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Slow sleepy summer?

11th August 2005, Page 72
11th August 2005
Page 72
Page 72, 11th August 2005 — Slow sleepy summer?
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Which of the following most accurately describes the problem?

Keywords : Truck, Mercedes

Summer is upon us, and the slowdown in used truck sales is here.

"THING SARE no worse than they usually are at this time of year, although the downturn may have started a bit earlier than in previous years," says Ralph Porter, used truck sales specialist at Cardiff Daf.

Paul Banks, sales manager at Manchester Mercedes dealership TruckWorld, agrees: "With all the decision makers on holiday things are a bit slow, but it's something you budget for."

Truck World has won some extra business by converting 7.5-tonners to customers' requirements. "We've recently turned several into dropsides for scaffolders and engineering companies, buying in the bodies required and modifying wheelbases," says Banks.-Decent dropside 7.5-tonners are tricky to find."

"It's the same as it is every year," says Matt Hammond, used vehicle sales manager at West Thurrock,Essex,Daf dealership Harris Dd. "It's no big surprise.and if it seems worse than it is for some people then it's probably because they've had such a good year so far."

But there's still business to be done says Allan Hilton, used vehicle salesman at Ford & Slater Dais Kings Lynn, Norfolk dealership."Where we are you get the local fanner who has fought his way to the back of his shed, found his old Foden, and realised that it needs replacing with the beet season not that far away," he smiles. "We've also sold several smaller, older units to farmers who want them to shift straw" And there are other niche markets. of course. -We're getting contacted by people who want to spend £5,000 to £6,000 on an old 7.5-tonner that they can convert into a horsebox," says independent dealer Peter Hassan of Eympne, Kent-based Eurowise Truck and Van.-It always intrigues me that they'll spend twice as much on the horsebox body itself as they will on the chassis."

Hassan reports that Eurowise is still basking in the afterglow of the customer weekend event it staged some weeks back."Unfortunatelv we can't do that once a month because the impact would diminish," he adds, "hut we'll certainly be doing it again next year."

He hopes that this year's event will help sustain trade well into August after two good months for the firm:-Sales in June were up 20% on last year's total, while July sales were up 30%." Tractor units with big cabs and big engines are still in demand—but even 420hp isn't enough for some customers says Ron Counsel!, sales manager at Cardiff Renault dealership Englands Truck Care."They want something more powerful," he remarks.

At Eurowise's Hassan reports:"We bought nine 380hp Volvo 6x2 tractors dating back to 1999 a few weeks back, all with sleeper cabs but with flat rather than high roofs. We've now sold them all."

Big tractor unit or small, locating desirable stock remains problematic says Barry Browning, used sales manager at Andover Mercedes dealership Pentagon. "With customers having to wait up to eight months for new trucks they're hanging on to their existing vehicles, and contract-hire companies arc extending their leasing agreements for them," he explains.

-As a consequence those vehicles aren't coming into the used market, and when they do they're older and with a higher mileage."

Boosting stock levels by buying at auction doesn't suit everyone. A t Harris Daf Matt Hammond says:"I prefer to sell stuff! know a bit about. III know the operator who's been running it, what it's been used for, and the people who've been servicing it, then I can sell it with a bit more confidence."

Remember that customers want to know as much as they can about a used truck before they part with their cash, he adds:"If possible some of them even like to ring up the driver who used to drive it regularly to see what he thinks about it."


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