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Providing a one-stop shop

26th April 2007, Page 71
26th April 2007
Page 71
Page 71, 26th April 2007 — Providing a one-stop shop
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Which of the following most accurately describes the problem?

To survive, independent used dealerships need to offer more than just trucks. Steve Banner finds out how Hanbury Riverside maintains its success.

Independent used truck dealerships should do a bit more than simply sell the customer a vehicle. They should also fit any extra equipment the operator requires, in effect acting as a one-stop shop, says Lee Smith, a director at used truck specialist Hanbury Riverside, based in West Thurrock, Essex.

"We can repaint trucks in the customer's colours— we have a paint. shop on-site— and arrange for power take-offs and extra fuel tanks to be fitted." he says. "We've even had customers who bought vehicles from other dealers come to us for the work they require.

"Hauliers are busy people, and don't want to waste time having trucks dropped off and picked up so that various bits and pieces of equipment can be installed.

They want to put their vehicles to work the minute they're c delivered," he points out.

The importance of the one-stop-shop concept was recently proven by Birmingham independent dealership Junction 6 Commercials (CM5 April). And business at Hanbury is brisk, too, as far as Smith is concerned —the firm delivered five trucks to a customer in Darlington over Easter. and prices are holding up very well.

However, used buyers remain wary of tractor units with automatic gearboxes, he reports. "They fear that it will cost a fortune to get them repai-ed if they go wrong. And many drivers argue a manual gearbox offers a more enjoyable driving experience, especially when so many trucks have 480bhp or more on tap these days," says Smith. "They don't want to be wheel attendants — they want to drive the truck, not have the truck drive them."

As a consequence, second-hand tractor units with auto boxes are fetching no more than their manual stable-mates, he says, despite their owners possibly having paid a premium. "They're not seeing their money back," he remarks.

Longer-term, this will change, he believes, as automatics become standard on all new units. "That'll be the case in four or five years' time," he predicts, "so customers will no longer have a choice in the matter."

However, operators will be able to pick between EGR or SCR technology as increasing numbers of Euro-4 vehicles appear on the used market. In Smith's view, SCR is arguably the better long-term bet, despite the need to pour in AdBlue. "I suspect it may offer better fuel consumption, shorter service intervals, and longer engine life," he says.

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