Fleet Van May 2012 by Fleet News

FleetVan B E S T P R A C T I C E F O R B R I TA I N ’ S L I G H T VA N O P E R AT O R S

May 2012 fleetnews.co.uk/fleetvan £5 where sold

CV S HOW All the stars at this year’s UK event

FIRST DRIVE

GREAT WALL STEED

Chinese pick-up’s bargain basement offer for fleets

‘WE WANT RELATIONSHIPS NOT JUST SALES’

HI-TECH FUEL SAVINGS

Scott Michael on Citroën’s plans to win business

How RCS Logistics’ director Steve Gray identified 10% fuel efficiency gains

Editorial Editor Stephen Briers 01733 468024 stephen.briers@bauermedia.co.uk Associate editor Trevor Gehlcken trevor.gelken@bauermedia.co.uk Deputy editor Simon Harris 01733 468308 simon.harris@bauermedia.co.uk Contributors John Charles, Tom Seymour Production Head of publishing Sandie Hurford 01733 468312 Senior art editor Luke Neal Production editors Andrew Ryan Alan Salt Advertising Commercial director Sarah Crown 01733 468320 Group advertisement manager Sheryl Graham 01733 468256 Account managers Lucy Herbert 01733 468800 Heidi Rogers 01733 468269 Lisa Turner 01733 468345 Marcus Woods 01733 468269 Business development manager Stuart Wakeling 01733 468342 Project managers Leanne Patterson 01733 468332 Angela Price 01733 468338 Kerry Unwin 01733 468327 Telesales/recruitment b2brecruitment@bauermedia.co.uk 01733 468275/01733 468328 Events Event director Chris Lester Event manager Sandra Evitt 01733 468123 Event organiser Kate Howard 01733 468146 Publishing Managing director Tim Lucas 01733 468340 General manager Ian Richardson 01733 468555 Group marketing manager Bev Mason 01733 468295 Office manager Vicky Meadows 01733 468319 Group managing director Rob Munro-Hall Printing: Headley Brothers Ltd, Kent © 2012 Bauer Media ISSN 0953-8526. No part of this magazine may be reproduced in any form without the written permission of the publisher. You can purchase words or pictures for your own publications. Phone 01733 465982 or email syndication@bauermedia.co.uk. Fleet News will not accept responsibility for unsolicited material. Editor cannot accept responsibility for statements by advertisers and contributors whose views do not represent those of the publisher. Member of the Audit Bureau of Circulation Copyright: Bauer Automotive

CONTENTS MAY 2012 4 I Best practice: Fuel costs

The FTA asks its members whether fleets are taking all the action they can to make savings.

7 I Legislation: licence checks

Despite its importance, many fleets are still not making vital checks. Are you guilty?

8 I Risk: How telematics is helping improve road safety

We look at the latest aids in the fight to cut down on road traffic deaths.

11 I Environment: LEZ

How van fleets have been affected by London’s stricter Low Emission Zone.

15 I Remarketing: taking the smarter route

Top tips on increasing your income at auction.

16 I Cover feature Profile: RCS Logistics

Learn how one fleet cut down on its fuel bills in a dramatic fashion.

19 I Industry profile: Citroën

Citroën is increasing its fleet business after opening a network of Business Centres.

23 I CV Show special

Reports and pictures from the UK’s biggest and best commercial vehicle event.

32 I Van tests

Citroën Relay driven, first look at the Great Wall Steed, Ford Transit long-termer.

NEXT ISSUE – June 2012 Legislation

Mileage management; private use of vans

Risk

Driver safety and training

Remarketing

Options when selling vans

Industry spotlight

Telematics company TomTom

fleetnews.co.uk/fleetvan May 2012 3

B e n c h m a r k i n g b y t h e F TA C o nt r o l l i n g f u e l s p e n d

Diesel prices have risen more than 5% in the past 12 months... Fuel now represents more than 70% of van running costs... A typical van will use more than £7,000 of fuel each year...

ARE YOU DOING ENOUGH? By Mark Cartwright, head of vans and LCVs, FTA espite the massive burden of fuel costs, many operators fail to adopt straightforward measures to reduce this expenditure – a cost straight off that organisation’s bottom line. A recent survey of FTA’s van operating members revealed that almost half didn’t

D 100

measure fuel consumption across their van fleets, only a quarter planned their routes, and a third didn’t train their drivers in fuel-efficient driving techniques. So what can operators do to improve their performance? The overwhelming response from respondents was around the application of a number of common sense measures.

How often do you use the following?

Always Often Sometimes

Rarely

Never 40

Speed limiters

Rev limiters

Telematics

How do you purchase fuel?

(Note: totals greater than 100% due to multiple options) 40

30 % 20

General fuelcard

Bunkering

Brand specific fuelcard

4 May 2012 fleetnews.co.uk/fleetvan

Credit/ debit card

Garage account

Cash and reclaim

The starting point must be to establish the current fuel economies within the fleet and with most respondents using fuel card and bunkering systems to buy their fuel this should be a relatively uncomplicated task. Simply comparing the figures across similar vehicles and fleets can quickly highlight areas for attention. Driver training is seen as having a positive effect on fuel spend, although a degree of variability is noted with some drivers seeming to respond better – possibly because they were starting from a lower standard – and there is often a tail-off in improvement over the following few months. How can that tail-off be controlled? The consensus is that continued measurement of driver performance is vital. Clearly telematics has a role to play, as has simple fuel economy calculations, but the key is to ensure drivers are aware of the impact of their driving habits. A league table of driver performance is cited by many operators as being successful in ensuring drivers continue to use the skills gained during efficiency training. Peer pressure provides a strong incentive. Technology also has a strong role to play in controlling fuel spend. One major fleet operator has realised more than 10% savings simply by investing in off-the-shelf sat-navs and instructing drivers to plan their routes and to use the built-in fuel price function to identify the cheapest fuel within three miles when they need to fill-up. The use of speed limiters was also seen as vital. Aside from the legal issues, a van travelling at 80mph can use 25% more fuel than at 70mph. Almost two-thirds of respondents regularly use speed limiters on their vans and recognise their use as being one of their most effective fuel saving measures. There also seems to be a developing trend towards the adoption of rev limiters (or rev control by ECU remapping) with several operators reporting successful trials. This option appears to be gaining a particular foothold with operators in

“The take-home message is that there are many fuel-saving measures fleets should explore”

Do you currently measure fuel use/mpg?

Do you train your drivers in fuel-efficient driving? Yes 47%

Yes 54%

No 17%

Sometimes 23%

Do you plan routes?

Do you monitor idling?

Always 26% Never 20%

Yes 29% Sometimes 15%

Frequently 26% No 55%

Occasionally 27%

the utilities and civil engineering sectors where checks that operators can make on their vehia good proportion of their work is in an urban cles which will save fuel. environment. Is the vehicle carrying unnecessary weight? The ‘best practice’ message from respond- Many operators using vehicles as mobile workents was that there isn’t a silver bullet to reduce stations reported they regularly identified vehifuel spend. It was the combination of a range of cles carrying tools and equipment that were measures which produced real results. rarely used or that had accumulated extra items The ability to measure and compare data is a or supplies over time. Extra weight will impact must. Telematics, fleet management systems, on economy. fuel card data and spreadsheet calculations all If you’re towing equipment, could that have their role to play. equipment be delivered to site Driver training will help ahead of your workforce? establish a level playing field Are you managing vehicle across the business. idling time? Only 29% of fleets more fuel used if driving at Ongoing measurement and regularly monitor it. 80mph compared to 70mph an open, transparent reporting Is that journey necessary? It structure providing direct sounds obvious, but a fleet driver feedback ensures involved in the distribution of drivers become aware of, and retail products realised a responsible for, their perforreduction of more than 10% in mance. Incentives and awards Fuel saving reported by many mileage simply by calling fleets who have adopted a have a role to play too. ahead to ensure the recipient number of measures Operators should establish a was available and by consolipurchasing policy rather than dating deliveries. just leaving it to the driver to fill up where and The take-home message is that there are when it suits them. many measures operators should explore. Many fleets reported they actively encourage Each may only have a small impact on costs, but the use of supermarket forecourts by allowing added together many respondents are reporting drivers to collect the various incentive points savings of 10-15% and beyond. available. This does, of course, need to be With the Olympic Games just around the balanced against drivers travelling too far in corner, note this quote from Dave Brailsford, the seeking out the cheapest fuel at the expense of boss of the Great Britain cycling team,. He added mileage. recognises there is no single way to achieve Consider the use of speed limiters and, success and it’s all about ‘the aggregation of perhaps, rev limiters. Significant fuel savings marginal gains’; a percentage here and a can be achieved with negligible impact on percentage there… journey times. The same message applies in operators’ Look at the vehicle itself. Is it properly main- quest to reduce and control fuel expenditure. tained? Are tyre pressures optimal? Does it n 127 van operating FTA members responded to need that roof rack? There are many simple this survey

25%

10-15%

Stephen Briers, editor, Fleet Van

No 30% Partially 33%

EDITOR’S COLUMN his year’s Commercial Vehicle Show was the first one I’ve attended for a few years. I was impressed: the number of stands featuring new vans or facelifted models and suppliers offering innovative new products and services was excellent. Fleet Van picked up lots of interesting news which you can read about on pages 23-28. It was also an opportunity for us to get some feedback about the re-launched Fleet Van, and I’m delighted that the views from manufacturers were overwhelmingly positive about the changes we have made.

“Falling sales suggest fleets are holding off from making purchases” But I’m also keen to hear your views: what do you think about Fleet Van; how can we make further improvements; what features and interviews would you like to see us publish? Please email me at stephen.briers@ bauermedia.co.uk and help shape the future for Fleet Van. The van sector is facing a tricky year in 2012. Sales are down so far by 19.8% year-on-year which suggests fleets are again holding off from making purchases due to economic uncertainty. However, the rolling 12-month figures show sales are actually up by 1.1%. So while the overall figures might suggest a gloomy outlook, some pockets of success give grounds for optimism.

fleetnews.co.uk/fleetvan May 2012 5

Legislation Licence checking

TICKET TO RIDE?

