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From problem to opportuniti
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Volvo Truck & Bus is aiming to sell 2.500 used vehicles in 2004, repeating its achievements of 2003 but with more vehicles going to export this yearespecially to Far East markets such as Malaysia.
Speaking at the Swedish truck maker's recent pre-CV press gathering. VTB boss Albert Hendrikse confirmed:"We're very pleased with our used truck development. The residual values we are setting are very prudent and we're prudent on prices too. We're also managing the volume and the portfolio better than ever before.We have changed our [used truck] mindset from a problem to an opportunity." Hendrikse reports that this year will be the last time Volvo will see big numbers of contracthire vehicles returning into its used operation which would give the company the potential to sell some 3.500 used trucks in 2004. However, Hendrikse says that 1,000 of those vehicles are targeted for return to existing or new customers on extended or revised contracts. Last year VTB exported some 400 righthand-drive used trucks.This year Hendrikse says the figure will be slightly higher with a significant proportion of exported chassis going to Malaysia.
Over the next five years Volvo will invest heavily in its used truck operations.A -flagship" dedicated used truck sales centre at Coventry was recently opened by Volvo Truck & Bus (South) wh has also developed a purposebuilt vehicle preparation area z the same site. A similar facility planned at Ely which, together with Coventry, will supply the other used sales centres at Enli and Avonmouth.
"The used truck business has come a long way in the pasI 10 years or so. and promises to change even more so in the ne) five," predicts VTB (South) m2 aging director David Smith.
"We've revamped our plans provide a more structured and efficient approach to ensuring a steady supply of high quality stock to our used truck forecourts," he adds.
According to Smith,Volvo v adopt an "aggressive attack on the used truck market over the next few years. I don't rule out the development of more dedicated used truck sales centres and you can be sure that sister distributors and our parent company will be monitoring progress with a view to either adapting their current practices, or adopting the new approach wholesale."
• Volvo says its web-based Truck Finder service is now easier to use and can be accessed through the company's website — www.volvo.com/truckfinder. Operators can search for a used truck via a range of parameters. including country, dealer, vehicle ty-pe, model, manufacturer, age, axles and even mileage.
Information on each truck has been increased to include full specs and more photos.
Other options include the ability to print off a truck's details, and to e-mail or phone the relel'ant dealer with a request.
An integral finance calculator provides examples of a variety of acquisition methods, including lease or hire-purchase.