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What's on the outside counts

10th April 2008, Page 83
10th April 2008
Page 83
Page 83, 10th April 2008 — What's on the outside counts
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Which of the following most accurately describes the problem?

THE USED CV trade could close more deals if they put more effort into appraising used stock more thoroughly.

That's the opinion of George Alexander, chief commercial vehicle editor at EurotaxGlass's, publisher of Glass's Guide.

"Trade buyers," he says, " [typically] overlook condition and are offered vans 'as they stand' at a take-it-or-leave-it price.

"If offered a late-year van worth £8,000, which, on inspection, needs de-signing, servicing and valeting. together with a tyre or two, we might presume the cost of prepping this van up for retail sale will be at least £750. So, an equivalent amount of your profit will be lost if the purchase price is not negotiated down by at least this amount.

"If bodywork or interior trim is below the standard a retail customer demands, the full cost of any rectification should be deducted from the buying or selling price," he says, "However, a well-prepared vehicle, presented without fault, and boasting worthwhile extras, merits a price premium.

"Dealers often baulk at the cost of having vans valeted, or for fixing minor blemishes, on the basis these costs come out of their profit. The counter-argument is that, without giving retail stock every chance of attracting a buyer, fewer deals will he done, and there will be fewer chances to make money." si

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