Car Dealer Magazine: Issue 66 by Blackball Media

TESTED: A week with the MIGHTY 911 turbo s

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DRIVEN: WE PILOT Skoda’s NEW VRS UP GOODWOOD’s HILL

Issue 66 | September 2013 | CarDealerMag.co.uk | £3.50

A-HA! kia: we don’t have a probleM with ALAN partridge

Hot on test

Stuff WHY THE AFFORDABLE HOT HATCH IS BACK WITH AN ALMIGHTY BANG driven: FORD FIESTA ST, PEUGEOT 208 GTi, CITROEN DS3 R, NISSAN JUKE NISMO & MINI GP

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IGNITION.

EDITORIAL EDITOR James Batchelor

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STAFF WRITER Jon Reay

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STAFF WRITER Sophie Williamson-Stothert

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head of design Graeme Windell

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ADVERTISING ADVERTISING Manager Duncan Chappell

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Advertising EXECUTIVE Amy Hobbs

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CREDIT CONTROL & ADMINISTRATOR Pippa Marsden

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SUITS MANAGING DIRECTOR James Baggott

james@blackballmedia.co.uk Twitter: @CarDealerEd

OPERATIONS DIRECTOR Andy Entwistle

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Contributors James Litton, Tim Naylor, Tim Heavisides, Jonathan Such, Dave Brown, Mal Hay, Leon Poultney, Daljinder Nagra and John Bowman

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is the seventeenth Welcome. THIS issue of Car Dealer in which we have reported upon a new car market that has defied the rest of Europe and risen magnificently. Every fourth working day in the month the Car Dealer editorial team sit patiently at their computers for the clock to tick to 9am. And then the email comes through from the SMMT saying how wonderful the UK new car market has been. But what really caught my eye this month was the Ford Fiesta. The Blue Oval topping the best-sellers list is nothing new, but their position in July’s table was strenghtened by the firm receiving double the order intake for their new Fiesta ST. You can read more about this on p9 but for now I just want to make this point. Any illusions the hot hatchback is dying out are extinguished with this fact from Ford. If anything, the affordable hot hatchback is back. Think back to the 1990s with cars like the Peugeot 106 GTi and Citoren’s Saxo VTR and VTS models, and we’ve been bereft of (relatively) cheap motoring for the enthusiastic young man or woman. Sure there’s been the Renaultsport Twingo 133 and Suzuki Swift Sport (we test these on p38), but the market has been pretty much neglected. But not now. Ford has introduced the aforementioned Fiesta ST with prices as low as £17,995 and Peugeot has got back to its winning GTi ways with its new 208. Nissan is here too with a very left-field – albeit successful – take on the hot hatch, Citroen with its WRC-inspired DS3 Racing and of course Mini; the latter being a costly but nonetheless focussed hot hatch that’s the last hurrah for this current generation of the posh hatchback. But which is best? Well, we had the incrediably arduous

job of visiting Rockingham Motor Speedway to find that out. Naturally I’m not going to reveal the winner here but if anything it went to show that manufacturers are taking this lucrative end of the market very seriously – and the cars they are producing are just as serious too. No manufacturer wants to produce a duff car and be trounced by their rival makers. And as you’ll see on p56 in the realms of the mega hot hatch, the performance hatchback is here to stay. It’s an exciting time for us in the motor industry. WHITE KNUCKLES The office isn’t based too far away from Goodwood and I’ve been going to the circuit for all of my 24 years. I was at the first Festival of Speed and have been to every one since but I’ve never, ever had the chance to drive up the hill. And in this issue you can read all about what car I was driving to make my dream come true. Skoda bagged a place in the ‘Dynamic Debuts’ part of the Festival of Speed. It was an opportunity for the spectators to see the cars which will be hitting showrooms very soon, and to watch them piloted up the hill by a professional driver. I’m not sure whether I qualified for the last bit but it’s amazing to think how much the Festival of Speed has grown from an enthusiasts’ day out to a show so fiercely supported by car manufacturers – desperate to get their metal in front of potential customers. However, the good news was that I didn’t crash or get lost like James Baggott did in a Lexus LFA a few years ago. Enjoy the issue.

James Batchelor, editor

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

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INSIDE.

Hot hatch match

We go to Rockingham Motor Speedway and test the latest crop of affordable and mad hot hatches to have appeared on the market

ISSUE 66 I SEPTEMBER 2013

Dashboard

Letters

Car Dealer Ewards Car Dealer Used Car Awards Bangers4BEN 2013 The cars of Alan Partridge Weird and wonderful dealerships

21 Forecourt Big Mike Baggott

Real Deals

A week with a legend: 911 HUL

Swift Sport v. Twingo 133 Skoda Octavia vRS

Big Mike: Maxi’s Mini problem

‘‘

Kia has no concerns with car being Partridge motor

Going into the used car sales market is an adventurous thing for the AA to do Edmund King, AA president

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66 £50 Car Challenge 69 Taking Stock & Buyers’ Guide 70 Commercials 72 Auctions 75 Trader Talk 76 On Track 77 Motor Mouth 78 Crystal Clear 79 Food for Thought 80 Market Insight 81 Suppliers’ Guide & Trader Directory 82 CarDealer USED AWARDS USED Longtermers 86 CAR POWER CARAWARDS r.

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We test Skoda’s new hot Octavia vRS on Goodwood’s hill

Focus on AA Cars

Features

Hot hatches

The dealerships with an interesting story to tell

07 11 15 19 21 22 29 31 33

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feedback. Your comments via email at james.batchelor@blackballmedia.co.uk | Our website at CarDealerMag.co.uk | And from Twitter: Follow @CarDealerMag

Below the thin blue belt IT’S good to see the police proactively alerting we hard-working dealers about criminals in our area. Car theft is nothing new but the tricks this criminal is up to – as reported on your website – is quite shocking – even for me who’s been selling cars for nearly 46 years! I’m amazed that this one individual can easily trick a salesperson into believing he actually wants to buy the car, before taking it away for resale! And it’s not just a one- off – he’s continuing this cycle on a daily basis, causing all sorts of financial problems for the motor trade industry. It goes without saying we dealers need to be on our highest alert to prevent all sorts of crimes – especially below-the-belt ones such as these. Andy Sommers via email

twitter comments

The Dealership on TV CHANNEL 4’s The Dealership caused quite a stir in the motor trade as it aired this month. A number of industry gurus and fellow sales people aired their opinions on the show on Twitter – and here are the best tweets

Was the CH4 Series #thedealership part of the “Life on Mars” Series? As it was like turning the clock back to the 70s. JimReidVehicleSales @jimreidvehicle ‘Is it for real? Another programme depicting a poor image to the consumer!!!’ Philip Nothard @PhilipN_CAP

ST-trike me down!

FORD has to up production of the Fiesta ST? I know it’s popular – our multi-franchise site has come into contact with them – but really that much so? It’s great to hear that customer demand for this particular model is continuing to increase and driving this sudden surge in production, but I’m surprised that in these days of fuel efficiency and growing sales of plug-in cars and the like, a sports model needs to be produced in greater numbers. Good show Britain. Graeme Williamson via email

‘So wrong! You need to be polite, considerate, knowledgable etc not a rip off merchant! Teaching that trainee all wrong

Goodbye Martin

I MUST say it’s a real shame to hear Martin Sander will be leaving his current position as managing director at Audi UK, especially as he’s only been there for just 18 months after taking up the position! I’ve been working in the motor retail market for over five years, and he’s been an important link in the Audi UK team. I’m looking

a month in A picture... Unlike we journos, photographers are a funny bunch. Here’s snapper Max with his shoes off on what was probably the coldest day at Rockingham for at least one month. Why he felt the need to slip off his flip flops is beyond us but he certainly takes some jolly nice pictures. You can see the fruits of his labours on p42.

habits #thedealership’ Ashley Proniewicz @ashpron ‘Not all us car dealers are the same! #thedealership’ Klodjan Alushani @KAlushani What did you think? Tweets us @CarDealerMag – we’d be keen to hear your views

forward to finding out who will be replacing him and it’ll be interesting to see how they manage the UK division. And well done Car Dealer – breakling the news before it was officially announced by Audi. That’s what I call news! Sarah Jefferies via email

Well done!

MAY I pass on my congratulations to Darren and Katie Williams from Grants Seat? The motor trade should be made up of more individuals such as you guys. If only I had the energy you have! Gareth Parker via email Turn to p20 to read the full story

Compliment saves the day and me from ‘the register’ I WAS dating the receptionist at my last place of work. This was good fun and made the days go a bit quicker. The front desk was a large semicircle, with Sara (my girl) standing behind to greet the customers as they walked in – the usual set up. One morning, I sneaked past the service desk, telling them to ‘Ssshhh’ with a cheeky grin on my face. I slowly moved up behind Sara. She looked good in her usual grey trousers and white shirt. Creeping like a ninja with my hands outstretched, and with everyone watching me with what I’d say was an ‘over dramatic look of fear’. I

grabbed her bottom as hard as I could. The phone went flying and she let out a scream. I was doubled over with laughter, but the rest of the place was silent. I slowly looked up to discover a 50-plus year-old shaking like a leaf and staring down at me. (She’d been using the phone to call her insurers). ‘You’re not Sara!’ I said. ‘How dare you, you grabbed my foo foo!’ she said. Realising the extent of what I just did, I immediately started to apologise, and like a true

CONFESSION

salesman, I got out of it! ‘I am so sorry madam, I thought you were my girlfriend, she is a very slim and beautiful girl and you looked just like her from behind. Please accept my sincerest apologies.’ ‘You think I am slim and beautiful?’ she asked. ‘Yes,’ I replied, ‘please forgive me.’ And with that, she just turned away with a smug look on her face, gave me a wink and carried on her conversation on the phone. Charm and quick thinking saved my job and probably being put on the register! JS, Stoke-on-Trent CarDealerMag.co.uk | 07

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DASHBOARD.

VW Group appoints Willcox from Nissan bit.ly/WillcoxVW

Heavisides warranty wonders

Take a moment to remember Henry Ford

Aston Martin partners AMG in engine deal Future Astons to get Mercedes AMG technology

ritish sports car firm Aston Martin has announced a new partnership with Mercedes AMG. The proposed deal will see Aston Martin having access to MercedesBenz and AMG resources, allowing the development of bespoke V8 powertrains. The partnership will also see Aston Martin using ‘certain components of electric/electronic (e/e) architecture’, an announcement said. As part of the deal, Daimler AG – Mercedes AMG’s parent company – will own a stake of up to five per cent non-voting shares in Aston Martin depending on the progress of the agreement. It means Aston Martin will have technical support when launching future models and have a supply of components and technology – something it needs for longterm survival and profitability. Aston Martin product development director Ian Minards said: ‘We have selected

AMG specifically as the basis for this powertrain development process. ‘Aston Martin sources cutting edge technology from key suppliers around the globe and the opportunity to include content from Mercedes-AMG GmbH in our next generation sports cars is, clearly, good news. Working with Mercedes-AMG in this way while, of course, remaining independent and preserving the unique character and style of Aston Martin points to a very bright future for the company as it starts its second century in business.’ Ola Kallenius, head of Mercedes-AMG GmbH, said: ‘We are proud to work with Aston Martin and provide them with powertrain and e/e components for their forthcoming sports cars. This is proof of AMG’s technological and performance expertise and a real win-win situation for both sides.’ No further details of the planned technical partnership have been revealed.

Ford ups production of spicy Fiesta ST FORD has received double the expected number of orders for the Ford Fiesta ST in its first six months on sale, prompting an increase in production. Demand in Europe is being led by UK customers making up 56 per cent of all dealer reservations across the continent, with more than 3,000 Fiesta ST orders since it went on sale at the end of March. The sales rate is well ahead of the projected 5,000-per-year target and, as a

result, production of the Fiesta ST will increase by 15 per cent to 60 vehicles per day in order to keep up with growing demand. Vice-president marketing, sales and service of Ford Europe Roelant de Waard said: ‘The customer reaction to the Fiesta ST has been extraordinary. ‘We are doing what we can to increase production and try to meet demand.’ Fiesta ST meets its rivals– p42

his year marks 150 years since Henry Ford’s birth and although his signature is one of the most recognised in the world, relatively few people know much about him beyond his cars being available in any colour as long as it was black. Henry was a farm boy who established 20thcentury consumerism as we know it but he left a lasting legacy that helped shape our industry and created a blueprint for vehicle production that’s still followed today. As an engineer, he championed mass production but his interest was first piqued by pocket watches; his love of spinning cogs and gears meant he continually took them apart and reassembled them, refining skills that would help him to develop the moving production line. Away from vehicle production, Henry was a keen naturalist and kept over 500 bird houses in the gardens of his Fair Lane estate, meticulously noting the comings and goings of over 200 species. It wasn’t just ornithology – he and his wife Clara were award-winning gardeners too and the attention he lavished on his prized flowerbeds was reflected in the quality control techniques he pioneered for the Model T to ensure that every customer received precisely what they expected. He was also a stickler for the food and drink served to guests. As a strict tee-totaller, he served Poland Spring mineral water from Maine and was pretty fussy about the use of soya milk, rather than dairy, in baked goods. He was also insistent on the standards that the retailers of his vehicles adhered to and created the basis of customer experiences that brands strive for today. As for his cars only being available in black? It turns out that one’s an urban myth – he had a passion to give customers precisely what they wanted, even if that meant more colour variation for his cars. Our industry is all the better for his innovations Ford and it wouldn’t be as vibrant and dynamic as it is today.

‘Only being available in black? It turns out that one’s an urban myth’

Who is Tim Heavisides?

Heavisides is CEO of Car Care Plan, the UK’s leading provider of motor warranty and GAP products. CarDealerMag.co.uk | 09

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HPI urges used car buyers to double-check logbooks bit.ly/HPIdoublecheck

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EWARDS 2013 Ewards is back with a bang; bigger and better than ever. But we need your help

wards is back and we’re on the hunt for judges and nominations. Once again this year, Ewards will be finding and celebrating the very best the internet has to offer. But before we explain how you go about nominating or signing yourself up as a judge, a few details about the awards night. November 4 is the date, and the evening will kick off with a champagne reception and a chance for attendees to network. There will be speeches from the headline sponsor – to be revealed very soon – and other leaders in the digital world. This will be followed by an awards dinner and ceremony during which each of the night’s winners will be revealed and presented with an award. What are the Ewards? A reasonable question. Ewards is our chance to recognise the best websites, web designers and web specialists in the automotive sector. Using a panel of expert judges running up to the event, the best of the best will be picked out and celebrated on the night. But for 2013, we will also be adding another category. Social Media User of the Year joins the ranks and aims to find the dealer, supplier or motor trade individual that is a first-class act when it comes to Facebook,

Categories 1. Multi-Franchised Dealer Website of The Year Last year’s winner: Days Motor Group 2. Single Franchised Dealer Website of The Year Last year’s winner: Alan Day Volkswagen 3. Independent Dealer Website of The Year Last year’s winner: Beck Evans

Twitter, live chat, video streaming, YouTube and much more. We’ve added the new category after dealers told us last year they wanted to be able to nominate themselves and their peers in this crucially important area of the market. How do I enter? Seen a category that you think you or one of your customers should be winning? It couldn’t be easier. Simply go to our website where you will find all the details and you can nominate either yourself or someone that you believe should be winning one of our prestigious awards.You only have until

4. Car Supermarket of The Year Last year’s winner: Car Shop 5. Car Manufacturer of The Year Last year’s winner: Aston Martin 6. Web Innovation of The Year Last year’s winner: iVendi (payment search on Hutchings.co.uk) 7. Social Media User of the Year – NEW

the end of September, so don’t delay, get nominating now How do I become a judge? We’re on the hunt for a full panel of judges. Being a judge at the Ewards is always a great way to be associated with one of the most talked-about areas of the motor trade. Having the chance to judge and commend dealers on their digital efforts in such detail is rare. As a judge you’ll receive a number of benefits and lots of marketing opportunities in Car Dealer. Contact us as soon as possible – you’ll find our contact details on page three.

CarDealerMag.co.uk | 11

dashboard.

Car salesmen labelled priciest profession Salesmen pay 13 times more for car insurance

ew research reveals that car salesmen have the priciest profession when it comes to getting car insurance. According to Confused.com, data analysed over the past 12 months to March 2013 showed that motor traders’ annual premiums top an astonishing £10,000. The results also revealed that car salesmen pay 13 times more than the average annual cost for fully comprehensive cover. But it’s not just vehicle salesmen who receive these high insurance quotes. The data also revealed that ‘car valeting’ is the second most expensive profession, with an annual cost of £4,943 to cover their vehicle. Next up is ‘window cleaner’ and then ‘professional football apprentice’, which pay an average of £4,830 and £4,038 per year respectively. Meanwhile, jobs classed as ‘state school bursars’

only pay an average of £370 for a full year’s comprehensive coverage, making it the occupation with the lowest car insurance costs. Head of car insurance at Confused.com, Gemma Stanbury, said: ‘There are distinguishing factors that can affect the cost of your car insurance premium. These factors include the type of car you drive, the area you live in, your profession and your own driving history. However, this does not mean that every bursar and secretary will be able to get a cheap deal. Each driver will be quoted based on their own data – but your profession can significantly affect your insurance cost.’

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RESULTS

Pendragon powers ahead with strong results in first half of year PENDRAGON has delivered a strong performance in the first six months of 2013, with revenues up five per cent to £2.015bn. The UK’s number one dealer says the increased performance is down to strong sales figures and reduced debt. Pendragon saw underlying profit before tax rise by 24 per cent to £23.6m, while net debt was reduced by £73.4m from June 2012 to £147.3m. The group achieved like-for-like gross profit improvements in the aftersales, new and used sectors, as used car performance continues to outperform the market, with like-for-like used vehicle volumes up nine per cent. Pendragon also secured a seven-year £175m bond and four year £145m revolving credit facility in the period Chief executive, Trevor Finn, said: ‘Positive performing markets, improving operational performance and balance sheet strength has put the group on a solid platform for future growth.’

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Car Dealer Used Car Awards nominations forms bit.ly/UsedNoms13

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...in the only awards that celebrate the backbone of automotive plc – the used car industry

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ntries are pouring in for this year’s Car Dealer Used Car Awards. Dealers right across the country are nominating themselves and others in the only awards that celebrate the used car industry. And it’s easy to see why. For 2013, the Car Dealer Used Car Awards features a brace of new categories, meaning there’s something for every dealer in the UK. The awards are once again ably supported by Mr Wheeler Dealer himself, Mike Brewer, and for this year loyally sponsored by finance specialists Black Horse. On December 2 at The Brewery, London, we will be handing out awards in 21 different categories. You’ll notice the categories are varied and open to any dealership, no matter how large or small, and we are accepting entries now. If you’re wondering how you can go about nominating yourself and – hopefully – a few other dealers who you think deserve a mention, well, we’ve made it easier than ever this year – simply type bit.ly/UsedNoms13 into your favourite web browser or scan the QR code below to bring up our nominations form. Just fill in the categories you want to – and we’ll do the rest. It couldn’t be any easier. If you’re struggling to think of nominations for a specific category, don’t worry – you can leave one or two blank. Do get your thinking caps on before you fill it out though – we’re counting on YOU to nominate the dealers that really deserve recognition. In the next few months, shortlists for each category will be drawn up by our panel of judges

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– which will be chaired by Mike – and the winner and two highly commended winners will be invited to our gala awards night. And if last year is anything to go by, the winners and highly commended winners will be going home with a special award indeed. The celebrations will be held at a swanky venue. Attendees will enjoy all-you-can-drink beers and wine, a delicious three-course meal, live entertainment and a disco. with a delicious threecourse meal on offer and an all-you-can-drink bar. So how did 2012’s event go? Over to Brewer himself: ‘Last year’s event was absolutely cracking!

It was the first time we had put the event on and it couldn’t have gone any better. ‘It was brilliant to celebrate the true heroes of the used car business, because all too often this area of the industry is wrongly overlooked. ‘This industry is one where a lot of backslapping goes on – and it was great, thanks to our awards last year, to finally see the used car industry and the people who work in it get the credit they deserve.’ So if you want to be in with your chance of winning a prestigious gong, check out the categories and send in your entries. Good luck!

Categories 1. Used Car Dealership of the Year - Under 50 cars

8. Best Performing Used Car of the Year

2. Used Car Dealership of the Year 51-100 cars

9. Best New Used Car Dealer of the Year – NEW

3. Used Car Dealership of the Year – Over 100 cars

10. Used Car Finance Product of the Year - NEW

4. Used Car Dealership Group of the Year

11. Dealer’s Dealer of the Year Award – NEW

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19. Used Car Product of the Year – NEW

13. Used Car Sales Manager of the Year

20. Outstanding Achievement of the Year

14. Used Car Dealer Principal of the Year – NEW

21. Lifetime Achievement Award

In association with... CarDealerMag.co.uk | 15

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Southampton builds last-ever Ford Transit Production of iconic van moves to Turkey

ord’s Transit factory in Southampton has closed its doors for good. The facility at Swaythling employed 500 workers and had built two million Transits since 1972. Ford’s iconic workhorse will now be produced in Turkey where it can be built more cheaply. That and falling European vehicle sales have influenced the decision. The 500 workers affected by the closure have taken voluntary redundancy, early retirement or redeployment. But Ford has revealed that the creation of a new £12m vehicle distribution centre in Southampton will create 134 jobs. Speaking to Car Dealer at last year’s Paris Motor Show, Ford of Europe’s vice president of sales and marketing, Roelant de Ward said: ‘The car market is cyclical. A recession requires everybody to rethink what they do. I am very confident about

��| CarDealerMag.co.uk

the future, but that doesn’t mean these are not very challenging times.’ Southampton isn’t the only Ford UK plant being closed, however. A stamping and tooling operations site in Dagenham, Essex, will also close its doors, affecting 750 workers. Ford’s engine plants at Dagenham and Bridgend are unaffected and continue to produce engines for Ford’s global vehicle range.

