Conference Timetable

08:30

Registration

09:20

Welcome

Jeremy Bennett, editor, AM, and broadcaster Quentin Willson, conference chair

09:40

Using science to drive used car profitability

Andy Carroll, managing director, Glass’s Guide

To analyse the features and trends of market price data to gain a better understanding of the ever changing dynamics of the used car market. This is not just a question of knowing what is happening with trade or retail prices but how the two interact, and most importantly of all, how these variables will affect profitability in the coming weeks and months. We will share some analytical insights derived from our new valuations engine that will throw some light on this ever topical issue.

10:10

Future of the prestige market

Jay Nagley, managing director, Spyder Redspy

With the first few months of 2011 showing great improvements in the sale of prestige marques, we will look at why these brands are outshining others in a time where recession is still on the lips of many consumers. These promising growth statistics will underpin the future of the market with great profit opportunities to be sought.

10:40

Q&A

10:50

Refreshments and networking

11:15

Online strategy and brand loyalty

Douglas Rotberg, managing director, Tesco Cars

A Tesco Cars have a unique opportunity thanks to the very loyal 16 million customers of the brand. Tesco Cars admit that, although the majority of used car buyers will still want to ‘kick the tyres’ and buy from a forecourt, its new channel is providing an alternative option for those happy to buy remotely and “buy rather than be sold to”. This session will explore the how brand loyalty and the changing dynamic of online purchasing can bring immediate success to a business.

11:45

Seizing the opportunity: How can dealers make the most of available opportunities in a challenging market?

Craig Stevens, group director sales and customer service, Auto Trader

The session will focus on the key priorities for dealers looking to make the most of available opportunities in the used car market. Auto Trader will present an overview of both the challenges and opportunities dealers are facing. Using expert analysis, data and consumer insight, the session will help dealers identify what the key areas of focus are to drive a better response in a competitive marketplace helping dealers sell more cars.

12:15

Digital sales and marketing development

Mark King, group digital sales and marketing manager, Benfield Motor Group

Since joining Benfield Motor Group 4 years ago, Mark has transformed the group’s sales and development through online innovation and development. As a result Benfield recently received the first ever ‘five star’ rating in the Used Car Expert Award which recognises best sales practice, customer service and fairly priced stock. Mark will share his views on what makes a great strategy, the journey so far and the development of social media and the innovative opportunities that exist going forward within the industry.

12:45

Interactive panel debate

13:00

Lunch

14:00

A long view of the used car market - remarketing best practice

Mark Hankey, sales director, BCA
Peter Cooke, KPMG professor of automotive management, University of Buckingham

Used car sales have remained relatively robust throughout the worst of the economic and recessionary pressures of the past three years. But can the lessons of recent history help us plan for the future and what will the trading environment be like for used car dealers in the future?
- With the growing economic uncertainty, where is demand heading?
- How shifts in supply may affect the size and shape of the used car marketplace
- The changing demographics of the UK marketplace that dealers need to get to grips with
- Best remarketing practice – multi-channel and off-site selling
- Sourcing vehicles, valuation and grading

14:25

From trading to lifecycle relationships: evolving used car strategies for franchised networks

Dr Andrew Tongue, director, ICDP

With new car sales remaining unstable, and aftermarket demand set to fall, the used car market will remain a key driver of profitability for both dealers and manufacturers. How should both manufacturer-backed programmes and dealer used car operations evolve to meet future market challenges?

14:50

Q&A

15:00

Refreshments and networking

15:20

Introducing a new code of practice; building trust

Chris Mason, managing director, Motor Codes

Motor Codes has carried out consultation in the industry on the viability of a code of practice aimed at giving used car dealers the means to demonstrate their credibility, providing reassurance through the search and buying process, and ultimately to further build trust between consumers and dealers. Dealer and consumer response to the code will form a part of this session as well as an outline of Motor Codes’ goals in its establishment.

15:45

Motivating staff to ensure sales

Simon Bowkett, managing director, Symco Training

Motivating your staff can take time, effort and undoubtedly money – however the benefits of a morale boosting incentive ensure that your sales staff are working at 110% all of the time. We will look at a series of small things you can do in order to get the most out your staff.

16:10

Warranties (upselling at the point of sale)

Eric Stone, business development director, WMS Group

Tailor made policies; regardless of the product being sold mean that there is an upsell opportunity with every sale. Once the vehicle has been sold, there are a number of quick and simple things that can be added to the package to make more profit for your bottom line. This presentation will include real life case studies relating to real dealer profits.

16:35

Q&A

16:45

Chairmans closing remarks, prize draw & conference close

For details about the prizes on offer, please click here