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Why one-size doesn't fit all when it comes to used car sales processes for the European market...

Why one-size doesn't fit all when it comes to used car sales processes for the European market... April 07, 2015 by Ian Wright

The PEP team was out in force at a client’s internal European used car conference in March and it was very apparent that any manufacturer who thinks that UK and, in particular, US used car sales policies and processes will be a seamless fit into European markets is heading for some serious disappointment.

The issue of scale becomes immediately apparent where, apart from a small number of big players, the average dealer across Europe operates at much lower volumes than would be expected and any potential financial modelling needs to take that into account or the audience will drift away very fast.

More fundamentally is the need to win over hearts and minds to what we all understand to be the essential value of the used car business to the retailer.  There are small pockets of individuals at manufacturers who still do not ‘get it’ but at dealer level the feeling that used cars is a matter of managing risk rather than exploiting profit potential is still very much an issue.

So if the first step is not achieved there will be no hope of getting over the next hurdle.

At PEP we are well used to adapting to all markets as a result of over 20 years working worldwide and have been able to save time and clients’ money by avoiding many of the pitfalls – Saudi Arabia is our next opportunity to put it all in practice, starting mid- April!

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