FIGURES

Independent used car dealers enjoy best summer for years

LATEST research by CAP shows sales have increased for a third month running for independent used car dealers. According to the company, independent used car specialists have been enjoying their best summer for several years thanks to a number of factors including PPI cash refund windfalls and franchise dealers’ focus on new car sales. In its latest ‘Dealer Insight Panel’ survey of 98 dealers, 77 per cent reported an increase in sales over the previous month. Meanwhile, the remainder said they had maintained ‘around the same’ numbers of retail sales. CAP says this is partly due to the easing of supply problems which saw independent dealers suffer from a lack of stock during the first six months of 2013. CAP’s Mike Hind said: ‘New car deals are more attractive than at any time we at CAP can remember and, for the even more cost-conscious motorist, used cars now represent the best value they have ever been.’

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BANGERS 4 BEN.

Book your Bangers4BEN 2013 tickets bit.ly/B4B2013

Don’t miss the boat THE PLAN Day one, October 12

The teams will meet at Porsche GB’s HQ in Reading before heading to Dover to catch the Eurotunnel. We’ll then be heading down to Maastricht in the Netherlands for the first of our overnight stops. It’s around a five-and-ahalf-hour journey covering 340 miles.

Day two, October 13

We’ll make the 280-mile schlep to Stuttgart where in the afternoon we’ll have a tour of the Porsche Museum. The city will also be our home for that night.

Day three, October 14

The entry list for this year’s Bangers4BEN is filling up fast. If you want to get involved – you’d better get in quick!

f you’re planning to join us on Bangers4BEN 2013 and haven’t already signed up, then time is running out. Fast! As this issue went to press, there were just 14 places left on this year’s annual charity run – a strong indication that this event will sell out very soon. And like other years, Bangers4BEN 2013 is set to be a great event. This year sees the 50th anniversary of the legendary Porsche 911. Always one to stick its hands into its pockets for charity, Porsche has got on board with us this year and helped us out. Bangers4BEN 2013 is a FOUR-day event starting at Porsche’s headquarters in Reading on Saturday, October 12, with our final destination being the Porsche museum in Stuttgart in Germany, before heading home on Tuesday, October 15. Along the way we’ll be finding time to drop in on

the fearsome Nurburgring Nordschleife for a look around — but more of that later. Once the rally has ended, the car you made the trip in will be sold at a special auction at Aston Barclay with all the proceeds handed over to BEN. There’s a £500 budget to spend on your car, but as BEN makes its money from the sale of these cars, spending a trifle more than £500 doesn’t really break the rules — it all goes towards helping BEN raise more money! As in previous years, the entry fee is £500 for a team of two — a small price to pay for such a large amount of fun. The £500 covers hotel rooms, evening meals, breakfasts and your train crossings — you’ll have to pay for fuel, tolls and the overpriced food you find in continental service stations. Once again the AA is kindly providing two patrol

BANGERS BANGERS FOR BEN FOR BEN

2013

The next day sees us head north to the fearsome Nurburgring 200 miles away. We expect to be at the ring around 2pm where you’ll have the chance to have an official passenger ride of the ring if you wish. However, you will not be able to take your banger for a quick lap of the 14-mile track as the insurance will NOT cover you — and neither will the AA recover your car! We’ll spend the night in Nuremburg with the traditional awards ceremony.

Day four, October 15 We head home to Blighty.

vans just in case anyone breaks down. And to push home the message, as we go to press, there are 14 places remaining out of a total of 40. In previous years, places have sold out in a matter of days, so get booking to avoid disappointment. As in previous years, Kelly Neal from BEN is dealing with the bookings. Type bit.ly/B4B2013 into a web browser to book your tickets, and BEN will confirm your place and give you the details closer to the time. We hope to see you on October 12.

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Grants Seat reaches new heights for charity Husband and wife team climb Kilimanjaro

he husband and wife team that run Seat dealership Grants in Braintree, Essex, have raised £8,400 for charity by succeeding where plenty before them have failed – reaching the summit of Kilimanjaro. It took Darren and Katie Williams five arduous days to complete the 35-mile trek from the entry gate to the summit, climbing for up to 14 hours per day. It took them two days to climb back down. ‘We are absolutely delighted to have made it to the top of Kilimanjaro, and to have raised so much for causes that are so close to our hearts,” said Grants Seat dealer principal Darren. ‘We trained extremely hard for five months prior to the climb and we’re fairly regular gym users,’ said Katie, ‘but we’d not done any trekking before so this was entirely new.’ The money will be split 50/50 between Autism

Anglia and Ben, the automotive industry charity. For the last five years Darren and Katie have regularly undertaken fundraising events for Autism Anglia – Darren’s son Grant, after whom the dealership is named after, is autistic. The Kilimanjaro donation takes the couple’s total giving to Autism Anglia beyond the £10,000 mark.

closure

Aviva to close down online salvage firm Bluecyle by year’s end ONLINE salvage company Bluecycle will close down by the end of the year, it has been announced. The Aviva-owned business will not receive new stock to sell on its website from August 12, 2013 and will close by the year’s end. The decision was made after a ‘strategic review’ of Bluecycle’s operations, and Aviva has said it will acquire its future salvage services from Copart as part of a long-term contract. Alex Caldwell, director of supply chain at Aviva, said: ‘This decision is part of Aviva’s strategy to focus on our core business. While this move represents another step towards a leaner, more agile Aviva, we also know this is a very difficult time for Bluecycle staff, contractors and business partners impacted by this announcement. I’d like to thank everyone at Bluecycle for their hard work over the last 12 years. Bluecycle was established in 2000 and operates two sites in the UK.

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Giving a car to Partridge was risky – but worth it Alan Partridge’s Alpha Papa movie opens this month and sees Norwich’s finest sporting a new car – this time he’s at the helm of a Kia Optima. But why did Kia support the film? After all, Partridge is a laughing stock. James Batchelor reports

roduct placement. It’s a subject car manufacturers pay a lot of attention to. Get your car with the right celebrity or TV character and you could be selling thousands of units. But what happens when the producers of a new film approach you and want a car for a main character of questionable image? Well, if you’re Kia, you bite their arm off. ‘We’ve had a number of product placement deals,’ Steve Kitson, communications director of Kia Motors UK, told us, ‘and without doubt the most high profile was us supplying police cars to last year’s Bond epic, Skyfall.’ That was 2012, though – this year Kia was approached not by the producers of Die Hard or The Fast and The Furious but by those working on the Alan Partridge movie. ‘We were initially approached to supply police cars to the film,’ explained Kitson. ‘We had a ready supply of Sorento SUVs and Optima saloons which they were more than happy to use. And then someone asked for an Optima which was not decorated in typical police battenburg livery.’ With his often embarrassing opinionated views and dubious taste in clothes, surely having one of your cars driven by Alan Partridge is deal too far and not worth the embarrassment? ‘We didn’t actually know the extent to which Partridge would be seen with the car. We had no control over the script and just had to wait and see what the outcome was,’ Kitson said. ‘It was certainly risky but from our perspective it was a risk worth taking. We are a “challenger” brand and when you’re a company that’s trying to change perceptions and get your cars seen by as many people as possible, you do things like this. ‘Another reason for our support for the Partridge movie is that it shows we have a sense of humour. We are not a stuffy brand and we don’t like to take ourselves seriously. And we would like to think the vast majority of audiences watching the film are intelligent enough to realise it’s all a bit of fun.’ Kitson added: ‘Without doubt, there will be some people asking why we’ve done this. Our reply is you have to have a broader view of these things. And when you’re out to catch new customers, you do risky things to appeal to as many people as possible.’ [CD]

Partridge’s picks

Rover 800

Lexus IS

Vauxhall Insignia

The big, beige beauty was Alan’s motor of choice when he was riding high at the BBC – and in many ways fitted his image like a string-backed driving glove. Partridge eventually downgraded his saloon for a Rover 214 Si when he lost his second BBC series.

Alan discovers that his love of Lexi (plural) is shared by a chap called Dan Moody after a chance meeting in his local petrol station. The pair agree that a Lexus is ‘the Japanese Mercedes’ and that anyone who drives a Merc is ‘sa-a-ad’. Lovely stuff.

The former television treasure finds himself fronting North Norfolk’s second most popular digital radio station in his twilight years and his car of choice reflects his downgraded social status. The car’s practical demeanour make it perfect for Partridge.

Rover Metro Alan’s tireless PA, Lynn, 50, has been by his side for many years but she nearly faced the sack when she suggested he downgrade his Rover 800 to a Mini Metro. Technically, it was a Rover Metro but as Alan quite rightly points out to Lynn, ‘They’ve re-badged it, you fool.’ Cashback!

PICTURE: NILS JORGENSEN/REX FEATURES

Alan’s Rover 800 was Car Dealer’s theme for Bangers4BEN in 2012. Find out how you can get involved with this year’s rally on p19

Kia Optima The latest movie sees Alan behind the wheel of a hightech Kia Optima. Alan has struck a deal with fictional Norwich car dealership Fendales Motors but the downside is he has to have ‘Alan Partridge Drives This Kia’ liveried on the flanks of his ice white machine.

Partridge has had his fair share of ‘interesting’ cars over the years CarDealerMag.co.uk | 21

DASHBOARD.

Weird and wonderful Of the thousands of car dealerships across the UK, most are in conventional, locations. But what about the unusual ones which offer something different? Sophie WilliamsonStothert takes a look at the car showrooms which have an interesting story to tell

Autofarm

Oxfordshire ‘40 years ago, we bought a crash-damaged 911 and planned to set up on a farm,’ explained Autofarm’s founder, Josh Sadler. Since 1993, the independent Porsche specialist has been based on an actual farm in Oxfordshire. ‘It’s a working farm; the horse stables are next to our storage and there is a grain store adjacent to one of our workshops.’

Tyn Lon Garage North Wales

Based in Anglesey, Tyn Lon is the only Volvo dealer in North Wales. The dealership has been based in Llanfairpwllgwyngyllgogerychwyrndrobwllllantysiliogogogoch for 50 years and prides itself on being the most-photographed in the UK. Dealer principal Barry Baynham believes that ‘being situated in such a distinct place draws attention from afar’. ��| CarDealerMag.co.uk

Hawkins Motors Cornwall

Hawkins Motors is based in the small village of St Stephen in central Cornwall. ‘2013 marks our 80th year in business, and we’ve grown exponentially since then,’ explained director Johnny Hawkins. ‘This site was opened by my grandfather in 1940 and we now have six franchises across the county.’ The dealership also features a classic motorcycle collection that dates back to 1950.

Hyundai revealed new i10 city car bit.ly/newi10revealed

Infiniti

Glasgow Glasgow’s Infiniti Centre was opened by Mana Premiere Automobiles in 2010 and is fast establishing the luxury brand throughout Scotland with high-profile sponsorships including the International Edinburgh Film Festival and Glasgow Warriors. Everyday activities such as test drives are handled completely differently because of the extensive area they need to cover, including four-hour round-trip test drives.

Jim’s Garage

Shetland Islands When it comes to dealerships on remote islands, spare a thought for Jim’s Garage. The business is based in the Shetland Islands, which has a population of 22,210. The family-owned Mazda dealership first opened its doors in 2006 and is the only Mazda retailer on the islands. The dealership today consists of a strong team of 12 staff members and despite its rural location the business continues to thrive.

W H Brand Lincolnshire

W H Brand is a small family-run dealership, which was established in the village of Whaplode Drove in 1925 by William Horace Brand. Adam Brand said: ‘We began by selling and repairing bicycles and continued to expand ever since. Our reputation for exceptional customer service in the surrounding towns and villages is why we continue to succeed regardless of our rural location.’ CarDealerMag.co.uk | 23

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Around the world Dealer news from somewhere other than here

RUSSIA

Government officials say Russia’s car market is set to fall by 2 to 4 per cent this year as the country’s $2 trillion economy falters. Meanwhile, the Association of European Businesses (AEB) also released data which shows that car sales have been falling for four months.

CHINA

Ford profits have boosted in China, as sales have risen by nearly 50 per cent in the first six months of this year as the company introduced new vehicles including the EcoSport and Kuga SUV.

USA

According to an RBC Capital Markets report, the two top-selling compact cars in the USA, the Toyota Camry and the Honda Civic face risks of reduced production as inventories of the models rise.

EGYPT

Egypt’s car market has reported a strong growth in sales of 15 per cent in the first six months of 2013, with a total of 102,452 vehicles sold in comparison to the 88,775 sold during the same period last year.

��| CarDealerMag.co.uk

INDIA

General Motors has been forced to dismiss several executives and managers and is working hard to revive sales in India after a large company recall of 114, 000 Chevrolet Tavera SUVs which raised reports about false emission tests.

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FINANCE. DEALS

Toyota says ‘trybrid’ this summer TOYOTA is opening up its hybrid technology to even more customers with summer-long zero per cent finance offers on Yaris and British-built Auris Hybrid models. This deal is available to retail customers using Toyota Financial Services Access Personal Contract Purchase scheme, until September 30, 2013. For customers choosing the Auris Hybrid, Toyota is also offering an additional £1,000 finance deposit allowance. As a result, a new Yaris Hybrid can be had for just £169 a month, while the larger Auris Hybrid hatch can be secured with monthly payments of less than £200. According to the firm, the fuel consumption and CO2 emission figures for the two models show that owners will actually be spending less money at the pumps. Similarly, thanks to sub-100g/km in CO2 across the board, they won’t have to worry about paying an annual road tax fee. Toyota commercial director, Matt Harrison, said: ‘With Toyota’s global hybrid vehicle sales accelerating past the three million mark, it’s clear that the public have confidence in hybrid and appreciate the real-world advantages it delivers.’

��| CarDealerMag.co.uk

Marshall Motor Group continues strong links with Santander in new deal Dealer group extends finance partnership for another three years

arshall Motor Group has announced the extension of its finance partnership with Santander Consumer Finance until 2016. The group, which operates 70 franchised dealership businesses and represents 24 different manufacturer brands, sells around 50,000 new and used cars every year. Their sites are supported by Santander Consumer Finance – the global leading finance company operating in 13 European countries – in addition to specific development support. More than 12,700 professionals provide leading consumer finance products and services to 12.7m customers and more than 112,500 point of sale partners. ‘Santander Consumer Finance has provided extensive support to our F&I training and development,’ chief executive of Marshall Motor Group, Daksh Gupta, said. ‘We have formed a very strong partnership and this has made a significant difference to our

Daksh Gupta business performance. ‘Santander Consumer Finance has proved to be a valued trading partner and has demonstrated the “added value” it can provide, along with support for the growth of Marshall Motor Group. ‘The extension of our trading partnership ensures that we’re well placed to meet the challenges and opportunities ahead.’ The company supports the group’s F&I training and development programme and as a result of their

strong partnership, Marshall has extended its link with the company to the end of 2016. Commercial director for Santander Consumer Finance in the UK, Graham Prestedge, added: ‘We have served as Marshall’s exclusive finance partner since 2009 and, following a successful trading relationship supported by focused development and dedicated management resources, we have seen our mutual expectations exceeded, leading to the extension of our trading partnership.’

Kia keeps up momentum with finance offers on new metal FOLLOWING the launch of the new Pro Cee’d GT, Kia has unveiled a number of competitive offers for the third quarter of 2013, with 4.9 per cent finance across the range. These attractive packages include one year’s insurance for £99 on selected models, including the Picanto, Rio and Cee’d models, and Care-3 all-inclusive servicing

plans from £299. The entire Cee’d range is available with Kia’s seven-year warranty and to attract a wave of new buyers, first time Kia customers are being offered a £1,000 discount on a new Cee’d and Cee’d Sportswagon. Meanwhile, existing Kia customers are entitled to a loyalty reward of up to £3,000. Kia’s new Cee’d and Cee’d

Sportswagon are both eligible for a £900 saving, resulting in prices from £13,500 for the Cee’d 1.4-litre petrol and £15,995 for the Cee’d Sportswagon 1.4-litre CRDi diesel. As well as this, the manufacturer is also offering 4.9 per cent Conditional Sale finance across the entire range and zero per cent APR representative on Venga and Soul models.

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Latest finance deals on CITY CARS

number of interior features including air conditioning and is surprisingly spacious. Even its boot volume is a sizeable 251 litres.

MAZDA 2 ALSO on this month’s top deals list is the all-new Mazda2 range, which is also available with an attractive zero deposit and zero per cent APR representative.

Labelled as one of Mazda’s leading superminis, the 1.3 five-door TS Air Con is priced at £10,995 but customers can drive it away for 41 monthly payments of just £169. It’s an ideal city car, equipped with a number of facilities including a CD player with iPod connectivity, air conditioning and front electric windows. The Mazda2 comes with zero per cent interest and the deal is based on an annual mileage of 9,000 with an optional final payment charge of £3,402.12.

CHEVROLET SPARK CHEVROLET’S Spark already comes with a small price-tag of £10,245, but now with a zero per cent APR representative, customers can take one away from just £99 per month. This deal is based on a deposit of £1,805 and a 60-month payment period. The 1.0-litre LS five-door city car offers its drivers a number of safety features, including ABS, power steering and six airbags. It also comes with the essential electric front windows. But it’s not just practical, it’s quirky too. The Spark scores points

time is money

What do you think?

SKODA CITIGO SKODA has announced a range of attractive summer offers on models across the entire range, with a strong focus on low monthly payments and zero per cent APR representative. Customers can now take home the Czech brand’s fuel-efficient and practical Citigo SE 1.0-litre MPI for as little as £69 per month and will pay no interest over three years and benefit from up to three years’ free servicing. Providing customers with a rather impressive combined fuel efficiency of 62.8mpg, the Citigo is packed with a

Meldrum

for entertainment, equipped with a CD player, which includes a built-in auxiliary port and USB connectivity.

hat do you really think about non-prime finance companies like First Response Finance? Do you believe we are profiting from the misfortunes of others or are we providing access to much needed credit for a reasonable return on a riskier investment? The evidence is very clear that the non-prime finance market is still the largest area for potential business growth for most forward thinking car dealers. Every day we see the dreams of ordinary customers being shattered when they suddenly discover that the High Street lenders aversion to financial risk means they cannot buy their new car. And this is where non-prime lenders, like First Response, come in because we sincerely believe that a customer’s ability to obtain credit acceptance should depend on their character and their ability to repay not some ‘geeks’ idea of what a good credit ‘score’ looks like. High Street lenders may tell us that driving a car is a privilege not a right and that most nonprime customers have lost that privilege but we do not agree so our underwriters aim to help these customers understand what they need to do to make their application more acceptable without making them jump through hoops. But, of course not everyone will qualify for a new DB9 or 911 so that means the lenders in our market often have to invest lots of time in finding and agreeing a monthly (or weekly) repayment that non-prime customers can genuinely afford. I’ve worked in finance for 30 plus years and so I’d say that it probably takes a specialist lender to do well in this growing market purely because of the need to work harder on these deals than most prime lenders would … so surely the non-prime finance company deserves to make some profit for all the extra effort?

‘Do you believe we are profiting from others?’

Who is Jim Meldrum?

Jim is regional sales manager for First Response Finance. Call him on 07917 460 111 or email Jimm@frfl.co.uk

CarDealerMag.co.uk | 27

We can make your cars go faster According to a recent survey, 2% of AA Members said they would change their car within the next month*. We have more than 15 million AA Members, and even taking off those wanting new cars, we are talking about upwards of over 200,000 used cars sales. The AA has teamed up with VCARS to launch a site called AA Cars. So right

now we’re looking to recruit dealers who can help us meet the demand that we are expecting for good-quality used cars.

To take advantage of this great opportunity to see your cars start moving faster, simply call now on 01920 252474 or email cd@theAAcars.com

* based on 22,297 responses to the AA Populus panel car buying index survey 22-29 November 2012 (22% said they would be buying new)

Cars

Know what you’re getting into

Visit

theAAcars.com

Automobile Association Insurance Services Limited. Registered office: Fanum House, Basing View, Basingstoke, Hampshire RG21 4EA. Registered in England and Wales. Number: 2414212.

��| CarDealerMag.co.uk

big mike.

