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Page 68
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Franchised dealers are having to compete with their independent rivals as desirable second-hand stock remains elusive, writes Steve Banner.
Franchised dealers bemoaning their lack of desirable second-hand stock are having to live in the real world long inhabited by their independent rivals.
So says Anthony Wright of non-franchised dealership European Vehicle Sales, based near Doncaster. "Main dealers are used to having a steady stream of ex-contract trucks rolling through their gates ready to go on sale. They're not used to going out and finding them in the way independent dealers have to," he says.
Like it or not, says Wright. there's stock out there, but you have to work hard to get it.Those desirable vehicles must be tracked down if dealers are to satisfy an increasingly eager market. As summer progresses, hauliers remain thirsty for lateplate, low-mileage, second-hand Euro-3 trucks with analogue tachographs. Franchised or non-franchised, dealers are becoming ever more frustrated by their inability to locate them in sufficient numbers.
"I'm sick of saying 'no' to customers," says Stuart Wolstenholme, used truck sales manager at the Middleton, Manchester, branch of Scania dealership West Pennine. "Inquiry levels are going through the roof, but finding the vehicles people want is becoming more and more difficult.
"I'm now in the situation of selling Dafs and Volvos to people who have bought Scanias from me for years because I can't get Scanias. Unfortunately it's becoming increasingly difficult to get hold of desirable Dafs and Volvos too," he continues.
Much of the demand is driven by continuing long lead times on new chassis with operators unwilling to wait, opting instead for late-registered used trucks. Others are hanging on to existing vehicles, worsening the shortage of second-hand metal.
"Order a new Scania 6x2 tractor unit at 420bhp or 480bhp and you probably won't see it until January or February next year," says Paul Prewett, general manager. used sales, at East of England Scania dealership TruckEast.
"Order a new Premium today and you may have to wait until February or March 2008 for delivery," says Stephen Whitehead, who acquired Carlisle Renault dealership Border Trucks just over a year ago.
By contrast, a Magnum may put in an appearance as early as September or October, he says. "As for used vehicles, our stock is right down, and it's very hard to get hold of anything. While I always prefer to sell Renaults, I'd be perfectly happy to sell used trucks with other badges given the current situation — but I can't get hold of them either."
But stocking older trucks is out of the question. "As a main dealer I wouldn't carry anything older than one with a 51 plate," he says.
The shortage is compounded by exporters eager to snap up younger vehicles. Wright says the Russians will sometimes pay more for a truck than British buyers.Wolstenholme agrees: "These days the Russians want trucks that are no more than fourand-a-half to five years old."
Late Euro-3 vehicles with analogue tachographs are popular, he continues, because many hauliers remain wary of going digital. "Digital tachographs have a tendency to over-record if you are on stopstart work, and it can take a long time to download information from them," he says.
Some operators are shying away from Euro-4 vehicles because they still cannot make up their minds about whether to opt for SCR or EGR."I'm getting reports that hauliers that have chosen the SCR route are finding it difficult to obtain AdBlue away from their home base," he comments. •