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New ways to sell Renaults
Page 77
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RENAULT DEALERS are wondering what impact the manufacturer's decision to scrap its 1.9% low-rate finance deal on used Premium tractor units will have on sales.
"The finance deal undoubtedly attracted customers, and enquiries are dropping off a bit now," says Ron Counsell, sales manager at Cardiff s EnglandsTruck."But it's early days, and we'll just have to see how it goes.
"It cost Renault a lot to run the campaign, so I can understand why they ended it," says Chris Shaw, used sales executive at Nottingham's RH Commercials.
"They've not stopped spending money though— they're just spending it in a different way."
The new approach has involved launching a special edition used Premium 420dCi 6x2. "It's cheaper for them to do it than for us to do it ourselves," says Brian Morris, used sales manager at Woodwards Truck & Van Centre in St Helens.
His firm is promoting zerodeposit finance over three or four years. "We're only offering it to selected customers however, and they've got to be very good risks indeed," he says.
Morris believes that dealers need to tailor finance packages much more closely to customer requirements.
"We can include a hire vehicle for 10 days, for example, if the client's own truck suddenly suffers serious problems," he explains."It all depends on just what the customer wants."
At the lighter end of the scale, used Midlums are in short supply. "That's likely to be the case until March, when a lot of them will come off contract," Morris predicts."After that there's likely to be a big push on them during the second quarter."