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Meeting customers' needs
Page 67
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The market is crying out for late-registered Euro-3 stock, and one Scani d aler is doing its best to satisfy the demand. Steve Banner reports.
Iyou get the chance to acquire large ! numbers of late-registered, low-mileage. Euro-3 analogue-tacho tractor units. go for it.That's the case even though it may mean more than doubling the usual size of your stock , and despite the risk of your decision backfiring horribly.
It's what Paul Prewett, general manager, used sales. at East of England Scania dealershipTruckEast has done recently-and he hasn't regretted it. He is taking in a steady stream of 2002(02) and 2003(03 and 53) 420hp Scania R124 6x2Toplines with 350,000450,000km on the clock ."I'll have acquired 80 or 90 by the end of January," he says.
Prewett concedes that such a commitment is a risk:"But I felt that if we couldn't sell trucks like these, we ought to pack it in," he says. Fortunately they are going out of the door almost as quickly as they are coming in. "I've sold live to one guy, and I've had other customers buy them in threes and fours," Prewett reveals.
Single-unit sales are equally welcome but bring your chequebook. "The 53-registered Toplines are selling for around f.38.000,he says. "I could charge a bit more,but it depends on whether I want to look at them rather than s them! They've got to be sensibly priced."
A number have gone to local operators, often under repair-and-maintenance contra a handy bonus for the dealership.says Prewett."The people buying them don't want hear about Euro-4,SCR vs EGR, and digitachs." he says."They want something they know wi do 8.5-10.5mpg,dependi on the work it's on. and that is a driver's as well a gaffer's truck.That's wIt we can provide." •