Low running costs and business-orientated specification are the two keys to higher residual values, according to Martin Hamill, Citroën’s director of fleet and used vehicles.

Appeal for subsequent buyers

Hamill says: “Our range includes many features to appeal to initial purchasers and equally importantly to subsequent owners, such as low cost automated-manual transmission (Nemo/Berlingo), dual passenger seats (Berlingo LX/Dispatch/Relay) and enhanced traction packages (Berlingo and Dispatch).”

Another key part of maintaining the residual values of Citroën LCVs is the channels into which they are sold.

Hamill says: “Citroën has no desire to engage in business that by its very nature could lead to a negative pressure on residual values, such as an over reliance on daily rental.

"We have a very limited foot print within daily rental and our sales volume is managed to avoid used vehicle over supply, so that RVs remain strong.”

Nissan’s fleet bosses keep in close contact with residual value guides and leasing companies as they feel this – plus offering the right level of standard and optional spec – is the key is improving residual values.

Matt Dale, Nissan GB sales director, says: “Nissan has had a key strategy of building its brand in the fleet sector to match its ever growing range of light commercials.

“Sharing all our latest model information in detail and in real-time is vital so the residual value guides and leasing companies can make immediate decisions on our product, which has made a big difference.

“Passing on our overall aspirations on volumes, pricing even down to parts prices all help build an overall picture for future asset owners on residual values.

“Both the NV200 and NV400 were slow to get off the ground but once we had held detailed sessions with future owners and given them vehicles to test, sales started improving and NV200 is now one of the current best performers in its sector which is transferring into demand in the used market.

“Understanding the thinking behind a new vehicle such as the entry-level Navara – the Visia – is key to understanding who then may want to buy it as a used vehicle.

“We have made the decision to add equipment like sat-nav to the options list rather than push up prices by adding it as standard. ”

Importance of safety features

Steve Bridge, van sales and marketing director, Mercedes_Benz believes safety features are key to residual values.

The Sprinter is about to be relaunched with five class-leading safety systems.

Bridge says: “We firmly believe that safety is a big selling point for second users.”