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Money makers
Page 66
Page 67
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George Alexander of Glass's Guide says the smart money is in used Mercedes-Benz panel vans, high-cube CDVs and the
resurgent 7.5-tonne market...
Still heading the retail and trade shopping list this month are the Mercedes Benz Sprinter CDI and Vito CDI, followed by Volkswagen's Transporter,Toyota's HiAce and higher-powered Ford Transits. There's good news for Volkswagen on two fronts as the new Transporter has gone down a storm at the dealerships — as yet the new T5 hasn't affected sales
of the outgoing model. Demand is also running high for smaller panel vans, with good prices being paid for models such as the Fiat Scudo, Citroen Dispatch and Peugeot Expert (providing they come with a bench seat). That demand has spilled over to alternatives like Nissan's Vanette,LDV Cub, Hyundai H100 and Mazda's E series. Nissan's Primastar and Interstar are
now entering the open market and the trade has responded with firm prices. Prices for Vauxhall's Vivaro and Movano are more stable as the flow into the used market has steadied. Flooded market Vauxhall Astra Envoy residuals in the CDV sector have dipped as stock floods the market but prices for late-year models have
improved.The Sportive version gets its price every time.
Still riding the crest of residual success is the Ford Connect, which is benefiting from a well-managed used vehicle programme. However the Vauxhall Combo's form has dipped as sheer volume pulls down prices. Alexander reports that for "some switched-on retail customers there is a growing tendency
to request the higher payload.As numbers for this heavier-used stock are lower the price differential has grown to reflect the extra popularity". The year has started well for Fiat dealerships, where used sales have exceeded expectations. But Alexander says late-years Doblo vans have not done well in recent auction sales — demand simply wasn't there. "All such models will
struggle to attract strong bids if more than a couple of nice examples come under offer at any one time," he points out. Nissans expected Nissan's version of Renault's Kangoo, the Kubistar, will be hitting the used forecourts and auctions soon, and Alexander believes the market's perception of the Kangoo will dictate Nissan's residuals. Here only Kangoos
with higher weight and higher powered dCi engines do well.
Glass's expects 2004 to be a good year for used truck dealers with a good mix of stock. Business is said to be brisk, with trade buyers roaming the country looking for quality used stock. It seems a flourishing export market is having a knock-on
effect on UK demand for nicer older tractive units. "There is pronounced strength that has developed in the market for five to 10-year-old artics, with the most powerful, cleanest examples at earlier years also proving popular," says Alexander. He cites a recent auction that had 450 vehicles up for grabs with rigids, tippers, tractors and trailers in the right condition selling well. Many are direct from finance companies and this seems to increase competition between
bidders.
"At the lighter end of the market, Mitsubishi's Canter and Isuzu's NKR/ NPR receive significant interest when offered with a specialist body, such as recovery types,"Alexander reports, but chassis-cabs with boxes and dropsiders from these marques do not command the same interest. The 7.5-tonne sector is starting to pick up again, with premium brands fetching good money. Late-year Mercedes-Benz Ategos and Daf LFs remain popular, but Alexander concludes:"It's even more encouraging to see better Ivecos and Renaults achieving prices that snap at the heels of the top performers." •