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Covering the field
Page 67
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Dealers must be careful when choosing a third party warranty provider. Steve Banner reports.
Major components are far more reliable than they used to be. but the warranty a truck carries has a big influence on used buying decisions, says Peter Hassan of Kent independent dealership Eurowise.
He stresses that to have a real impact on prospective purchasers, a warranty has to cover a lot more than just the driveline and must embrace the vehicle's eleetries."Have the wrong ECU fail and you can end up with a 17,000 bill to get it sorted out," he says.
Late-registered trucks typically carry the unexpired portion of the manufacturer's warranty. "What we tend to do is provide an RAC warranty that offers the same level of coverage for a further 12 months." he says. Andy Mackay, in charge of used sales at Manchester Daf dealership Chatficlds, agrees. "A good warranty definitely sells trucks, no question about it," he says.
However, Mackay believes it has Lobe backed by the manufacturer, and without implying any criticism of the RAC, is wary of the sort of warranty a dealer has to purchase from a thirdparty provider.
It's a view shared by another dealer, who says: "You have to be very careful. Make sure the warranty company concerned is well-established, has a good reputation, and isn't going to wriggle out of settling legitimate claims.
"If it does, that could wreck your relationship with the haulier concerned." •