Dealers lose sales as operators buy direct
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by Martin Gurdon • CV retailers are missing out on the boom in new truck sales as fleet buyers bypass them and buy direct from manufacturers, according to Glass's Commercial Vehicle Guide.
Editor George Alexander says: "We suspect many of the big registration totals being notched up are generated by large fleet orders, often won directly by manufacturers at prices which leave no chance for dealers at local level." Heavy discounting has also stimulated new vehicle sales, he believes.
However, demand for used vehicles remains slack and residuals have fallen. Demand for finance on new LGVs rose 2l%— but demand for finance on used trucks was down 13%.
Used commercial residuals have also fallen, with light CV values down by £250-£300; rigid four-wheelers down £450; six and eight wheelers down £750; and tractors down by about £500.
"The main problem seems to be business confidence," says Alexander. "Operators of small trucks currently feel insecure