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

Maxi’s mini problem leads to big embarrassment was down the Ship and Crown the other day with an old colleague of mine, testing the quality of the local Banks’s. As usual, the landlord wasn’t keeping it properly, but three pints in it started to flow a bit more smoothly – something I find is always

the case… Of course, my drinking habits are of little or no interest to you, but it’s often when crowded around a bar top that some of your funniest memories are dredged up from the memory bank. I digress. My pal, Sid, was the foreman in the service department at a popular Austin-Rover franchise back in the mid-Eighties at the same time as I was the used car sales manager. Like all salesmen, I sympathise with any customer who falls for my patter and saddles themselves with a nightmare motor – it’s one of the reasons I set up on my own, as it’s somewhat more ethical to sell somebody a car you know is bloody good in the first place. But even when you end up facing the inconvenience of getting your broken car mended there’s no excuse for bad manners, especially not where Sid’s involved. Treat him politely and with respect and he’s one of the loveliest guys you could ever wish to meet. Rude people, however, often found themselves on his more vengeful side, and on one occasion we encountered a young lad who rocked up at the garage all attitude and swagger in his Grandma’s Austin Maxi. Granny had apparently asked him to bring the car into us as she didn’t like going into garages. Clearly, the young ne-er-do-well didn’t like it either, judging by the way he screwed his face up in disgust. Whatever his plight, it was no excuse for the way he spoke to Sid. He suggested that if the car wasn’t fixed by 5pm. Sid could go forth and multiply, that the garage was staffed entirely by employees who engaged in a rather sordid form of self-gratification and that the mechanic who had supposedly repaired the gearbox last time it broke had an unhealthy sexual interest in his own mother. He then told us he’d be back later that day and if we hadn’t mended the Maxi we could get booked, or something that rhymed with that at least. Luckily, we had nothing to fear. The source of the non-engaging gears was little more than a missing split pin from the gear selector, and we managed to mend it in less than 20 minutes. Once again, the Maxi had

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

five forward gears and one backwards one, though they operated with the vagueness one would expect of British Leyland… While we were at it, we also discovered the source of his colourful language and vivid imagination, as the young gentleman had wandered off to the bus stop forgetting to take with him his college bag. As we moved it from the footwell, out dropped some recreational gentlemen’s literature, containing colourful stories and some very graphic images of ladies and gentlemen clearly enjoying one another’s company. It was then that Sid and his equally mischievous young apprentice hatched a plan. Armed with a roll of sticky tape, they decided to reap their revenge by decorating the entire left hand flank of the Maxi’s glossy brown paintwork with a very creative collage

‘He would be blissfully unaware that he was driving a one-off Porn Maxi’ made up of the magazine’s contents. Akimbo, sideways, in the air – the Maxi became a gallery showing the gymnastic ability of the magazine’s cover stars. Step two was to park it very neatly tucked up with the passenger side really close to the fence, and discreetly reinstall idiot boy’s bag in the footwell awaiting his return – the intention being he’d grab the keys, storm off in a huff and enter the Queensway rush hour completely and blissfully unaware that he was driving a one-off ‘Porn Maxi’ until he alighted at the end of his journey. Classic. Or at least it was until one of Sid’s favourite customers, 85-year old Mrs Simpkins, who always brought him a homemade bun when she came in to pay her bill, came teetering in on her walking stick at closing time. Apparently, her grandson was supposed to be picking the car up at 5.00pm, but had foolishly left his bag (containing his wallet) in the car and didn’t have the bus fare on him to get across town to pick it up, so she’d decided to go ‘for a nice ride out in the sunshine’ to do the deed herself. We never did send her an invoice for the job, and Sid never got another bun…

Who is Big Mike?

Well, that would be telling. What we do know is he’s had 30 years in the car trade and picked up some seriously funny tales along the way. CarDealerMag.co.uk | 29

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bAGGOTT.

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Just how do the car manufacturers know the price is right?

ricing. It’s key. It’s the thing that matters most to almost all buyers. It’s the digits that attract them and it’s the thing they’ll want to discuss more than anything else when they’re sat in front of you. They’ll want it smaller, you’ll want it higher – and if you’re lucky you’ll meet somewhere in the middle. Pricing is absolutely vital in the car business – it’s a science, an art form, an equation far larger than most of us can even fathom – and it’s something I’ve been thinking long and hard about over the last few weeks. I’m not talking about used cars. Those prices aren’t so hard for me to understand. Well, not really anyway. I’ve never quite worked out why a car that’s sat around not getting any more miles on it loses value quite as quickly as it does – but I suppose that’s just one of those things. I sort of understand the mechanics of setting a secondhand car price. You look in the guides, browse the web and see what your competitors are doing, and use some good old-fashioned dealer intuition to work out what digits to slot into that number board. And if they fail to do the job, you fiddle with them until a buyer is found. That makes sense in my rather fuzzy and in no way mathematical bonce. However, the science of pricing NEW cars, well, that just sends my cranium into meltdown. I’ve been pondering this point for some time and I still can’t work it out: Just how do car manufacturers work out what price to set their cars at? Why does a Range Rover cost £100k and a Dacia Sandero cost £6k? How can they be so vastly different? Both manufacturers must be making a margin – albeit with a different number of zeros on the end – but how are those decisions reached? Think about it. Before car manufacturers even begin to enter digits into a spreadsheet totting up basic material costs they have all manner of things to account for first. There’s the research, the engineering, the artists, the concepts, the testing, more testing, crash testing, more concepts, more testing, marketing, publicity, advertising, websites, launches and much more. Then there’s the tooling at the factory, the power for the factory, the manpower for the factory. All that before we’ve even begun to think about the sum of the actual parts – before that goes anywhere near a bean counter, a supercomputer

James Baggott *EDITOR’S NOTE: Oh God, he’s talking like bruce forsyth*

has to work out how much has been spent already. All of that is an investment that needs to be recouped, outlay considered and documented and taken into account when those new car prices are set. Then there’s the parts. Just look at a new Range Rover and think for a moment just how many bolts, screws and fixings are needed alone to piece it together. What on earth do they cost? Then there’s the metal, the leather, the wood, the glass, the wiring, the technology (which needs to be engineered, designed, tested), to be totted up. How many people work out these sums? Is Stephen Hawking locked away for a year to number-crunch? Is that where Carol Vorderman spends her time when she’s not having work done? I find it hard enough working out how much to charge for my garage tat at a car boot sale, so I can’t even begin to imagine what it’s like for the car manufacturers’ money men.

‘Is that where Carol Vorderman spends her time when she’s not having work done?’ Then there’s the brand value to consider. It’s part of the reason that the aforementioned Dacia costs 10 times less than a Range Rover, but how do they work out what that’s worth? Algebra? And then what happens if you’ve done the maths, checked and double-checked the spreadsheet, run it past your board, and then your main competitor launches its luxury SUV for £10,000 less? Do they go back to the drawing board and number-crunch again? Can you see why it makes my head hurt just thinking about it? But that’s not what really makes me giddy. Oh no. What does is knowing that despite the months spent working out the pricing is mathematically perfect, ensuring the figure makes the right returns for you and your manufacturer, the first thing to come out of the mouth of the punter sat in front of your desk: ‘What’s your best price, mate?’. Perhaps it might be worth letting them read this first – maybe then they’ll think twice before even asking…

Who is James Baggott?

He’s the founder of Car Dealer Magazine and managing director of parent company @BlackballMedia, an automotive services provider. He now spends most of his time on Twitter @CarDealerEd and annoying the rest of us. CarDealerMag.co.uk | 31

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Classic ’70s rally car doesn’t hang around Vauxhall Chevette HS-turned-rally car proves to be a hit for one specialist dealer

espoke Cars Ltd specialises in extreme car builds and conversions, primarily focused on Land Rover and Range Rover projects, where it designs and builds cars unlike any other on the market. So it’s no surprise cars like this one appears on its stocklist. The North Yorkshire-based dealership managed to sell a 1970s Vauxhall Chevette HS rally car within just one day of it being listed on the Autotrade-mail website, highlighting the demand and interest for classic heritage cars. ‘The Chevette was listed on the site for just 24 hours before the new buyer called me and made a deal,’ managing director of Bespoke Cars Marcus Fothergill explains. ‘It’s such a rare car and they always draw a lot of attention. ‘We often have a number of interesting and extraordinary cars for sale, because we are a bespoke dealer,’ he adds. ‘These rare finds do attract a lot of attention and we get quite a lot of

‘‘

These rare finds do attract a lot of attention and we get quite a lot of interest and inquiries

interest and inquiries.’ The former class and award winner, which came complete with a fresh MOT certificate and MSA document, started its life as an original 400 HS road car but was reworked into the style of a works rally machine by its previous owner. Registered in 1977, the Chevette has since had eight previous owners, yet only covered roughly 30,000 miles. Under the bonnet is an original Blydenstein 2279cc 16-valve HS unit, which is now said to deliver 190bhp and is mated to a reconditioned Getrag 235 dog-leg manual gearbox. Ex-Blydenstein guru Gerry Johnstone is said to know the car well and has both worked on the

engine and supplied parts for its recent £3,000-plus renovation carried out by John Chatham Cars. Its full makeover included a new clutch, reconditioned gearbox, a limited slip differential, Bilstein dampers all round, uprated suspension and brakes. Meanwhile, when it comes to appearance, the rally machine certainly looks the business. Finished in a silver paint job, it features Volvo four-pot alloys, while the bold body kit and full roll-cage complete its rally inheritance. With these rather excitable finds becoming all the more popular on Autotrade-mail the website could be the home to your next purchase. Visit autotrade-mail.com to start your free 14-day trial. [CD]

A similar Chevette HS rally car in action

This rally car started out in life as a Chevette 400 HS road car CarDealerMag.co.uk | 33

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Join Car Dealer Club by visiting CarDealerClub.com Members get free legal advice worth £199 for a £39.99 annual subscription

Ask Lawgistics

Q& A

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

I have heard that the new MOT rules will affect me but I would have thought they would only affect garages and MOT stations. Have I anything to be concerned about? SW, Portsmouth

If the condition of a vehicle is such that it would fail an MOT test then it is termed unroadworthy and a dealer can be prosecuted offering the vehicle for sale and for selling the vehicle with a maximum fine of £5000 (Road Traffic Act 1988). It is therefore very important for a dealer to check a vehicle for MOT items prior to offering it for sale. In some cases you might do this yourself or you may have an arrangement with a garage/MOT station to do it for you and perhaps incorporate it in the PDI/pre sale service. The new requirements are now in force and there are several aspects that will require extra diligence. Some of these are included below: n Warning lights: Under the new scheme the

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function of warning lights for electronic parking brake, electronic stability control, headlight main beam, power steering, brake fluid level, seat belt pre-tensioner, must all correctly function. n Catalytic converter: The absence of one, if fitted as original equipment is now a failure n Electronic Stability Control/Electronic Parking Brake: The whole system must operate satisfactorily without modification and the switch must be present and functioning. n Steering, steering lock, suspension: The new rules require the steering lock to be checked and the power steering fluid must be above the minimum level on the reservoir. Dust covers on the steering and suspension ball joints must not be split to allow dirt to enter the joint. n Tyre pressure monitoring systems: For vehicles first registered after 01/01/12 these must be fully operational. n Speedometer: If a speedometer is not fitted or has a broken glass or the light doesn’t operate it

Appy days!

interested in dealers who have mobile apps to accompany their websites, the importance of having an app has never been so important. And the good news for Car Dealer Club members is that they get an exclusive 10 per cent discount on App Creatives’ services. That’s a healthy discount by anyone’s book and means getting into the world of mobile integration has never been so easy or as cost-effective.

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HOT on the heels of Warrantywise joining the improved Car Dealer Club in 2013 comes the news that app specialist App Creatives has signed up too. The firm is an expert in app design and development, and while it’s relatively new in the business, it’s got a large presence. Along with creating the highly esteemed Car Dealer iPhone and iPad apps, App Creatives has masterminded apps for Car Giant, Marshall, Bristol Street Motors, Glass‘s and many others. And the latest product it’s really excited about is its AutoApp. It cleverly allows every dealer to have their own individual app. Think of it as an off-the-shelf product app and you won‘t be too far wrong. With more and more customers only

APPROVED CLUB

To read more about the exclusive offers in the newly refreshed Car Dealer Club, check a forthcoming issue of Car Dealer. Or, in the meantime, check CarDealerClub.com to see what you’re missing.

ADVICE

We sold a car to our finance company who, in turn, are supplying it to a customer under a hire purchase agreement. Something has allegedly gone wrong with the car and the finance company has told us that ‘because the problem has arisen within the first six months it is presumed that this defect was there from the point of supply’. Is this true? AC, Darlington

Absolutely not. The so-called sixmonth rule cannot apply here for two reasons. You have sold the car to the finance company who would not be considered to be a consumer. Therefore being a business to business transaction and with no sale to a private consumer, the six-month ‘reverse burden of proof’ concept simply cannot apply to the transaction between car dealer and finance company.

will fail the test. n Seats: Front to back adjustment must be available for two to three positions. Electric seats must operate as designed. n Fuel system: Any damage or chafing of fuel pipes is not allowed.

Lawgistics is extremely experienced when it comes to helping car dealers with legal matters. The firm has a reputation for assisting the motor trade with customer complaints, health and safety issues, trade-to-trade problems and much more. To get advice like this (worth £199) join Car Dealer Club for just £39.99 per year. Sign up at CarDealerClub.com

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Porsche 911 Turbo S James Baggott fulfils every motoring journalist’s dream and drives a Porsche with a special number plate

’d been looking forward to this moment for years. For some in the office too young to remember, it meant nothing – but for me it was a coming of age. Finally I’d be driving a Porsche with the famous 911 HUL numberplate. I’ve been a motoring nut for years, spending money I often didn’t have on car magazines, long before I could even drive. And it was on those glossy pages that I became familiar with the famous plate. Owned by Porsche GB for decades it was the first private plate the firm acquired and ever since has taken pride of place on the Porsche press fleet Turbo models. I’d seen it flying through the air in pictures on the pages of Evo, shot by countless talented car snappers over the years, and now it was my time to drive it. Here’s my week behind the wheel of Porsche’s fastest 997 edition – the 911 Turbo S with a very special moniker.

Power hungry

The 3.8-litre, turbo-charged lump produces a whopping 530bhp and 700Nm of torque thanks to a tweaked turbo output

IT’S A LOOKER

Opinions were divided in the office, but green paintwork gives the 911 a classic look. Necessary aero parts look great too

7 days with 911 hul Day One

Day Two

Day Three

It’s only you that cares – shouted one prepubescent member of the team as I explained, to yet another 911 admirer who clearly didn’t share my enthusiasm for six numbers and letters, what the plate meant to car fans. Most people were more interested in the colour our test car had arrived in. Paint jobs make or break cars and the camouflage green of our test car was clearly splitting opinion. Still, it could have been painted pink for all I cared, as what was sitting over the rear wheels was of far more interest to me. The 3.8-litre, turbo-charged lump produces a whopping 530bhp and 700Nm of torque thanks to a tweaked turbo output. The drive north to our photoshoot at Rockingham was one of the longest (thanks traffic) but most enjoyable I’ve ever had.

Photoshoot day at Rockingham and we’ve got 15 cars lined up for a series of tests. Also here is three times British superbike championship winner John Reynolds on the latest Suzuki GSXR1000. He’s at our shoot to take on the Nissan Juke R, but it’s only fair we let him try his luck against the Porsche too... With a 0-60mph sprint time of 3.1 seconds, the PDK automatic gearbox and launch control system mean that’s very achievable every time. Engage Sport Plus, floor the throttle with your foot on the brake, and the revs settle at a heady rpm. When you lift off the brake the car thunders towards the finish line in a cacophony of air sucking, turbo whooshing and tyres ripping chunks out of the asphalt. All I have to do is steer. Scan the QR code, right, to see how close it was.

Two tanks of fuel into the loan and I’m impressed the Turbo S is returning 26mpg. My old Focus ST never got any better than 23mpg on a long journey and considering this has such an almighty power output that’s very impressive. Today I’m heading into London for a meeting with the Queen. Well, I say meeting, I really mean a concert in her garden for the Coronation Festival. For what is essentially a rival to a Ferrari 458 or McLaren 12C, the Turbo S is fantastically well behaved in the clogged-up capital. Visibility is excellent and although it’s got a low splitter at the front, speed humps aren’t really a problem nor tight underground and overpriced car parks. The drive back south is a magical one. London’s streets are a joy in the small hours of

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the knowledge

Luxury

Turbo S may have fixed carbon-fibre seats, but there are plenty of toys inside to make it a nice place to be. They comes at a hefty cost though

Watch the drag race between the 911 Turbo S and John Reynolds’ Suzuki GSX-R1000 by scanning the QR code

Model: Porsche 911 Turbo S Price: £130,791 Engine: 3.8-litre, turbo Power: 530bhp, 700Nm Max speed: 196mph 0-60mph: 3.1s MPG (comb’d): 28mpg Emissions: 227g/km Residual values (three years): tbc

target buyers:

Supercar buyers after the ultimate Porsche – and those who want to beat motorbikes

the morning and each traffic light gives me a chance to test the wife’s patience.

DayS Four to Six It’s the Goodwood Festival of Speed, Porsche is headlining the event, celebrating 50 years of the 911, and I can’t quite believe I’ve got the honour of driving 911 HUL to the south coast celebration of combustion. It’s clear on the way there and back that the plate doesn’t just hold sway with me. I lose count of the number of phones I see trained on the Porsche, capturing pictures for tweets and status updates.

Day Seven Another business trip north beckons and my colleague and I decide to leave after the evening’s rush hour. Gosport to Chester, some 250 miles lay ahead and even at 9pm the digital temperature gauge is reading

25 degrees C. Hot tarmac and sticky tyres make the trip a delight as we collect the cast and extras of A Bug’s Life on the bonnet. The seats get a little uncomfortable over long distances – they’re fixed carbon-fibre jobs – but apart from that the Turbo S is a competent tourer. It’s time for 911 HUL to return to Porsche. After a week behind the wheel of the monster I’m smitten. Yes, the ride is firm and the tyre noise a little intrusive. Granted the seats aren’t the most cosseting and the 997 interior is showing its age now the 991 has arrived. However, never have I driven a car quite so intoxicating, quite so full of character and quite so mind-alteringly fast as the Turbo S. The fact it was wearing one of the most iconic plates in motoring folklore simply made the whole experience all the more special.

the rivals: Audi R8 V10, Ferrari 458, McLaren 12C, Lambo Gallardo

Key Selling Points: 1. Incredible power equals hairraising acceleration 2. Classic design mated to necessary aero aids 3. Excellent visibility

Deal Clincher: Despite the prodigious power output, the 911 Turbo S is tremendously easy to live with Searches supplied by Monthly AutoTrader.co.uk searches: 732,913 CarDealerMag.co.uk | 37

FORECOURT.

Swift v Twingo

The small pocket rocket market is well and truly back thanks to these two contenders. Leon Poultney reports PICTURE: JON REAY

What are they?

They are a pair of mighty minis that pack 1.6-litre, naturally aspirated engines that are designed to put a smile on the face of commuters up and down the country. Both cost just shy of £14,000 and both boast the kind of handling prowess that wouldn’t look out of place at your local karting centre. Granted, the Twingo RS is the more ‘hardcore’ of the two with its chunky bodykit and figure-hugging bucket seats but what the Swift Sport lacks in sporty appearance it more than makes up for in the practicality stakes.

What’s under the bonnet? Both cars feature a 1.6-litre, four-cylinder petrol unit that’s mated to a manual gearbox. The Swift Sport’s ‘box possesses an extra gear that makes motorway journeys far more comfortable but there is something about the little Renault’s fizzy engine that will have petrolheads salivating. Nail the throttle and witness the rev needle tickle the 7,000rpm mark before the Twingo complains.

What’s the spec like? the knowledge Model: Suzuki Swift Sport Price: £13,749 (as tested) Engine: 1.6-litre, four-cylinder petrol Power: 135bhp, 160Nm Max speed: 121mph 0-60mph: 8.7s MPG (comb’d): 44.1 Emissions: 147g/km Residual values (three years): tbc

target buyers:

Youngsters with some disposable cash; mature buyers after some hot hatch fun

the rivals: Twingo Renaultsport 133, Abarth 500, Mini Cooper

Key Selling Points: 1. Sporty yet comfortable interior with some racy details 2. Cracking chassis – handling is car’s forte 3. Sophisticated sporty styling

Deal Clincher: Not only the cheapest in this test but probably the best value for money in its class Searches supplied by Monthly AutoTrader.co.uk searches: 270,436 ��| CarDealerMag.co.uk

It is clear the Twingo RS is gunning for the stripped-out racer approach to its interior design because there really isn’t much to write home about. It features a small CD/

radio unit that surprisingly offers both Bluetooth and USB connectivity, but accessing these functions can be fiddly, especially when on the move. The air conditioning and heater system is delightfully retro, with large white dials operating most functions. A majority of the options on the list consist of styling but the Cup chassis is a must for those wanting to really chuck the Twingo around. The Swift is slightly more refined, with its interior looking more like a normal family car rather than a track day warrior. Keyless entry comes as standard, as does an ISOFIX child restraint system plus there is all the entertainment gubbins one needs. Both cars lack a sat-nav, which is forgivable in the Twingo, but the Swift could do with one as an optional extra at least. The Swift Sport costs £13,749 while the Twingo Renaultsport can be specced to the hilt. The car pictured here is the ideal package buyers will want and it costs from about £14,000.

What are they like to drive? As much as the Suzuki Swift is the adept all-rounder, the sensible option and the choice of any sane person, there is something to be said for the Twingo’s old-school charm. The chassis definitely errs on the harsh side but when it comes

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to a high-speed country lane hoon, the Suzuki finds it difficult to keep up. The Swift Sport’s added weight and less track-focused set-up mean it rides beautifully on longer journeys but doesn’t quite offer the Twingo’s level of driver-engagement. That said, the Swift Sport wouldn’t fail to impress when the need for some enthusiastic driving takes hold and it settles into the role of everyday runaround with real aplomb, but proper performance junkies will be drawn towards the sporty Renault’s overall racier package.

WHAT DO THE PRESS THINK OF THEM? The Swift wins universal praise; with Top Gear saying: ‘We love it. The return-of-overdrive revolution starts here.’ The magazine described the Twingo RS as: ‘Pure, refined

essence of Renaultsport, distilled down into a tiny, tenacious, terrier-like package.’ Both cars scored a very impressive eight out of 10.

WHAT DO WE THINK OF THEM? This was a particularly tough test, as both cars possess a certain charm. Regardless, the Renault just edges it due to the fact it busts the myth that really small, fun and affordable hot hatches no longer exist. Renault’s RS department has done a stellar job with the Cup chassis and the plucky little engine revs to unbelievable levels, just don’t expect to be completely comfortable on the morning commute.

