Renault’s call to action
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Mike Finney, Renault Trucks general manager for used trucks, says dealer networks must be more active in the second-hand market
Words: Steve Banner Dealers representing Renault Trucks are being encouraged to become more active in the second-hand market and raise their game, says general manager for used vehicles Mike Finney. “We’re looking at display standards and the standard of the vehicles they sell, among other things,” he says.
“We want to see better-quality used trucks that have had all the bumps taken out of the bodywork, that have been serviced prior to sale and that are ready to go,” he says. “We don’t want to see vehicles that have been taken straight off somebody’s leet and simply had a ‘for sale’ sign slapped on them.
“We’re considering ensuring that trucks are provided with a pack that contains copies of their service history and all the certiicates they may need. Information on the inance, contract maintenance and insurance packages we can provide can be included in the pack too,” he adds.
“As well as that, we can provide the Optifuel fuel management system on a used vehicle in the same way that we can offer it on a new one. ” Renault offers an approved used truck programme under the all-makes Truckplus banner, and much of what Finney is talking about is built around that. “We’re very much aiming to develop it as a brand,” he says. “We want it to be recognised as denoting the modern way of professionally selling used vehicles.” There are 20 Truckplus locations around the UK. “I do not supply the trucks I can offer to any UK Renault dealer who is not a Truckplus dealer,” he states.
Dealer incentive
Dealers have an incentive to respond to Renault’s exhortations, says Finney. “If they don’t reach the required standard, then they will lose a large percentage of their bonus payments,” he says.
A council representing dealers who are eager to tackle the used market has been formed as part of the renewed emphasis on second-hand sales. “It will involve me meeting with the top six dealers in the country on a quarterly basis,” Finney says. “I’ll be able to ind out what Renault needs to do to help them and let them know what we’d like them to do to help us.” The fresh impetus is in part a reaction to the growing sophistication of customers who buy second-hand trucks, he explains. “These days they want to know a lot more about what it’s going to cost to run a vehicle before they buy it,” Finney contends. “They’re also interested in having it maintained by the dealer under contract because they want to ix as many of their costs as they can and are a lot less interested in servicing it themselves.”
Finney believes he has picked the right time to burnish Renault’s used truck proile. “I’m not panicking to sell stuff at the moment because I haven’t got the volume coming through, so there’s more opportunity to address this whole area,” he says. “I’m aiming at a standardised approach by dealers across the UK.” ■