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Dealers must hone skills to sell older ex-fleet cars

Dealers need to hone preparation skills to maximise profits on four year old ex-fleet cars that are starting to enter the used car market.

During the last 12 months, fleet leasing companies have reported widespread extensions of three year leases into four as employers sought to delay decisions on renewing company car lease agreements because of the recession – but these cars are now starting to be defleeted in increasing numbers.

Colin Bruder, managing director of motor industry consultancy Network Automotive, said: “It has been widely forecast that there will be a shortage of quality used cars in the second half of 2009 and already dealers are starting to suffer from a shortfall of good stock.

“At times like this, dealers often have to buy and sell whatever is available and four year old fleet cars are likely to be around in ever larger numbers as they finally make their way off fleets. These cars are older and have higher mileage than many dealers would ideally choose but they may simply have little option.”

Bruder said that ensuring that these vehicles were properly presented would be crucial to making a worthwhile profit and that extra effort should be rewarded.

He added: “To sell these cars successfully, dealers are going to ensure that a lot of effort goes into preparation – not just physically but by ensuring that the paperwork is watertight, that they are sold with a full MoT and service, and even perhaps by deciding that the warranty provided will be more comprehensive than usual.”


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