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-23 degrees in Finland, but a breeze for the Jaguar F Pace!

Last week whilst the UK was struggling with falling temperatures and snow, PEP Automotive's Michael Henshaw was working in Finland on an international coaching programme.  As temperatures fell to -23 degrees, The Jaguar F Pace, shown here, coped admirably in all road conditions allowing road travel to Helsinki, Turku and Tampere. This is the first of several planned visits to the region over the next few months, but hopefully this has...

Exhibitions should showcase our best and brightest – so don’t forget the sales team

With the Frankfurt Motor Show in full swing and drawing to a close in a few days, I can imagine there are some quite tired people there by now. Days of being on your toes and under hot lights can take its toll and leave you feeling jaded and hot under the collar! It prompted me to think of a major used car show I was recently at in a European capital city. The budget was, I imagine, enormous and vast funds had been committed to renting the...

PEP's Ian Wright reflects on La Vie En Bleu

Not all work…… La Vie En Bleu, held at the wonderful Prescott Motor Racing venue just outside Cheltenham, is an annual pilgrimage for me.  It has progressed over the last few years to include both Italian and French marques, with Saturday given over to the Italian brands and Sunday focussing on all things French.  As Prescott is the home of the Bugatti Owners Club, it is no surprise that the Sunday is dominated by...

Get ready to plug in!

So, it’s all electric! Well, at least it will be sooner rather than later, given the increased activity being reported around the world on the subject. It seems that petrol and diesel cars will progressively disappear as the world gets to grip with alternative power options for our mobility, and countries get tougher on emissions. Some are ahead of the curve, with Volvo stating that every new car in its range will have an electric...

France set to ban sale of petrol and diesel cars by 2040

On the back of a week where Volvo announced that all new models would be at least partly electric from 2019, more on the same issue from France.. France's Ecology Minister referred to the ‘revolution’ when discussing the considered changes and possible ban of the sale of petrol and diesel cars by 2040. The climate change challenges are fueling (excuse the pun!) the discussions that see France hope to become carbon neutral by...

Reading the Rights Act with Kawasaki!

This week Mike Henshaw has been working with our Kawasaki friends, completing some dealer coaching. Kawasaki are a really proactive business in terms of dealer network support and coaching. Our topic on this occasion allowed us to discuss some of the changing and challenging legal positions that must be understood for successful customer handling. More specifically, time was given over to discussing the Consumer Rights Act. This is not...

Bentley Pre-owned Programme shines at Goodwood Festival of Speed.

Having celebrated my 50th Birthday earlier this year (I know those of you who know me will be astounded to learn that I am so old), one of my many lovely gifts was a day out at the Goodwood Festival of Speed held over the weekend of 27th & 28th June. As always, anything to do with Goodwood is to be relished and enjoyed and this year’s Festival of Speed was no exception!  Lord March and his team put on only the finest events and...

Are you doing your used-car stock justice online?

As more and more research is done online prior to a visit to an automotive dealer by customers in the market for a used car, it's vital to get your online presence - and vehicle presentation - as highly polished as the cars you hope to sell. Positive first impressions are crucial. Increasingly the online presence is the first 'meeting' between a car shopper and and automotive dealer. So do you have an online personalty for your...

The importance of understanding Financial Management

I was talking to a client recently who said it was good that we still teach the basics of financial management. I guess it's a little like our children understanding mathematical multiplication tables. We all use and believe a calculator, but do we really all know how to do a long division sum? My guess is that we all rely on button pressing a little too much. What's vital is a real understanding of how the answer has been arrived...

Inspired & motivated with industry-leading training support - way to go Kawasaki!

I was delighted to be involved with the 2017 Kawasaki Dealer Conference just recently. I have been working with Kawasaki for some time writing and delivering non-technical dealer coaching and development across sales and Aftersales functions, delivered to all levels of dealer personnel - and I must say I really enjoy the motorcycle world. The platform allowed me to speak directly to the business owners and decision- makers of the Kawasaki...

A day to remember at VW Ahmednagar.

It was a day to remember just recently at VW Ahmednagar when Director Ritesh Nayyar and his team paid me the great compliment of a VIP welcome involving traditional headwear, a garland and an Indian tikka on the forehead, made of vermillion. Indian courtesy extended to guests is legendary and they have a saying which means "the guest is truly your god" ,which dictates the respect extended to guests. I was truly honoured and also...

Is the once-high ground held by the diesel car at risk?

Many of you will have read recent articles predicting the demise of the diesel engine and the possible concerns that owners, and indeed dealerships, may have should the current ripples turn into a tidal wave. Industry rumbles can precipitate a reaction from the public; we saw an example of this with 4 x 4 product a few years ago, with a ‘rush to sell’ by many owners. So, could a similar type of worry start a diesel exodus, and...

You can’t manage if you can’t measure

Making money in service department is fundamentally the same everywhere in the world. We buy labour, or technicians time and we hope to sell that same time for a profit. Simple really, yet measuring how good we are at it seems to be more of a challenge. There are 3 easy areas that we need to focus on, but working on the first one will pay dividends. Utilisation. This really means are we providing the technicians enough to do! I...

How Accessory Sales Can Provide a Profitable Add-on.

During a recent visit to the Middle East, I came across this showroom developed exclusively for selling accessories. Whilst it is aimed very squarely at their unique market place - four-wheel drive vehicles are very popular and the culture for modifying vehicles and improving off-road performance is common - it did make think about how well other markets present and sell accessories, particularly on used vehicles. In my experience, accessory...

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