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Northern exposure
Page 72
Page 73
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For Enza Truckworld and Paul Banks the New Year meant new beginnings. The independent Mercedes-Benz dealership is building a new dedicated used site in Trafford Park.
When Radio One's DJ partnership Mark and Lard ruled the airwaves, they declared Manchester the country's true capital. Certainly, it is a sprawling metropolis, with the M60 ring road every bit as bad as London's M25.
At the heart of this industrial Mecca is Trafford Park. It's a mix of industrial side roads, dual carriageways, rail tracks, and roundabouts, or 'circles' as they are known locally. Every truck manufacturer has a presence here — or if they don't they should consider establishing one. In the North West it's the place to be.
New investment
The latest dealership to join the ranks is Eliza Truckworld,on Trafford Park Road. It bought the former ERF workshop which maintained the Wincanton fleet 18 months ago, and in January began a £1.4m investment to renovate the four-acre site.
At the helm is a new face, sales manager Paul Banks. "It is a great opportunity it is going to be a cracker." he says, clearly relishing the task ahead.
His background is rich and varied. He spent 11 years at Chapman Commercials working for Neil Chapman, then four years at MAN Diesel before moving to Enzaltuckworld.
"There are some similarities between independent dealers and independent (approved manufacturer) franchises in that I am free to source vehicles; working for the manufacturer you have to sell what you are given.You get top quality stock but it is restricted in terms of specification."
"Here, at an independent franchised dealer it's the best of both worlds. You can look for interesting vehicles rather than common vehicles through the manufacturer," he says. This brings Banks back to the topic in hand, the new site and its location. "1 couldn't resist this challenge, and, Trafford Park. it's the place to be.We are starting from scratch.The Whitley site was very successful, but it was a little out of the way," he says.
The target for Banks and his team is 300 units a year and since the office opened up in January it is well on track. Like all used dealerships it isn't purely reliant on its own area for business, most of its turnover comes from a nationwide clientele.
Export has been something of a success with up to 20% of the company's business heading overseas to Africa:The state of flux with the new site has seen it drop at present.Typical stock overseas has been mid to late 1990sregistered Actros, especially the 2540.
Plus the recent maximum four-year-old rule has meant post-2000 stock heading to Cyprus. "Again finding the right stock is a bigger problem. In the domestic market we are selling 04s to 1998 S-reg,"he said.
Having spent the last four years at a manufacturer-owned dealership, Banks agrees that approved used dealerships are the way forward for the industry. He predicts 70% of his stock will come from the manufacturer's Approved Used Commercial outlet at Wentworth Way, Barnsley. It is better for the customer, he argues, and for the industry as a whole that the vehicles, which are getting increasingly technical, have specialist mechanics with diagnostic kits to maintain and service them.
Fresh interest
Corning directly from MAN Diesel he is in a privileged position to compare German-built vehicles, and is 'impressed' by the quality of the Mercedes product "Customers come to Trafford Park and can look at several vehicles. Once we are in the frame customers want to know more," he says.
The difference between the two German companies is the van sector and its tie-up with quality car production. While ginirmirrirmiteriezig Banks admits to being more of a 'truck man' and intends to build the truck portfolio, he will not neglect the van side of the business. Vans provide Mercedes-Benz and its used dealerships with an edge over several of his competitors.
The construction of the site is due to he completed in May and Cornmercial Motor will return to see the finished article.A six-bay 24hour workshop is being built at the moment, but there are further renovations to be done before it is up to full capacity, then Enza Truckworld at Trafford Park should house 70 or so vehicles. •