Apertus Group
Buying, leasing, selling – it’s easy once you know what works
Grant McKenna Managing Director
Apertus Group
Having a team that allows you to focus on growing the next sector within your group is a strange place to be in. You don’t have the excuse of being ‘busy’ anymore and instead, you must put your time, eff ort and money where your mouth is and show results. We have been a force in the long-term automotive
rental market for a couple of years now but at the end of the term the vehicle, if not owned by Apertus Group, goes back to the supplier and they sell that vehicle on. T is is a trick we have been missing out on, what if we could purchase those vehicles at the end of the term and sell them on? Or, even better, what if we could fi nance those vehicles at the start and add the Apertus touch on the whole process? So, we did… A while back, I wanted to enter the car sales market in
the safest way possible… low risk. Now those that know me know I am normally an all-or-nothing kind of guy, shoot from the hip sort of thing, but as we grow, it seems to mean more. T ere’s more on the line. So, I had to research what could we buy and sell that would do just that – actually sell. I tell you what will sell, Mini Cooper Ss and Range Rover
Evoques sell. We took one of each and they had visits and off ers with the fi rst 24 hours, but not from who I thought. T ese were trade off ers, purchasing for stock. Easy this game.
Next on the ‘forecourt’ was a Jaguar F-Pace in
Santorini Black. Ohhhh, it was nice! We posted the advert and sat back, I made sure I
had some diary time for all of the interest, practised my handshake and Googled Swiss Tony videos as surely he was my only equal… It absolutely bombed! Nothing, not a single enquiry, £50,000 sitting in a car we had taken a punt on because I liked it! Lesson number one was hard, what I want to drive
has zero impact on what should be purchased. It’s about what is in demand. We ended up breaking even on the vehicle but lost overall with time and soft prep work. I was devastated. We took a break from selling vehicles and went back to the relative safety of rentals. The bug doesn’t leave you, though, if it does it wasn’t
meant to be. When we had an enquiry from a customer that we
have rented literally hundreds of vehicles to over the past four years to see if we could source Land Rover Defenders, it was the nudge I needed to get the cogs moving again. Now, we have always sold relationships at Apertus
Group. We have built these through years of negotiating and working alongside some of the best local and national companies in all our sectors. So, back to my roots… I picked up the phone. You get a level of understanding and value from speaking to someone that you just don’t get by
ALL THINGS BUSINESS | 16
MOTORS
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