Model: Renault Twingo Renaultsport 133 Price: £14,400 (as tested) Engine: 1.6-litre, four-cylinder petrol Power: 132bhp, 160Nm Max speed: 125mph 0-60mph: 8.7s MPG (comb’d): 43.5 Emissions: 150g/km Residual values (three years): tbc

target buyers:

Owners of previous small sporty Renaults; cash-rich youngsters

the rivals: Suzuki Swift Sport, Abarth 500, Mini Cooper

Key Selling Points: 1. Facelift gives once-plain Twingo 133 the racy look 2. Punchy 1.6-litre engine 3. Interior is suitably sporty

Deal Clincher: The best handling car in its class and relives the glory days of cheap and fast hot hatches Searches supplied by Monthly AutoTrader.co.uk searches: 44,922

CarDealerMag.co.uk | 39

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CABIN

UNDER THE BONNET

Inside normal Octavias are relaxing rather than interesting. But vRS adds sports seats and vRS kick plates to the mix

A choice of two here. The turbocharged petrol delivers the thrills but it’s the diesel which will probably be the big seller.

LOOKS

Octavia vRS has always been subtle – and so’s this one. That said, it does get sporty bumpers, LED running lights and a spoiler

Skoda Octavia vRS

James Batchelor got an exclusive drive of the new racy Octavia at the Goodwood Festival of Speed. Here’s what he thought What is it?

What’s the spec like?

Leagues of vRS fans around the UK are anxious to hear whether the new hot Octavia is any good or not. There are thousands of them, too – loyal and supportive. And arguably the one that attracts the most ardent fans is the Octavia. This MkIII version is totally new and comes in a variety of flavours thanks to two bodystyles, a couple of engine choices and a pair of transmission options.

To make sure buyers don’t mistake it for a humdrum Octavia eco diesel, Skoda has fitted it with fetching sporty bumpers, a rear spoiler, anthracite 18-inch alloys, bi-Xenon headlamps, LED rear lights and dropped the vRS’s suspension by 12mm (13mm with the estate) and stiffened it up a tad. There’s an array of body colours too – from traditional Race Blue metallic to mean Meteor Grey. Prices range from £22,795 for the 2.0-litre TSI hatchback and rise to £25,720 for the 2.0-litre TDI DSG estate.

What’s under the bonnet? The car comes in both petrol and diesel varieties. The 2.0-litre TSI gives an entertaining 217bhp, hits an impressive 154mph and gets to 60mph in 6.6 seconds. Despite this nice turn of speed, the vRS returns 142g/km of CO2 and 45.6mpg on the combined cycle. If buyers opt for the 2.0-litre diesel they’ll get 181bhp, 61.4mpg and emissions of 119g/km of CO2. Customers can also choose between a slick six-speed manual or six-speed DSG.

What’s it like to drive? We had the chance to drive the 2.0-litre petrol up the hill at the Goodwood Festival of Speed, and it’s hard to come up with a comprehensive road test of it. But in our very short drive we were impressed. Skoda has fitted the sporty Octavia with an electronic differential lock called XDS to aid

fast cornering, a multi-link rear axle and progressive steering – and it makes for a fun ride. It’s a grippy and responsive thing that’s on the money in terms of fun, speed and value.

What do the press think of it? Evo said: ‘The petrol is more than enough speed for real-world, on-road driving – and hooked up to the slick manual gearbox, leaves you wishing for nothing more complicated.’

What DO WE THINK OF IT? Our short stint behind the wheel at Goodwood has got us itching to try out the new Octavia vRS for a longer period of time. Like the rest of the range, the Octavia is a well-built car with a classy character rarely seen on Skodas before. And now the vRS adds a racy touch to the mix. For some the vRS won’t be hardcore enough, but we’re pretty sure the leagues of hot Skoda fans will be tempted to splash out on this new one.

the knowledge Model: Skoda Octavia vRS 2.0 TSI DSG Price: £24,185 (as tested) Engine: 2.0-litre, four-cylinder, turbo petrol Power: 217bhp, 350Nm Max speed: 154mph 0-60mph: 6.6s MPG (comb’d): 45.6mpg Emissions: 142g/km Residual values (three years): tbc

target buyers: Owners of previous Octavia vRS models, more familyorientated hot hatch drivers

the rivals: Ford Focus ST Estate, Seat Leon FR, VW Golf GTD

Key Selling Points: 1. Styling is a good mix of subtle and purposeful 2. Features class-leading interior space 3. One of the best-built cars in the sector with thoughtful touches and quality plastics

Deal Clincher:

It’s the fastest production Octavia vRS ever Searches supplied by Monthly AutoTrader.co.uk searches: 610,552 CarDealerMag.co.uk | 41

FEATURE.

brands

hatch

*We’re actually at Rockingham... but it’s a great headline!

Nissan Juke Nismo 197bhp Ford Fiesta ST 178bhp

the writers James Batchelor (editor)

James Baggott (boss)

Leon Poultney

‘It may have a clutch that does quite ruinous things to your calf muscles – but in that colour it looks wonderfully jolly ’

‘I’m not a fan of the complicated dash with buttons spread across it like hundreds and thousands’

‘The Man with the Golden Quiff is correct on this one, hot hatches should be a bit mad. That’s the whole point of them’

��| CarDealerMag.co.uk

PICTURES: MAX EAREY

Peugeot 208GTi 197bhp

Citroen DS3 Racing 204bhp

Mini GP 216bhp

The race to build the best affordable hot hatchback has well and truly begun. We’ve brought together the newest, loudest and most extreme to see what’s what and to find out which one deserves the crown of best in show

Jon Reay

Daljinder Nagra (DJ)

‘Those stick-on vinyl bits are daft too – it’s a £30,000 Mini for God’s sake, not a £30 remote control car’

‘Effortlessly quick when you want it, but quiet and comfortable the rest of the time. No contest I’m afraid.’

meet the daddy of all hot hatches

CarDealerMag.co.uk | 43

FEATURE. Nissan Juke Nismo v Mini GP

‘I understand what Nissan has done with the Juke Nismo. It’s a manageable entry-point into the normally full-on world of Nissan Motorsport.’ Batch: Rockingham. It’s a place which seems to have its own microclimate. Scorching one minute and freezing the next, we’ve had our fair share of the circuit’s dual personas. Which is all the more reason why we shouldn’t have been surprised that while the rest of the country was basking in 30-degree heat, we were shivering away in shorts and T-shirts for this feature. But less of the moaning. We’re looking at hot hatches and we start by taking a look at the best motorsport-inspired ones currently on the market. ��| CarDealerMag.co.uk

To get this rolling, let’s chat Mini. If you take an objective view on the GP you’ll never understand it. Here’s a car that costs as-near-as-makesno-difference £30k, has no rear seats so your shopping flies around, has a harder ride and does without sat-nav to give a hardcore experience. But that’s far from the point, because when you actually drive this car you realise it makes total sense. It is incredibly stiffly sprung but when you’re really on it; it’s an incredibly well-sorted little thing. It’s constantly alert and writhes away at your hands and, my word, it’s grippy. I’m not overly keen on the expanses of red addenda

but the paintwork and rear diffusor are simply stunning. DJ: It may make sense on super-smooth blacktop enjoyed by the Germans, but here in Blighty it is a mess. The ride is not hardcore, it’s just downright uncomfortable; fine on the track, but for something that will spend most of its life on the road, the constant jolting offers nothing but an insight into the life of David Furnish. And, lest we forget, a hot hatchback is meant to be a jack of all trades. Can you take the kids to school in the Mini? No. Nissan gets around these problems by

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

Nissan Juke Nismo 1.6 Turbo £20,395 1.6-litre, four-cylinder turbocharged petrol 197bhp, 250Nm 134mph 7.6s 40.9 159g/km

business angle

A hot Juke is always popular The Japanese carmaker sold 865 Nismo units this year and the gender of typical buyers remains balanced with 42 per cent customers female and 58 per cent male. The manual option is the most popular, with 67 per cent opting for the six-speed manual gearbox and 33 per cent the CVT. The most popular colour is Storm White at 47 per cent. Nissan says the Nismo is ‘popular because the Juke is popular and hot hatches are popular. Therefore a hot Juke is popular’.

not pandering to silly racing driver dreams and remembering its customers want a fast car, not a stickered-up statement of failed ambitions. Jon: Mmm, I’m with Deej on this one I’m afraid – the GP is far too compromised. I’m used to the occasional jolt up the backside myself but chopping out the rear seats is a step too far. Those stick-on vinyl bits are daft too – it’s a £30,000 Mini for God’s sake, not a £30 remote control car. The Juke, on the other hand, I can get on board with. Quick, comfy, well-equipped and for £8,000 less – what’s not to like?

Batch: The fact that it’s not exciting enough to drive. I understand what Nissan has done with the Juke Nismo. It’s a manageable entrypoint into the normally full-on world of Nissan Motorsport. But while it’s quick the Juke is not terribly responsive, it rolls too much and in the looks department it’s not wholly successful. Why aren’t there two pipes to help expel an otherwise dull exhaust note? And what’s going on with those wheels? That said, the interior is tasteful, commendably sporty and quite a nice place to while away hours on an A-road – but not a B-road. CarDealerMag.co.uk | 45

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CarDealerMag.co.uk | 47

FEATURE. Nissan Juke Nismo v Mini GP the knowledge: Mini GP Model: Price: Engine: Power: Max speed: 0-60mph: MPG (comb’d): Emissions:

Mini John Cooper Works GP £28,795 4.2-litre V8, petrol 215bhp, 280Nm 150mph 6.1s 39.8 165g/km

‘It may make sense on super-smooth blacktop enjoyed by the Germans, but here in Blighty it is a mess. The ride is just downright uncomfortable.’ DJ: I’ll concede that the Juke isn’t as thrilling in the corners as most of its rivals, but I think the disappointment comes largely from its Nismo branding - something we’re more used to seeing on far more specialised machinery. If it was called something a little more innocuous – Juke ‘S’, for instance – it would have been exactly what we were expecting: a practical and easy to drive family runabout with an added dose of speed for those ‘let-your-hair-down’ moments. But you’re right, the exhaust note is as interesting as William Hague talking about vacuum cleaners. ��| CarDealerMag.co.uk

Jon: You’re both right, annoyingly. The Juke is a laugh, but there’s no chance you’d pick it over its rivals if sheer thrills are what you’re after. The best way to think of it is as a small family car that’s had a bit of a kick up the backside – still comfortable day-to-day, but not averse to being chucked about. I do sort of understand the Mini too, but there’s no way I could see myself buying one. Forget Fiestas, £28,000 will buy a top-end Focus ST with £3,000 to spare. Batch: Okay you two clowns. Final scores please. In the following categories give a score out five

in: Looks, Comfort, Handling, Performance, Wow factor and Value. The car with the highest combined total wins. But firstly I want to hear the reasons for your final positioning. and as before For me second has to go to the Juke Nismo I’m afraid. It’s just not as sporty as I would have hoped for – but it is cheap and should sell well. And first goes to the Mini. Yes it’s an expensive tart’s car but you can’t deny it’s drives the way a hot hatch should. And for that very reason it walks away with this one on this occasion. DJ: It’s the tartiness of the Mini that leaves

business angle

GP is a real collector’s treasure Set to be sold in a limited run of 2,000 cars worldwide, the Mini John Cooper Works GP has been developed specifically for the race circuit. As you would expect, Mini says its intended customers are ‘enthusiastic motor sport fans’. The JCW GP is, however, designed to run as an everyday road car. As such, it is aimed at sports car aficionados, collectors and tuning enthusiasts. But unlike the previous GP, the new JCW GP is not numbered making it easier to sell in a variety of countries around the world.

it in second place for me. I love the fact that it’s so focused, but it’s far too showy and uncompromising to be anything more than a trinket, and a hot hatch should be more than that. There are plenty of criticisms that can be levelled at the way the Juke drives when you’re on it, but it has a far broader range of skills: Effortlessly quick when you want it, but quiet and comfortable the rest of the time. No contest I’m afraid. Jon: Not to sound like a broken record here, but the Mini comes in second place for me too. It’s focused and very quick indeed, yes, but it’s closer

to being a one-off sports car than a true hot hatch. As far as I’m concerned, there are two questions you need to ask of a hot hatch: ‘Is it fun?’, and could you live with it every day?’. The Mini only ticks the first. The Juke, then, is my winner. Not only is it less compromised than the Mini, but it’s probably the least compromised hot hatch on sale today from a comfort point of view. Roomy, quick, and not back-breaking – if I worked in Nissan’s marketing department, I’d say it was all the car you’ll ever need. CarDealerMag.co.uk | 49

FEATURE. Fiesta ST v 208 GTI v DS3 R Racing Batch: We move on and the weather still hadn’t improved. The circuit was surrounded by duvetthick cloud and blasts of chilly air whistled around its bowl, and it didn’t make the task of choosing the best junior hot hatch of the moment any easier. Baggott: Thanks for that Michael Fish. You’ve remembered this is Car Dealer, right, not Barometers Monthly? I’ll do the honourable thing and get around to the cars. Hot hatchery is in British motorists’ DNA. We love little cars with big BHP. I know I do. They offer accessible performance, tons of fun and don’t cost the earth to run or buy. And the good news is they’re having somewhat of a renaissance at the moment. Manufacturers are back injecting some passion (saucy) into their ranges again so for this test we got as many of them together as we could. Leon: And we were lucky enough have a troupe of the most talked-about mini performance cars on the forecourts: Peugeot’s feisty 208 GTi, Citroen’s fashionable little DS3 Racing and Ford’s accomplished Fiesta ST. That’s 583bhp in total, all wrapped up in fairly unassuming exteriors well, apart from the DS3 Racing that looks like someone has gone mad with an Airfix model and some neon spray paint. The cars were brimmed with the most potent unleaded we could find at a local Shell garage, we filled up on sweaty egg sandwiches and pointed the potent motors towards Rockingham’s famous raceway for a long day of thrashing, sliding and general hatchback tomfoolery. Batch: And with that in mind Leon it’s only right we start off our argue… politely chatting about the Fiesta ST isn’t it? Before this test I hadn’t driven the little Dagenham geezer and wasn’t really expecting much. Could Ford really have produced the best junior hot hatch in decades when its rivals sported more power, exhibited more flair and showcased more technological wizardry. But, my goodness I was wrong. The whole car just feels right. Whether it’s the driving position where everything falls naturally to hand or the revvy little 1.6 four-pot, the Fiesta ticks every single box with alarming ability. It’s an amazingly complete package. Of course, you’ll be familiar with Fiestas of old won’t you Baggott. What with an XR2i in your garage... Baggott: Woah there Sir Quiffalot, I thought you were the editor of an esteemed motoring publication? Surely you of all people can tell the difference between the fuel-injected XR2i and the classic XR2.... Anyway, yes the new ST. I agree it’s an absolute corker. The sound is brilliant with Ford channelling the noise from one bank of cylinders up into the cabin. It handles superbly and on the track is masterfully rapid. I’m not a fan of the complicated dash with buttons spread ��| CarDealerMag.co.uk

‘With 200bhp it shifts too but, strangely, in a drag race between the three protagonists here it routinely came last. ’ across it like hundreds and thousands and the electric steering is too light for me, but I love the gear change and the looks are growing on me. Future classic in the making I think. Leon: I will have to agree. Simply hopping into the Fiesta and experiencing it for just a few seconds is enough to let the driver know this is one taut, focused track day machine. The gear change in the Peugeot could be condemned for being too slack and the clutch typically French and loose, while the DS3 Racing’s steering is a little numb and lifeless. Not the Fiesta. It’s like a

tightly-wound rubber band that springs into life every time the apex beckons. I may be getting ahead of myself here but the old Spider Senses say the Fiesta will be the cheeky chappy to beat in this test... Batch: No I can’t agree with that. While the GTi’s gearchange is nowhere near as crisp as the Fiesta’s, the little Pug has a lovely changing action, made all the more pleasurable with the weighty aluminium gearknob. Couple that with the dinky steering wheel coated in luscious leather (which I couldn’t stop fondling all

the knowledge: citroen ds3 racing Model: Price: Engine: Power: Max speed: 0-60mph: MPG (comb’d): Emissions:

Citroen DS3 Racing THP 207 £23,100 1.6-litre, four-cylinder turbocharged petrol 204bhp, 275Nm 146mph 6.3s 44.1 149g/km

business angle

In-your-face DS3 Racing is a hit in UK DS3 Racing’s average customer is a typically professional motorsport enthusiast aged between 35-50. With the majority of those customers male, they tend to look for extreme, standout styling and performance, along with a motorsport pedigree. Citroen says customers value the everyday practicality of the car because of its ‘five seats, a large boot and the fact it’s easy to drive around town’, enabling them to enjoy the car on a day-to-day basis. All 200 UK cars have been sold, with nine of them registered in March this year.

day... but that’s another story and not for this magazine) and the 208 likes being grabbed by the scruff of the neck. The 208 GTi is certainly a very commendable effort and if treated in isolation it’s a gem. But up against the Fiesta I start to question a few things. Is that engine note a little too polite? Is the styling a little too reclusive? Again, Baggott, what with your current mid-life crisis and desperate need to relive your youth, you’ve recently bagged a 205 GTi haven’t you? Regale us won’t you while I go and make a cup of tea. Baggott: Well Mr Floppy Head, you know me,

an expert in PROPER classic cars (not TR7s), so obviously I pounced on a 205 1.9 when I could. Having driven it quite a bit lately I was interested in how the 208 GTI would compare. Well, honest answer is it doesn’t. There’s an honesty to the 205 that the fussy 208 doesn’t have. Plus I like to be able to see the dials in cars I drive. Granted the 208 has a decent engine - I agree (hard to believe, I know) that it sounds pretty good and it’s quick too. But it just doesn’t excite me like the 205 does, or in the case of this test, the ST manages to. One thing in the 208’s favour though is its looks - they’ve certainly nailed that. CarDealerMag.co.uk | 51

FEATURE. Fiesta ST v 208 GTI v DS3 Racing I love the little chrome badge flicking off the rear windows. Leon: Sorry, but maybe I’m just not as fond of fondling leather steering wheels as Mr Batchelor is because I don’t think Peugeot has done enough with this car. When the GTi was parked up next to our standard 208 long-termer, it became apparent that the styling department had clearly decided to slap on a bit of chunkier trim around the doors and wheels, bolt on a lip spoiler (everything has a lip spoiler these days) and pop a bit of chrome effect plastic on the mirrors and rear windows. It’s obviously enough to impress Mr Baggott, the tallest magpie in the south, but I feel that evoking the raw, unadulterated driving thrills of the iconic 205 GTi requires a bit more than simple exterior chintz. Plus, it’s the best part of £20,000 and the drive just isn’t good enough for that sort of money. Apologies, in all of this Peugeot-bashing I’ve completely forgotten about the other Frenchman in the room, the Citroen DS3 Racing, a car I guarantee Mr Batchelor will like because it looks like one of the the Airfix models he spends many a lonely hour painting in his bedroom. Batch: Airfix? No Meccano, Leon. I absolutely adore the DS3 Racing. Oh sure it drives pretty abysmally - what with steering that’s so light it does nothing for your confidence during fast cornering, and a clutch that has a biting point so high it does quite ruinous things to your calf muscles – but it looks wonderfully jolly. This is how a hot hatch should be in my opinion. Totally mad to look at and quite loudly shouts about its intentions, the DS3 Racing may have the class and panache of shell suit but it has a sense of drama about it. With 200bhp it shifts too but, strangely, in a drag race between the three protagonists here it routinely came last. Perhaps its real carbon-fibre addenda is not as lightweight as we thought…? Baggott: Tres bien monsieur Les Quiffe. An interesting summary of a car I feel has no right to be here whatsoever. Firstly, yes people might be buying the DS3 in their droves, but I really can’t understand why. It’s ugly, adorned with more trinkets than a gypsy and in this R form looks like it’s been driven into a can of orange paint and sat on by an elephant. OK, it’s vaguely fun to drive, but so is a 1.2-litre Corsa, but I’d rather poke my eyes out with a fork than buy either. The Citroen badge holds no sway with me these days - I loved the honesty of the Saxo VTR and VTS (I even bought one of the former new), but the DS3 is trying too hard. And for that reason I dislike it greatly. Anyway, rant over, Leon what order do you think these should be in? Leon: The Man with the Golden Quiff is correct on this one. Hot hatches should be a bit mad, that’s the whole point of them. Remember when Renault made proper lairy machines with Liquid ��| CarDealerMag.co.uk

‘Maybe I’m just not as fond of fondling steering wheels as Batch is because I don’t think Peugeot has done enough with this car’ Yellow paint jobs and contrasting red brake calipers? Those were the days and I think Citroen has at least tried (very hard, in fact) to make this model look as bonkers as possible. It never fails to draw gawps from passers-by and fist-pumps of adoration from track-suited youths. Unfortunately the DS3 Racing doesn’t perform as well as its Tango wheels make out, it’s a bit of a sheep in wolves’ clothing. It tackles corners with aplomb, remaining flat and under control but it needs to be quicker. The fruity parp from the exhausts is intoxicating but the good old-fashioned drag race showed it up. It’s just not as quick in a straight

line as the other cars we have here. I’d be very interested in seeing its timed laps, though. I have a hunch it could be faster than the roly-poly Peugeot... Batch: Tres drole… I do not think. I will not rise to these quiff-based jokes. We are going to use the same scoring system DJ and Jon used to bring some order back to proceedings – it’s the fairest way. Give a score out of five in the aforementioned categories and the car with the highest combined total wins. But first I want to hear where you’re placing these three cars. Me

the knowledge: peugeot 208 GTI Model: Price: Engine: Power: Max speed: 0-60mph: MPG (comb’d): Emissions:

Peugeot 208 GTi 1.6 THP £18,895 1.6-litre four-cylinder turbocharged petrol 197bhp, 275Nm 143mph 6.6s 47.9 139g/km

business angle

GTi is a car for the mature hatch owner Following on from the iconic 205, Peugeot says the average customer of the 208 GTi is a top-end motoring enthusiast with 69 per cent of buyers aged between 45 and 50. Order-take on the GTi since the launch is just over 270 and, alongside the XY, is running at 10 per cent of the 208’s order book. Its most popular specification is with 17-inch ‘Carbone’ alloy wheels in aluminum or Oynx Black.

first: A surprising third is the 208 GTi for me. It’s surprising because while it’s faster and drives far better than the DS3 Racing, its looks let it down and it lacks the wow factor – something that’s so important for a hot hatch. Second goes to the DS3 Racing. Like Baggott I’m a fan of hot Citroens, having owned two in the past, and the best of which was a C2 VTS Code with leather seats trimmed in choice cuts of Dale Winton. I am, therefore, hugely accepting of Citroen’s mad approach to its spicy DS3. And the winner by a clear mile is the Fiesta ST. I’m in two minds about the looks – are those wheels too small? – and it’s

down in the power stakes, but it doesn’t matter. It’s one of the finest driving small cars in many a long year. Over to you Baggott, you greying so-and-so. Baggott: Greying? Look, at least I don’t need to resort to follicle topiary to cover my thinning head threads... Anyway, less of the hair chat, back to the hot hatches. In third for me is that ridiculous DS3R. I can’t get past the looks and there’s absolutely no way I’d ever consider buying one. Considering I’ve never seen one on the road I’m pretty sure most CarDealerMag.co.uk | 53

FEATURE. Fiesta ST v 208 GTI v DS3 Racing the knowledge: Ford Fiesta ST Model: Price: Engine: Power: Max speed: 0-60mph: MPG (comb’d): Emissions:

Ford Fiesta ST-2 EcoBoost £17,995 1.6-litre four-cylinder turbocharged petrol 178bhp, 290Nm 139mph 6.7s 47.9 138g/km

business angle

UK is a prime market for hot Fords The age of the average Fiesta buyer in the UK is around 55 years old and, unsurprisingly, Ford believes the consumer age of the ST is much younger. When it comes to styling, Spirit Blue is the most popular colour, making up 31.4 per cent of sales at 969. Ford says: ‘3090 Fiesta STs have been sold in the UK alone and male buyers are expected to be dominant over female’.

