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Website accounts for half of all sales at Hanbury Riverside
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Page 69
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THE INTERNET is having a massive impact on the pattern of business at West Thurrock, Essex-based independent dealer Hanbury Riverside, according to director Lee Smtth.
Our vvebsite generates a good 50% of our sales, and quite a few of those are to buyers who have never dealt with us before but are aware of our reputation," he explains. "ft enables customers to look at what we have to offer without leaving their offices."
In many cases an operator spots a truck on the Hanbury Riverside website, rings up, and pays a deposit to secure the vetycle using a credit card. "We Invoice the finance company that the operator is using for the balance and the money is paid into our bank account via BACS," says Smith.
Hanbury Riverside arranges to have the truck serviced at a main dealership and it is delivered to the customer within three or four days. The first time the buyer physically sees the vehicle will be when it arrives at his premises — but Hanbury Riverside has never had a vehicle rejected as unsatisfactory Smith reports.
"Sometimes we're asked to supply more detailed photos of the truck before any deposit is paid, and we're happy to do so," he adds. So how does Hanbury Riverside deal with
part-exchanges? "We use an independent specialist. He'll contact our customer directly and make an offer."
If buyers want something slightly different then that can be arranged too.
"We've put a link to an artist called Paul Carslake on our website," says Smith. "He specialises in airbrushed custom paint jobs."