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Understand your buyers
Page 69
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Who buys second-hand vehicles? Our man on the inside knows his customer base off by heart and says it can help build your business.
Agrowing proportion of used vehicles are coming direct from manufacturers' schemes, rental companies and finance houses rather than operators, but those who are buying these products, from us at least, seem to have remained the same.
It has been noted elsewhere in CM that many major fleet operators run used vehicles to handle sudden increases in business, but, in the main, it's people who don't have, buying power who resort to the used market.
Owner-drivers are classic customers. Some change their trucks more often than their own car. If you know their business you can keep looking on their behalf and even approach them once you've established their buying habits.
New owner-drivers generally try independent used dealers or auctions first, perhaps to get to grips with prices and availability, because they perceive these sources to be cheaper than franchised dealers.
Small hauliers tend to be the most loyal, and the most fussy.They have, practically no margin—or so they invariably claim and either want to replace their vehicles directly with something from the same manufacturer or simply want something functional. Learn their buying habits.
Ownaccount operators also know their stuff, hut are more flexible where CVs are concerned because transport isn't their first concern.These are the type of people who conic though our gates looking for trucks—are your customers any different? •