AS WE approach December, traditionally one of the quiet periods of the car trade, used-car dealers have been warned that they need to work on a quicker turnover of vehicles.
Speed is of the essence, and dealers must "develop new skills to keep sales ticking over in the quiet spells," says the CAP Black Book, benchmark guide to current used-car values.
It's not quite clear exactly what 'new skills' will make motorists buy cars when they're not ready to, but CAP insists: "Sales must be achieved more quickly than ever, as companies are revising their policies on when a car is considered over-age stock."
The Black Book's senior editor Tony Styles explains: "Historically, the cut-off point was when a car had spent 90 days on the forecourt with no sale.
"This is now being edged down to 60 days, with some looking at 45 or even less."
Over-age stock is usually moved on by trading it through a car auction.
But dealers would get a better return from sales on the forecourt, says Styles.
His main solution is that dealers ensure they are stocking the sort of models which customers actually want.
"It is vital to examine what has been sold in the past, and what opportunities were lost due to lack of the right car for the customer."
This factor cannot be totally controlled for example, when the cars on sale have been taken in part exchanges but the decision must be made on whether to offload the vehicle to the trade or to retail the car.
A further suggestion from Styles is the one which most of us would prefer: "Dealers must price vehicles competitively to generate customer interest. It is the price that customers see in advertising and on the forecourt.
"They do not know what (other) deals are available, and may never come in to find out."
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