If you fail to check your drivers’ licences you could be heading for major trouble

By Trevor Gehlcken f you employ van drivers, it’s a pretty obvious basic requirement that they actually have a licence to drive those vans. But it’s amazing how many fleet operators fail to carry out this basic task, leaving themselves open to horrendous consequences in the result of an accident. Fleet software firm CFC Solutions reckons that up to a third of fleets are guilty. The company’s Licence Link software automatically generates an e-mail warning if there is any kind of driving licence issue with registered drivers – but Neville Briggs, managing director, says that around one in three fleets do not always “click through” to find out further details. Briggs says: “These alerts can range from the mundane, such as a driver who has incorrectly entered his or her driving licence number onto the system, to significant changes such as licences being withdrawn. “However, what we are finding is that a sizeable minority of fleets sometimes or always ignore these warnings. We know this because we can tell from the system whether they click through to gain further details.” Briggs suspects these fleets wrongly believe that driving licence checking was essentially a “box ticking” exercise and that having software in place was sufficient to fulfil their duty of care responsibilities. He says: “There could be all kinds of reasons for not clicking through – ranging from simply being very busy at the moment when it arrives and forgetting to follow it up through to thinking it unimportant and making a conscious decision to ignore it. “Whatever the reason, there is every chance that doing nothing when you receive an alert will mean that you are no longer compliant with your own risk management policy. It would certainly be a tough action to defend in duty of care terms if an accident later occurred that involved a driver

Many van fleet operators don’t bother to check their drivers’ licences

whose alert had been ignored.” The Freight Transport Association, in conjunction with Licence Bureau, the country’s leading provider of secure driver licence checks, is now offering a driver licence checking service specifically tailored for FTA members. Health and safety legislation requires companies to have a robust procedure for checking the licences of everyone driving their vehicles, whether HGVs, buses, coaches, vans or company cars. But the internal checking of licences is often timeconsuming and inefficient. Crucially, revoked, disqualified, provisional and expired licences cannot always be identified when checked this

way, particularly if drivers have duplicate licences. The FTA’s service means that this labour-intensive job can be managed on behalf of customers. Licence Bureau’s experience shows that companies using its services can achieve a high level of driver compliance within the first three to six weeks of enrolment in the scheme. Customers will have 24/7 access to online driver reports through a dedicated website, enabling managers to produce their own tailor-made reports. n For further information on the FTA driver licence checking service, go to http://www.fta. co.uk/services/licence_checking_service.html

Checking foreign drivers is a huge headache Licence checking is becoming even more demanding now that many firms employ drivers from abroad, particularly when the contracts are short-term. But checking foreign licences can prove nigh on impossible. The safest way of avoiding problems is by simply refusing to employ anyone without a European driving licence. A visible check of a foreign licence is the first step – licence

number, country of origin, date of birth and vehicles the holder is qualified to drive. A check with the DVLA will reveal if the holder has previously been identified by the UK authorities. This will highlight previous offences. Visitors to the UK with a valid European licence can drive any vehicle for as long as the licence remains valid. The appropriate full entitlement

for the vehicle to be driven must be shown on the licence. UK residents originally from the EC must have a valid EC licence to drive in Britain on an ordinary licence until aged 70 or for three years after becoming resident, whichever is the longer. There are different periods for vocational licence holders. Alternatively, they can apply to exchange licence for a British one at any time.

fleetnews.co.uk/fleetvan May 2012 7

R ii ss kk TT ee ll ee m m aa tt ii cc ss R

Telematics is key to bett bet Hi-tech devices devices are are becoming becoming the the Hi-tech latest tool tool in in the the van van safety safety battle battle latest

By Trevor Gehlcken By Trevor Gehlcken elematics systems were elematics systems were originally designed as originally designed as navigation aids. But as navigation aids. But as technology progresses technology progresses at an amazing rate, at an amazing rate, these devices are being used more these devices are being used more and more as a risk management and more as a risk management tool as van fleet operators set out to tool as van fleet operators set out to cut the damage caused by accidents. cut the damage caused by accidents. Accidents not only cause damage Accidents not only cause damage at a personal level but can also at a personal level but can also threaten the viability of a company threaten the viability of a company with vehicles off the road, drivers in with vehicles off the road, drivers in hospital and the ever-present threat hospital and the ever-present threat of the Corporate Manslaughter Act of the Corporate Manslaughter Act in the background. in the background. So although telematics systems So although telematics systems cost money upfront to install, they cost money upfront to install, they are estimated to start paying for are estimated to start paying for themselves within six months, both themselves within six months, both through better productivity and through better productivity and safer driving. safer driving. Some of today’s cutting-edge Some of today’s cutting-edge systems offer features unheard of systems offer features unheard of even a few years ago. even a few years ago. With the Trafficmaster system, for With the Trafficmaster system, for example, a driver can tap an icon on example, a driver can tap an icon on the screen and the screen and immediately be immediately be put through to an put through to an operator at the operator at the firm’s HQ in firm’s HQ in Cranfield, near Cranfield, near Oxford. Oxford. These operators These operators are trained and are trained and experienced to experienced to handle any one of handle any one of a multitude of a multitude of problems, from problems, from dealing with road dealing with road accidents to finding the location of accidents to finding the location of the nearest curry house. the nearest curry house. Then, for £20 per vehicle per Then, for £20 per vehicle per month, fleets can opt for the Fleet month, fleets can opt for the Fleet Director package which is a Director package which is a browser-based fleet management browser-based fleet management

solution that will allow fleet solution that will allow fleet operators to keep an eye on the operators to keep an eye on the driving habits of employees and can driving habits of employees and can be used for route scheduling and be used for route scheduling and messaging between driver the fleet messaging between driver the fleet operator. operator. Trafficmaster has also launched a Trafficmaster has also launched a new system called Teletrac that new system called Teletrac that allows operators to study the driving allows operators to study the driving behaviour of every driver on the fleet behaviour of every driver on the fleet at a glance, with red, amber and at a glance, with red, amber and green zones for the most dangerous green zones for the most dangerous and safest employees. and safest employees. Penalty points are given for such Penalty points are given for such violations as harsh acceleration and violations as harsh acceleration and braking, speeding and dangerous braking, speeding and dangerous cornering, so that managers can cornering, so that managers can discipline those responsible. discipline those responsible. Drivers may not particularly like Drivers may not particularly like thissystematfirstbutTrafficmaster’s thissystematfirstbutTrafficmaster’s director in-vehicle products, Pat director in-vehicle products, Pat Gallagher, pointed out: “The old Gallagher, pointed out: “The old claims about a spy in the cab have claims about a spy in the cab have long ceased to have any relevance. long ceased to have any relevance. Fleet managers have a duty to make Fleet managers have a duty to make sure their vehicles are being driven sure their vehicles are being driven safely and drivers have to accept safely and drivers have to accept this. There is also an upside – if, this. There is also an upside – if, say, a driver is say, a driver is wrongly accused wrongly accused of something, like of something, like speeding through speeding through a village, we can a village, we can prove that he or prove that he or she wasn’t.” she wasn’t.” Gallagher Gallagher reckons that fitting reckons that fitting such a system will such a system will save the fleet save the fleet operator £2,000 operator £2,000 per vehicle per per vehicle per year in overall year in overall running costs. running costs. The traffic light system is one The traffic light system is one which is being offered by several of which is being offered by several of the big telematics companies now. the big telematics companies now. Trimble, too, offers a “traffic light” Trimble, too, offers a “traffic light” device which sits on the dashboard device which sits on the dashboard

“The old old “The claims of of spy spy claims in the the cab cab in have long long have ceased to to be be ceased relevant” relevant”

May 2012 2012 fleetnews.co.uk/fleetvan fleetnews.co.uk/fleetvan 88 May

Safety on the roads is being Safety on the roads is being increased by the use of telematics increased by the use of telematics devices by van fleet operators devices by van fleet operators

and flashes amber and red when and flashes amber and red when drivers brake, accelerate and corner drivers brake, accelerate and corner too sharply. This information is too sharply. This information is transmitted back to the company’s transmitted back to the company’s computers and can be accessed in computers and can be accessed in real-time by the customer’s fleet real-time by the customer’s fleet manager (see feature right). manager (see feature right). Tracker Fleet has also upgraded Tracker Fleet has also upgraded its offering after consultation with its offering after consultation with fleet customers. Users can now set fleet customers. Users can now set their own key performance their own key performance indicators (KPIs) which then feature indicators (KPIs) which then feature on their own customised dashboard. on their own customised dashboard. These include confirming whether These include confirming whether vehicles are exceeding daily mileage vehicles are exceeding daily mileage allowances or breaking speed allowances or breaking speed limits. limits. Vehicles can be arranged by Vehicles can be arranged by groups according to use, such as groups according to use, such as sales, service or by region or depot sales, service or by region or depot and can have identifiers added to and can have identifiers added to

them, all of which can be easily them, all of which can be easily modified by the user. modified by the user. Stephen Doran, Tracker managing Stephen Doran, Tracker managing director, said: “Before we started on director, said: “Before we started on re-engineering our proposition we re-engineering our proposition we wanted to have in-depth wanted to have in-depth conversations with our customers conversations with our customers to ensure that what we developed to ensure that what we developed would actually meet their needs would actually meet their needs now and in the future. now and in the future. “We realised it was time to “We realised it was time to overhaul our existing offering, both overhaul our existing offering, both from an architecture and interface from an architecture and interface point of view. The result has been point of view. The result has been the creation of a powerful fleet the creation of a powerful fleet tracking tool that is far more flexible tracking tool that is far more flexible than before and can be easily than before and can be easily customised by our users.” customised by our users.” One area where telematics is One area where telematics is increasingly being used is in helping increasingly being used is in helping to lower insurance premiums and to lower insurance premiums and

tter risk management Traffic light system signals better safety

several of the big operators now have agreements in place with insurance companies. TomTom recently teamed up with motor insurer Equity Red Star in a deal aimed at lowering premiums for van fleet operators. The deal follows hot on the heels of a consumer partnership with broker Motaquote and means TomTom technology will be used in a risk management capacity for both the consumer and business markets. Businesses using TomTom’s fleet management technology to manage risk will be able to reduce their premiums as part of the insurer’s new Equitrack product. Mix Telematics also revealed a new insurance link-up at the CV Show. Steve Coffin, marketing and operations director, said the firm had teamed up with insurance broker Towergate to offer a fleet solution which will help bring down insurance premiums. “Fitting a telematics system to a fleet will save between 10% and 15% in fuel and the payback will start within three to six months,” he said. “But we have to add extra value as well as just sell black boxes and our tie-up with Towergate will do that.”

