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Knights Group: Why we extended our working hours to 2am

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There is a wind of change blowing through dealerships, bringing with it a realisation that automotive retail has to follow trends that consumers now take for granted in other sectors.

The changes come in many guises, from the technological, such as using tablets and video cameras in the showroom, or online booking systems in the service department, to the human – employing people for attitude rather than car sales experience and a growing acceptance that old ways of working have to be shaped to fit the standards of service customers now expect from dealers.

    ♦ Click here for a full gallery of images of Knights Group's Stoke-on-Trent site

Dealers’ ongoing outpourings of praise for retail giants such as Apple and John Lewis are the most public indication of this acceptance of their need to adapt to the changed marketplace.

KNIGHTS GROUP

Knights is a three-site, privately owned group, with the Mini and BMW franchise based in Staffordshire.
In April, it bought Blue Bell Crewe, part of an AM100 company, the remainder of which was acquired by
Halliwell Jones.

Parts turnover £8,508,642
Workshop hours 51,237
Utilisation > 90%

 

 

 
 

Knights Group features on the cover of this month's issue of AM magazine. Click here to subscribe or here to register for the digital edition

 

 
   

While it may be small, Staffordshire-based Knights Group is punching above its weight in this drive to adapt. It is embracing new technology and working practices, not least in its workshops.

Two events helped to prompt the changes at Knights –  moving its principal dealership and head office several years ago to Radial Park in Stoke on Trent and the acquisition of part of Blue Bell Group earlier this year.

Ian Dow is aftersales director for Knights Group’s three sites. “We moved here seven years ago. And with a totally different working environment came increased customer expectations on what we could deliver,” he said. “We have everything here now BMW and Mini retail and corporate customers require.”

A bodyshop was added three years ago (the work had previously been sub-contracted) and there is also a tyre centre and smart repair operation. But for a separate service reception, aftersales is managed for both brands out of the BMW dealership.

Of the 50,000 service hours the group achieves, the Stoke site is targeted to do 20,000. It handles about 55 retail and warranty customers a day – half of which are fleet – and all the group’s new and used car internal vehicle preparation is carried out here.

Of the 7,500 new and used cars sold by the group in 2013, Stoke sold 4,100.

A rise in sales volumes has meant all BMW stock (plus parts) is delivered at night. The impact on customers of  sometimes having four transporters on site at once was not acceptable to the group.

 

Bringing the motor trade into line with other retail sectors

The opportunities presented by the new site and the resultant increase in business led to a significant challenge for the business in 2014 – the need to change working hours.

It was much needed, said Dow: “When BMW announced it would like dealers to look at changing hours it was like a breath of fresh air for me.



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Comments

  • busterrabbit - 26/11/2014 12:27

    Working on similar assumptions to Knights to give customers more choice/convenience, back in the early '80s the Sytner BMW workshops in Nottingham were open from 07:00am until 11:00pm. We used to work either an early or late shift with a handover period from 3-3:30pm. The biggest problem was getting customers to come in outside of the "normal" working day. Calling customers at 10:00pm asking for authorisation for extra work wasn't well received either. I guess the same would apply to requests to fleets via 1Link. We actually ended up doing mostly internal work in the evenings, so there was an improvement in retail lead times, but I guess the extra costs weren't recovered and after a year or so the system was dropped and we returned to normal hours. Most people are reluctant to "lose" their car during their leisure time, yes they'll have a distress purchase like tyres fitted; it usually doesn't take long and there are few variables. Taking your car for a service in the evening and "having a coffee" which turns into pads/discs and missing your evening meal/putting your kids to bed is not for the majority. It might help reduce unnecessary upsell though, with customers itching to leave to get home.