a lot of attention. Rightly so!

Farewell, faithful load lugger... The Avant has served us extraordinarily well

THE KNOWLEDGE Model: Audi A6 Avant Black Edition S tronic Price: £63,045 (with options) Engine: 3.0-litre, TDI Power: 268bhp Max speed: 155mph 0-60mph: 5.5 seconds Emissions: 138g/km MPG: 53.3 Mileage: 9,240 THIS MONTH’S HIGHLIGHT: Reminiscing about the good times we had on the road. entry too. I lost count of the number of times I just wished the doors would open when I pulled them, rather than being forced to check six pockets and a bag to find the key. I won’t miss the leather seats either. Not that they weren’t comfortable; far from it. It was more the fact the white leather was a pain to keep clean. By the end of the A6’s stint with me, there was a noticeable blue tinge to them from my jeans. AdBlue consumption wasn’t anywhere near as bad as the Q7 I ran before it, though. I filled the tank up once, which is far better than the two litres the Q7 consumed every 1,000 miles. It was also very frugal on the black stuff too. Official consumption pegged a combined figure at 53.3mpg. However, I often averaged around 40mpg. That’s pretty good for a car with this sort of power and luggage capacity. Filling the void the Audi has left is an interesting alternative. I’ll be running a Volvo V90 Cross Country. Another estate, but one that’s altogether quite different. Whether I’ll be longing for it when it goes quite as much as I am for the Audi remains to be seen, but it will certainly be an interesting comparison running the two back to back. Let’s see if the Swedes really can hold their own against the Germans. CarDealerMag.co.uk | 121

The last word JA M E S B AG G OT T

Against our better judgment, we give our CEO the final say each month

Big Brother isn’t on his way – he’s already here and knows all about you

ver the past few weeks I’ve spent a lot of time hearing about new cars and new technology. The strides manufacturers are making right now – from electrification to connectivity – are absolutely huge. Every time I’m lucky enough to be flown out somewhere hot to try out the very latest offerings, I always return staggered at just how innovative and exciting the car industry is. Earlier this month, I was in Portugal with BMW, driving the firm’s new 6 Series Gran Turismo and X3 models. Say what you want about the looks of the former, or the relative blandness of the latter, you won’t be able to deny that the technology inside both is a dramatic leap forward. Take the entertainment system – something that every buyer will interact with more than anything else in their new car. BMW’s iDrive set-up used to get a huge amount of flak, but now it’s never been easier to control. You can wave your finger in a circle in front of the screen to turn the music up and down, ask it to change station, press the images on the touchscreen – and if all that fails, use the iDrive control next to the gear stick. The things it does are incredible, too. It offers live weather updates, can guide you around traffic jams or find you a parking space in a city. A BMW app syncs with your car and calendar and plots a route for you to your next meeting. It’ll let you know how long it’ll take to get there with current traffic conditions and, by working out how much fuel you have in the tank and how much you’ll need, tell you where to stop on the way to top up. There’s even the option to send live updates of your trip to your friends, family, or whoever it is you’re heading to a meeting with. They’ll be sent a link by your car to a webpage that will give them your current position, updated in real time, your estimated time of arrival and more. It’s perfect for proving to your better half that you really are on the way to pick them up and not in the pub, or to tell your boss you really are stuck in traffic on the M25. Connectivity, artificial intelligence and clever algorithms will dominate our automotive future. Manufacturers are working incredibly hard on making the way we interact with our cars as easy as possible – and the more second-guessing our vehicles can do for us, the better. Well, that’s at least what the manufacturers I’ve been chatting to would have you believe. Me? Well, I’m not so sure. I love new technology, especially when it makes my life simpler and more efficient. However, I’m still concerned about just how much I’m prepared to share with a

conglomerate data gatherer. Let’s take my iPhone as an example. I’m already worried just how much it knows about me – and how it can predict what I’m going to do, or need. It knows that if I get up early on a Sunday (my alarm is set), leave the house (maps) and get in my car (Bluetooth) that the likelihood is I’m on duty at the lifeboat station – so it’ll give me an ETA at Lifeboat Lane. That’s scary – it’s nearly always right, and proves that my life is incredibly predictable. My phone knows where I shop thanks to maps and Apple Pay, and it knows when I like to have a coffee – and how often I drink one. It knows when I shop for food, where, and how much I spend on each visit. It knows when I’m in the pub or buying fuel. And that’s just my iPhone. Throw in the odd social media app and Google – plus the fact my desktop Mac at work, laptop and phone are all synced – and the data held on everything I do grows exponentially. Now ‘they’ know what I’m researching to buy online, what I’m writing a story about, what videos I’m watching. They know who I talk to and when, how often I travel, and when I’m most productive at work. And that’s before any deep dive into the data has been carried out. Google knows what brands I like, how much I’m likely to spend on hotel rooms and holidays, and what sort of cars I want next. Add in favourites on Twitter, likes on Instagram and it knows even more about the brands and things I want to see more of. Already the news feed has worked out I’m most interested in car stories – as it keeps feeding me those in notifications, – and the more I use the phone, the apps and Google, the more they learn. I don’t use Facebook, but I read that its predictions are so strong it knows when you’re going to get married before you do, thanks to the interactions you make online. OK, so sifting through the data to help serve me the right things can be useful. I don’t mind being told where the nearest Starbucks is when I want a coffee, or being given a rough idea of my ETA at a business meeting when I get in the car. However, I do worry about the predictions it will make in the future, what will be done with the data, and by whom. I can just about accept sharing my data with Google and Apple – they’re sort of unavoidable – but if car manufacturers start harvesting that data too, well, then I’m not so sure. Granted there are huge benefits of this information to car makers and dealers; however, society needs to be very careful just how far we let algorithms map out our lives. Big Brother isn’t coming, he’s already here – all we need to learn now is how to get along.

‘My phone can predict what I’m going to do, or need.’

James Baggott is the founder of Car Dealer Magazine and chief executive officer of parent company @BaizeGroup, an automotive services provider. He now spends most of his time on Twitter @CarDealerEd and annoying the rest of us. 122 | CarDealerMag.co.uk

CMY

0115 946 6370 enquiries@frfl.co.uk www.firstesponsefinance.co.uk

CarDealerMag.co.uk | 123

transported checked sold valeted repaired stored photographed resold

My life.

BCA were there, the whole way.

A vehicle’s life can be a long one, and it’s reassuring to know that BCA are by your side all the way. Our vehicles do far more than just appear at auctions. We’re there at every stage of the journey. Providing logistical, in-ownership services as well as a host of pre-remarketing support. Everything is provided with one clear objective, to keep you and your business moving forward.

Find out more about the journey at bca.co.uk 124 | CarDealerMag.co.uk