By Trevor Gehlcken ne of the latest tools in the fleet manager’s armoury against unnecessary risk and financial inefficiency is the “traffic light” – a telematics device on the dashboard of a van that warns the driver about bad habits and relays those habits straight back to the boss. When the driver behaves sensibly, he’ll see a green light; when he’s driving badly, it changes to red. In between, there’s an amber light for minor misdemeanours. Trimble was one of the first telematics companies to offer this facility to UK fleets and to test out its benefits and drawbacks, we had one fitted to our long-term test Ford Transit for a month. Not only is the driver made aware of his shortcomings, but the details are relayed back to Trimble’s computers and can be accessed at any time – and in real time – by the fleet manager. Four parameters are measured – speed, corning, acceleration and braking – and simple, easy-to-understand reports are produced with pie-charts showing percentages of red, amber and green. However, Charles Morriston, Trimble’s training manager, pointed out that the system was not designed merely as a method of keeping tabs on individual drivers. He said: “If you have 8,000 drivers, you would need an army of staff to look at all the information. The way to do it is to look at trends and patterns rather than using it as a witch hunt against individuals.” One of the problems with installing a system like this is that of driver acceptance. If a driver takes a dislike to his van, there are many hidden ways of showing that dislike. Morriston said: “We have had problems with ‘big brother’ syndrome but we teach drivers that they are using company assets, sometimes worth £50,000 per unit, and it is their duty to look after that asset.”

OUR TEST

A month with the Trimble system If you fit devices such as the Trimble traffic light to your vans, don’t expect drivers to beat a path to your door, congratulating you on your wisdom. When the device was first fitted to my Ford Transit, I didn’t like it at all. Appreciation of its benefits are more of a slow burn. After our month’s trial, I had to admit that it was a pretty fair piece of kit. The device sits on the dashboard, where you can’t fail to notice it. When it goes into the red, even the most hard-nosed driver will pause for thought, whether he likes it or not. One thing that drove me to distraction was that when the device goes into the red, it shows a marked disinclination to revert back to green. For example, on one occasion I was driving off the M25 on to the M11 heading north and with the sliproad leaning sharply to the right, the device went into red mode. Fair enough, I

Trevor Gehlcken learns to appreciate the device’s benefits

thought. I was tanking it a bit, after all. But 10 miles later at Birchanger services and with me driving at a sedate 65mph, it still showed red. “Why, why, why?” I shouted at it, but I got no answer. The system is set to a default set of parameters and when fitted to a client’s fleet, it can be adjusted to take little problems like this into account. Each of the four parameters – speeding, acceleration, braking and cornering – can be adjusted separately, according to how exacting you want your standards to be. My experience on the M11 was a kind of smack on the wrist, as though the unit was saying: “You’ve been a naughty boy – you’re going to have to show me you can behave nicely before I go back on green!” When you turn the engine on first thing in the morning, the light will show whatever it was on when you turned the engine off the night before. You may have forgotten that sharp braking from last night but the Trimble unit certainly hasn’t. The acid test of the system is this: did it make me alter my driving style for the better? And the answer is a definite yes. The knowledge that someone back at Trimble HQ was keeping an eye on my driving preyed on my mind and as each bend came up I consciously eased off the throttle a bit in a bid to stop the device going into red. After the trial, training manager Charles Morriston looked at my scoresheet and said: “Not bad at all. If you were driving for my firm I’d have no problems with this.”

Verdict

Any fleet manager who takes health and safety and costefficiency seriously should look at installing devices like this to their vehicles. There is simply no excuse for bad driving nowadays – and telematics can stamp it out for good.

✔

fleetnews.co.uk/fleetvan May 2012 9

Environment Low emission zones

LEZ DUE TO EXPAND Other cities look at introducing “green” zones similar to the London scheme

By Trevor Gehlcken an fleet operators who don’t go anywhere near London are probably heaving a sigh of relief this year after Transport of London cranked up its charging scheme to include all vans over 1.2-tonnes gross vehicle weight. But that relief could be short-lived as many other councils across the country are keeping a close eye on how things pan out in the capital, with a view to introducing similar schemes in other cities. As from January this year, all vans and 4x4 pickups which don’t meet Euro III emissions standards are being charged £100 per day to enter the zone. Failure to cough up leads to a fine of £500, which is reduced to £250 if paid within 14 days. The Euro III standard was introduced in January 2002 so most bigger fleet operators won’t be affected as they don’t run vehicles this old. But TfL estimates that there are around 70,000 commercial vehicles still in operation which don’t meet the new criteria. The reason for imposing an LEZ around London is that around 80% of NO2 concentrations in urban areas are as a direct result of traffic and mayor Boris Johnson has made it clear that he wants to bring this level down significantly. He said: “Whether you live here, work here or are just visiting, London in my view is the greatest city on Earth. No other city can match the energy, dynamism and vast range of opportunities we can offer. “But I’m also keen that the advantages of being big are matched by the joys of a smaller city – a civilised, high quality life in beautiful, safe surroundings, with effective public transport and a healthy environment, putting the village back into London. “That’s why I brought in a wide range of measures to deliver cleaner air for London. The Low Emission Zone has played a part in that, drawing a boundary around our city that deters the most polluting vehicles.” Despite initial fears that the new scheme would cause chaos among LCV operators, its introduction seems to have gone smoothly so far. Nick Fairholme, director of congestion charging and traffic enforcement at TfL, said: “We are really pleased with the response of operators to the recent changes to the LEZ. In the first months

Could a low emission zone be coming to a city near you?

since the new emission standards came into effect we have seen over 98% of vans, minibuses and other specialist vehicles affected by the LEZ for the first time meeting the new standards. Lorries, buses and coaches, that were already affected by LEZ and were required to meet more challenging emission standards, are showing compliance rates of almost 92%.” Confirmation that other councils are considering their own LEZ areas came from transport research group TRL. A spokesman confirmed: “Warrington Borough Council, for example, has commissioned us to undertake a feasibility study into LEZs. The project includes extensive engagement with stakeholders in order to work with local decision-makers and interested parties to find options that could have a positive effect on local air quality as well as being politically and economically acceptable.” The council will assess a range of options before selecting those to be examined more closely.

“I brought in a wide range of measures to deliver cleaner air for London. The Low Emission Zone has played a part in that, drawing a boundary around our city that deters the most polluting vehicles.” Boris Johnson, Mayor of London

How to avoid paying to enter the LEZ zone n Upgrade to newer vehicles – pricey but probably necessary even without the new LEZ rules n Have your vehicles converted so they comply with Euro III emissions standards. The TfL website has a list of recommended

conversions companies. Be warned: this process may cost up to £2,000 per van n If you only need to enter the capital a couple of times a year, consider renting vans on those days. LCVs can be hired for less than the £100 per day LEZ charge

fleetnews.co.uk/fleetvan May 2012 11

Advertisement feature

Used values climb in April Average prices remain strong in 2012

sed LCV values improved across the board in April by £44 (1.0%) to reach £4,271 as average age, mileage and CAP performance remained virtually static compared to March. Average values remain relatively strong in 2012, following the 20-month high recorded in January and BCA’s Pulse data shows average values improved in the fleet/lease and dealer part-exchange sectors – reversing falls seen the previous month in both cases. Values slipped in the very low volume nearly-new van sector, but this was as a result of model mix. However, supplies of good quality vans reaching the wholesale market remain limited and competition from buyers for the best examples remains intense. This is seen most clearly in the year-on-year figures, where values have improved significantly even with age and mileage rising. Year-on-year, April 2012 was £302 (7.6%) ahead of the same month in 2011, despite the average age climbing by six months to 57 months and average mileage being 5,500 miles higher at 78,000. Performance against CAP also improved year-on-year, up nearly one and a half points. Duncan Ward, BCA’s general manager –

‘Many new businesses

are starting up and a van is the first thing on the shopping list’ Duncan Ward, BCA

commercial vehicles, commented: “The overall market peaked in January this year, and values have flattened out in the following three months. But looking at the individual sectors paints a slightly different picture. Fleet values dipped in February but have risen since then – April values were identical to those recorded in January and are the highest in two years. This is despite average age and mileage rising and further underlines the shortage of stock as buyers are paying more in 2012 for older, higher mileage vans than they were a year ago.” Ward added: “Previous years suggest the summer months are relatively flat, with a significant spike in values in the early autumn. The difficult economic conditions mean that many businesses may defer changing their vehicles until there are signs

Average used values 2010-2012

£4,000

£3,000

Apl

Mar

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Apl

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£2,000 May

Fleet and lease Values improved sharply in the fleet & lease LCV sector in April, rising by £127 (2.5%) compared to March. Fleet vans averaged 99.1% of CAP over the month, a marginal rise compared to March. Retained value against manufacturer recommended price over 44 months and 70,000 miles was 32.55%, down slightly on last month. Year on year, April 2012 was £587 (13%) ahead of the same month last year – some of this is value evolution over the period, but it should also be remembered that trading conditions were affected last year by the Royal wedding and double bank holidays.

Part exchange

Source: BCA

£5,000

Mar

of improvement. Countering this, many new small businesses and sole traders are starting up and a van is often one of the first things on the shopping list.”

Part-exchange values improved by £50 (1.8%) in April, largely wiping out the reverse experienced in March and the first month-on-month increase since the turn of the year. CAP comparisons dropped a quarter of a point to 98.2%. Again the yearon-year comparisons underline the growing demand in the LCV sector. Values for partexchange vans were ahead by £451 (19.5%) in April – a significant increase and reflecting the heavy demand for ‘budget’ priced vans, particularly from sole traders and new small business start-ups.

