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Light at„ the end of the tunnel
Page 60
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The clouds are beginning to clear as used truck dealers confirm an increasing number of deals and even buying to stock.
Words: Steve Banner Britain's used truck dealers are starting to see a glimmer of light at the end of what has, at times, seemed to be a very long, dark tunnel; and there doesn't appear to be a train coming the other way.
"We're definitely seeing an increase in enquiries, and we're even enjoying a slight upturn in sales, too," says Phil Holmes, used sales manager, eastern region, at Scania dealership Keltruck. "We sold 10 more trucks in August than we did in July, and towards the end of August, we'd already pre-sold eight for September delivery.
"In particular, we're seeing a lot of interest in 2002/2003-registered tractor units," he continues. "Hauliers take the view that they're half the price of a two-year-old unit, but will do the same job.
"They may cost a bit more to maintain, hut buyers appear willing to take that risk. Some of them also feel that they may be better on fuel than a newer vehicle, no matter what make."
Conversely, there is less enthusiasm for oneto three-year-old units than there was a few months back. Anthony Wright, managing director of independent dealership European Vehicle Sales, based near Doncaster, also believes trade may be improving. "We're starting to make more sales to UK hauliers than we have for some time," he says.
"In some cases, they've seen business go quiet over the past few months and they've got rid of one or two trucks that were under-utilised," he continues. "More recently, things have picked up for them; they've needed to replace those vehicles, and they've found that prices are more realistic than they were."
One outfit that is reporting considerable interest in late-plate trucks is www.secondhandtrucks.co.uk, the fleet sales arm of Maritime Transport.
"Enquiry levels are strong, sales are going well, and we've not seen a fall-off in prices," says fleet sales manager Matt Heath. "They're holding up nicely "We offer guaranteed work to customers who want it, of course, and that helps in the current climate." The trucks put up for sale are no more than two years old and, typically, have covered no more than 80,000km to 100,0001un. At present, the list includes 06-plate Scania R470 Toplines and 56-plate Volvo FH13 Globetrotter XLs.
Healthy indication A telltale sign of the real health of the used truck market is how willing dealers are to go out and buy stock. "That's what we're starting to do," says Paul Prewett, general manager, used sales, at Scania dealership TruckEast. "We want to purchase Scanias up to five years old."
It has outlets in Felixstowe, Stowrnarket and Wellingborough, and Prewett reports that it is getting sensible prices for its vehicles. "At present, I'm more worried about not having enough trucks to sell than I am about not having enough customers.
-Things aren't as bad as some people have made them out to be," he contends. "All that is happening is that the market is settling back to a more realistic level."
With a site at Warrington, and part of Mercedes-Benz dealership Enza Group, Enza Truckworld is quietly getting its chequebook out too, says sales manager, Paul Banks — but it is being highly selective about what it purchases. "We're looking for quality vehicles with slightly unusual specifications," he reports.
Used truck dealers are not out of the woods yet, however, says Guy Dawson, group used truck specialist at Mercedes-Benz dealership Northside, which has sites in Doncaster, Bradford, Leeds and Sheffield.
"I'm not one to preach doom and gloom, but you've got to be realistic," he says. "The credit crunch is having an impact and people are hanging on to their money. "The eight-wheeler sector in particular is on its backside."
"We're certainly selling trucks. In fact, we're not doing too badly, but it's a tough market. I think it will be early 2009 before we see a significant improvement." •