‘It handles superbly and on the track is masterfully rapid. Future classic in the making I think’ 208 GTi. I like the looks, like the driving dynamics and love the way it sounds. It’s an impressive all-rounder, if a little pricey. The Ford wins by a country mile, though, in my mind. It sounds great, handles brilliantly and I like the looks too. No wonder Ford has already sold out this year’s allocation... Leon: I know I’m going to sound like a sheep here, and not because I have just thought up a stonking quiff-related joke, but because I also gave plentiful points to the fast Ford. It handles majestically, with light but direct steering that ��| CarDealerMag.co.uk

just begs to be pushed into corners. The exhaust note is fruity and I don’t think anyone would tire of the intoxicating whoosh of the turbo as it spools up. It isn’t the prettiest thing in the world and I think it could take a leaf out of Ken Block’s book and really push the boat out in the styling stakes, but as an affordable all-rounder it’s unbeatable. The DS3 Racing scored well for me as it handled and rode brilliantly even if it was a little underpowered and was covered in daft stickers. Finally, the portly Pug with its spongey suspension settings and unimaginative styling limped over the finish line for me. Forget what

you see on the adverts, the GTi definitely isn’t back in my books. Batch: Well that’s clear then isn’t it? With two votes to one the 208 GTi grabs second spot while the Citroen DS3 Racing has to be content with third. But the overwhelming favourite out of these three is the Blue Oval’s Fiesta ST. For once we are all in agreement on something. The Fiesta ST is a masterclass in how to do a small, fast and practical little hot hatch. And it seems its fantastic mix of fun and affordability has won three more fans.

AND THE WINNER IS? Looks 1st PLACE

FIESTA ST 2nd PLACE

208 GTI 3rd PLACE

MINI GP 4th PLACE

JUKE NISMO 5th PLACE

DS3 R

Practicality Handling Performance Wow factor

Value

Total

Combined Total

4 3 4

4 3 3

5 5 5

4 5 4

4 4 3

5 4 5

26 24 24

3 4 4

3 3 3

4 3 4

3 3 3

3 2 3

20 18 21

4 3 4

1 2 1

5 5 5

5 5 4

4 4 3

1 1 1

20 20 18

3 3 3

3 4 4

3 3 3

18 19 19

5 2 5

3 2 3

3 2 2

5 1 5

2 1 2

21 10 20

Batch (editor)

James (boss)

Leon

Jon

THE VERDICT

Fiesta ST steals win by a country mile Well there we have it then. A hot hatch knockout with winners and losers. Taking last place is the DS3 with our testers saying it doesn’t handle as well as the others; a surprising fourth is the 208 GTi – that said it’s the best GTi since the 205 – while third is clinched by the strippedout Mini GP. Nissan should be pleased with the Nismo taking second but it’s the Fiesta that seals the deal. Everyone’s favourite, it seems the Blue Oval has created a real cracker. Future classic? We definitely think so.

DJ CarDealerMag.co.uk | 55

FEATURE. FORECOURT: Mercedes A45 AMG MERCEDES: Meet the mega hot hatch

OUR big shootout between the Fiesta ST, 208 GTi, DS3 Racing, Mini GP and Juke Nismo clearly show the hot hatch market is back – and with a bang. But what about further up the ladder? It’s here hot hatchbacks very much become mega hatches, with crazy power outputs and clever gizmos so they can take on sports cars costing double their list prices. It’s a small market place – only really occupied currently by the BMW M135i and, until a new RS3 comes along, the brand new Audi S3. The Germans know how to make a mega hot hatch and are completely in-tune with this very lucrative end of the market. Customers in this sector are willing to spend as much as they dare on being able to boast the highest power outputs and quote lines from the pages of car magazines. And now Mercedes has turned its attentions to this market and has produced the A45. Using the nous of its AMG division, the A45 AMG packs more power and go than any of its rivals. But it comes at a cost – the thin end of £38,000 to be precise, and that’s before any options are even considered. We managed to bag an early drive of the A45 AMG at our hot hatch shoot at Rockingham, and it goes to show the immense variety there is on the market for a performance hot hatchback. Long live the hot hatch!

the knowledge: mercedes a45 amg Model: Mercedes-Benz A45 AMG 4Matic Price: £37,845 Engine: 2.0-litre, four-cylinder turbocharged, petrol Power: 355bhp, 450Nm Max speed: 155mph (limited) 0-60mph: 4.6s MPG (comb’d): 40.9 Emissions: 161g/km

STYLE

on test

There are a few details which mark out the A45 over other A-Class models, but not many. Note the grille and different alloys

James Batchelor gets an early drive of AMG’s first-ever hot hatch What is it? It’s probably the most potent hot hatchback currently on the market. No – ignore that; hot doesn’t cover it. This is a mega hatch. Moreover, it’s the first spicy hatchback Mercedes’ hare-brained AMG division has ever produced, meaning it promises to be super fun. It wades into

battle against BMW’s 135i and the Audi S3.

What’s under the bonnet? Well unlike all other AMGs you’ve come across, there’s no brutish V8. For the A45, AMG engineers have used a 2.0-litre turbocharged four-cylinder engine. Doesn’t sound that exciting until you realise that it pushes out a frankly unbelievable 355bhp and thanks to four-wheel-drive 60mph comes up in 4.6 seconds. In fact, the A45 produces 178bhp per litre – that’s more than a Bugatti Veyron Super Sport! A45s only come with a seven-speed dual-clutch automatic gearbox.

What’s the spec like? Inside the A45 does feel like an AMG. There’s the obligatory suede-covered steering wheel and stubby gearshift lever. There’s also some dubious red touches ��| CarDealerMag.co.uk

HANDLING

With its four-wheel-drive system, it’s probably the most planted car AMG has ever made. It flies around corners with terrific verve

such as seat belts and air-vent surrounds. Standard equipment includes artificial leather, climate control, DAB radio and a 5.8-inch colour touch screen. But there’s no sat nav – a bonkers oversight in our opinion, especially on a car that costs £38k.

What’s it like to drive? Unsurprisingly, it’s quick. The A45 features a totally unique suspension set-up over lesser models and larger anti-roll bars. It means that the A45 handles like no other A-Class – it’s more grippy and planted on the road. It doesn’t have the last word in sharp handling, though – AMG could have worked harder on making the car a little more responsive through the twisty stuff. But the car’s exhausts that pop, bang and bark sound like nothing in its class and put its rivals

CABIN

Inside there’s no mistaking it’s an AMG. But considering the high £38k list price, we’re disappointed sat nav is not standard

to shame in the noise stakes. Gear changes are uber smooth even if they’re not immediate enough for our liking, but the car’s real party piece is its launch control. Traffic light starts will never be the same again, largely because of the feeling of losing your stomach due to the system’s ferocity and dexterity.

What do the press think of it? Car was impressed, saying: ‘The new Mercedes A45 is an impressive hot hatch, especially when you consider AMG has no history tuning family hatchbacks.’ What Car? said: ‘The A45 AMG is a stonking thing to drive in the right circumstances, However, we think the BMW is a better buy; it’s more fun to drive in most situations.’

What do WE think of it? Mercedes must be congratulated for not playing the mega hot hatch game lightly. This is not an A-Class tarted up with some AMG badges – there is some serious engineering here. In terms of thrills, the A45 is probably the class-leader as it is difficult to get away from that headline figure of 355bhp and 0-60mph in 4.6 seconds. But delve a little bit closer and there are some serious questions to be asked. Will customers really be prepared to spend an extra £7,000 on this rather than plump for the already-excellent BMW 135i (putting to one side the £51k list price for the car we tested)? That’s a difficult one and only the most hardcore AMG fans will opt for the A45 as opposed to the M135i. Time will tell but Mercedes has firmly stuck its flag into this market. [CD] CarDealerMag.co.uk | 57

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Mike Britton, Motor Sales Director

As always, at Barclays Partner Finance, we aim to give our dealer partners every advantage. ‘Countdown to Change’ is a new communication series where we’ll share useful tips to help our dealer partners navigate the biggest overhaul of consumer credit regulation facing the industry in a generation.

A partnership you can rely on Change is being seen across the point of sale finance industry affecting all of its stakeholders, including lenders like Barclays Partner Finance, and our dealer partners. The scale, scope and pace of change will be challenging for many of the dealer partners we work with. However, as a leading financial services provider that is already regulated by the

Financial Conduct Authority, we have the depth of knowledge and skills to support our dealer partners through this period of change. We’re planning a programme of communication with them over the coming year, starting with ‘Countdown to Change’. The first issue of Countdown to Change provides an overview of the upcoming changes

that motor dealers need to be aware of.

“The regulation of consumer credit in the UK is experiencing the biggest overhaul for a generation.”

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“…Barclays have led the way with a comprehensive informative booklet breaking down the complexity of legislation into practical guidance for dealers and introducers…this practical guidance will become invaluable to businesses…” Nigel Hawkins, Group Sales Director, Jigsaw Finance.

Some key points for you to note: • The Financial Services Authority was replaced by the Financial Conduct Authority and Prudential Regulatory Authority on 1 April this year. You will need to find out how this impacts you, including updating all of your documentation and point of sale material. • With the Financial Conduct Authority taking over the regulation of consumer credit from the Office of Fair Trading in April 2014: – You should start considering how your consumer credit business would need to change to comply with the Financial Conduct Authority Handbook. – You need to check that your consumer credit licence and your categories are correct. If you don’t have Category D and E, call the Office of Fair Trading to check whether you need them. Prioritise checking that all your trading names are listed correctly. • Familiarise yourself with key publications, including the Financial Conduct Authority consultation overview: www.fca.org.uk/static/documents/consultation-papers/cc-proposed-regime.pdf

What else can we do for our dealer partners? Barclays Partner Finance can offer your business the following: • Full range of finance products, including PCP • Finance decisions in minutes • Tailored pricing and commission rates • First-class service and 7 days-a-week support • A proactive partnership, with your own expert Sales Manager

• Engage with your Dealer Association to help keep up to date with ongoing changes.

For more information about becoming a partner and receiving a copy of the Countdown to Change newsletter, call 0844 811 7747.* Partner Finance

The content within this advertorial is for information only and does not constitute legal or regulatory advice. It is also not an exhaustive list of considerations and it is your responsibility to make sure you meet all of the regulatory requirements. If legal advice is required, businesses should consult their own lawyers. *For BT business customers, calls will cost no more than 5.5p per minute, min call charge 6p (current at July 2013). The price on non-BT phone lines may beCarDealerMag.co.uk different. | 59

focus on.

AA Cars

Go the AA way AA cars

W: theaacars.com T: 01920 252 474

orget posh coffee and a smiling receptionist, one of the most important elements in the car buying process is trust. Without it, customers won’t buy from you, and likewise, if you don’t get the trust you deserve from a partner or service, you won’t be in business for long. But with so many companies out there that offer services to motor traders, how can you make the right decision and work with a firm that puts trust first? Meet AA Cars. Using the already popular VCars platform, AA Cars helps car buyers purchase their next car by allowing them to compare the cars offered by independent and franchised dealers, read helpful guides on important aspects of motoring, and much, much more. Think of it as a portal that captures and directs car buyers to dealers with the cars they’re interested in and within a specified radius of home or work and you wouldn’t be far wrong. It was launched last month and the AA is quietly confident at the platform’s successful roll-out and wants to spread the word to dealers right across the UK. ‘The launch of AA Cars has been very successful,’ the AA’s president, Edmund King (pictured), tells us. ‘It’s quite a shrewd move by us in many ways, because despite the fact

‘‘

We’ve partnered with VCars to create this joint platform

��| CarDealerMag.co.uk

that the AA has a lot of information and advice to help people buy a car, this is our first serious venture into the market. ‘But now we’ve partnered with VCars to create this joint platform and, depending on whose statistics you quote, it makes us the third or fourth largest car sales platform in the market.’ And when it comes to big names, few can rival the AA. Since it was founded in 1905, the AA and motoring go hand-in-hand. It’s a household name, and as Britain’s largest motoring organisation it’s a brand that people trust. But being a trusted motoring organisation is one thing, being seen to be so openly involved in the world of selling cars is quite another – and arguably, not without risk. ‘You’re right – going down this route into the used car sales market might be

regarded as an adventurous thing for the AA to do,’ says King. ‘But I think we’ve got all quarters covered with AA Cars. Not only are we introducing buyers to the cars they’re looking for, we provide the tools to help reduce car buying risk – for example the online car history check as well as plenty of very sound advice.’ At its launch last month, criticisms were levelled at the platform by statements that AA Cars would ‘clean up car buying’. But the AA does feel the used car industry has a bit of an image problem. ‘I’m a car buyer myself, and like a lot of other car buyers in the UK, the experience of purchasing a car is a stressful experience,’ explains King. ‘Our AA Populus Survey, which records the responses of 20,000 AA members, found some interesting statistics: 64 per cent thought it was safer to buy from a main dealer, 65 per cent say they do lots of research, but well over a third at 38 per cent consider buying a car as risky. And only 37 per cent understand their legal rights when buying a car. ‘But another interesting thing is that 37 per cent tend to buy with their head rather than their heart. And so that means the majority of people when buying a car think ‘Oh I fancy that’ rather than properly thinking it through. To put it the other way round, 63 per cent buy with their heart rather than their head – and that’s significantly greater among men than women. ‘A third overall say that car buying is a stressful experience, and women particularly so – 39 per cent compared to 30 per cent. But equally, a third also think that car buying is enjoyable. I think you certainly can’t beat the joy of having done the deal and you drive away from the forecourt – that really is a thrill.’ AA Cars enables buyers to search for the car they want, and with 112,097 (at the time of going to print) cars available on the site there’s every chance there’s the perfect car for every customer.

‘There’s a lot of choice on AA Cars,’ says King. ‘We have around 2,000 dealers – we think as far as dealers are concerned the fact that the AA is getting into the market will probably be pretty attractive to them.’ So what are the benefits for dealers and why should you be joining the service? Firstly it’s website traffic. The AA has getting on for half of the UK’s drivers signed up as members. Each of those 15 million members has access to AA Cars through the AA’s main website, and they receive information through email and in the company’s web magazine. The AA’s famous route planner – which is the most popular and most-used element of the AA’s website, attracting some 24 million visits per month – also

directs traffic to AA Cars. And more traffic naturally means more people will view your cars. ‘We want our members to know the AA is, in effect, providing an online showroom with an endless choice of cars,’ says King. Of the cars currently available on the site, more than 99 per cent of them come with a complimentary 26-point car history check that is offered through Experian. ‘We feel dealers will appreciate the fact that AA Cars has a lot of people coming through the site who are empowered thanks to the videos and advice pages posted on the website. The customers will be better informed, which makes the selling of a car far easier for the dealer.’

But unquestionably the biggest benefit for a car dealer is the association with the AA and the marketing benefits it offers, as well as the up-front car history check. If their vehicles are on AA Cars, they will be seen to be a natural choice for customers. ‘I think that’s key,’ says King. ‘We’re able to make the buying process very straightforward for the buyer and I think that’s a big benefit for the used car market. The more transparent the car buying process is, the better it is – not just for car buyers, but also for car dealers themselves.’ By James Batchelor (@JRRBatchelor) CarDealerMag.co.uk | 61

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Professional Sales and Customer Service skills require nurturing to meet the increasing expectations of customers. Effective Automotive Retail Leadership & Management Development will play a vital role in steering Dealerships out of the economic downturn. Drive Development’s talented development professionals are experienced in guiding Dealerships through these training and development challenges. It starts with a free consultation with one of our experienced Development Consultants.

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Drive Development

Successful businesses are full of successful people drive development

hen it comes to handling leads, staff who are armed with all the skills and training they need are much more likely to handle them effectively. That’s the view of Drive Development Solutions’ managing director, James Hudson, who strongly believes the training of staff is one of the most important elements of a successful business. ‘That’s really where we come in; helping sales staff to actually perform to their maximum potential and increase the volume of sales in a dealership. And we’ve done that with a number of our clients already this year.’ The Cheshire-based company is dedicated to partnering with the industry and helping to provide training and coaching programmes that meet business needs and will automatically impact upon the dealership or organisation. While staff do receive training from manufacturers and group head offices, Drive Development says customers report that training is often ‘generic, bland and doesn’t have any impact because they can see no difference in the team.’ The company consists of four associate trainers, all of whom have previously worked in the industry alongside leading manufacturers, automotive companies or in manufacturing. In essence, they are experts in understanding lead process consultancy and coaching. According to research conducted by Lombardo & Eichinger (1996) only 10 per cent of training is actually remembered six months after the training event. ‘When we design our training courses, we utilise the latest techniques to make sure that the delegates remember the 10 per cent that is actually going to

W: drivedevelopment.co.uk T: 0800 133 7070 make a difference,’ Hudson says. The training and development programmes, including a two-day Customer Service Workshop, will instantly increase the volume of sales achieved in dealerships. ‘We focus on how we can maximise the full potential of our clients,’ explains Hudson. ‘It’s all about developing the skills of the sales team and making sure they are able to perform at their best each and every day in order to increase the volume of sales in a dealership. We’ve done this with a number of our clients.’ While the company can design and deliver bespoke training programmes to cater for an individual organisation, the group also offers highly interactive public workshop programmes. ‘Our public workshops are very popular. In fact, they’re becoming more and more popular all the time. A dealership can send a sales member to a public workshop, where they will meet a number of other people from within the industry and other dealerships, and they can practise and learn from each other,’ says Hudson. ‘The curriculum we deliver to them is based around the importance

of structuring sales conversation, how to handle rejections effectively and how to negotiate a sale.’ Similarly, Drive Development will actually visit a dealership and spend the day with the sales team right on the forecourt where it can guide them through their everyday procedures. ‘We’re guided very much by the dealership and its needs,’ Hudson explains. ‘We’re experts in learning and how to optimise sales skills, but our clients are experts in their business and they know their customers. We work in partnership with our customers to understand their business and align our training solutions ensuring that they’re relevant and practical, to suit their business, because every dealership is different.’ Essentially, the team can offer dealerships real-life coaching, which gives their customers the opportunity to witness instant results within their work environment. ‘The beauty of sales coaching is that we’re in the moment,’ Hudson says. ‘We’re in their dealership where we can observe the staff and carry out one-on-one coaching with them, and because it’s in the moment, they’re able to see instant results. ‘We can work very quickly with individuals and provide them with feedback by engaging with staff and providing them with thought-provoking questions and feedback. ‘Businesses aren’t successful – people are. Successful businesses are full of successful people who have and use the right skills.’ By Sophie Williamson-Stothert (@1Sophie_W)

‘‘

Our public workshops are very popular

CarDealerMag.co.uk | 63

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focus on.

