esperately seeking Scanias
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While Scania trucks hold their price, getting hold of second-hand models is not easy. CM visits West Pennine Trucks to see the extent of the problem
Words: Steve Banner
There is something about the sight of a V8 badge and the sound of the truck's engine that has a hypnotic effect on buyers of second-hand Scanias. it doesn't seem to matter how old it is. the odds are that one of them will want it.
"V8 4x2 and 6x2 units of any age are popular, including those dating back to 1999 to 2000," says Stuart Wolstenholme. used sales manager at Scania dealership West Pennine Trucks, in Middleton, Manchester.
"I took a 2001 example in part-exchange recently and it was out of the door almost as soon as it arrived."
This is despite the fact that. in Wolstenholme's view, a V8 is a luxury for an operator who works solely in the UK. "It is what you want if you're heading over the Pyrenees on your way down to southern Spain,'' he says."If you do that sort of run regularly, it will match a 12-litre on fuel. However, if you're doing UK deliveries. then a six-cylinder R470 or R480 is a better and more popular option, especially if it's got top-of-the-range specifications."
Whether eightor six-cylinder, Wolstenholme would be happy to see a lot more retailable Scanias of any description in his yard. "We've been busy everything is selling so consequently we're short of stock, especially 4x2 and late-registered 6x2 units," he says.
"18-month to two-year-old trucks are becoming increasingly rare," Wolstenholme adds.
Low new-vehicle sales mean the situation can get worse. If trucks are not sold new, then they cannot later be sold used. "We're short on rigids toocurtainsiders are in especially short supply although that's always the case," he says.
Gone before the dust settles
"26-tonners are sold immediately they come in and. out of a batch of 2005 and 2006 box-bodied 18-tonners, I've got just one 55-plate example left," he continues. "Demand for 18-tonners increases as Christmas approaches, which seems to start as soon as the summer holidays are over."
"We've got about 50 trucks in the yard," Wolstenholme adds "We usually carry twice that number."
While Scanias dominate, West Pennine's stock features a Volvo, an Iveco, and a number of DAFs, "We've got 10 XF105s coming in, and I've got several enquiries for them," he says.
Carrying a mixture of marques goes some way to overcoming the stock drought as well as providing operators with more choice. Many buyers want Euro-4 vehicles to comply with London's Low-Emission Zone requirements from 2012. But there is still a demand for older trucks, "A lot of my local customers don't want to go to London. think that would be the case even if there wasn't an LEZ so Euro-3 isn't dead yet," says Wolstenholme. And a late Euro-3 unit can be as much as £10,000 cheaper than an early Euro-4.
The analogue tachograph is not dead yet either, he "Some operators don't want digital because they don't want to get involved with computers and downloading data," he says. "They're worried they'll get it wrong."
Dealing with picky customers
Re adds: "I've got a lot of Scania customers who won't take anything other than an Opticruise automated 'box. We gel people who don't like it because they think it means there's more to go wrong, but that attitude is dying. Many operators didn't want air suspension or electronic engine management when they first came in."
They have since learnt to accept them, although it could be argued that they have had little choice in this matter.
He adds that many customers don't even have an email address. and they are unlikely to look for second-hand vehicles online. Those who have one may do, which is why Wolstenholme has been using YouTube to promote what West Pennine has to offer as well as employing the firm's web site. '1 put the stock list on YouTube and it gets at least 100 hits a week," he says.
No matter where they are searching, customers appear to be increasingly looking for tippers.
"The tipper job has come back, which is different to the way things were two years ago," he observes.
Consequently, Wolstenholme was happy to take three P:110 6x4 tippers equipped with grabs, all Euro-4. 2007-registered, and low mileage. "It was worth giving them a go,he remarks.
At the time of writing, they were about to arrive. "I've spoken to a couple of people who I thought would be interested and they asked me to ring them as soon as the trucks are in," he says."They didn't say no immediately, which is the reaction I would have got a couple of years ago."
Rigid or artie, used vehicles are holding their value. -I've got a batch of 2006 R420 6x2 units, among the last of the analogues, all with tipping gear and blowing equipment," he says. 'A year ago they would have fetched £25,000 to £26,000 each, and they're commanding the same money 12 months on."
With the stock shortage likely to get worse before it gets better, and high new-truck prices boosting the appeal of late-used, it looks as though used-truck prices arc unlikely to start falling again any time soon. •