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The secret is service
Page 70
Page 71
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Business is booming for the used division of Testwood Truck — and it plans to grow even more. Emma Penny
reports.
reports.
Lea Murrell is a very busy man. When CM turns up at his yard there's a couple looking at 7.5-tonners, another man turns up looking for a truck for his container haulage business, and yet another punter turns up while we're chatting — all in the space of half an hour.And after the visit, we hear he sold two trucks that afternoon.
Lea Murrell is a very busy man. When CM turns up at his yard there's a couple looking at 7.5-tonners, another man turns up looking for a truck for his container haulage business, and yet another punter turns up while we're chatting — all in the space of half an hour.And after the visit, we hear he sold two trucks that afternoon.
Lea Murrell is a very busy man. When CM turns up at his yard there's a couple looking at 7.5-tonners, another man turns up looking for a truck for his container haulage business, and yet another punter turns up while we're chatting — all in the space of half an hour.And after the visit, we hear he sold two trucks that afternoon.
But perhaps that's not an unusually busy day, as Murrell sells about 75 used trucks a year and believes he could sell even more. He looks after the used division for Testwood Trucks, based in Totton near Southampton, and sells a good mix of MAN products, from 7.5-tonners to top weight artics — and the occasional ERF —to all sorts of customers.
But perhaps that's not an unusually busy day, as Murrell sells about 75 used trucks a year and believes he could sell even more. He looks after the used division for Testwood Trucks, based in Totton near Southampton, and sells a good mix of MAN products, from 7.5-tonners to top weight artics — and the occasional ERF —to all sorts of customers.
Used trucks are becoming an increasingly important part of Testwood's business, mirroring the success achieved by MAN's UK used truck network, MAN Diesel.The manufacturer decided to take charge of its used truck business about three years ago, and it has paid oft It's been so successful that now dealers — Murrell included — reckon one of their main problems is getting stock. "Now people are really focussed on the used business, so it's not so easy to get a nice box, for instance. I drive up to MAN's HQ at Swindon each week to choose stock, and if a
customer wants a specific vehicle we can get it in stock."
For Murrell, though, the focus on used business has seen Testwood go from selling 12 used trucks a year to the current 75. He reckons that once the firm builds new premises on its current site, sales from the used business could match the 110 new sales a year. He's is currently somewhat constrained because he is the only person involved in selling used trucks but the long-term plan is to bring another salesperson into the used business, which will also help boost sales.
Extensions
"We could sell a higher volume, but our premises aren't right just now. Once the new building is up we will have more space on site to carry stock and we'll have more walk-in
customers as a result," he says.
While there seem to be plenty of walk-in customers already, Murrell also has a lot of repeat business. Much of that, we'd guess, is down to Murrell himself and his approach to the business. "I spent 10 years as an ownerdriver, and that now reaps the rewards as many local hauliers know me and I know what they are talking about."
Unusually, he will also take stock to a customer who is interested in buying something he has in— rather than expecting them to turn up inTestwood's yard."About 90% of my business is done that way — it's our customer service," he says. That approach to customer service must pay off, and now some regulars will just tell him what they're after and they won't see it until it's delivered."People do trust us and often
they don't have time to go looking for a truck."
One of Murrell's latest acquisitions is a good example of this: one of the first used TGA Excaliburs to become available, snapped up with a local haulier in mind. "It's a 53 registration with 34,0001un on the clock," he says.
While the Excalibur hadn't yet arrived in the yard, there were two other vehicles that caught CM'S eye — a TGA 460 with an )(XL cab and a pristine-looking 51 plate skip loader.
Hand picked pieces
The TGA 4x2 460 was registered in April 2001, started life in south Wales and has only just come back from contract, says Murrell. Like everything MAN Diesel sells, it's been in the MAN network for its entire life, and has undergone a rigorous inspection on its return from contract, with any problems put right before it is goes through the dealer network.
The TGA 4x2 460 was registered in April 2001, started life in south Wales and has only just come back from contract, says Murrell. Like everything MAN Diesel sells, it's been in the MAN network for its entire life, and has undergone a rigorous inspection on its return from contract, with any problems put right before it is goes through the dealer network.
With 460,000km on the clock, Murrell reckons the TGA will sell fairly quickly because of its high spec cab and the fact that it's the higher horsepower 460 engine, rather than the more common 410hp. It also has twin fuel tanks, with a capacity of 1,100 litres, and inside the cab it's well kitted out with a double bunk, coolbox, air conditioning and electric blinds among the extras. Testwood is selling it for £29,750."I'll be lucky if it's on the yard for a month," he says.We'd agree, with Glass's Guide pricing a similar TGA with 380,00km on the clock at £36,750.
Murrell expects the skip loader to move even faster. It only arrived at Testwood the day before we visited, and already three people had expressed interested in it.The L2000 51-plated chassis comes complete with Edbro gear and a body that's the same age as the truck — and it has the bodybuilder's plate to prove it.
Murrell expects the skip loader to move even faster. It only arrived at Testwood the day before we visited, and already three people had expressed interested in it.The L2000 51-plated chassis comes complete with Edbro gear and a body that's the same age as the truck — and it has the bodybuilder's plate to prove it.
"A lot of people will put old skip kit on a new chassis, so this is like gold dust.We'd be lucky if we got 12 used skip loaders in the MAN Network in a whole year." This one, registered in February 2002 and with 83,092km on the clock, is selling for £32,950. Glass's Guide prices a similar model, but having done 170,000km, at £31,000. • This one, registered in February 2002 and with 83,092km on the clock, is selling for £32,950. Glass's Guide prices a similar model, but having done 170,000km, at £31,000. •