February saw average used car sale values increase 3.6% from £18,099 to £18,742, but during the same period average gross profit per unit fell 7.6% from £1,418 to £1,311. These are some of key...

2021 could be an upside down year with more pressure at the start than later on As we know in the motor retail sector, Q1 of any calendar year is traditionally the most buoyant in terms of sales...

There is increasing press coverage concerning various car manufacturers selling their new cars direct to the end user, the most notable being the recent Ford link-up with Next via Rockar, which...

During the past 18 months we have all experienced surprisingly high levels of interest in used cars, resulting in excellent sales figures and returns on investment. Any auto retailer that didn’t...

This time last year, we all thought we were about to embark on one of the most difficult times the motor trade has encountered for many years. I don’t think anyone could have predicted such a...

The way in which sales executives are paid in a dealership often has a major effect on the customer’s buying experience. A badly written plan can be disastrous, although it can often take some...

by Ian Allen As we are all too acutely aware, these are unprecedented times for automotive retail and, as such, there has never been a better time to revisit the way in which dealerships are run, and...

by Ian Allen The first half of this year has been very challenging for franchised retailers. What plans do you have in place to make sure the second half is successful? And what are you going to focus...

by Ian Allen Used cars have been the saviour for most dealerships this year, and this will be the case for the remainder of 2009. But while used volumes have increased, higher values and refurbishment...

There is often a tendency in our industry to write off December as a no hoper month, and wait for things to pick up in January. In reality, although December is undoubtedly difficult, there will still...

Gone are the days of treating part-exchange disposal as the nuisance end of the business. It is now a profit stream that needs to be protected and managed as much as any other. Currently, the most...

There is no doubt the automotive industry is going through some of the toughest times we have ever experienced in our careers. Certain matters in the greater economy are outside of our control, but...

More than ever, 2008/09 will demonstrate the increasing importance and influence a successful used car department can have on the bottom line. So what are some of the key factors that determine the...

The more entrepreneurial motor retailer knows that this is the time of year to carry as much used car stock as possible. While certain large dealer groups will be attempting to reduce stock to meet...