DSG Financial Services

Stop those leaking leads from causing damage DSG

W: dsgfs.com T: 0844 880 0660

eakage. In the world of selling cars, the importance of resisting finance opportunities leaking away cannot be overstated. Internet-based finance acquisition is becoming a key player in how customers opt to fund vehicles and potentially represents a very real threat to F&I income for all dealers whether new or used. The advent of website brokers that specialise in capturing the potential of this market means that dealers across the UK are losing the opportunity to offer finance to customers who appear waving a pre-approved acceptance from such companies. Worse still, internet brokers can sometimes exert a high level of control over where the customer can purchase a vehicle from, meaning dealers that don’t co-operate can be losing potential sales, let alone losing the finance income. Research suggests that many customers view cars on dealer websites and then go and get finance approved elsewhere. Once the application process starts it often ends with a completely different dealer benefiting. Type ‘car finance’ into a search engine at anytime and the main players are evident. It’s fair to say some can have little interest in protecting dealer profitability and might ruthlessly divert customers to dealers where they might have partnerships and actually receive income from the dealer. Dealers should not be under the misapprehension that only non-prime buyers are engaged in this, as top-quality prime borrowers are equally of the belief that a better deal is waiting to be sourced on the internet. This is how DSG can help. The company has been working with dealers in the point-of-sale finance market for nearly 25 years. In the dealer community, DSG is a well-respected firm that provides professional services for its dealer partners. It is also an expert in the finance market and is wellplaced to stop finance opportunities leaking away from a dealer’s business. DSG’s Absolute Leads programme is a

‘‘

DSG is an expert in the dealer finance market partnership that allows the company to capture a dealer’s internet-driven finance opportunity before it migrates to the big internet brokers. In order to retain visitors and attract interested browsers to dealer websites DSG suggests that the need to move to another site to sort online finance is removed. Essentially, DSG can tag a finance application to any dealer website, allowing credit-inquisitive customers to get approval on the vehicle they have been looking at. These applications are then screened and filtered. The positive opportunities are contacted by the DSG call centre, which works with the customer to turn their inquiry into a fully restructured credit approval on the car they were looking at. At this point there is a handover of the full opportunity to the original dealer who then just

has to close the deal and deliver the car. There is very little work setting up Absolute Leads, and DSG will work with a dealer’s website provider to make the simple changes required very quickly. The reporting suite allows dealers to see every application made and how it progressing, and displays a detailed breakdowns of efficiencies. Effectively this means DSG’s dealer partners are able to retain customers who have looked at their vehicles and can also benefit from a share of the finance profit. With the car market all set to continue its upward trend, working with a company such as DSG to stop lucrative finance deals leaking away could be the best decision a dealer makes this year. ByJames Batchelor (@JRRBatchelor) CarDealerMag.co.uk | 65

DATA FILE.

Thestatistics n

SMMT Sales Data

Taking Stock

Jubilation as July posts yet another monthly rise Strong July results in SMMT adjusting its 2013 forecast upwards THE SMMT has raised its forecast for 2013 new car registrations, predicting an 8.4 per cent increase of 2.216 million units. The results show a strong performance across the private, fleet and business market sectors, which saw the seventeenth successive monthly rise in July. New car sales figures show monthon-month sales were up by 12.7 per cent in comparison to July last year, growing to 162,228 units. Meanwhile, private registrations increased by 11.9 per cent. Ford is still topping the best-seller board, as the company received double the expected number of orders for the Ford Fiesta ST in its first six months on sale. The manufacturer saw a 38 per cent rise in registrations for July, a market

share growth of almost three per cent or 7,000 cars. Meanwhile, demand in Europe continues to boom with more than 3,000 Fiesta ST orders since it went on sale at the end of March. ‘Strong business and consumer confidence in July saw the new car market continue to rise, posting double-digit growth in the month,’ said SMMT interim chief executive Mike Baunton. ‘Now we have evidence of consistent growth, we have raised our forecast for 2013 new car registrations to 2.216 million units, an increase of over eight per cent on last year.’ Head of retail and wholesale at Barclays Richard Lowe said: ‘After passing the half-year mark with strong numbers, we continue to see robust sales keeping the UK car market head

and shoulders above our European counterparts.’ The Retail Motor Industry Federation (RMIF) said strong consumer incentive had been the main drive behind the increase in new car registration figures. NFDA (National Franchised Dealers Association) director Sue Robinson added: ‘Dealers are reporting increased footfall in showrooms as consumers are drawn in by new products and services offered by dealers and manufacturers. ‘With such strong manufacturer and finance offers currently available, dealers are reporting that it is proving much easier to close a sale. ‘However, competitive pricing and strong incentives remain important if the sales trend is to continue throughout 2013.’

Plug-in sales power skywards by 70.7 per cent JULY’S SMMT figures revealed that new car registrations of alternativelyfuelled and plug-in vehicles have also increased. Interestingly, registrations of alternatively-fuelled vehicles grew by an impressive 17 per cent in July to 2,432, meaning the segment hit a 17,859 units for the January to July period, representing an increase in market share from 1.4 to 1.5 per cent. Plug-in car registrations have risen by an outstanding 70.7 per cent ��| CarDealerMag.co.uk

over the first seven months of 2013 from 1,104 units a year ago, to 1,885. Already this year, registrations have

exceeded 80 per cent of 2012’s fullyear volumes and are 11 times higher than in 2010. This growth reflected the increased availability of products across the UK and wider interest from motorists who want to minimise their carbon footprint. More than 10,000 plug-in vehicle charging points have been installed across the country, with around half match-funded by the Government’s Plugged-In Places initiative.

SMMT sales data July/year to date

Top

Most-improved manufacturers in July Lotus

+47.06%

Abarth

+39.13%

Ford

+38.16%

Maserati +33.33% Jaguar

+29.48%

Bottom

Worst-performing manufacturers in July Proton -100.00% S/Yong

-63.10%

Chrysler -59.24% Perodua -51.85% Subaru

-33.08%

Ford +38.16%

ssangyong -63.10% Figures supplied by SMMT

July 2013February July 2012 Marque

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

2013

96 376 45 10,761 131 8,390 701 172 5,732 1,303 4,610 25,597 3,372 4,997 28 1,155 133 6,027 3,459 692 25 20 2,196 7,673 27 3,147 397 9,195 13 7,375 731 0 2,319 0 2,929 4,922 342 31 87 1,739 6,645 18,165 14,029 2,274 81 89 162,228

% market share

0.06 0.23 0.03 6.63 0.08 5.17 0.43 0.11 3.53 0.80 2.84 15.78 2.08 3.08 0.02 0.71 0.08 3.72 2.13 0.43 0.02 0.01 1.35 4.73 0.02 1.94 0.24 5.67 0.01 4.55 0.45 0.00 1.43 0.00 1.81 3.03 0.21 0.02 0.05 1.07

4.10 11.20 8.65 1.40 0.05 0.05

2012

Year to date (YTD)

% market share

2013 % Change

69 496 67 9,094 118 7,302 846 422 5,344 0 3,712 18,527 3,619 5,226 33 892 127 5,593 3,436 578 17 15 1,825 6,615 23 2,914 319 8,313 27 7,142 702 19 2,547 24 2,388 4,238 333 84 130 1,398 5,740 17,999 13,435 2,016 54 66 143,884

0.05 0.34 0.05 6.32 0.08 5.07 0.59 0.29 3.71 0.00 2.58 12.88 2.52 3.63 0.02 0.62 0.09 3.89 2.39 0.40 0.01 0.01 1.27 4.60 0.02 2.03 0.22 5.78 0.02 4.96 0.49 0.01 1.77 0.02 1.66 2.95 0.23 0.06 0.09 0.97

3.99 12.51 9.34 1.40 0.04 0.05

39.13 -24.19 -32.84 18.33 11.02 14.90 -17.14 -59.24 7.26 0.00 24.19 38.16 -6.83 -4.38 -15.15 29.48 4.72 7.76 0.67 19.72 47.06 33.33 20.33 15.99 17.39 8.00 24.45 10.61 -51.85 3.26 4.13 -100.00 -8.95 -100.00 22.65 16.14 2.70 -63.10 -33.08 24.39 15.77 0.92 4.42 12.80 50.00 34.85 12.75

807 3,163 575 84,528 727 73,604 7,465 1,551 48,516 8,297 34,033 188,993 33,598 44,132 266 9,813 1,091 43,205 33,579 4,806 122 194 17,838 62,310 156 28,467 5,431 70,856 165 63,628 4,632 15 22,354 3 25,681 37,306 3,263 322 1,187 18,859 54,003 150,805 115,346 19,054 503 602 1,325,851

%market share

0.06 0.24 0.04 6.38 0.05 5.55 0.56 0.12 3.66 0.63 2.57 14.25 2.53 3.33 0.02 0.74 0.08 3.26 2.53 0.36 0.01 0.01 1.35 4.70 0.01 2.15 0.41 5.34 0.01 4.80 0.35 0.00 1.69 0.00 1.94 2.81 0.25 0.02 0.09 1.42

4.07 11.37 8.70 1.44 0.04 0.05

2012

%market share % Change

676 4,654 549 75,099 781 71,816 9,657 2,028 42,674 0 29,197 168,905 31,130 40,394 329 7,999 1,308 39,071 29,511 5,329 99 186 16,859 54,405 553 27,528 3,868 62,290 272 59,624 4,641 174 22,122 200 21,574 32,314 3,015 504 1,364 14,166 51,039 133,931 109,240 19,313 599 577 1,201,564

0.06 0.39 0.05 6.25 0.06 5.98 0.80 0.17 3.55 0.00 2.43 14.06 2.59 3.36 0.03 0.67 0.11 3.25 2.46 0.44 0.01 0.02 1.40 4.53 0.05 2.29 0.32 5.18 0.02 4.96 0.39 0.01 1.84 0.02 1.80 2.69 0.25 0.04 0.11 1.18

4.25 11.15 9.09 1.61 0.05 0.05

19.38 -32.04 4.74 12.56 -6.91 2.49 -22.70 -23.52 13.69 0.00 16.56 11.89 7.93 9.25 -19.15 22.68 -16.59 10.58 13.78 -9.81 23.23 4.30 5.81 14.53 -71.79 3.41 40.41 13.75 -39.34 6.72 -0.19 -91.38 1.05 -98.50 19.04 15.45 8.23 -36.11 -12.98 33.13 5.81 12.60 5.59 -1.34 -16.03 4.33 10.34

SMMT HAS REMOVED DAIHATSU AS it registered no new vehicles in 2012. A new entry for 2013 is dacia CarDealerMag.co.uk | 67

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DEALERSHIPS WITH A STRAN GE STORY TO TEL L

9/8/13 17:20: 03

Feature.

Wherefore art thou Romeo?

Brewer takes advantage of complacent Baggott and spends his dosh on a little Italian drop top...

MIKE’S story

£50 car CONTEST

current tally

£1,625

ell, you might remember last month I’d taken a call on a mint Mazda MX-5, which I was offered unseen by a pal in the trade. Well, all I can say is if that’s a mint car it must have been a polo due to the number of holes in it. Turns out it wasn’t quite as described and needed more lead than a church roof. Now nornally I would have shaken hands and passed the car onto to Edd and told him to get on with turning it into a tasty example. But as this challenge is for charity, my mate agreed to take it back. He said it wasn’t as described and he couldn’t let me take it away like that. Unfortunately he’d already committed to taking it, and as good as he is, he lost a couple of hundred pounds on the car. If anything, it goes to show, even the best get caught out sometimes! So, what was I going to do? I couldn’t have Baggott beating me and this is when my good mate James McCarthy of McCarthy Cars came to the rescue. The company has been trading in south London for 40 years – which is nearly as long as I’ve been in the game – and James is a top bloke. Don’t forget he won the prestigious Customer Care award in our Used Car Awards last year. James heard about my predicament and came to the rescue with a corker of a little topless Italian. He had just taken in a 1998 Alfa Romeo Spider against a nice new drop top and gave good money for it to make the deal happen. There is no doubting it was a cracker with only 50k on the clock, black leather and metallic black paintwork. The last owner had owned it for 10 years, so I knew the chances of it being another MX-5 were slim. Being a top fella, James took a hit and gave us the car for £500. And not only that, his guys gave it a proper wash and wax in the process and when I arrived to pick the car up it looked amazing. In fact, being the dealer that I am, I took pictures of it there and then, saving me worrying about getting it dirty before I’d advertised it! I had to drive it back to base round the M25 on the busiest and hottest Friday afternoon of the year. I sat in almost stationary traffic from

Croydon to the M3. Now, that’s a frustration when you’re in a nice new car with air-con, but when you’re in a 15year-old Italian gem, renowned for reliability issues, it always gets the heart racing a little. And the aircon had seen better days and was just blowing warm air around my ears. The car ran warm, but it didn’t overheat. Despite the hot weather though, the Spider was running like a dream. Sure, she could have done with a bit of fettling, but as she didn’t have a big service history (the last owner’s son was a grease monkey for a big franchise outfit, so it was

home-serviced) I decided just to give her a 12-month ticket and a quick service and move her on. Given that McCarthy Cars had done me such a deal on the little Alfa, I threw it on a well-known online auction site for three days, just when the hot weather turned to storms. The car sold for £1,100 two days later. In reality, if we’d had more time we should have got more, but we needed to out this quickly and we still took a healthy profit for BEN. All told, after our costs, we still cleared the best part of £500 – which wouldn’t keep me in the lifestyle I’m accustomed to, but for a quick turnaround it’s made some money for BEN – and that’s all that counts. [CD] Next month we tally up the final scores and see if Brewer has beaten Baggott (I hope he does, Editor Batch.) CarDealerMag.co.uk | 69

TAKING STOCK. Once again, Motors.co.uk and BCA give their thoughts on what dealers should be paying attention to in the months ahead. Here’s what they have to say

‘Global weirding’ Get rid of those good news for cars in poor convertibles condition. Fast comments Dermot Kelleher, Motors. co.uk’s head of business intelligence

op retailers are reporting massive increases in year-on-year sales of paddling pools, fans, BBQs and ice cream. Indeed, you could be forgiven for thinking that the UK population had never seen the sun before. However, while the summer heatwave – attributed to the new phenomenon of ‘global weirding’ – has been good news for the high street, savvy motor retailers have also benefited from the 30 degree temperatures. In the first two weeks of July, we saw a 37 per cent increase in search traffic for convertible models on the Motors.co.uk network. The upsurge went hand-in-hand with an increase in total traffic to the site, showing that consumers have been inspired by the sunshine to seek out their next car – perhaps one with airconditioning! While May was the strongest month for convertible searches, we had started to see a decline through June which is a normal seasonal trend. However, the current high temperatures and predictions for a summer of sun are good news for those dealers who got in early and bought up the high-quality convertible stock while rain was falling and prices were lower. As the good weather continues,

July searches up 37%

��| CarDealerMag.co.uk

we expect to see search traffic for convertibles to remain high and dealers with something a little bit different or quirky on their forecourts could see some very strong interest from the consumer market. Indeed, the top five convertibles searched on the network in July included the BMW 3-Series, Saab 9-3, VW Beetle, Audi A3 and Audi A4. Ultimately, there will always be seasonal trends and dealers can expect sales of convertibles to be higher in the summer months, while 4x4s will perform better in the winter. But it can’t hurt to keep an eye on the long-range weather forecast. You never know; the convertible you pick up under book price in the rain could make you a strong margin once the sun comes out from behind the clouds!

Average mileage

says Simon Henstock, BCA’s UK network operations director

ur latest report shows that the headline average monthly used car value in July declined by 1.8 per cent, with fleet and lease values falling and dealer-part exchange values static. Good news though – year-on-year values remain well ahead and are up by 11.2 per cent as good quality stock remains in short supply and demand from professional buyers remains relatively strong despite the market entering one of the traditionally slower times of the year. However, vehicles in poor or below-average condition must be valued in line with market expectations to attract buyers. Our advice is sellers should consider adjusting valuations now on poorer condition cars with a view to

remarketing them before volumes begin to rise and buyers have more choice from mid-September onwards. Across the board, used cars averaged £6,875 in July, down by £125 compared to June, but significantly ahead of July 2012 by £695 (11.2 per cent). Average mileage continues to fall and cars are one month younger when sold in 2013 compared to last year. Average performance against CAP Clean is around one point down, year-on-year. Fleet and lease values fell back slightly from June’s record value but remain significantly ahead year-on-year. Dealer part-exchange values were static compared to June, but also recorded a substantial yearon-year uplift. Nearly-new values rose sharply largely as a result of a change in model mix. Cars entered from dealer part-exchange sources have outperformed the market in recent weeks, thanks to sensible appraisal and reserve setting from vendors. As in previous months, cars presented in grade one and two condition will typically make values well in excess of guide price expectations. [CD]

Average price £6,875

Buyers’ guide

E-Class

..in association with

(W211) 2002-’08

Warrantywise helps you choose the best stock for your forecourt. This month the Mercedes-Benz E-Class is the model in the spotlight

What is it? Launched in 2002, the W211 E-Class was another evolution of the previous model and was considered by the motoring media as an even more competitive offering to its long-term rival the BMW 5 Series. Before sales began, the car was shown in the movie Men in Black II. The W211 E-Class was facelifted in June 2006 for the 2007 model year to address quality and technical issues raised by earlier models, while the Sensotronic (electro-hydraulic brake system) was also dropped. In 2007 the diesel version of the E-Class was rebadged from CDI (Common rail Direct Injection) to Bluetec.

What CAN GO WRONG? There are a number of things you should be looking out for. A common problem is the heater valve failing, usually sticking in the cold position. Another is the brake lights. Check them and if they’re not working, it’s more than likely a faulty brake light switch rather than an ECU issue. Sensotronic on earlier cars is known to fail. A faulty pump will in most cases exhibit a display

message ‘Service Brakes Visit Workshop’. This is an expensive job. If the rear windscreen heating is not working, it means burned out contacts in the rear SAM (a box that houses fuses and relays, left side of the boot). If the car has Comand with sat nav, then check carefully if the in-dash DVD slot accepts CDs and DVDs – the same applies to the DVD reader for map data in the trunk. If they fail to read a disc, then it calls for a replacement of the unit. Sometimes cleaning the laser lens helps a bit but this fix is rather short-lived and it will sooner or later require replacement. Cars fitted with Valeo radiators can leak coolant which enters the transmission cooling circuit, damaging the torque converter, resulting in a new gearbox being needed. Check the radiator has been replaced

What’s the perfect E-Class? Avoid cars with manual transmission and cars with a petrol engine unless it’s the AMG version. Do not buy a car without leather unless very cheap, Manual AC is also likely to mean you will struggle. Comand will help sell the car, post-2006 cars are the best buys. [CD]

Warrantywise’s top E-Class facts 19 per cent of all 2008 E-Class (2008) warranties in the last 18 months have claims logged against them Pricing: Trade warranty price: £150 – six months (Platinum cover)

Top claims: n Central Locking System £1415.68 n Engine Cooling Fan £423.50 Top problems: n Sensotronic (Pre-2006 cars) n Leaking radiator

KNOWN PROBLEMS

There’s a wide variety. Early cars fitted with faulty Sensotronic can be very costly to fix – so avoid. Watch out for leaking radiators too.

THE RIGHT BUY

Post-2006 E320 CDI Elegance auto in either silver or black. Ignore petrols – large or small capacity – manuals or anything in white.

Cover your customers from unexpected repair bills & maximise

your proﬁts.

0800 001 4550

www.warrantywise.co.uk CarDealerMag.co.uk | 71

data file.

JULYSEARCHES

Percentage of total number of searches on TheVanWebsite.co.uk for the month Mercedes-Benz Sprinter

4.76%

Values for used vans continue upward march Manheim report: Wholesale used van values rise year-on-year

Ford Transit

6.02% Volkswagen Crafter

2.44%

Mercedes-Benz Vito

4.31% Volkswagen Transporter

5.25%

VW Caddy

2.19% Vauxhall Vivaro

3.73%

Ford Transit Connect

2.83% Mitsubishi L200

3.99% Fiat Ducato

3.60%

anheim’s figures show the average value of light commercial vehicles is 2.1 per cent higher compared to the same period last year. Figures from the company’s latest Market Analysis show that the drop in the average value of LCVs was partly due to an increase in average mileage and age of the vehicles appearing at auction, with the average age increasing by two months to 62 and average mileage jumping by 416 to 81,929. However, when looking at the market as a whole over the past 12 months, values rose, despite an increase in average age of four months. Commercial vehicle manager at Manheim remarketing, Tim Spencer, said: ‘We need to treat this fall in used van values carefully, as the impact of supply

and demand affects the market, as well as the usual summertime lull, which has influenced the selling price.’ However, over the past 12 months, values rose despite an increase in average age of four months. Looking at the month-on-month trends in more detail, the average selling price increased for three of the 10 segments analysed during July, which were up 31 per cent. This increase in value can be explained by the considerable decrease in mileage of 6,459 and age by seven months. The analysis also highlights that the van segment softened slightly in July, with a reduction in selling price of only £131. However, it remains the largest element of the market, accounting for 34 per cent of the vehicle volume at auction.

Pimp my Sprinter... for $400,000 CAR customisers, Lexani, has transformed the builder’s favourite Mercedes Sprinter into a Reale limousine for celebrities wishing to hide away from the camera lens. Using the Sprinter’s base, the US-based company has equipped the Reale to Rolls-Royce standards with a number of luxurious extras. Although the exterior remains

commendably discreet, the interior is finished with goldgilded buttons and switches. This glamorous van also features obligatory electrically operated seats and a flat-screen TV. Owners can even make themselves a quick brew using a hidden coffee machine or chill their bubbly in the fridge. Prices start from $400,000.

your sales...

With the #1 website dedicated to vans ��| CarDealerMag.co.uk

..in association with

DEALFINDER.

Latest deals on COMMERCIALS

consumption of 42.2mpg, so it’s not fuelthirsty. It features sports suspension, deluxe wood interior, coloured autolux leather upholstery and a sliding sunroof blind, and has a maximum loading weight of 883kg, allowing plenty of room for everyday purposes while offering a bit of luxury to each journey. Type bit.ly/TranSeptDeal into a web browser for more details.

VOLKSWAGEN TRANSPORTER FOR a deposit of £671.37, Volkswagen’s 2.0-litre TDi Transporter is now available from just £223.79 per month plus VAT over a course of a 36month period. This deal is based upon a 10,000-mile warranty over the course of the three years. It has a fivespeed manual gearbox, which produces 84bhp and has an average combined fuel consumption of 37.7mpg coupled with a

loading weight of 749kg. When it comes to fuel efficiency and load capacity, the Transporter is not at the top of our list, but it does come with a few interior benefits. Inside, the Transporter does feature a few luxuries, coming equipped with a CDR 500 radio and personal line interior range with twin storage bins in the boot. Type bit.ly/VWdealSept into a web browser for more details.