Europe’s No.1 vehicle remarketing company log on to www.british-car-auctions.co.uk or call 0844 875 3480

Remarketing Getting ahead at auction

GET TOP PRICE AT AUCTION How to get maximum bids for your used vans

By John Charles an fleet operators who take the time to visit LCV auction sites will quickly notice that while some vehicles trundle through the halls with hardly a bid – to be tried again next time – others create a buzz of excitement among buyers as they jostle to get in on the action. There are several reasons why this happens. One is that the popular vehicles tend to come from well-known fleets which are renowned for looking after them properly. Another is that those vehicles have been chosen at buying time for their attractiveness on the secondhand market. Getting the best from your used vehicles at selling time is an exacting science but it is worth putting some time and effort in to get it right, as the difference between a sought-after vehicle and a dud can be hundreds of pounds per unit. One example of this is choosing the right added extras at buying time. BCA is increasingly finding that buyers now want air-con – and are prepared to pay extra for it. BCA estimates a typical fouryear-old £3,000 van – such as a Vauxhall Combo or a Ford Transit Connect – will fetch £200 to £300 more if it’s got air-con. Currently air-con on vans of that type and age is not common and that is generating the price premium. More and more buyers are looking for Bluetooth and sat-nav too, so vans with those features are also proving attractive to buyers. Duncan Ward, general manager commercial vehicles at BCA, comments: “While air-con remains a scarce option it will continue to generate a price premium. As it becomes more commonplace, the price premium will disappear, but vans without it will be at a disadvantage. The same thing happened a decade ago with the wider introduction of power steering into the LCV sector.” Guy Pearce, sales director at the Fleet Auction Group, recommends that all specialist fitments should be checked to ensure that they are opera-

Popular vehicles tend to come from well-known fleets which are renowned for looking after them

tional in preparation for sale. Issues with basic items, such as non-functioning tail lifts, will potentially prevent a quick sale since the trade buyer will have an immediate repair delay before offering it for sale as a retail proposition. Pearce also pointed out that the V5 registration document and MOT if applicable at the point of sale are prerequisites. He says: “The service history is important – more so at a younger age of disposal. However, as the vehicle nears the end of its practical working life, service history is considered secondary to vehicle source. If a reputable former operator has used a van for a number of years and the condition is commensurate with the age and mileage but the service records are not available, the price is less affected.” Valeting is also an important item to consider, according to experts at Manheim Remarketing. James Davies, general manager, commercial vehicles at Manheim, says: “Auctions are your shop window where hundreds of buyers compete. When preparing vehicles for auction, look what other vendors do. The majority that go through the halls are cleaned to a high standard. If yours are not and they stand out for the wrong reasons, ask yourself which vehicles people will buy.”

Right and wrong way to remarket Do...

✔ Exteriors should be washed and interiors swept out as a minimum ✔ A valet costs less than £25 and will be recouped several times over as the minimum increment at auction is £25. ✔ Ask advice from experts at the auction house. They will give an honest opinion about whether it is worth spending money on vehicles before selling them

Don’t...

✘ Never allow a van to enter the hall ‘in its work clothes’. This has a negative value impact. ✘ Don’t leave rubbish in vehicles. Get the auction house to clean out any debris before sale

UNDER THE HAMMER By George Alexander, editor, Glass’s Guide to CVs

Something old, something new, something borrowed, something blue. This saying purports to set out the recipe for good fortune and success when choosing a wedding outfit. When conjuring up the ideal panel van to marry to the varied needs of UK operators, it seems that the designers of the new Transit might have followed this same mantra. In so doing, Ford has come up with another winner. Something old: Reliability has always been a core brand value for Ford which understands the needs of their business customers, investing heavily in a network dedicated to keeping all Transits on the road. Something new: It’s all new, with the marriage of design innovation to proven technology now setting the benchmark. After a long wait, Ford will be punching its full weight with the scene set for a toe-to-toe battle between the major combatants. Something borrowed: The iron-clad reputation of all those previous Transits is something not to be taken lightly, and is certainly not lost on those within Ford with the responsibility of bringing this van to market. Something blue: The blue Oval badge on the front of every Ford acts as a reminder just what Ford has contributed to the UK’s economy. A few years ago, their marketing people came up with the tag line for Transit, ‘Backbone of Britain’ – that’s not far from being a fact. Ford will undoubtedly retain the clear lead for years to come and may even extend its dominant position.

fleetnews.co.uk/fleetvan May 2012 15

DRIVERS BUY IN TO RCS EFFICIENCIES A hi-tech approach to saving fuel has led to astounding results at logistics firm

litre of diesel has reached a record high and with fuel being one of the biggest costs facing any transportation company, RCS Logistics has started working with oil giant Shell to cut its bills. The third party logistics company, which operates across the UK and mainland Europe from its Corby headquarters and a second distribution centre in Wakefield, spent £1.2 million on fuel last year. The environmentally-focused business, which is also trialling electric vans, teamed up with Shell to fit the 52 vehicles in its fleet, which include 31 long- wheelbase Mercedes-Benz Sprinter vans, with the fuel provider’s telematics solution. Automatically linking diesel purchasing transactions made via Shell fuel cards with the interrogation of the commercial vehicle fleet’s fuel, vehicle and driver data, it delivers reports that highlight fuel efficiency improvements of up to 10%. Called Shell FuelSave Partner and supplied on a subscription basis with no upfront investment required, a ‘black box’ has been installed into each of RCS Logistics’s vehicles – the fleet also includes 15 44-foot articulated lorries and six rigid 7.5 tonne commercial vehicles – with the aim of eliminating fuel wastage. Data transmitted online gives RCS Logistics a complete overview of fuel consumption, showing each individual vehicle and driver by the day, week, month and year as well as reporting fuel-related CO2 emissions on a per tonne-mile basis and eliminating any fraudulent activity. Initially, RCS Logistics took a softly-softly approach to monitoring and only used Shell FuelSave Partner to measure vehicle idling time. With 15 minutes of vehicle idling allowed before office-based staff were informed via e-mail, RCS Logistics managed to save an amazing 1,000 litres of diesel within the first month of monitoring.

16 May 2012 fleetnews.co.uk/fleetvan

With the company’s 31 vans each clocking up 60,000 miles per year and scheduled to make 30 to 40 home delivery ‘drops’ every day, vehicle idling reduction was viewed as a ‘quick win’. RCS Logistics director Steve Gray says: “That was a real eye-opener as to what Shell Fuel Save Partner could do. Monitoring of idling alone demonstrated a monthly saving of £1,200, mostly on the van fleet.” Since then, RCS Logistics has extended the use of the technology to monitor and measure a wide variety of driver and vehicle data that will help to reduce fuel use including: speeding, use of cruise control, vehicle braking and acceleration. “These are all areas that contribute to the use of fuel and if we can cut just 1% from our fuel bill then that is £12,000 on the company’s bottom line. However, our experience suggests that the financial savings will be significantly greater at least initially,” says Gray. It is too early to quantify additional savings, for example in relation to service, maintenance and repair costs, due to drivers adopting a smoother driving style, but Gray anticipates there will be some. Given the results of a cost benefit analysis, RCS Logistics redeployed a member of staff, Nathan Darker, to the role of special projects manager in January. His prime focus is to use a range of tools to monitor and pro-actively interpret information relayed back to the Corby office from the in-vehicle telemetry devices. Far from being viewed as ‘Big Brother’, Gray says the company’s 85 drivers, who clocked up three million miles last year, have been won over by the technology due to a combination of consistent communication and education. “Communication is the key to driver buy-in. We explained to them how much the company spent on fuel per year and that we were introducing Shell FuelSave Partner to help save money,” he says.

Industry spotlight RCS Logistics

Fact File

Company: RCS Logistics, Corby Director: Steve Gray Fleet size: 52 vehicles (31 LCVs, 15 articulated lorries, six rigid 7.5 tonne vehicles) LCV brands on fleets: long wheelbase Mercedes-Benz Sprinters Annual mileage: 60,000 miles per van Van replacement cycle: four years

“By cutting our fuel spend and using the information fed back from each vehicle we told drivers that we could improve our operating efficiency, improve our journey planning and scheduling and, ultimately, in a challenging economic climate it would benefit them as they would be able to increase their earnings potential. “The people taking our vehicles out on the road are professional drivers and we want them to be professional about their job because that contributes to RCS Logistics being a high-quality business and providing a high-quality service to customers.” The initiative also dovetails with the company’s ongoing occupational road risk management programme, which includes Criminal Records Bureau checks, personal insurance checks, in-house driver training and weekly driver debriefs in relation to driver behaviour/performance and their driving can improve further. Now RCS Logistics has introduced football-style league tables that see drivers of the three types of vehicles utilised by the company – vans, rigids and arctics – in competition with each other. Gray says: “No-one wants to be bottom of a league table so each driver’s performance measured against key criteria has become self-motivating. Driver camaraderie has been boosted as they are all encouraging each other to improve their performance on the road.” He adds: “Additionally, the information fed back to headquarters from each vehicle has further enabled the company to improve its journey scheduling.” Critically, Shell FuelSave Partner is also proving an important weapon in RCS Logistics’ ongoing business success.

Gray explains: “We are challenged every day by our existing customers and prospects as to the extent of our environmental focus. Carbon footprint reduction is a huge issue in business and tenders invariably ask for real evidence of action.” Additionally, RCS Logistics is cutting its carbon footprint further with the installation of solar panels on its number one warehouse at its Northamptonshire Distribution Depot complex. It means that not only is RCS Logistics starting to generate its own electricity, but some of that power is being harnessed to power electric vans which are being trialled on delivery routes locally ,with the company working in tandem with a major van manufacturer. Gray says: “Early results look promising and we are working with a number of partners to generate our own fuel and take advantage of the installation. In the future we may introduce electricity recharging points that can be used by other local vehicle operators as well as ourselves.” Gray is full of praise as to how Shell has partnered with RCS Logistics, a business with a £9 million turnover, to reduce its fuel spend. He admits to being sceptical at the start of the journey as he couldn’t understand why Shell would want to help RCS Logistics save money, particularly in relation to fuel. However, he now says: “Shell has been magnificent in helping RCS Logistics introduce FuelSave Partner and obtaining the best information from the technology to help improve our efficiencies and reduce costs.”

