Used Estates Coming Back Into Fashion

Cars
Estate cars knocked SUVs off the top seller’s list last month as space and value became a priority among buyers in the used car sector and the chances of a dealer selling one were especially strong if it was a Ford.

A 2012 petrol/manual Focus estate was the fastest selling used car last month, taking just 18 days on average from being advertised on a dealer’s website to finding a buyer with a typical transaction price of around £8,100.

Proving there has been a shift in demand another estate, this time the bigger Skoda Superb – a 2017 diesel model – was not far behind and taking just 21 days to sell. In fact, analysis by Auto Trader found that more than a fifth, 21%, of all searches, were for the estate body type, overtaking SUVs and hatchbacks which each accounted for 17%.

Trade watchers believe that estates could be making something of a comeback among family buyers on the grounds that they are often more spacious than an SUV, many have a better ride and because they have been seen as functional rather than fashionable over the past several years this is reflected in their prices which can offer better value for money.

Karolina Edwards-Smajda, Auto Trader’s Director of Commercial Products, said:

 

“It’s easy to overlook estates in the wake of the surging popularity of SUVs over the last few years, but it shouldn’t come as any surprise to see them take the top spot; they’ve come a long way from the uninspiring models that prioritised functionality over style. Many of today’s estates offer elegant styling, excellent efficiency, and plenty of practicality that can often outperform an equivalent SUV in the real world.”

Functionality over style

Ford was once again the dominant manufacturer and its cars were the best sellers in many regions with the Fiesta, Focus, Kuga and EcoSport taking top spot in several areas.

Internal combustion engines remain by far and away, the most popular type of power unit but it is telling that searches for pure electric cars, not just plug-in hybrids, jumped by 14% during May from the previous month.

May’s top ten fastest selling cars were:
  • 2012 Ford Focus estate (petrol/manual)
  • 2017 Skoda Superb estate (diesel/manual)
  • 2016 Vauxhall Astra hatchback (petrol/automatic)
  • 2016 Volkswagen Sharan MPV (diesel/manual)
  • 2016 Kia Sorento SUV (diesel/manual)
  • 2016 Ford Kuga SUV (petrol/manual)
  • 2012 Ford Focus hatchback (petrol/automatic)
  • 2016 Smart forfour hatchback (petrol/automatic)
  • 2017 Seat Ateca SUV (petrol/manual)
  • 2016 Vauxhall Zafira MPV (diesel/automatic)

 For more information about what Click Dealer can do for your business, contact us on 01782 478220 or via [email protected], alternatively, you can get in touch through our contact page.

Vehicle Health Checks Are Important to Build an Ongoing Relationship With the Customer

Vehicle Health Check
Communication is key when it comes to building a loyal customer database. You can bridge the gap between services or new car purchases by inviting customers in for a free vehicle health check.

Not only can technicians identify work that needs doing which can help you generate additional profits, but they also allow you to display an element of openness that will help build the customer’s trust in your judgment.

Staff Support

Getting your staff behind the idea of a free vehicle health check is going to have a positive knock-on effect. They will only spend 5-10 minutes checking it over, but if they do a thorough job, they could find an issue that needs addressing. This can lead to the dealership selling parts, servicing and labour time.  

Work = Reward

You can help your staff feel better about giving up some of their time for ‘free work’ by creating an incentive bonus for them to up sell from a certain number of health checks each month or simply to complete more than a specific percentage of the vehicles they work on each month.

Amber Means Go

Normally technicians will work through their list and identify areas as red, amber or green. Work that is classified as red is high priority issues, things like tyres for example if the tread level is below or near the legal limit. In these instances, the red items are almost certainly selling points. A customer won’t likely want to risk even taking his car home until these are taken care of.

However, make sure you’re also focusing on the amber work. Amber issues can still cause the failure of an MOT or lead to performance issues with the car, so they are important to get resolved but less urgent.

Make sure your service team or a familiar sales executive follows up with the customer about anything that was highlighted in amber that they opted not to have fixed at the time. Your focus should be making the customer recognise that you have their safety and interests at heart.

Make It Easy

Don’t make the customer face a battle to contact you about any issues they’re having or to follow up on their vehicle health check. Below is a list of bespoke ways you can increase the number of customers returning for follow-up work.

  • Appointment Cards
  • Company Personalised Air Fresheners or Window Stickers
  • Company Personalised Key Rings, Pens, Fridge Magnets or Mugs
  • Send Out Email and Text Reminders
Through Your Eyes

The equipment needed for a video health check is minimal. A mobile phone, a source of light and a pointer are often enough. By using video to show any red or amber faults, the customer can’t deny that they don’t exist. It helps further with building that level of trust and a loyal relationship as a result.

Make sure the workshop is kept tidy and the video reflects the business in a good and professional light. You can also add an incentive for staff with the best or most videos at the end of each month. This will likely lead to an increase in the quality of your representation.

For more information about what Click Dealer can do for your business, contact us on 01782 478220 or via [email protected].  Alternatively, you can get in touch through our contact page.