Specialists in the grey imports market need to work harder than their mainstream colleagues to avoid being left behind in the September rush.

Grey import dealers do not have the benefit of a franchise to capitalise on the bumper new car sales and part exchanges that a new plate brings and that means dealers have to work harder to generate demand, according to CAP Grey Book, the independent industry benchmark guide to used grey import values.

Grey Book editor Robert Hester said: "The fact is that while the rest of the market rides on the crest of a September wave, quite a few import dealers sit back and complain about how quiet things are.

"Forward-thinking importers make sure they have plenty of stock, step up their marketing and make sure their cars are prepared correctly. This means any remedial work must be completed before the car is put out for sale."