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Winning sales among the lightweights

10th February 2005
Page 77
Page 77, 10th February 2005 — Winning sales among the lightweights
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Which of the following most accurately describes the problem?

3E1TINGTO grips with the van narket is one of the fresh hallenges that faces Paul Banks, iewly appointed sales manager at Enza Truckworld, based near Warrington, Cheshire.

The firm majors on secondland Mercedes, including Vitas ind Sprinters as well as trucks, whet.eas Banks has spent the last 'our years at a light-commercialtee MAN-ERF dealership.

Many of the other challenges le is roping with have a familiar -ing to them, however.

' ding late registered, lownile ge trucks is a continual problem ," he says." Operators are hanging on to them— although we're expecting some 2001,2002, and 2003 vintage stock to start filtering through shortly."

So what's selling? "There's plenty of demand for lateregistered 7.5-tonne box vans and curtainsiders that have covered up to 100,000km, and there's lots of interest in 18-tonne tippers with grabs," he reports."Customers are after eight-wheel steel bodied tippers too dating from 2000 onwards.

"As far as tractor units are concerned, anything with less than 420hp on tap can be a slow mover these days.

"The rule is 10hp per tonne of gross weight, so even 420hp isn't enough for some operators."

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People: Vitas, Paul Banks

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