“By cutting down on our fuel spend drivers will be able to increase their earnings potential”

fleetnews.co.uk/fleetvan May 2012 17

Industry spotlight Scott Michael, Citroën

“WE WANT RELATIONSHIPS, NOT JUST SALES”

Scott Michael explains that there’s more to fleet sales than just taking the cash

By Trevor Gehlcken n the face of it, 2011 was not a happy year for Citroën. In a van market up 16.71%, the French manufacturer’s sales were down 4.42%. But look behind the headline figures and a very different story emerges – a story in which business sense prevails over an insatiable desire for market share. Scott Michael, Citroën’s commercial vehicle operations manager, told Fleet Van he believed last year’s massive increase in van sales was, to an extent, created by a rise in daily rental sales. And in the rush to secure extra market share, some manufacturers had signed up to costly deals in this part of the market. Michael says: “The daily rental market grew substantially last year as some fleets shied away from buying new vans in favour of renting them short term. We have never been big in the rental market out of choice but we looked at these deals and decided it was not a place where we wanted to be. Our policy is to go for profitable deals and that is why we lost some sales last year. But our strategy has proved a sound one because we made more profit per vehicle than in the previous year.” So does this mean that Citroën will be backing off some of the larger fleet deals, in which the big operators invariably demand equally big discounts? An emphatic no, says Michael. “We are continuing to talk with

fleetnews.co.uk/fleetvan May 2012 19

Industry spotlight Scott Michael, Citroën some of the UK’s biggest fleets like the large utility companies. Citroën is pulling out all the stops to make sure that the people staffing These fleets are demanding to be sure but there is a halo effect these centres have a wide range of knowledge about all sorts of van fleet to be considered here. When other fleets see major operators management subjects such as funding, support and aftersales. like this using our vehicles successfully and reliably, they are Michael says: “We don’t call these people dealers but prefer to see them more likely to buy our product.” as relationship managers. We want people who buy Citroën vans to see the In the past, Citroën has been renowned for its cut-throat deals but increasdeal as a relationship which will last from when the van is bought to when ingly there is a feeling that buying the van is only one part of the equation. it is eventually sold.” And while value for money is still near the top of the list, other factors are Such a relationship can bear valuable fruit for fleet buyers. For example, increasingly coming into play. Michael reckons that a proportion of customers Michael says: “Van buyers are a lot more savvy than actually buy the wrong vans in the first place, a they were 10 years ago and we have to keep up with mistake which can cost dear over the life of the this. They now know all about such things as environvehicle. Staff at the Business Centres are on hand mental credentials, taxation, residual values and to advise on which vehicles are best and, obvirunning costs and expect a lot more than purely ously, the smaller the van the cheaper it is to run buying a van and driving off with it.” and buy. So, say, a fleet buys Relays but only uses And this is where Citroën scores highly. Despite the them fully loaded three or four times a year it fact that its range of vans mirrors that of Peugeot and n Specially-trained professional LCV could be more cost-effective to opt for the smaller largely that of Fiat too, Michael feels that Citroën has and car fleet sales staff Dispatch and hire bigger vans on the odd occasion n Specially trained professional LCV far more to offer fleet buyers than the other two when they are needed. manufacturers. technical support staff Michael says: “There are all sorts of things that For starters three out of the four ranges of Citroën n A wide range of new Citroën LCVs our local business managers can help fleets with panel vans feature as standard a neat Trafficmaster in stock and on display and front-end cost, whilst important, is pretty low sat-nav unit that not only acts as a location finder but n Displays of Relay specialist and down on the list of priorities versus supplying the also as a stolen vehicle tracker and a fleet manage Ready to Run vehicles right van for the right job. Most fleet operators n A wide range of LCV demonstrator ment tool – called Fleet Director – that can highlight nowadays realise the benefits of having a good vehicles bad driving habits among staff. working relationship with their dealer and that These units have just been updated with bigger n A large choice of Citroën-approved such a relationship can in fact pay dividends.” colour screens and also contain a system which used LCVs Another area in which Citroën scores highly is n A wide range of while-you-wait allows users to talk directly with staff at Trafficmaster in the conversion market. Its Ready To Run HQ in Cranfield on a variety of matters from emer service operations programme now offers a whole range of gency situations to the location of the nearest Indian n Extended opening hours at some converted vehicles off-the-shelf, built by exerts takeaway. centres for both sales and service hand-picked by the manufacturer. Managers Then Citroën has been working hard with the n A variety of LCV courtesy vehicles, from all the Business Centres meet regularly and residual value houses such as CAP and Glass’s to including Dispatch and Relay models are updated so that they are fully conversant with improve the vans’ used values. all the latest models on offer. Michael says: “In the past Citroën cars and vans All this work is beginning to pay off. Michael said: were perceived as somewhat unreliable and complicated to repair. This, of “We have seen a dramatic increase in sales in our business centres – up course, is no longer true but that perception still remains among some older 71% in the past year to SMEs. We have worked hard building up these centres buyers. We have to work to correct this.” and now all our hard work is beginning to bear fruit.” But most important of all in the battle for sales is the establishment of The figures appear to support Michael’s enthusiasm. In the first quarter Citroën’s Business Centre network of 85 dealers across the country. They this year, the van market was down by 14.73% but Citroën’s sales were up offer a whole range of services in addition to the actually business of selling by 0.28% compared to Ford’s fall of 22.09% and Vauxhall’s drop of 30.8%. vans. Setting up these centres was a huge undertaking for the French firm Michael says: “We want to build on our reputation for reliability and durabut one of which it is proud and which is beginning to pay off. bility and those will be our two keys words this year. We are in a competitive market but I want to see better market share but with profitability too.”

What’s on offer at Citroën Business Centres:

Citroën set to launch electric Berlingo

With the jury still very much out on the suitability of electric commercial vehicles in fleet, Citroën plans to enter the fray in 2013 with a zero emission van. The launch of this new model is the latest chapter of a curious story which must be rather galling to the Citroën team: the French maker was, in fact, one of

the first to introduce this alternative power source back in 2000. At the time, the model was labelled Berlingo Electrique and was trialled successfully with short-haul fleets across Europe. However, with the Government of the time talking up LPG, there were few benefits for opting for electric power and the Electrique

20 May 2012 fleetnews.co.uk/fleetvan

was dropped in 2005. Now, with grants of up to £8,000 available to buy electric vans, Citroën has decided to put a toe in the zero emissions water again, although Michael was quick to point out that the firm was not making an investment in 100% electric power at present to the same scale as are some other manufacturers. He says: “We have been in the electric marketplace before with the Electrique and we have learned lessons from the early adopters of electric power. Our new electric van will be part of a collaborative venture. “The technology hasn’t progressed dramatically since

we stopped making the Electrique and until it does we can see electric power being a niche, with people like local authorities being interested.” At present there is a wide differentiation over pricing. The Smith Edison and electric Iveco Daily are sold outright, the Mercedes-Benz Vito Electric is for lease only and the Renault Kangoo ZE is sold but the batteries are leased separately. Michael says: “We used to sell the Berlingo Electrique but lease the batteries so that business model is not new. But we are going to analyse the marketplace before making a decision on the way to price our new model.”

Special report CV Show

CV SHOW T 2012 New vans and services make CV Show a great success

By Trevor Gehlcken and Simon Harris he CV Show at the NEC in Birmingham once again proved a great shop window for Britain’s commercial vehicle industry, with hundreds of companies taking stands this year. In addition to the usual array of new models, a variety of service companies launched new products and services. Here we highlight the latest news and pictures of interest to van fleets. n For more news from the CV Show, visit www. fleetnews.co.uk/cv-show-2012/

FORD

New Transit proves the star of the show

ABOVE: A clever flap in the bulkhead allows three-metre long items to be carried LEFT: The new Ford Transit makes its show debut. It was unveiled by Barb Samardzich, vice-president, product development, Ford of Europe

The CV Show's undoubted star was the new Ford Transit, which goes on sale later this year. The Transit, Britain’s best-selling van throughout its 47-year history, will be split into two models. The smaller Transit Custom was unveiled at the show, while the larger version – as yet unnamed – will debut at the Hannover Show in September. Ford intends to renew its entire model range by 2014. New Ranger has already made an appearance, so that means a new Transit Connect and Fiestavan within two years. Paul Campbell, chief designer, Ford of Europe, said: “Customers want their vehicles to project a modern and professional image. We have given the vehicle a stylish, modern appearance which will be appreciated by businesses of all sizes. “It’s still a Transit, so the practical loadspace goes without saying, but with its sportier stance and bold rising shoulder line, the Transit Custom makes a powerful new impact.” From launch, the Transit Custom will offer a choice of short wheelbase at 4.97 metres and long wheelbase at 5.34 metres.

It will be available only in front-wheel drive format whereas the larger model will offer both front- and rear-wheel drive. Three Europallets stacked one metre high can be accommodated while a flap in the bulkhead allows three-metre long items to be carried, intruding into the area under the passenger seat. There is also an integrated roof rack which folds down into the roof when not required so the van can duck under a two-metre car park barrier. The cab and dashboard are much more car-like and feature new seats. Driver comfort will be enhanced through an adjustable driving position which features increased seat travel – including 30mm more rear travel for taller drivers – and the addition of a steering column adjustable for reach and rake. Low running costs start with class-leading fuel economy, delivered by an improved version of Ford’s 2.2-litre Duratorq TDCi diesel engine. Available in 100bhp, 125bhp and 155bhp power ratings, the unit now features auto-start-stop as standard, delivering combined fuel consumption

of 42.8mpg and 174g/km CO2 emissions – a reduction of up to 8% on the current Transit. Minimising cost-of-ownership was a priority throughout development, with features including shorter maintenance and repair times, a 12-year anti-perforation warranty and the longest service intervals in the class at two years/30,000 miles. Pricing is yet to be announced, but George Alexander, editor, Glass's Guide to CVs, predicts strong residual values, partly thanks to Ford not opting for a "safe" design. "The bold leap will see the new Transit taking on, both in terms of engineering excellence and style, the best that German manufacturing can offer," he said. "Residual values for the old Transit have been firming up, yet still languish well below the obvious competitors of Transporter and Vito. "The new Transit Custom will able to compete strongly and will enjoy an RV uplift of at least 4%." But, he added: "Without prices, and the suspicion that Ford intends to be as bold on setting prices as they have been in design, the eventual three-year RV is still up in the air."

fleetnews.co.uk/fleetvan May 2012 23

Special report CV Show CITROËN ISUZU REVEALS NEW PICK-UP

Isuzu made a renewed bid for pick-up sales with the new D-Max making its UK debut. On sale from June, the new Isuzu D-Max replaces the Rodeo, and will offer four specification levels and an extended cab body configuration, featuring rearopening side-access panels – joining the singleand double-cab variants. Prices will range from £14,499 (ex-VAT) for the entry-level model 4x2 single cab, with air conditioning, electric windows and daytime running lights as standard. The Utah 4x4 double cab automatic is priced at £21,499 (ex-VAT). It uses a 2.5-litre twin-turbo common rail diesel engine with newly-developed six-speed manual or five-speed automatic transmissions, generating 163bhp and peak torque output of 295lb-ft. The pick-up also introduces a new ‘shift-on-thefly’ system, allowing the driver to adjust between two- and four-wheel-drive modes while travelling at speeds of up to 60mph. It has a 3,000kg (braked) towing capacity and a payload capacity of 1,000kg.

