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THE LOWDOWN
Page 89
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Trade and end users are fussy. They show up at auction looking for a solution to their transport needs and have money to spend. They fully expect to come away with something suitable.
With leasing and finance companies dominating the fleet sector, dealers handling part exchange need to ensure that their estimates are accurate in order to compete against the big boys when it comes to remarketing. A satisfied customer will return — and a successful salesperson, who can uncover any faults and compensate on the part-exchange price accordingly, will save money as well as time fixing problems that mysteriously crop up.
BCA's Les Butler's belief that blowing your brains out on a deal lust doesn't make sense" means that not pricing part exchanges properly will lose you money more often than not. After all, buyers aren't mugs — and if they show up with a smart-looking van to part exchange with a clutch on its last gear change, how are you going to discover that?