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Isuzu looks for recruits
Page 73
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ISUZU TRUCK (UK) aims to expand its dealer network in time for the launch of its 10-18-tonne F Series rigids next year. Marketing director Keith Child says: We could do with reinforcing our presence in the North-East, in Leeds and possibly Sheffield, in the Gloucester area, and in the Oxford/Aylesbury area too."
lsuzu currently has 60 outlets nationwide supporting a used parc of 12,000 vehicles: 36 of these sites handle sales, service and parts; 24 are authorised repairers.
At present they are classed as agents, Child reports, so when an agent sells a vehicle Isuzu invoices the customer from its head (Alice and pays the agent a commission. It also holds the stock. But in future agents will operate as conventional dealers, with agency status applying solely to the F Series. Among other things, that will involve carrying their own stock. New recruits to the network will be expected to:
• employ a saleperson dedicated to Isuzus
• run at least one demonstrator • hold a stock of parts • stock up with special tools for the workshop • have technicians trained to work on I suzus They will also have to show that they are committed to looking after their customers. "We've yet to sack a dealer over sales performance," says Child, "But we have sacked dealers because we weren't happy with their approach to customer care."