A NEW FACE AT NISSAN

Nissan presented a new LCV sales manager at the NEC as well as previewing the chassis cab range of the NV400. Matthew Dale joins Nissan from Lombard Vehicle Management where he built the light commercial fleet from 500 to 23,000 vehicles in 10 years working with major fleet customers including BSkyB, British Gas and the AA. “We are looking to become a serious player in the UK fleet market and we have already made great inroads in building an infrastructure to achieve this goal,” said Dale. “The next stage is to further build and support the LCV dealer network, refine and improve our aftersales proposition and develop our bodybuilder and converter programme. “We’re one of those ‘best kept secrets’ in the industry,” he told Fleet Van. “We haven’t been as proactive as we could have been with the leasing companies so I’ll be having discussions with the top 20 companies to make them aware of what we have and improve their product awareness. I'm also ensuring our corporate customers know we're a van player, and that we can support fleet customers' needs."

24 May 2012 fleetnews.co.uk/fleetvan

Citroën success down to business centre strategy Citroën bosses were on the crest of a wave at the show. In a market down 15% so far this year, the French manufacturer was one of only three firms to gain sales – up 0.28%. This success has nudged Citroën back up to fourth slot for van sales. And Scott Michael, Citroën’s commercial vehicle operations manager, puts the reason for this success firmly at the feet of his business centre strategy (see interview, page 19-20). There are 85 centres across the UK offering a range of expert services to fleet buyers and he believes clients are now beginning to realise their benefits. Michael told Fleet Van: “Our business centres have had a great start this year and have made a huge difference to our sales story. We have invested a great deal of time and money to get these centres just right with experts on hand to talk about all aspects of fleet operation and now they are so good that other dealers in areas where they exist are really going to have to raise their game to compete.” One area where Citroën scores highly is in its

Berlingo XTR+ boasts off-road capabilities

conversions range called Ready To Run. Michael agreed that maybe the firm hadn’t done enough in the past to boast about the huge range of conversion models on offer. But that is a failing that has been quickly put to rights. He said: “Now every business centre must have conversions on display. Some were wary about this at first as they hadn’t done it before, but what has been happening is that people have actually walked past our showrooms, seen them on display and have walked in and ordered them. "At present 10% of Citroën vans sold are conversions but we are hoping to raise this figure to 15%.”

FIAT

Italian firm shows off its uniqueness Fiat is determined to stand out as a distinctive van-maker with unique products on display at the NEC. With its Doblo Work-up and a new extended wheelbase variant of the van with 5cu m of load space, Fiat Professional director Sebastiano Fedrigo claims its reputation is growing as a company that takes the needs of fleets seriously. The extended wheelbase Doblo Cargo matches the load volume of the larger Fiat Scudo, but will bring with it a lower purchase price as well as reduced running costs. Fiat produces vans in partnership with PSA-Peugeot Citroën, but the Doblo Cargo is its own product as well as the car-derived Punto van, while Fiat builds all Peugeot and Citroën versions of the Fiorino and Ducato. Fedrigo said Fiat Professional was poised to take advantage in areas where its own products offered something different, and the Doblo Cargo XL, with a maximum payload of 1,000kg and its 5cu m load volume will bring more customers to the brand.

The Doblo Cargo XL will offer class-leading load capacity and payload

The new Punto van made its debut at the show

Special report CV Show

K WIK-FIT VAN FLEET BOOST

Kwik-Fit Fleet used the CV Show to announce a boost in its LCV credentials with a greater range of van tyres at centres, new equipment, extra training for staff and ensuring most outlets can accommodate larger vans. Centres are starting to be equipped for the improved offering to light commercial vehicle fleets, which includes the purchase of six-tonne trolley jacks, five-tonne axle stands, wheel clocks, extensions bars and tyre cages. Neil Kidd, UK business development manager SMR and MOT for Kwik-Fit Fleet who is co-ordinating the organisation’s LCV strategy, said: “The developments will ensure a consistent capability of a range of services to light commercial vehicle fleets across the centre network and a transparent and consistent service to customers. “We will also ensure that centres are fully stocked with an expanded tyre choice and that staff have access to the very latest technical information so they have the capability to work on all types of vans. “We are also aware that a number of the major contract hire and leasing companies are further developing their light commercial vehicle service and Kwik-Fit Fleet, which already has business partnerships with most of their organisations, must be able to offer them and their customers a robust and consistent proposition nationwide.” PENNY TAKES THE WEIGHT

With health and safety at work becoming increasingly important, Penny Hydraulics was at the show displaying its range of versatile cranes and loading accessories. Taking centre stage was the new SwingLift (pictured), which features full hydraulic operation and a near one-tonne working load. COBR A PREVENTS THEFTS Security was under the spotlight on the Cobra stand with the launch of Global Live, a CCTV system which aims to stop the theft of cargo and equipment. Real-time images from cameras mounted in and around the vehicle are monitored at Cobra's centre and can be passed on to the police when a theft is detected.

Cobra managing director Andrew Smith shows real-time footage of the Global Live system

26 May 2012 fleetnews.co.uk/fleetvan

The new Great Wall Steed GREAT WALL AND DFSK

Duo head up Chinese invasion Two Chinese van manufacturers – Great Wall and DFSK – made their show debuts, signalling what is expected to be a flood of new entrants from the Far East in to the UK LCV market. The DFSK Loadhopper is a barely disguised version of the old Suzuki Carry, which ceased to be sold in the UK in 2007 but has since been sorely missed by those looking for a cheap light van. The vehicles are being imported by Vestatec Automotive Distribution and the firm already has 29 dealers on board from Kirkcaldy in Scotland to Falmouth in Cornwall – and is aiming to end up with a total of 40. On the stand at the show were panel vans, tippers and single and double-cab pickups, starting at a staggeringly low £6,995 ex-VAT. DFSK UK marketing communications manager Peter Seaward said: “Since launching this vehicle in November last year we have sold 220 units and are struggling to get enough. So far five different councils have bought models and we are finding particular interest from milk delivery firms. We’ve been amazed at how adaptable these vehicles are and already some converters have adapted them with fridge units and refuse collection cages on the back.” Some UK fleet buyers may baulk at forking out for Chinese vehicles, which generally have Peter Seaward with the DFSK Loadhopper

a dubious reputation in this country. But Seaward said: “People are happy enough to buy Chinese-made iPhones and TVs so what’s the difference with vehicles? These Loadhoppers are well built and incredible value for money. We’ve had no problems reported to us whatsoever so far.” Great Wall Motor Company also made its show debut with two versions of the Steed pick-up truck. The Chinese manufacturer offers two well-equipped double-cab variants, both using an efficient 2.0-litre diesel engine that achieves 34.0 mpg on the combined cycle and part-time four-wheel drive. The entry-level S, priced at £13,998 (exc VAT), has 16-inch alloy wheels, daytime running lights, remote central locking, alarm, electric windows, a CD/radio with USB/MP3 and Bluetooth connectivity, steering-wheel-mounted audio controls, air-conditioning, heated fronted seats and a full leather interior. The SE, priced at £15,998 (exc VAT), adds bodycoloured hard-top canopy, body-coloured spoiler, chrome trim and side bars, black roof rails, load bay liner, and rear parking sensors. The only options are metallic paint, while the S also has a load bay liner on the options list. n Steed driven, page 33

LEASEPL AN

UPTime helps avoid downtime LeasePlan has seen a major boost in van business since the arrival of Mark Lovett as head of commercial vehicles. Lovett was brought in to the top position 18 months ago because bosses at the time realised that the firm was not adequately catering for LCV fleets. Having held senior managerial positions in the van teams at both Renault and Nissan, he was in an ideal position to kick off a new strategy. That strategy is now beginning to bear fruit and Lovett was on the stand at the show to explain to visitors just how different LeasePlan's offerings were to those of its competitors. Lovett said: “Before I arrived at LeasePlan, customers with vans were treated much the same as those with cars, but a van is not a car We had to offer a package which reflected that.” He launched a “Think Van” strategy across the company and began to change the culture to

reflect this. The resulting strategy was launched in June last year and now LeasePlan has launched UPtime, a product that helps fleets avoid costly downtime with vans. Using in-vehicle telematics provided through i-fleet software, the UPtime solution transmits performance updates to LeasePlan’s dedicated LCV team every 24 hours. All routine MOTs and repairs are then automatically co-ordinated through the LeasePlan service network. The UPtime solution also maintains electronic copies of MOT documents and all service, maintenance and repair work carried out, to ensure each vehicle is fully compliant with existing legislation. A three-month trial with 20 customer vehicles showed that UPtime can generate more than 60% cost savings for clients, primarily stemming from a reduction in vehicle downtime. Lovett said: “We’ve listened to fleet managers

Mark Lovett: UPtime can save on downtime who tell us vehicle downtime is the biggest challenge faced by LCV fleets. "We have designed a specific solution to address this issue while driving down costs and reducing the administrative load associated with this type of vehicle. Our goal is to significantly reduce downtime for fleets.”

TELEMATICS

Hi-tech firms show off latest fleet solutions Trafficmaster, Trafficmaster director in-vehicle products Pat Gallagher was showing off the latest improvements to his company's systems. The units now have bigger colour screens and the latest mapping in both 2D and 3D. Also new is a messaging service so that fleet managers can send either preset or customised texts to drivers on the road. The drivers can stop and read the messages and send replies back via the screen. Trafficmaster is also unique in that its users have the facility to talk live to an operator at the firm’s HQ in Cranfield near Oxford. These operators can deal with anything from a breakdown or accident to locating the driver’s nearest McDonalds, which is apparently the most frequent request. Gallagher said: “It’s like having a personal PA at the end of the line all the time. No other telematics firm can supply this.” Ashwoods Bolt-on hybrid system specialist Ashwoods has got in on the telematics act. Its new product Lightfoot is an advanced traffic light which warns the driver of bad behaviour visually and by voice. In addition, reports are sent by email to the fleet operator so that any disciplinary action can be taken. Ashwoods managing director Mark Roberts said: “Fleets want driver training to improve their cost-effectiveness. "We have been trialling this system with some of the UK’s largest fleets and so far the lowest fuel consumption improvement is 9%, while the highest is 25%. "This means that a fleet of 1,000 vehicles will save £2 million in fuel over three years. And that doesn’t take into account savings on tyre wear, maintenance and accidents.”

