)1 - vice is the key lATORS are becoming more demanding. The
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post;sion operator will be a much more demanding and lesslike person than his predecessor.
ving had to work his way through the most difficult in living memory, he will have learned many Ins. Fleets have been under-used in the past; capital 3tment has been under-utilised. Too much value placed on an extra few per cent discount and not igh on after-sales service.
inufacturers' representatives indulged in and uraged this horse-trading approach to business.
• regarded after-sales service as no more than a a parts counter service. Times are changing. lerators are now looking for a pre-sales service in :le selection, and a management advisory service ig operation. Advice on costings, replacement, use mputer routeing and other management aids are all mand. They are being supplied by market cious manufacturers.
iile not all manufacturers have entered the field the enthusiasm of Mercedes-Benz, there are others are following closely. They will reap the benefits of labours in the post-recession id. The others ignore the ators' new demands at peril.