Programme

Used car market landscape

Adrian Rushmore, managing editor, Glass's Guide

The importance of the used car market to dealers – and its role in delivering profit – is transforming the way they think about the market. With used stock in short supply and demand growing, the used car market can open the way to improved profits and greater footfall. This introductory session will set the scene for the day, by identifying the recent changes in the market and looking at how long these conditions will continue.

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BCA Used Car Market Report 2010; results, analysis and dealer implications

Peter Cooke, KPMG professor of automotive management, University of Buckingham

A review of the highlights of the 20th edition of the BCA Used Car Market Report; interpretation of the principal findings and the implications for dealers' profitable used car market activities. How has the market changed during the recession? What are the strategic implications - for sales and for other dealership activities? How might dealers use these findings to develop, profitably, their own activities?

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Online Sales; techniques in an ever-changing online retail landscape

Dermot Halpin, chief executive officer, Autoquake.com

The internet is an essential tool when it comes to selling your stock. This session will look at the key issues that need to be considered, ranging from site design through to online promotion and email database management; all coming from an AM award winning web pioneer.

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Optimising stock for the retail dealer

D'Vidis Jacobs, remarketing director, BCA

Used cars are leading the motor industry out of recession, but in a highly competitive marketplace and with a leaner supply of prime retail ready stock at the right age, mileage and condition what steps should dealers be taking to secure these cars for their forecourt?
- Information equals profit opportunity. Sourcing the right cars for your forecourt at the right price – stock locators and pricing data
- Remarketing channels and choice – what’s on offer? If the hurly-burly of the auction hall is not for you, bid online or buy it now
- A balanced portfolio - the right vehicles to tempt retail customers
- What is the remarketing industry doing to help? Technology based developments that improve the buying process

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Consumers provide the answers; what issues will dealers have to overcome in the coming months and beyond

Tim Peake, commercial director, Auto Trader

This session will focus on the critical questions dealers are asking in relation to the changing market dynamics and their impact on car sales in the coming months and beyond.  Using data from a number of sources and aligning this to specific consumer research, Auto Trader will provide an overview of the automotive market and how changing consumer trends will need to be taken into account for you to best prepare your dealers stock plans to maximise future sales and profit.

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Fleet leasing review; where will the stock come from?

Lee Hamlett, vice chairman - residual value and remarketing committee, BVRLA

This session will explore where and more importantly when will the fleet supply trends will return to pre-recession levels. With an increasing number of vehicles being held during the leasing contract, this company will share its plan for vehicle disposals. Will leasing companies revert to the 3 year stock plan, with obvious benefits for dealers seeking decent stock, or might dealers still be facing selling older, higher mileage ex-fleet cars in the coming years?

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The future of the prestige used car market

Tom Hartley Snr, entrepreneur, Tom Hartley

Everyone has a view on the used car market – this is just one of those views. Tom Hartley have been buying and selling luxury and performance super cars from the midlands globally for over 35 years. Founded by Tom Hartley Snr in the early 1970’s he has seen the company go from strength to strength as every year has gone past with the aid of his 2 sons, Tom Jnr and Carl, who are now partners in the business. Tom Hartley Snr will give you some winning ideas to implement in your business and share how the prestige marque continues to form a crucial part of the used car market.

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A bird's eye view; what women want and expect

Steph Savill, founder, Foxy Choice

Recent BCA research confirms that it isn't just men who buy cars; in fact nearly as many women buy used cars and even more influence their partner's choice. But there is a disconnect in this male dominated industry with high levels of complaints; women still worry about being ripped off and patronised by Swiss Toni clones. FOXY founder Steph Savill explains what women want and expect, suggesting ways that genuinely female friendly used car dealers can distinguish themselves by developing a long term, caring customer relationship to mutual benefit.

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* Content subject to change

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