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Dedicated Toyota centres cater for business clients
Page 17
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• by Colic Barnett Toyota has set up a network of dedicated Business Centres to handle fleet and business sales, including all CVs.
In all, 90 dealers have been appointed as Business Centres, with the remaining 115 outlets expected to transfer CV enquiries to their nearest specialist.
Each Business Centre is committed to having a least one dedicated business sales specialist with separate office facilities, and each has to operate at least one demonstrator from each of Toyota's CV model ranges—Hilux, Hiace and Dyne.
Although Toyota has achieved a degree of success with its commercial vehicles in the past, its approach to the fleet market has been somewhat haphazard; vans were sold by car dealers wfth varying amounts of skill and enthusiasm. The specialist dealers have been created to meet the needs of potential buyers for its new Dyna range.
The firm sees demonstrators as a key to sakes success, claiming a demonstration-to-sales conversion rate of 67%. If a customer wants to try a vehicle not available from the local centre, a nationwide demonstrator locator is accessible at the Burgh Heath HQ.
Other requirements are for at least three more CVs on display, and extended workshop hours according to local needs.
CM recently visited Toyota's largest dealership, Jemca, on North London's Edgeware Road, which expects to deliver around 300 commercials this year. Its commitment includes a total of seven staff dedicated to business sales, while its 18-ramp workshop, which caters for 80 vehicles per day, is open Monday to Saturday. It also has a Japanese desk to cater for London's ex-patriot Japanese community.
• Toyota's transport partner Waion is taking various measures to minimise the environmental Impact of its fleet.
Its latest vehicle, a Daf FT XF95.480 Space Cab drawing a new fully enclosed double-deck trailer, is fitted with an Eminox particulate trap as part of its plan to equip 70 trucks with reduced pollution kits. As well as Emlnox traps, it will use the Adastra fuel-borne catalyst system where appropriate.