NISSAN NV400 NISSAN’S bold-looking Nv400 is priced at a competitive £15,999 and comes with a standard manufacturer’s warranty of three years and 10,000 miles. The 2.3-litre dCi H3 SE van produces 145bhp and is mated to a six-speed manual gearbox. It has a combined fuel consumption of 30.5mpg and a maximum loading weight of 1176kg, making it one of the largest

COOL CONVERSIONS

Bucking the trend

FORD TRANSIT CUSTOM FORD’s Transit remains the backbone of British businesses and the new Transit Custom TDCi is now on offer to business users only for £193 per month plus VAT. This deal is built over a 24-month payment period and a 10,000-mile warranty for a deposit of £1,930. The six-speed manual diesel can produce 125bhp and has a combined fuel

Lawton

options on this month’s list. The NV400’s striking looks certainly differentiate it from its competitors, with its distinctive grille and lights. It’s an ideal contender for business customers looking for a heavy-duty vehicle in which to transport their everyday items back and forth to each job. Type bit.ly/NVdealSept into a web browser for more details.

ccording to the latest figures from the ACEA, European Automobile Manufacturer’s Association (think SMMT but for Europe), the new commercial vehicle sales figures make for some depressing reading. They show a market in steady decline, June figures were down 4.8 per cent compared to the same month last year and the over the first half of 2013 the market has contracted by 6.9 per cent. Breaking those figures down to individual countries showcases some really horror stories – France down 9.4 per cent, Spain down six per cent, Italy down 19.5 per cent and even Europe’s economic powerhouse, Germany, saw 10 per cent fewer commercial vehicles sold. However, the UK experienced a growth of 7.2 per cent. SMMT figures reported a first half increase of 11.18 per cent in the sub 3.5t van market. Leading the pack was Ford (who else?) which saw tremendous growth rates of 26 per cent over the first six months of the year. The Blue Oval now outsells its nearest competitor two-to-one, if you happen to be a Ford commercial vehicle retailer you’re entitled to feeling a little smug right now. Just why is the UK bucking the trend? There’s no silver bullet, there’s likely to be a variety of factors at work not least the market is in bouncing back from a significant depression brought on by the wide economics stagnation. There are also the recent changes to whole vehicle type approvals which might have meant that larger fleets have speeded up their fleet replacement cycle. The final major reason is that after five long hard years it would appear that UK plc, and let’s whisper this, is finally coming out of the doldrums.

‘Whisper it: UK plc is finally out of the doldrums’

Who is Richard Lawton?

Richard is marketing manager for Really Good Domains and on the team at TheVanWebsite. co.uk and ContractHireAndLeasing.com. Contact: richardl@reallygooddomains.com

Call 0161 482 7650

for your 3-month trial or visit thevanwebsite.co.uk/trial CarDealerMag.co.uk | 73

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auctions.

Kia sets new sales record bit.ly/newKiarecord

Dealer Harwoods signs new BCA deal Auction firm shakes hands with Harwoods to remarket stock

‘This first sale featured a superb range of attractive prestige stock and we saw a lot of interest from both buyers in the hall and via BCA’s Live Online service, which led to a great result,’ BCA’s UK sales manager, David Burden said. ‘We are delighted to welcome the Harwoods Group to BCA London Enfield and we are looking forward to a long and successful remarketing partnership.’ Harwoods has adopted BCA’s exclusive ‘Smart Sell’ system across the retail group, meaning every incoming non-retail partexchange vehicle is remotely entered for sale using BCA’s software. ‘BCA offered us a comprehensive remarketing package, including the ‘Smart Sell’ service which means we can start the remarketing process immediately for those part-exchange vehicles that do not fit our retail profile,’ said Harwoods’ sales director, Alex Merricks.

Average ex-fleet price reaches yearly high ACCORDING to Manheim’s Market Analysis report for June 2013, the average selling price of ex-fleet vehicles reached a yearly high of £7,368 and a dramatic increase in the year-on-year value, which rose by 10 per cent for the period of June 2012 to June 2013. Thedealer figures reveal thatads the average Car cowboy 8/4/13

auction stations

How did we survive?

ritish Car Auctions has signed a new deal with the southern-based prestige dealer group Harwoods, which will see around 3,000 cars offered annually through a programme of sales staged at BCA London Enfield. The new sales programme at BCA, which commenced on August 1, 2013, and will continue to take place every Thursday, is set to offer a wide selection of premium makes and models at a variety of ages and mileages, with the average selling price expected to be around £8,000. In the first sale, ‘Smart Sell’ hosted a selection of more than 60 vehicles in which 90 per cent of the cars were sold for a turnover of nearly £450,000, equivalent to 97 per cent of CAP Clean. The sale attracted a large crowd of buyers to BCA London Enfield and a further 115 dealers logged on via BCA Live Online, purchasing 23 per cent of the cars on offer. Every vehicle in the programme is pre-sale prepared to a high standard and offered with a BCA Assured report.

Henstock

value of used cars from the fleet sector rose by £530 during June 2013, which is reflective of a fall of four months in average age and a decrease in average mileage of 1,637 miles. Manheim says the high selling price of vehicles achieved in June can be attributed to the lowest figures for the year-to-date 13:19 Pagein4both age and mileage.

No cowboys. Just Just trade trade professionals. professionals.

he use of internet channels to remarket used vehicles is now so well established that it is hard to imagine how we ever got by without online bidders. In the 13 years since BCA introduced the Live Online concept to the UK market, the annual volume sold by our company to online bidders has gone from a few dozen manufacturer cars to the 135,000 plus units sold at BCA last year. Online selling will continue to grow, particularly as the data quality available increases buyer confidence in purchasing online. BCA routinely offers vehicles online prior to the physical sale – and further upstream through affinity sales programmes – while the Appraise, Value and Sell technology gives sellers the opportunity to sell vehicles without moving them from their current location. However, the next stage of the digital revolution is already here. The use of business intelligence data and analytics is becoming more widespread and demand for this information will inevitably grow. This includes looking at a wider range of data to inform reserve price setting, such as daily, condition adjusted vehicle valuations, vehicle demand data (which channel the vehicle might best sell in, which sales to enter it in) and utilising consumer data such as retail market pricing and demand information. There is also data around the benefits of vehicle preparation, mechanical checks, vehicle movements and other activities in the remarketing process. By improving data consistency and capturing additional details, this in turn gives online buyers more confidence in the vehicle, increasing the level of interest and competitive bidding. Highly targeted digital marketing ensures that the right buyers know when the vehicles they want are available.” The critical factor for online success is to have the tools and processes that make buyers feel as comfortable buying via their laptop or mobile device as they do seeing the vehicle being driven through an auction hall.

Who is Simon Henstock?

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

Strictly Trade only (VAT No. and verified bank details reqd). Purpose built 12 acre auction complex . Enclosed and heated auction halls. Fleet Car Sales every Monday & Thursday. Excellent variety of weekly stock from premium sources. Collection of vehicles 24 hours a day. Fixed cost buyer’s premium. Excellent on-site restaurant. Call now for account applications. Brindley Road, Stephenson Industrial Estate, Coalville, Leicestershire LE67 3HG T: 01530 833535 email: info@fleetauctiongroup.com www.fleetauctiongroup.com

CarDealerMag.co.uk | 75

TRADER TALK.

..in association with AutoTrader

Price – it’s the name of the game Getting the price right on used car stock should be a priority for dealers

ome dealers are claiming that internet transparency is undermining their used car operations especially in relation to pricing. But the reality is that if you price your cars too cheaply or too expensively then you won’t optimise speed of sale. The old adage that if a deal is too good to be true, it normally is, rings true in that consumers do not look for cars that are priced significantly priced below the market price. If they are too high they won’t get a good response either. This problem is compounded by the fact that many dealers are still not reviewing and adjusting prices on a regular basis to reflect price movements in the used car market. Recent research by Deltapoint has shown that 147,000 vehicles, nearly 40 per cent of trade advertisements in the market, were priced either 10 per cent below or 10 per cent above retail market values. It also showed that 23,000 cars had been on sale for more than three months without ever having been re-priced and 50 per cent of those cars were priced at more than 105 per cent of the current retail market price. Independent dealers and supermarkets control 63 per cent of all used cars for sale and

‘Make sure your used stock is actually in line with what is in demand locally’ their prices are on average six per cent lower than those at franchise dealers while 22 per cent of used vehicles less than three years old are offered for sale outside of the franchise dealer network. The price will also affect the speed with which the car will be sold. On average cars at 100 per cent of retail market price will sell in less than 40 days while those at 10 per cent above will sell within 50 days and those at 10 per cent below within nearly 60 days. And the longer a car remains on the forecourt the more it is likely to cost you. The research also looked at demand for specific cars in different regions and found that 28 per cent of vehicles on sale are the right cars to stock but in the wrong place. That’s 119,000 vehicles that are in greater demand somewhere other than where they are actually for sale!

Significantly more than 20,000 of these vehicles have already been on sale for more than two months. Making sure your used car stock is actually in line with what is in demand locally should be a priority. To do so successfully you should combine your experience with the market data available and specialist i-Control software to help determine what to stock. There is no point showcasing a selection of Clio, Astra and Mondeo models when local consumers are looking for a Corsa, Golf or 3 Series. The used car market is not static, it is changing every day and dealers’ pricing strategy and stock selection need to reflect these daily changes to maximise speed of sale. The internet is a massive treasure trove of data and insight that helps you build on your experience to win in this age of internet car retailing.

Who is Tim Peake?

Tim is group strategy director at Trader Media Group,‚ publishers of Auto Trader, the UK s largest car marketplace. Visit autotrader.co.uk

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ON TRACK.

..in association with TRACKER

Stop thefts escaping from the UK Partnership with European countries creates major tracking network

RACKER is the UK’s leading Stolen Vehicle Recovery (SVR) expert, and has been leading the way for some 20 years. However, as we know criminal activity is rarely limited to a country by country basis, and vehicle theft in particular is an activity taken up by organised gangs operating across Europe. That’s why TRACKER has worked in partnership with eight other countries in Europe to create the European Tracking Network Association (ETNA). Last year’s International Association of Auto Theft Investigators (IAATI) Conference revealed that every year across Europe 400,000 vehicles are stolen, but only 50 per cent of these are ever recovered. A shocking figure, and one which shows the scale of the problem not just in the UK but around Europe. However there is some hope – the recovery figure of 50 per cent rises to 90 per cent when vehicles are fitted with a tracking device. Today, the majority of vehicle theft is perpetrated by organised gangs. And their methods tend to be similar across Europe, with a prevailing use of high-tech devices such as GPS jammers, used to temporarily block a car’s locking system, or even hacking into a car to bypass the security system altogether. Most of these criminal gangs have organised international networks to carry and pass on their stolen goods. The ‘hotspot’ areas across Europe are, perhaps unsurprisingly, the UK, Italy, Germany and France – all of which are covered by the ETNA initiative,

‘Theft hotspot areas are, perhaps unsurprisingly the UK, Italy, Germany and France .’ as well as the Netherlands, Belgium, Luxembourg, Poland, Switzerland, Austria, Spain and Portugal. The experts in SVR solutions from these countries joined forces to combine their efforts, resources and skills to tackle car theft across European boarders. A key common factor in all ETNA members is the operation of unrivalled technology, specifically the use of three different methods of vehicle recovery – GPS, GSM and, uniquely, VHF tracking. This ensures that every member of the initiative is the premier in the field of its country, and maximises the capability of crossborder operations. The ETNA initiative has already led to a number of cross-border operations utilising the expertise from partners, such as a Mercedes which was stolen from France, but found by a

car from the UK fitted with TRACKER’s Mesh Network. These types of recovery have been made possible with the creation of ETNA’s European Command Centre, which monitors thefts Europewide to see where partner countries can assist one another. Clearly looking at the problem of vehicle theft from a country to country perspective is never going to work, so the ETNA initiative aims to level the playing field, with SVR experts joining up across Europe, showing the thieves that just because they cross a boarder, doesn’t mean they can escape.

Who is David Wilson? David is sales and service director for TRACKER. Read his column here every month.

C A L L O U R D E D I C AT E D T R A C K E R D E A L E R S U P P O RT T E A M TO DAY

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CarDealerMag.co.uk | 77 18/3/13 12:55:27

MOTOR MOUTH.

..in association with Motors.co.uk

Don’t forget to have some fun With the 63-plate on the way, now is the best time for customer engagement

orking in the automotive industry can be challenging and frustrating at times. Global recession, manufacturing slow down, plant closures and industry consolidation all mean that it is harder to shift metal than ever before. But, as we welcome the 63-plate, it is important to remember that the automotive industry can also be incredibly fun and rewarding. The opportunity to get involved with innovative and enjoyable marketing techniques is huge and there is far more scope for engaging with the customer than there ever used to be. Responsive web design, social media and call monitoring are just some of the powerful tools you can use alongside traditional advertising and direct marketing techniques. The aim of the game is to make it as easy as possible for a potential car buyer to find you, review your stock and buy from you. That means focusing on ease of experience and engagement at every stage of the customer journey. For Motors.co.uk, this starts with our website. We’ve invested in a new and fully responsive platform which will launch this month to ensure dealers are able to show their stock in the best possible way while making it simple for consumers to find the car of their dreams. Not only does this mean enhanced listing functionality and more value add content such as video and photography, we’ve also taken on board that more than 35 per cent of traffic to Motors. co.uk comes from mobile devices and so the user

‘Social media is a big investment of time – but you can also afford to have a bit of fun’ experience has to scale. There has been much debate around mobile vs. responsive websites and we have put our stake in the ground, both with our own website but also the launch of our Flex product to build cost effective and quick responsive websites for dealer customers. But it is no longer enough to just have a shop window online; consumers now expect to be able to engage with your experienced team at all hours of the day and from any location. That means investing time and resources into social media channels, live chat, email and telephone call centres. More than 40 per cent of searching on Motors. co.uk is done outside of traditional dealership opening hours and consumers expect to receive quick response to any questions they may have about a vehicle or its finance package. While not all dealerships can provide 24/7 service from their employees, it is vital to make it as easy as possible for consumers to access as much

information as possible through a variety of different channels. With social media, you can also afford to have a bit of fun. On the Motors.co.uk social channels, we try to steer clear of directly selling to consumers. Instead, we aim to engage our followers through competitions and humorous content. Everything has a connection to the automotive world but we’re also careful to tie our content into our wider content strategy. Social media is a big investment of time, but some dealers are starting to reap the rewards and reporting selling vehicles through Facebook and Twitter. More importantly, the social world allows you to get to know your customers post purchase, boosting your CRM and aftercare communications activities accordingly.

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Bristol Volvo C30 38,800 miles ÂŁ8,725

ince launch last year, Glassâ&#x20AC;&#x2122;s has seen real success with GlassNet Radar, its revolutionary spot pricing tool that tackles one of the biggest challenges facing dealers â&#x20AC;&#x201C; and that is understanding whatâ&#x20AC;&#x2122;s going on in the market in any given day, knowing what vehicles are selling for and getting asking prices right first time. And with the launch of the Radar app only last month and record demand coming in from dealers signing up, Radar looks set to continue to make waves within the used car industry. Radar is a tool that allows dealers to outwit their competitors. It gives them detailed insight into what is really happening in the market. It allows them to compare their own vehicleâ&#x20AC;&#x2122;s asking prices against their competitors, both locally and nationally, even down to the detail of how long the car has been on the market and how many price changes itâ&#x20AC;&#x2122;s had. By taking into account a userâ&#x20AC;&#x2122;s location, Radar offers an accurate real-time view of whatâ&#x20AC;&#x2122;s going on in their specific market region in seconds meaning traders can spend less time trawling classified websites and more time making intelligent business decisions with the peace of mind that the insight they receive is of most relevance for their location. More than 2000 dealers have started using it. Spot pricing is becoming an increasingly used tool in the industry, and with a ten-fold increase of our customers going digital, the Radar App was the next logical step.

Maidstone Volvo C30 35,100 miles ÂŁ9,100

â&#x20AC;&#x2DC;Radar allows dealers to outwit their competitors and shows whatâ&#x20AC;&#x2122;s happening in the market.â&#x20AC;&#x2122; We are committed to providing the best data and intelligence to our customers. They said a mobile version of Radar would be beneficial, and so we delivered it. Dealers can now access spot pricing at the touch of a button. Feedback from the industry has been hugely positive. Umesh Samani, proprietor of Specialist Cars in Stoke-on-Trent, is a fan. â&#x20AC;&#x2DC;Iâ&#x20AC;&#x2122;ve been working with Glassâ&#x20AC;&#x2122;s since Iâ&#x20AC;&#x2122;ve been in business,â&#x20AC;&#x2122; he says. â&#x20AC;&#x2DC; Thatâ&#x20AC;&#x2122;s 16 years using its values. As soon as I heard about Radar I signed up and Iâ&#x20AC;&#x2122;m blown away by the information it gives. I largely sell high end, prestige cars, and using Radar allows me to make really insightful decisions as to what vehicles I want to buy. â&#x20AC;&#x2DC;I can value a car, get the retail price, see who else is selling a similar model and how long previous models have taken to sell. By knowing if a car will be a fast or slower seller, and by understanding how much I can sell it for, I can

really focus on improving my stock turn and profits. The App is brilliant as well â&#x20AC;&#x201C; not only does it allow me to access information on the go, but it helps me to look more forward thinking to customers. I was talking to someone a few weeks ago who asked me where my little guide was â&#x20AC;&#x201C; I pulled out my phone and started using Radar, he was seriously impressed.â&#x20AC;&#x2122; Not only does the tool give dealers an insight into their competitors, it also provides UK-wide intelligence into factors affecting the used car market, such as regional price differences. Itâ&#x20AC;&#x2122;s a vital tool for any business wanting to increase its profits.

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CarDealerMag.co.uk | 79

food for thought.

..in association with IMI

Get ready for the future Dealers need to think seriously about how to survive in the coming years

lthough it would be fair to say that the fundamentals of selling cars changed little until recently, there’s no doubt that we are now in a period of rapid change. Prospective customers now arrive at the showroom much better informed than they have been in the past. However, what some retailers do not necessarily understand is that consumers are not informed enough to know about the expansion in product ranges filling every imaginable niche the cars directly. that our industry can suffer from poor public and the range of sophisticated technology Finding the budget for such staff is of course perception; however I would be the first to say available as factory options. a challenge in itself and may lead to the role of that there are many sales professionals to whom What tends to happen is that salespeople salespeople and business managers integrating this image is definitely not accurate. hand over to business managers far too early to into ‘transaction managers’. The IMI’s new Professional Register aims to discuss the all important finance products that Looking to the future, motor retailing will address this and allows the best motor retailers generate essential income for the dealer. Because undoubtedly continue to evolve. For example, I to leverage relevant skills, knowledge and of this, customers seldom see new technologies see shared ownership and usage models coming qualifications through a public facing database such as head-up displays or collision avoidance more and more to the fore, with flexible car usage of verified individuals. Membership of the IMI systems and the retailer misses out on valuable based on a monthly payment plan, rather than is one route onto the Professional Register which opportunities to up-sell. to outright purchase. This will allow customers has its’ own specific benefits for salespeople, Car dealers need to understand that to swap between different vehicles types to suit including access to automotive specific training salespeople may need more technical training activities, or access vehicles only when needed and networking opportunities. to help them sell increasingly complex product rather than having permanent ownership. I believe that motor retailers in the UK are ranges and option lists to a more demanding and We will also see new technology in world leaders in innovation and I am confident informed client base. This may well demand a showrooms, as dealers cannot continue to expand that as an industry we will be able to embrace and change in the staffing requirements floor space indefinitely to match the growing adapt to any challenges moving forward. at dealerships. product ranges. For example, some manufacturers are already Moving forward, whether you are a franchise, Who is Steve Nash? introducing Apple style ‘Product Geniuses’ independent or sole trader, the most important Steve is the CEO of the IMI and into their showrooms. These members of staff factor in terms of attracting and gaining the trust former aftermarket director of BMW are tasked solely with demonstrating new UK. Find out more about the IMI at of customers, will be to differentiate yourself The in IMIcontrast Professional Register is theThe recognised IMI Professional standardRegister for Thethe IMIautomotive isProfessional the recognised Register standard is the forrecognised the automotive standard for the automotive technologies to customers, to selling www.theimi.org.uk. from the bad operators in our sector. It’s no secret

‘Moving forward, the most important factor in terms of attracting customers will be to differentiate yourself.’

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The confidence. IMI Professional Register is the recognised standard for the automotive and search online for automotive professionals. The Register will include customer customer confidence. The IMI Professional Register is theFrom recognised standard for theand automotive industry. April 2013, your customers consumers will be able to view individuals have you the right skills,visit knowledge and experience, and whotoday. To find who out how can join, www.imiregister.org.uk/mim industry. From April 2013, your customers and consumers will be able view will include and search online for automotive professionals. Theto Register commit to an ethical code of conduct and continuing professional development. To find To out find how out you how can you join, can visit join, www.imiregister.org.uk/mim visit www.imiregister.org.uk/mim today. individuals who have the right skills, knowledge and experience, and who today. and search online for automotive professionals. The Register will include commit to an ethical code of conduct and continuing professional development. individuals who have the right skills, knowledge and experience, and who Now’s the time for you to join. Being part of the Register gives you the commit to an ethical code of conduct and continuing professional development. Now’s the time for you to join. Being part of the Register gives you the recognition you deserve, helps raise standards in the industry and grows real recognition you deserve, helps raise standards in the industry and grows real customer confidence. Now’s the time for you to join. Beingconfidence. part of the Register gives you the customer Join today and raise the standard recognition you deserve, helps raise standards in the industry and grows real To find out how you can join, visit www.imiregister.org.uk/mim today. www.imiregister.org.uk/mim To find out how you can join, visit www.imiregister.org.uk/mim today. customer confidence.

