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Page 52
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Establishing relationships means building trust, reckons Paul Owens, the managing director of fleet remarketing firm AutoMarque. "My customers are looking for accuracy of description, good service in terms of delivery, so once they've paid, the vehicles don't take a week to arrive, and value for money with vehicles being priced right.
"Accuracy of description in the motor trade, in general, is what lets people down," he adds. "Saying it has this accessory but not that accessory, and then the vehicle arrives not as described.
view all vehicles [sic], look at them in detail, make notes and take pictures. If I'm putting them out wholesale or retail, I know they are described properly. It is time consuming, but it's the best way of doing it," Owens states. "When you do the first few deals, things are described correctly, and when things happen when you say, future deals can be conducted with confidence."
Owens started the business, but now he feels that it is ready to move on. "When I first started, towards the back end of last year, I was sourcing vehicles that were required and operating from a very cautious position.
"As the market has got a bit stronger on used vehicles generally, I have been speculating a little bit more and bringing vehicles in.
"Speculating is critical to moving the business forwards, anyone who has stock is in a strong position if the price is right, and if they are in the right condition," Owens explains.
The cornerstones for AutoMarque, he believes, are car-derivedvans, vans with trade values between £4,000 and £6,000 and vans that are relatively tidy.
"I'll try to keep away from below-par vehicles because they take too long to turn around," he says.