Tracker Tracker was one of the original names in the telematics industry with its stolen vehicle tracking system. But nowadays the firm offers much more than that. Managing director Stephen Doran said: “We’ve been a trusted brand for 20 years but we feel many people don’t realise just how much we do now. I’d warn any fleet against going for one of the lesser-known telematics systems as there are plenty of fly-by-night firms out there and if you sign up to a five-year deal and the firm goes out of business you could end up having to pay for the full term.” Tracker now offers Tracker Fleet, which will alert the driver and fleet manager of bad driving, but Doran said that some customers didn’t want the traffic light system that is on offer, preferring a hidden black box which would alert the fleet manager only – with bad behaviour dealt with a the end of the day. Garmin An award-winning gadget that can help reduce fuel consumption was on show on the Garmin stand. EcoRoute HD works with most Garmin sat navs. A Bluetooth dongle connects to a vehicle’s OBD II port and then transmits data wirelessly to the screen of the compatible Garmin sat nav. EcoRoute HD calculates costs and drivers can view performance data such as engine temperature, RPM and emissions as well as current miles per gallon, fuel use and even carbon footprint. TomTom Visitors to the TomTom Business stand were able to see how the firm’s OptiDrive and Active Driver Feedback systems have been helping

fleets save money since their launch last year. They also learned of the company’s new tie-up with insurance firm Equity Red Star, which is aimed at lowering insurance premiums for fleets with TomTom’s system fitted. Mix Telematics On the Mix Telematics stand, Steve Coffin, marketing and operations director, revealed that the firm had teamed up with insurance broker Towergate to offer a fleet solution which will help bring down insurance premiums. He said: “Fitting a telematics system to a fleet will save between 10% and 15% in fuel and the payback will start within three to six months. "But we have to add extra value as well as just sell black boxes and our tie-up with Towergate will do just that.” Towergate managing director Larry Smith joined Coffin on the stand and said: “Together we provide risk management solutions which are aimed at stopping claims before they happen. Using telematics means fewer crashes and therefore lower premiums.”

Steve Coffin (left) and Larry Smith reveal he new tie-up between Mix Telematics and Towergate Insurance

fleetnews.co.uk/fleetvan May 2012 27

Special report CV Show VAUXHALL UPDATED MODELS FOR PEUGEOT

Peugeot unveiled updated versions of the Partner and Expert vans at the CV Show. Both vans come with revised styling and are equipped with the latest Euro 5 diesel engines, with an e-HDi “micro-hybrid” including stop-start technology on the Partner. A speed limiter is offered as an option on the Partner for the first time and can be configured by the dealer. The Partner light van is the first vehicle in the Peugeot range to incorporate new style codes of the Peugeot marque. This is demonstrated by a new front, redesigned headlamps for a new expression, new mirrors and a new two-material Lion badge on the bonnet. The Partner is also offered with rear parking assistance, automatic wipers, automatic lights, electrically folding and heated mirrors. The Partner was shown alongside the revised Expert in panel van and Tepee variants. Both vans are now available in enhanced traction versions with a limited slip differential at the front. Phil Robson, fleet and used car director at Peugeot UK, said: “Peugeot is on a roll with its cohesive van range that includes the established Bipper, Partner, Expert and Boxer. With Euro 5 engines, re-styled new-look identity and the new ATV capability, we have an attractive commercial proposition for customers, and we know for those that presently operate our products they enjoy great durability and value.”

RENAULT POWERS AHEAD

Renault showed three variants of the Kangoo, including a long-wheelbase Kangoo ZE. While the electric version took centre stage, a longwheelbase Maxi and a five-seat Crew Van Cab with a multi-positional bulkhead gained attention. The Crew Van Cab features a multi-positional bulkhead which permits the rear seats and the metal mesh screen to fold forwards completely. It allows the lower section to fold flat into the floor while enabling the higher section to sit behind the driver and passenger seats to protect them from objects in the load area. Renault also had two people carrying versions of the Trafic and six Master vans on its stand: a front-wheel drive panel van in Sport specification, plus a six-seat Crew Van and Luton LoLoader.

Astravan looks doomed but Combo makes ideal successor The Vauxhall Astravan is likely to disappear from showrooms next year without being replaced. Vauxhall managing director Duncan Aldred said that although the van had proved popular it was unlikely to be replaced with the new Combo proving versatile enough to cater for Astravan customers. The Fiat Doblo Cargo-derived Vauxhall Combo made its CV Show debut, with the Vauxhall Astravan also on the stand alongside the Movano and Vivaro. Although the Vauxhall Astra was replaced by a new model in 2009, the Astravan continued with the same appearance as the earlier model. Aldred confirmed the Astra car was due a facelift towards the end of 2012, while the Astravan would continue into 2013. “It’s likely that there won’t be a replacement for Astravan, and the new Combo will cover

that part of our range,” he said. Aldred also painted a rosy picture for the future of Vauxhall vans in the UK, with the 2014 Vivaro replacement already confirmed for its Luton plant, and he said the company has maintained its number one position in retail and the small business sector.

MERCEDES-BENZ

No Citan – but Vito fills the bill Visitors to the Mercedes-Benz stand may have been disappointed not to see the new Citan city van on display – this is set for launch at the Hannover Show in September – but the Vito was very much in evidence after a resurgence of fleet interest in the mid-range model. For some time, Vito has been overshadowed by the sheer power of its awardwinning big brother the Sprinter and it’s a situation that the German manufacturer has been actively aiming to correct in the past year. This strategy appears to be a success as sales at Mercedes-Benz this year are up 6.68% in a market down 15%. Indeed, Mercedes-Benz is one of only three manufacturers to raise sales this year. Steve Bridge, van sales and marketing director at Mercedes-Benz, told Fleet Van: “We have really been concentrating on extolling the virtues of Vito in the past year. It’s a fantastic van to drive and is very

The Vito is offered in electric format as well as diesel

28 May 2012 fleetnews.co.uk/fleetvan

The new Vauxhall Combo was displayed on the stand featuring police livery

cost-effective to run, but so far it’s been living in the shadow of Sprinter in fleet despite being the No1 in its sector in the retail market. This is beginning to change as fleet buyers begin to realise just how good this van is.” Bridge caused some consternation among manufacturers at the press launch of Citan recently by publicly stating that Mercedes-Benz would be occupying the No2 sales slot in the UK by 2016 when the small van had established itself. It’s a prediction he stands by. He said: “We will be aggressively marketing Citan when it is launched in January next year and we see a structured approach to selling it, building up more and more sales gradually each year. "By 2016, we’ll be No2 in the UK and no doubt about it.”

Advertisement Feature

Te Alphabet Report – the top trends facing fleet commercial vehicles in 2012 In 2011, Alphabet and ING Car Lease merged and the combined business is now one of the leading providers of both commercial vehicle funding and fleet management in the UK. For commercial vehicle fleets, this means customers of the Alphabet business will now have access to the expertise of some of the most experienced commercial vehicle professionals within the industry. Here, Alphabet’s LCV specialist, Dave Freeman, highlights some of the top trends facing fleet commercial vehicles in the coming year…

Electrification and alternative fuels Te Government’s plug-in grant for vans has been well received and we’ve seen some significant vehicle launches in recent months, however the leasing market is still wary of electric vehicles. In the next 12 months, we are likely to see further collaboration between Government and industry, as well as infrastructure advances and the introduction of further advanced propulsion vehicles. However, many fleet managers will feel, realistically, that pure electric fleets are unlikely to stack up. We are far more likely to see flexible approaches taken which embrace pure electric, hybrid and low emission diesel vehicles within the same fleet. As such, it will be important for fleet managers to undertake a comprehensive audit of their vehicle requirements and work patterns to ensure the most efficient vehicle is being utilised for each role. Fuel efficiency and fleet costs Fuel pricing has reached record highs in recent months and even a small improvement in fuel economy can make a huge difference to the operating budgets of a commercial vehicle fleet. Working with providers such as Alphabet, there is a big opportunity for fleet managers to make a significant impact on their bottom line by undertaking a thorough audit of the vehicles on their fleet and the journeys they make. For example, it may be that an operator has always used 3.5 tonne vehicles but, by analysing vehicle usage, there may only need to be one of these larger vehicles on the fleet.

Te rest can be of a smaller speciﬁcation and thus reduce monthly rental costs, fuel costs and taxation. Likewise, companies will start to look more closely at route planning and driver behaviour. By evaluating vehicle movements, it may be possible to reduce the number of individual trips being taken, combine deliveries or shorten journey distances. Additionally, by ensuring that the vehicle is neither over nor under-loaded, it is possible to make savings on fuel costs and CO2 emissions.

Telematics and speed limiters will begin to play a larger part in monitoring and managing driver behaviour, with a potential 25 per cent fuel saving available for vehicles travelling at 60mph compared to 80mph. Safety and legislation In December 2009, it was announced that Euro NCAP would start assessing light-commercial vehicles and car-derived vans from mid-2010. While this has not yet come to fruition, it is only a matter of time before this type of safety assessment takes place. In the meantime, ﬂeet managers will need to get their heads around the recent change to the Type Approval Framework Directive (2007/46/EC), which will bring trailers, buses, coaches and certain special purpose vehicles (such as wheelchair accessible vehicles) into the European regime. Trucks and minibuses have already fallen under the Directive, with light commercial vehicles to follow in the next 12 months.

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Te key objective behind all of these legislative changes is safety – the prevention of the adding on of ‘unsuitable’ body work. Going forward, both the conversion company and the manufacturer must take responsibility for the safety and structural durability of the vehicle from point of production. Tis move is fundamentally positive for fleets, as it will ensure converters comply with legislation and the market will be a lot more controlled. It is important that fleet managers start to speak with their vehicle providers and conversion companies now to ensure that action is taken to meet the incoming legislation. Mobile servicing In the coming months, we expect to see a lot more acceptance of mobile servicing. Te industry is gradually overcoming the perception that convenience means compromise, realising that mobile servicing companies use manufacturer-approved parts. While diagnostic equipment cannot cover every function of a full garage, mobile service providers can manage a huge proportion. For example, when an employee is on site all day with specialist equipment in the van, it is far more convenient for the service company to come to site than for the employee to drive to a garage location. Of course, this will not be suitable for everyone; however the process can deliver efficiencies when deployed strategically across the fleet.

Top five tips for light commercial vehicle fleet managers 1. Undertake a thorough audit of vehicle utilisation across the fleet and compare against the realistic needs of the business. 2. Ensure all drivers receive regular training on the loading and capabilities of their vehicle. 3. Investigate all of the vehicle options available – a mixed fleet embracing different propulsion technologies, sizes and capabilities may be more efficient than a ‘one size fits all’ fleet. 4. Keep ahead of the legislative curve and ensure all suppliers are operating to the latest standards. 5. Investigate ways in which time can be managed more efficiently, such as introducing mobile servicing and telematics where appropriate.

