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Teamwork pays dividends at Ke'truck
Page 71
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NEW TRUCK salesmen and used truck salesmen don't always work together in harmony, but when they do the results can be impressive says Phil Holmes. used sales manager, eastern region, at Scania dealership Keltruck.
"If our new truck sales people haven't been successful in persuading a customer to buy a new Scania, then they don't leave it at that," he reports. 'They pass the lead on to me and my colleagues."
This approach has contributed to the 72 used vehicles the operation sold last month, Holmes adds.
So what are used buyers after? "So far as tractor units are concerned it's anything that's late-registered. and by late I mean anything that's less than four years old," he replies But he doesn't believe this demand for late-plate Euro-3 wagons is rooted in a desire to stall the arrival of digitachs:"To be honest I haven't heard digital tachos mentioned, and I'm not sure how aware of them operators are.
On the other hand he finds buyers are concerned about Euro-4. Some of them are opting for Euro-3 now to avoid having to worry about the SCR vs EGR debate, which is set to affect sales of new chassis in the autumn.
Some trucks are less age-sensitive than others, he believes:"There's always plenty of interest in older 6x2 rigids, and we can still sell T-registered 1999-vintage Topline tractors. So far as the high-horsepower Topline models are concerned, however. there's a lot more interest in 6x2s than 4x2s.
-The latter used to sell well in the Republic of Ireland, but demand has fallen off in recent times."