Nearly 39% of retailers see commercial vehicles as a
major opportunity for growth in 2012, second only to cars over three years old
according to the new grs survey results.
David Grice, Sales Director at grs, agrees with this
assessment, but cautions retailers to choose commercial vehicles with the same
care as they do cars. He believes the main opportunities this year lie with
small commercial vehicles.
“Businesses looking to economise by downsizing their vans
may move from a long wheel base to a short wheel base,” he says, “while people
setting up on their own will normally opt for small or mid-sized vehicles –
which are also most likely to appeal to retailers who want to place a van on
their forecourt alongside cars.”
Those retailers looking to broaden their stock mix with
the addition of commercial vehicles should make their purchases based on the
following criteria, which are David’s three golden rules:
- Condition:
“Just like cars, vans need to be good quality and prepared to a high
standard. People are far more choosey nowadays and commercials not in such
a good condition or with damage just won’t attract the same premium or
interest,” he says. “Also, when commercial vehicles are sharing forecourt
space with cars, they need to be up to the same high standards.”
- Mileage: this is just as important for vans as it
is for cars, especially when retailers are looking to compete with
commercial specialists. “Rather than trying to compete on price alone,
it’s important to have an edge, and this is where mileage can help. Just
like a car, buying a van is a major investment. Unlike a car, a van is a
tool to make money, so it’s important that people get it right.”
- Offer
something different:
many
businesses will be looking for a specific type of vehicle – such as a
Luton or drop-side van – or something that helps them stand out from the
crowd, such as colour. “Business buyers today may well not be your
traditional white van drivers, so consider stocking a blue VW Transporter
or a red Vauxhall Combo, for example,” says David.
For those retailers yet to stock their first commercial
vehicle, the grs team is on hand to advise them every step of the way. “A
potential customer looking for their first van may well be nervous, and buying
from a traditional car retailer will give them confidence,” continues David. “It’s
definitely something worth considering this year.”
If you would like to speak to grs about any aspect of
buying a commercial vehicle, contact us on 01743 281818.
