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Scouring the hidden niche

23rd September 2004
Page 70
Page 70, 23rd September 2004 — Scouring the hidden niche
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Which of the following most accurately describes the problem?

George Alexander, chief CV editor for Glass's Information Services, reckons there are still opportunities to make a profit in the used

market — but you'll have to look for them.

The slight lull through the traditional holiday season provided a small respite before trade started to pick up again in September. Still top of the list. though, are tractors with big cabs and big engines — demand from owner-drivers, operators, exporters and dealers is maintaining solid price tags., regardless of age.

There's plenty to choose from in the 7.5-tonne sector with boxes and curtainsiders returning from major fleet set-ups, but traders are having to sift through the chaff to find some bankable wheat.

It's no surprise that sleeper-cabbed rigids are more profitable than their day-cabbed counterparts. It's down to the fact that there aren't many examples with sleepers— and they tend to have more powerful engines, and are generally in better condition. Multi-axle rigids remain in demand with tippers very thin on the ground.There are also plenty of buyers for three-axle chassiscabs with curtainsider, box or dropside bodies and tail-lifts.

Short supply

Further down the weight range in the 3.5Inane sector, chassis-cabs with tipper and dropside bodies are always wanted by trade but,again, supplies are short.

Now that Mercedes-Benz has taken its van business in-house, any which do appear on the open market fetch a healthy price — particularly long-wheelbase Sprinters.

But it's not all good news for sellers. Prices of the Sevel range of 3.5-tonners from Citroen. Fiat and Peugeot are being hit as supply threatens to overwhelm demand. Nonetheless, the recent revamp to the Relay/Ducato/Boxer line-up is expected to address any perceived shortcomings of earlier models.

In the 2.8-tonne sector the Vauxhall/ Renault Vivaroal-afic is leading the way. If you have one of these on your forecourt you won't be short of customers.

German invasion

Coming up in the next 18 months to challenge the Anglo-French coalition will be the German products from Volkswagen and MercedesBenz.The new Transporter and Vito have yet to infiltrate the used market but when they do franchised dealers will be the first port of call.

Among the car-derived vans the older models are being ignored in favour of the more modern concepts.The Ford Connect is a case in point: its residuals are the envy of other manufacturers, with the Vauxhall Combo and the Citroen/Peugeot Berlingo/Partner lagging behind as prices are hit by excessive volumes at the auction houses. •

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