The key to operating a successful van dealership is having a comprehensive understanding of customers’ needs and a flexible range of services and products.

This is a view shared by sector professionals at dealer, manufacturer and financial services level.

Passenger car buyers are increasingly demanding in the showroom. Yet for van customers, the sales and aftersales process is often even more crucial, due to the fact that the product is usually a vital tool at the heart of their business. Problems in the relationship with their dealer or the brand will ripple across the business and will steer them towards another dealer when considering their vehicle’s replacement.

Andy Palmer, Nissan’s global head of LCV, says: “Our aim when a customer buys a Nissan LCV is that it has to mean something. Our intention is that our products are efficient, transparent, reliable, innovative and challenging. Our customers will tell us whether they are or not..." (Continues on page 25 AM June 30 issue)

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