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Dealer calls for buy-back shake-up
Page 71
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TRUCK MANUFACTURERS and dealers should take another look at the way buy-back agreements are written, says outspoken Renault dealer Dave Watts of Stoke-on-Trentbased Staffordshire CV "As an industry we should seriously consider offering two figures," he explains "A higher one if the customer agrees to buy another truck of the same mak e, and a lower one if he decides to go elsewhere. That way we may have some hope of retaining clients, given that there is little or no brand loyalty these days."
It's debatable as to how acceptable this approach would be to operators, but Watts reckons it could be worth a try — as would any measure that keeps used Renaults within the network and away from independent dealers or auction houses. "In an age of high-pressure common-rail fuel injection I can't understar why operators buy used trucks from indepem ent, non-franchised outlets which canns provide the aftersales support they need," says bluntly.
Perhaps it's because the independent is ofte though not always, cheaper, and of course mar independents have well equipped workshop employ experienced technicians, and prepa] their trucks to a very high standard. Or perhai it's simply because not all franchised dealers ai interested in selling second-hand vehicles.
"OK, you might save yourself£3,000 by goir to an independent," Watts admits. "But £3,0( doesn't go all that far if things go wrong."
He's optimistic about Renault's prospec this year with the launch of the new Premiur and is refurbishing the Fenton site: "Renau still suffers from a negative image, but whe you go to the factory you see just how muc emphasis is placed on quality these days."
Staffordshire CV has recently moved into d global export market, although Watts admits goes against the grain: "If you sell a truck ove seas, you've lost the parts and service business will generate. But the export side is going we for us, and we've been selling vehicles as f: afield as Sri Lanka, Russia and South Africa."