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Page 52
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Some rival manufacturers, who have not introduced environmental allowances, have claimed the customer must be paying for a package in some cleverly concealed way somewhere along the line. Either the unit they are acquiring is over-priced, or if they are taking finance will be paying over the odds for the funding.
Des Evans, MAN Truck & Bus UK's chief executive, and Tony Bevan, general manager, sales, MAN TopUsed programme, reject both allegations out of hand. "We're charging out the units we're retailing at around book retail." states Bevan.
We are, of course, taking a bit of a punt on the partexchange value, but I'd rather have 100 vehicles in stock owing me 27,000 each, than 100 owing me 225,003 each," Evans remarks.
Why fix the trade-in value at £7,000? Why not 28,000 or even £10,000? "If we went higher, we would definitely be subsidising the deal," he says. "Either that, or we would have to inflate the price of the units," Bevan adds.