renders this impossible, experience shows that the phone doesn’t ring and the emails don’t ping.” He added: “Te length of time and effort it takes for us to either get vans through our own paint shops or use third parties can be excruciating and more often than not means I have to turn my back on vans that should be good pieces of stock.” Concerns about the time spent getting
vans prepared after purchase are echoed by Moe Ali, brand director Ford Pro at Allen Motor Group. “Time to market is critical and dealerships still make it hard work to do this with vans in particular. If they came off de-fleeted and prepped to a retail standard you could pay more for them in effect. I would love them to come prepped and retail-ready!” Te valuation guides observe and monitor the performance of vehicles at auction on a daily basis, not just relying on data but physically checking the condition as they enter the auction hall. Andy Picton, specialist residual value analyst and team leader at Glass’s says that buyer behaviour has changed in recent times. “During
Covid, pretty much any vehicle regardless of condition was selling at the first time of asking. Tis has changed and many traders would now rather pay more for something that is straight and clean and with two keys and history than buy a damaged/ unprepared vehicle and then pay to have it put right. It’s the additional time the vehicle would spend being refurbished that is the killer.” He added: “Te used market is quite volatile, with a lot of ‘samey’ stock available. Tis has resulted in values depreciating steadily over the last 12 months, so being left high and dry is a big concern for dealers/traders now.” Picton suggests, however, that there can
be a profit opportunity for smaller dealers who are equipped to quickly refurbish a van. “If a trader has his own bodyshop, an unprepared van is less of an issue and could return a tidy profit. But with parts and labour becoming more and more expensive and with many parts on delayed delivery, many dealers/traders are put off by the hassle.” Dionne Hanlon, senior editor,
commercial vehicles and motorcycles at cap-hpi, also sees a potential where the target customer may not wish to pay extra for a van that is in pristine condition. “Prepping at defleet seems like the
obvious choice but it all depends on who you are aiming to sell the vehicle to. Minor cosmetic damage would be acceptable to most one man bands if the vehicle is for their own use. Do they need to be prepped to retail standards? Probably not if you’re just looking for a quick turnaround, it’s generally accepted that a van will have a bit of damage. But if you’re chasing the big bucks, even prepping to a retail standard doesn’t mean that you’ll always get it. Knowing your audience is just as important as the vehicle.” Te final word goes to Motus’s James.
“My message to vendors is that if you have the capability to cosmetically repair prior to selling (to a good standard as there are plenty who try to do it on the cheap and don’t achieve this!) then the rewards will be greater albeit a little further down the line.”
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