Making the most of a commercial opportunity

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:

1. 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.”
2. 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.”
3. 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.