Tapping into a new market – commercial vehicles create vantastic opportunity

We've always got a huge selection of vans

The shortage of stock which is driving up car prices is having the same impact in the commercial vehicle market – creating real opportunities for retailers.

Like cars, the focus needs to be on quality, with van buyers increasingly attracted to premium brands such as VW and Mercedes to help set their businesses apart from the crowd, while the likes of air conditioning and electric windows also growing in popularity.

“Good quality commercial vehicles are scarce and profit margins probably higher than they’ve ever been,” says David Fildes, 

grs Commercial Vehicle Specialist.

By sourcing commercial vehicles directly from major fleet operators and hire companies across the UK, grs is able to stock a wide range of makes, models and prices, all of which are available for retailers to view online 24/7.

“In addition to having one or two vans alongside cars on their forecourts, they have access to many more on our website, which can help them find the one that exactly meets the customer’s business needs,” continues David. “And because a van is a work tool, it’s not an emotional purchase in the same way as a car, so people are more likely to make a commitment without sitting in it and driving it first.”

As a result, increasing numbers of retailers are seeing the grs website as their own shop window to help secure sales – a process facilitated by the high quality images and detailed vehicle descriptions. “Across the industry, van descriptions are far less detailed than they are for cars, photography tends to be poor or non-existent, and important documents such as service histories are often missing,” says David. “However, at grs we treat commercial vehicles exactly the same way as cars and never compromise.” What that means is market-leading images of every commercial vehicle inside and out taken on the company’s 360 degree turntable, accompanied by detailed descriptions. And because grs buys direct from major fleets and lease hire companies, the vehicles are normally accompanied by all the important paperwork. “The provenance of commercial vehicles is extremely important to us – and our customers,” he says. “If something is missing we will always try to track it down, as we know it makes a difference to their profit margins – and that’s what really matters.”

According to David, buying vans is no different to cars, with end customers looking for good quality, low mileage vehicles. “Businesses looking to economise by downsizing may move from a Ford Transit to a Vauxhall Vivaro, while those people setting up on their own may well opt for small or mid-sized vehicle – which are also most likely to appeal to retailers who want to place a van on their forecourt alongside cars,” says David. “By diversifying their stock, commercial vehicles are helping retailers to attract new customers by tapping into a market they may not previously have considered. They’re well worth a look this year.”