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MARKET INSIGHT.

..in association with ASE-global.com

Great customer service is paying dividends 115.00 110.00 105.00 100.00 95.00 90.00 85.00 80.00 75.00 70.00 65.00 60.00

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ontinuing our series of articles where ASE review the financial and share performance of the quoted groups, we turn our attention to Lookers Plc. The group has an enviable reputation in the sector and is currently the 2nd largest Motor Retailer operating from 121 franchised sales outlets, representing 32 marques across 70 physical locations. The group has successfully consolidated its financial position in recent years with net assets growing from £83m in 2008 to £204m in 2012. As a result, gearing is low at 24 per cent limiting the exposure of the business to an over reliance on debt. The group’s strategy is focused around delivering an exceptional customer experience to provide market leading levels of retention alongside a selective acquisition strategy and continued operation of significant parts wholesale businesses. 2012 saw the group looking to consolidate the relationship with VW group via a number of acquisitions, most notably Lomond Audi with its four Audi dealerships in Scotland with total goodwill of £11m payable. The group is focused on maintaining and developing its customer for life programme and implemented a number of aftersales initiatives in 2012. Of particular interest are the following areas: n Enhanced electronic vehicle health check systems

Nov 14 2012

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Feb 27 Mar 15 2013 2013

May 9 Apr 3 Apr 22 2013 2013 2013

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Lookers’ share price is consistent with rival dealer groups backing up improvement in new car market n A programme focusing on retention of older vehicles (a major driver of potential enhanced returns in ASE’s experience) n Continued development of service plan penetration Also of interest tucked away in the group’s annual report is the following statistic regarding web traffic activity: Visitor and enquiry levels via the web were up a staggering 49 per cent and 63 per cent respectively in 2012. ASE’s view of the latest results Net profit before taxation for the year ended 31 December 2012 was £36.8m, a net return on sales of 1.7 per cent. After adjusting for the impact of the parts business (to aid comparability with other motor retailers), the return reported is 1.2 per cent which exactly mirrors the national average return for the year reported by ASE . The parts division is a major contributor to the group’s profits at 30 per cent of the total generated. The division has come under pressure from low cost alternatives at the same time as a softening of demand. Management appear to have responded well to the challenges in the sector, with results in the second half of the year

much improved. 2013 has started positively and in an interim trading statement, the group reported new retail sales volumes up 12 per cent and used volumes up 17 per cent with margins stable. Share price performance You can see Lookers’ share price on the graph above. Consistent with many of the other listed groups in the sector there has been a substantial improvement in share price performance as the new vehicle market recovers and retailer profitability improves. Lookers has particularly benefited from this recovery and it share price stands at almost double that of 12 months ago. A share price of £1.18 values the total group at £458m, a substantial premium of £330m over reported tangible net worth of £128m. This is in marked contrast to the review of Vertu in last month’s article where a premium of just £4m was noted. Broker forecasts Overall, the group has been regarded as a firm ‘buy’ stock in recent months with brokers gradually improving their view of the stock over the period.

Who is Steve Freeman? He’s managing partner of ASE Professional Services. If you want to talk to him about his column call 01908 847 025 CarDealerMag.co.uk | 81

data file.

Williamson-Stothert sophie’s world

A fly-on-the-wall view of wheels and deals

Apprenticeship training Babcock

t would seem that now more than ever before, the public is getting an inside view into the world of car dealing. But is it always necessarily a good idea for car dealerships to invite the cameras in? After all, and this might be taking a rather cynical view, any TV documentary maker is going to be hoping for some conflicts and notable screw-ups when they rock up to make a new programme. But if that’s what the makers of ‘The Dealership’ are hoping for, they might be rather disappointed. What strikes me most about the new series focusing on the Essex Car Company on Channel 4 is the overwhelming good humour of everyone who appears in the show. To be honest, there are plenty of smiles and laughter from almost everyone involved, in particular the undoubted star of the show, super-salesman James, who with his winning way with words is shifting more than 30 cars a month. As expected, the majority of viewers don’t approve of the salesmen’s behaviour caught on camera. I’ve read a number of reviews in the media describing the tactics employed by the guys as ‘uncompromising’ and ‘manipulative’. But when you take a step back and look at things from another angle, the sales team simply show that a winning smile, some banter and the time-honoured fine art of persuasion can result in happy people all round. In contrast, I visited specialist used car dealer, Umesh Samani, founder of Specialist Cars in Stoke-on-Trent, who founded his current business in 1997. As a one-man band, Umesh manages to run his used car business and learnt that building relationships with his customers is the key to generating leads and making the majority of his sales. Perhaps in contrast to the Essex boys, Umesh never seems to be in a rush to seal a deal and he’s certainly not interested in anything that could be described as a hard-sell. Two different approaches maybe, but of course, everyone’s hoping for the same outcome. After all, as one character in the TV show said: ‘Deals pay the bills!’

‘Building relationships with buyers is the key to generating leads and making those sales.’

Who is Sophie Williamson-Stothert? Sophie is staff writer for Car Dealer. When not driving, she is proud to say the automotive industry is one of her passions.

��| CarDealerMag.co.uk

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CarDealerMag.co.uk | 83

workshops.

Want to be included in this section? Call (023) 9252 2434

BMW drives forward with e-commerce New partnership with eBay helping to drive footfall into BMW workshops

MW has launched a new Value Service page to extend its presence in the online aftersales market on eBay. The new page, which is set to drive change in the aftersales market, has been launched to mark two years of partnership with eBay, becoming the first manufacturer to open a Direct Store on the platform. It promotes the fixed priced servicing programme for selected BMW models, in order to help customers find servicing information from BMW dealerships and workshops. Since going live the Value Service page – which

shows servicing prices for selected 3 Series, 5 Series and X5 models, starting from £139 for an E46 Engine Oil Service - has received thousands of visits and helped to drive footfall into BMW dealerships and service departments. BMW’s Direct Store attracts on average 45,000 unique visitors each month, where they can buy and browse more then 6,000 genuine BMW items. Aftersales E-Commerce manager at BMW Group UK, Andy Wilde, said: ‘Two years ago we embarked on an exciting journey with eBay to offer our customers an online experience which enabled them to easily browse and shop for BMW products.

‘The eBay environment provides perfect access to a customer base, which can tend to be disengaged with our Dealer Network. The addition of a Value Service page provides an ideal opportunity to educate BMW owners within the eBay environment about this great offering.’ Senior strategic advertising sales manager, automotive, eBay UK, Justin Lovric, added: ‘With an average of 4 million monthly searches for BMW and 19 million unique users visiting eBay in the UK and Ireland every month, online clearly offers car brands a huge opportunity to reach and engage with consumers during the shopper journey.’

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CarDealerMag.co.uk | 85

the fleet.

WELCOME TO THE FLEET... Final report:

FordB-Max A

nd so it’s gone. The man from Ford came, and while it would be a bit of a stretch to liken the scene to a mother being stripped of her children by a stern social worker, it’s fair to say we were all a little sad to see the back of the little red MPV. From the moment it arrived, EK62 OZA proved a hit with the Car Dealer team. Eyeing up its family friendly interior, it was Boss-man Baggott who took immediate custodianship. With a small child and the voluminous amount of accessories required to make it work, he immediately fell in love with the B-Max. But first things first. The main reason we were so keen to get the B-Max on the long-term fleet was because it was one of the first models to be fitted with Ford’s 1.0-litre Ecoboost wonder-motor. There were concerns it may feel out of its depth in this relatively large car, but it was an ideal pairing. Quiet and economical on a cruise but thrummy and punchy when you were in the mood, it is certainly the pick of the current engine range. One thing we certainly weren’t prepared for was

the knowledge Model: Ford B-Max Titanium Price: £18,720 (as tested) Engine: 1.0-litre, three-cylinder petrol Power: 123bhp, 200Nm Max speed: 109mph 0-60mph: 11.2s Emissions: 139g/km Total mileage: 12,983 Total costs: £0 This month’s highlight A 1.0-litre MPV in Postman Pat red doesn’t sound appealing. But it very much was

��| CarDealerMag.co.uk

the sheer amount of attention the B-Max attracted, though this is largely down to Ford’s high profile TV ad campaign. It seems to have done the business, with everyone from OAPs to Subarucoveting youths stopping to ask about our diddy people carrier. Those doors did certainly prove a boon. By repositioning the strength-providing B-pillar to run within the door itself, it frees up a gap over one metre wide – great for slinging in the boxes, in-laws and even surfboards that got thrown at it. Adding to the practicality, the flat-folding front passenger seats meant the B-Max was often pressed into an Ikea delivery van. One of the few disappointing aspects of the interior was the lack of rear passenger room and the meagre boot space with the back seats in place. However, where the B-Max’s Fiesta underpinnings detracted from its overall roominess, it did share the supermini’s fresh interior, with its superb seats and high quality (though admittedly complex) stereo and multimedia connectivity setup. And while we had a couple of gripes with the

way the car drove – a lack of roll-on driveability in second gear at junctions being a particular bugbear – the old saying that you don’t know what you’ve got ‘til it’s gone definitely rang true. The B-Max going to be a hard act to follow, with none of our current long-term fleet able to fully replicate its combination of city nippiness, long distance comfort and no-nonsense practicality. We never expected to get so attached to a 1.0-litre MPV. Daljinder Nagra (@DJonmotors)

longtermers

Second report:

SkodaCitigo* Colleague gets told off for not calling it Sport

IT PROBABLY hasn’t escaped your notice that this car is called the Citigo Sport. Now normally I find myself referring to a test car as the first thing that pops out of my mouth. ‘I’m taking the Skoda tonight’ or ‘the Fiesta’ and ‘the 6’ as in MG6. In fact, unlike any other car to have appeared at Car Dealer towers, I religiously stick to the Citigo Sport’s full name. So when a colleague asked me if they could take home the Citigo one night last week, I vehemently spat out ‘Sport... It’s called the Citigo Sport. Not “Citigo”. If you want the keys, get it right’. Why I have adopted this mentality goodness only knows, but the aformentioned colleague – after he called the Skoda by its full name – came back the next morning beaming. He loved it saying, ‘Despite the way it looks, (I glared at him for saying this and snatched the keys out of his sweaty grasp), it’s a cracking car to drive. The Citigo... Citigo Sport... is just how city cars should be’. He backed off at this point to his desk and avoided all eye contact. It’s pretty well-known in the office now I won’t have a bad thing said about the Citigo Sport. Well, it’s so early on in its long-term duties here that’s why. I don’t want to hurt the car’s feelings.

James Batchelor (@JRRBatchelor)

the knowledge

Third report:

RenaultTwizy Despite dismal sales, Renault won’t axe Twizy

Seventh report:

Peugeot208 GTi has our 1.2 208 to thank for its greatness

I’M FASCINATED by this car much more than any of the other cars on our long term test fleet and am still impressed the French firm actually gave it the go ahead for production. I think it’s a crying shame that Renault admitted this month that it has only managed to sell 388 of them in the UK so far. Surely the Twizy’s woeful sales figures mean its days are numbered? ‘We have no plans to drop it,’ a spokesman told me. ‘In fact far from that we’re actually expanding the range with the Twizy Cargo, Meanwhile, I’m not the only one who’s been using the Twizy. Batch has been commuting in it quite a bit recently. He lives 15 miles away from the office, out in the sticks, and his commute combines dual carriageways with hills and stop start town traffic. I was amazed to jump in it after he’d driven in to see the range was still on 41 miles. I also managed my first overtake this month, dispatching an elderly Toyota Yaris driver doing 30mph in a 40mph zone in a far-from butt clenching manoeuvre. And finally I’ve also worked out a very nifty recharging routine: Drive it until there’s 10 miles left on the range and let a colleague take it home… next time I get in there’s a full charge to enjoy. Magic.

BEFORE you’ve any chance of building a halfdecent hot hatch, we reckon, the car you start with has to be pretty good to drive itself. Shoehorning in a more powerful engine and throwing on some big wheels is all well and good, but if the car you start with isn’t anything to shout about, you’ll be in for an unfortunate surprise when you hit a B-road. It’s with delight, then, that I can report Peugeot’s latest attempt – the 208 GTi – is back on form. It’s quick, great fun to drive and thanks to the surprisingly supple suspension, more comfortable than rivals like the much-lauded Fiesta ST. And that, I reckon, is a great testament to our long-term 208. It might have a fraction of the GTi’s power (and considerably bouncier suspension, might I add) but it’s great fun to drive nonetheless. One thing a week with the GTi did highlight, though, was just how poverty-spec our little 1.2 Active feels by comparison. OK, so there’s air con, folding mirrors, sat nav and so on, but the cheap and overly springy cloth seats feel like garden chairs against the GTi’s well bolstered leather ones. Still, we’re willing to forgive it this little foible. After all, it’s Baron Baggott’s fault for not speccing something posher…

James Baggott (@CarDealerEd)

Jon Reay (@JonReay)

the knowledge

Model: Skoda Citigo Sport Price: £11,050 (as tested) Engine: 1.0-litre, three-cylinder, petrol Power: 58bhp, 95Nm Max speed: 99mph 0-60mph: 14.2s Emissions: 105g/km Mileage this month: 1,012 Costs this month: £0

Model: Renault Twizy Colour Price: £7,690 (as tested) Engine: Electric motor Power: 17bhp, 57Nm Max speed: 50mph 0-60mph: n/a Emissions: 0g/km Mileage this month: 189 Costs this month: £0

Model: Peugeot 208 Active Vti 1.2 Price: £14,550 (as tested) Engine: 1.2-litre, petrol Power: 82bhp, 118Nm Max speed: 109mph 0-60mph: 13.8s Emissions: 104g/km Mileage this month: 144 Costs this month: £0

This month’s highlight *Sport. But the car’s longer than necessary name doesn’t fit in this space

This month’s highlight We managed an overtake. It was a Yaris, mind, but it still counts. Butt-clenching

This month’s highlight Learning to love the Peugeot’s personality again is surprisingly easy CarDealerMag.co.uk | 87

the fleet.

longtermers

WELCOME TO THE FLEET... Second report:

MitsubishiASX Minor gripes dents otherwise a great car

Third report:

NissanQashqai VolvoXC60 Car Dealer’s Qashqai nearly gets to sold

Big Volvo SUV gets a starring role in our films

I SHOULD’VE known when my wife suggested going on holiday with 10 of the in-laws it would end in tears. Actually, that 10 included four children under three so it didn’t just end in tears, it started with them and carried on that way for much of the week. Anyway, with a big manor house in Devon our destination we piled our stuff, including two bikes, into the back of the spacious ASX. First impressions of the car were good. The wife liked the look of it and so did my three-year-old niece – although I’m not sure she’s in the target market. I’m a bit of an MPG geek so driving down the M5 with the cruise control on at 70mph I was impressed to see the MPG up in the high 50s. And driving it around during the week it regularly reached 60-plus. Tackling the narrow, winding roads of Devon the ride was comfortable and the car felt solid and fairly refined. I do have two complaints, both pretty minor. Firstly, on a couple of journeys, the sat nav abandoned me, with the signal dropping out for the remainder of the drive. Secondly, if you’re using the screen as the sat nav then there’s no clock. There’s a button you can press to see a clock but frankly, that’s a bit of a pain.

A FEW weeks ago, shortly after spending a couple of hours washing and polishing our Nissan Qashqai 360 to within an inch of its life, I found myself having to visit a Nissan dealership. Pulling into the busy forecourt I found parking limited and so I slotted the by now well travelled model in amongst the rows of gleaming Nissans on display and popped inside. Emerging 20 minutes or so later, I returned to the car and found a clearly excited couple peering through the windows and kicking the tyres Thinking my exquisitely hand buffed ride had found its way onto the dealers’ used car stocklist had the couple in question practically frothing at the mouth. After disappointing them, I asked just what it was that had drawn them to Car Dealer’s longtermer. ‘We’ve had our Qashqai for a couple of years now and we just love it,’ said Luke, a dad of two. ‘It’s the best car I’ve ever owned and it’s just perfect for our family.’ All-in-all I can’t really put it any better than that. Our model has not put a foot wrong since joining our fleet. But next I’m in the market for a motor, my local Nissan dealer will certainly be my first port of call.

OUR trusty XC60 is becoming something of a star at Blackball Media, not just because it will happily transport anyone pretty much anywhere in comfort but also because it has taken centre stage in a variety of videos created by the company. When it was not having its tyres inspected by a chap from the Institute of Advanced Motorists, it was covered in cameras and forced to film beautiful moving shots of other vehicles. The XC60 seems to excel at most tasks thrust in its direction – the comfy ride meant it provided a stable shot when decked out in cameras and its cavernous boot and ensured all equipment was safely stowed away. When not called upon to cart around electronic goods, it was happily transporting various staff members to meetings, weekend holiday destinations and one funeral. On that morbid note, the Seashell Metallic paintjob (it’s definitely not beige) is perfect for that sort of occasion, not too flashy as to draw attention but with enough style to prompt the odd appreciative nod from long lost relatives. Our big Volvo is due to be returned soon and it really will be sorely missed, not only for its comfy leather seats and road dominating ride height but also because we will have to find a cupboard to store all of our camera equipment.

Gareth Bethell (@garethbethell)

Mal Hay (@MalcolmHay)

Leon Poultney (@blokesincars)

the knowledge

Model: Mitsubish ASX 4 Price: £22,745 (as tested) Engine: 1.8-litre diesel Power: 114bhp, 300Nm Max speed: 117mph 0-60mph: 10.0s Emissions: 134g/km Mileage this month: 1,823 Costs this month: £0

Model: Nissan Qashqai 360 Price: £25,143 (as tested) Engine: 1.5-litre, turbocharged diesel Power: 128bhp, 320Nm Max speed: 118mph 0-60mph: 10.7s Emissions: 135g/km Mileage this month: 1,896 Costs this month: £0

Model: Volvo XC60 SE Lux Nav Price: £40,250 (as tested) Engine: 2.4-litre, five-cylinder turbo diesel Power: 214bhp, 440Nm Max speed: 127mph 0-60mph: 7.8s Emissions: 179g/km Mileage this month: 400 Costs this month: £0

This month’s highlight Both motorways and city roads did nothing to stop the ASX recording high MPG figures

This month’s highlight Finding out from Joe Public what they really love about the Britain’s best-selling SUV

This month’s highlight Rear seats can be easily folded away in the floor for easy camera access in the boot

��| CarDealerMag.co.uk

Fast track to your future success

John Gibson Associates, the award-winning Automotive Recruitment Specialist. Our Candidates and Clients trust us. We consistently deliver the standards others strive to achieve. Contact JGA today, speak to our industry professionals and see how we can help drive your future success.

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THE LOCAL, REGIONAL, NATIONAL AUTOMOTIVE RECRUITERS CarDealerMag.co.uk | 89

data fiLe.

In 10 years’ time, don’t look back in anger. Act now T

he famous drop goal by Jonny Wilkinson to win the rugby world cup in 2003 doesn’t seem all that long ago. Fast-forward the clock 10 years and I am confident we will have similar feelings regarding the passing of time: ‘Is it really 10 years since Andy Murray won Wimbledon?’ I am sure you can recall some key events in your own life and ask similar questions; where has the time gone? Was it really five years since we did that? Or, whilst taking yourself back in time, you might simply think: was it really that long ago! The truth is time passes by very quickly, and before we know it we are celebrating yet another birthday, or looking forward to some festive celebrations, quickly followed by welcoming in another New Year as the cycle continues. The world of business is no different, which is why it’s imperative that we take the time to decide exactly what it is we want to achieve over the next one, five, 10….years, and then continue planning accordingly, ensuring we reach our destination at the desired time. And there are some key industry changes happening over the next 12 months (which my colleague has already talked about earlier in the magazine) which gives you the perfect opportunity to consider your business, looking to ensure that you are as well-prepared as you can be. These changes are particularly important if you feel that point of sale finance is an intrinsic part of your business today, or indeed you want it to be a fundamental part of your business over the coming

Jonathan

Such TIME IS MONEY

years. The transfer of Consumer Credit Regulation from the OFT to the Financial Conduct Authority means that we have some changes coming, and there is an onus on us all to take some action, and with the timeframes being tight, we all need to be proactive to ensure a smooth switchover without impacting your ability to provide the range of services you desire. Don’t let the time pass by without acting; as very easily the weeks running up to changeover will quickly pass, if you need help or support please contact one of your business partners who I am sure will be happy to assist with any questions and give guidance where needed. On completing one particular dealer visit last week

‘It’s imperative we take the time to decide what we want to achieve’

I asked the proprietor of the business if I could look at their Consumer Credit Licence and thankfully the registered office, director details, trading names and licence categories were all fully correct. Unfortunately the next call of the day wasn’t so successful as when checking the Consumer Credit Licence I quickly observed several things which needed changing, and gave the feedback to the dealer of what and how to do it. The saying goes that ‘the early bird catches the worm’, so make sure you put the effort in today and reap the rewards of this effort when you are able to continue carrying out credit activities in the future.

Who is Jonathan Such? Such is regional sales manager for First Response Finance. You can contact him on 07917 781608 or email jons@frfl.co.uk

Coming FEATURE next Skunk month Works cars

If there’s something you think we should be covering get in touch. Our details are on page three ��| CarDealerMag.co.uk

Meet the craziest creations ever made

CarDealerMag.co.uk | 91

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