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Put the effort in to convince buyers, says dealer
Page 72
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PROPER PREPARATION of late-year,lowmileage used trucks is essential if dealers want to attract and retain customers, says Lee Smith of Essex independent dealership Hanbury Riverside.
And that includes thorough external and internal valeting as well as ensuring that everything is OK mechanically:"Our slogan is can't believe it's not new' and that means our vehicles have got to smell new as well as look it. It creates a positive impression when a prospective buyer walks in He immediately thinks to himself: 'This guy is really trying to sell me a truck, he's putting the effort in." "By contrast," Smith adds,"I've been to dealerships where they haven't even bothered washing their vehicles before putting them on display."
Haribury Riverside is best known for selling late-model Scania, Volvo, and Daf tractors,but Smith reports that Mercedes will increasingly figure in the line-up over the next 12 months.
"I'm especially impressed with the Actros 2546 LS with the Megaspace cab — I think Mercedes could become our fourth marque.
"You have to try different things or you get stagnant," he says; 2005 could be the year for branching out.