To ﬁnd out more, get in touch: Tel: 0870 50 50 100 Email: alphabet@alphabet.co.uk www.alphabet.co.uk

On test Citroën Relay 35 L3H2 Enterprise

Behind the wheel

Euro5 boosts Relay’s appeal New engines improve efficiency while cab upgrades will satisfy drivers What’s new? n New set of Euro5 engines n Redesigned dashboard and centre console n Upgraded Smartnav system as standard

By Trevor Gehlcken t the back end of last year, there was a flurry of activity in the van manufacturing fraternity as a host of refreshed models were introduced. There was a good reason for this – the EU decreed that by October 2011 all vans had to have Euro5 compliant engines, which means fewer emissions and better fuel economy. While all this redevelopment was going on under the bonnet, most vanmakers decided to make a few other updates as well. Citroën was among those subtly

making improvements, so the Relay you see on test here not only has an upgraded engine but benefits from a redesigned cab and front end. Let’s start with the powerplant. The new cleaner 2.2-litre range offers outputs from 110bhp to 180bhp and there has been a 5% reduction in CO2 emissions – one of the Relays now comes in under 200g/km. Maximum torque has increased and now comes in at a lower rpm, meaning more power at lower speeds. Fuel consumption figures are also improved over the old Euro IV models by around 5%. However, the Euro5 engine has seen the price of the Relay increase, albeit by just 1%. The model on test here is the long-wheelbase highroof at 130bhp in Enterprise spec (a 10bhp boost over the Euro4 engine). It adds Bluetooth, air conditioning, reverse parking sensors and a full steel bulkhead to the list of standard spec. However, disappointingly, electronic stability control (ESC) remains on the options list together with Hill Hold Assist at £310. One thing that sets the Relay apart from its brothers the Peugeot Boxer and Fiat Ducato is the free addition of a touchscreen Trafficmaster Smartnav unit on the dash. It has been upgraded to full colour with a bigger screen and acts as a traditional sat-nav unit with live traffic updates and a stolen vehicle tracker. Buyers can also opt for Fleet Director, a fleet management package.

Verdict The Smartnav system is unique to Citroën

32 May 2012 fleetnews.co.uk/fleetvan

A great all-round performer that will please both the driver and fleet with the improved fuel figures. Shame about that lack of standard ESC, though.

The Relay has been around for 25 years now, but how it has changed during that time. A series of relaunches, upgrades and facelifts have kept this van at the cutting edge of technology so that 2012’s version is a delight to drive. In the cab, the driver’s seat is superbly comfortable and supportive with plenty of packing in the lumbar area. It is height adjustable too so just about every size of driver should be accommodated. There are lots of cubby holes including a handy overhead shelf and, for any driver who needs to complete paperwork while on the road, there is both a pull-down desk in the back of the middle seat and an A4 paper holder with a clip which pings up from the centre console. In the rear, there is enough headroom for six-footers to stand upright without bending, which is a major plus point for anyone making lots of drops each day. There are also 13 load-lashing eyes, including five at half-height – something that most panel vans don’t have. While the 110bhp unit will be fine for smaller Relay versions we’d recommended this higher-powered 130bhp engine for this particular variant as it runs sweet as a nut with plenty of grunt even when loaded. The Relay really is a delight to drive. Power steering is weighted just right, the clutch action is smooth and, with max power coming in at a low 2,000rpm, the van feels an even more powerful performer than it actually is. We did pretty well on fuel during our test week, too. While the official combined figure is 32.5 mpg, we managed a close 31.9mpg. The van’s road manners are excellent and engine noise in the cab is kept to a minimum, which means that driver and passengers can converse in normal tones.

Specification Gross vehicle weight (kg): 3,500 Power (bhp/rpm): 130/3,500 Torque (lb-ft/rpm): 236/2,000 Load volume (cu m): 13.0 Payload (kg): 1,525 Comb fuel economy (mpg): 32.5 CO2 emissions (g/km): 229 Price: (ex-VAT): £25,090

First drive Great Wall Steed

Steed offers a value proposition

Behind the wheel

Pick-up is basic, but a bargain basement performer

What’s new? n Lowest priced UK 4x4 n 40-strong dealer network n Fixed price servicing on offer

By Tom Seymour he UK has been waiting for the “imminent” arrival of Chinese manufacturers for several years now, but Great Wall’s Steed is still just one of the few to make it over. Imported by IM Group, the same company that brings Subaru and Isuzu to the UK, the Steed is a low cost double cab pick-up aimed at attracting tradespeople looking for a good deal. The Steed is the lowest priced double-cab 4x4 pick-up in the UK at £13,998 which undercuts models like the Mitsubishi L200 by almost £3,000. Pick-up manufacturers have been increasing interior comfort, quality and lifestyle features of their models,

which has left a gap at the lower end of the market. Isuzu’s new D-Max has stepped up quality to help it compete with models from Mitsubishi and Nissan and it allows Great Wall to slot in below in IM Group’s brand profile. Exterior design is well thought out, so much so that seeing a Steed on the road would not prompt a second glance as it doesn’t look out of place. The maximum towing capacity is 2,000kg with a braked trailer, which is below competitors, but Great Wall managing director Paul Hegarty said this hadn’t been a sticking point when demonstrating the Steed’s capabilities at equestrian events. He also used Apple’s iPod as an example when asked about UK customer’s perception of Chinese build quality. Hegarty said: “All of Apple’s products are made in China and most of what you have at home is made in China, so why should cars be any different?” However, reliability is unproven in the UK so buyers and businesses will be taking a chance to a certain extent. The 40-strong dealer network means restricted geographical coverage so dealers will be offering to drive out to customers that want a test drive or service within a 20-mile radius. There will also be fixed-price servicing and a three-year/60,000-mile warranty. It will fall with the network to give customers peace of mind for choosing to go with a new brand.

Verdict Design-wise, the Steed is a good looker

The Steed falls way below the class-leading Volkswagen Amarok – but you certainly can’t knock it for the price.

The seating position is high which gives a good view of the road ahead, there’s ample headroom and the steering wheel is adjustable but only for rake, not reach. The 141bhp 2.0-litre diesel is not particularly refined, sending vibration through the steering wheel and gear stick, but it’s not too bad once up to cruising speed on the motorway in sixth gear. There wasn’t an opportunity to drive the Steed with a partial or full load so it’s unclear how the driving dynamics and suspension would be affected. Fleet Van did get a chance to test the Steed off-road across muddy tracks, ruts, adverse cambers and quite steep inclines though and they were all tackled with ease. The interior design is quite basic with an aftermarket look stereo system, slightly wobbly fixtures and fittings with noticeably loose door panelling and screw heads exposed in the door sills. However, both trim levels S and SE come with heated leather seats as standard and the Steed is equipped with 16-inch alloys, Thatcham-approved Category 1 alarm, Bluetooth connectivity, adaptable 4x4, ABS, EBD, as well as driver and front passenger airbags. The cargo bed capacity is 1,380 x1,460 x 480mm and looks more capable than the interior of standing up to the sort of abuse it will face in action as a commercial load-lugger. The SE comes with a £2,000 premium but gets a body-coloured hard canopy, chrome trim, load bay liner and rear parking sensors.

Specification Gross vehicle weight (kg): 2,885 Power (bhp/rpm): 141/4,000 Torque (lb-ft/rpm): 225/1,800 Load volume (mm) 1,380 x 1,460 x 480 Payload (kg) 1,000 Fuel economy (mpg) 34 CO2 emissions (g/km) 220 Price (ex-VAT): £13,998-£15,998

fleetnews.co.uk/fleetvan May 2012 33

L o n g - t e r m t e s t F o r d Tr a n s i t

Long motorway hauls hit fuel efficiency But smallest Transit in Ford’s line-up proves a mighty mover of cargo

By Trevor Gehlcken he recent death of a much-loved uncle of mine brought our long-term Ford Transit very much to the fore. He had lived alone for five years in a town centre house so after the funeral, the family members got together for the sad task of clearing out his belongings. As you can imagine, the Transit was much in demand for this job and proved ideal. It is the smallest Transit you can buy, so we managed to winkle it into the tight parking spaces in his street with no problem. But that doesn’t mean to say that rearward space was at a premium. I managed to get a three-piece suite, a fridge, washing machine and freezer in at one go, together with a load of other bits and pieces squeezed into the left-over spaces, much to the amazement of my other family members. My cousin drove the van and after the first trip he was positively glowing with praise. He hadn’t driven a commercial vehicle for the past 15 years and just couldn’t get over what a quiet, smooth ride our Transit gives. “Amazing – it’s just like driving a big car,” he told me, and of course that is exactly what Ford is aiming to achieve. He was even more amazed when I told him about the safety features that come as standard in the Transit – ABS brakes, ESC stability control et al. He had mistakenly thought that such gizmos were only found in cars. Mind you, before we get too carried away with praise for this van, don’t forget that there is an all-new Transit on the way later this year (see details in the CV Show coverage

34 May 2012 fleetnews.co.uk/fleetvan

“I managed to slide a fridge, washing machine and three-piece suite in the back all in one go” Specification Gross vehicle weight (kg): 2,800 Power (bhp/rpm): 100/3,500 Torque (lb-ft/rpm): 228/1,800 Load volume (cu m): 6.5 Payload (kg): 1,097 Comb fuel economy (mpg): 43.5 CO2 emissions (g/km): 173 Price as tested (ex-VAT): £24,594

on page 23). The engines will largely be carried over from this model and that’s no bad thing as they have recently been upgraded to Euro5, with more power, lower emissions and better fuel economy. Which brings me to the only area in which this van hasn’t exactly shone. As the Econetic model (Ford’s brand for its most efficient cars and vans), it has a claimed combined fuel economy figure of 43.2mpg, but so far we have not managed to get above 38.3mpg. I do realise that official figures are highly unlikely to be matched on the road as they are calibrated in a nice warm shed with no wind blowing, no cargo onboard and on a rolling road. But we were hoping for a little better than our test figure, especially as recently we had a Trimble “traffic light” device fitted which warns the driver of bad behaviour and as such I was taking particular care, knowing that someone at Trimble HQ was keeping an eye on what I was getting up to. However, I do believe that our disappointing figure is more down to the manner in which our Transit is being used rather than any shortcomings in the vehicle itself. This van is aimed at the urban driver who will be doing lots of stop-start journeys, which facilitate the autostop function on the van and thereby crank up the fuel economy figure. Most of our trips have been long motorway hauls at 70mph and, as such, the stop-start function is hardly ever required.