Fleet News

Preparation the key to first time success

PREPARATION is proving increasingly important if fleets want to sell their end-of-contract cars the first time they are offered at auction, according to BCA.

It reports that buyer activity continues at high levels, but some elements of 'cherry picking' are starting to be seen.

Graham Smith, general manager of BCA Blackbushe, said: 'With limited amounts of retail quality part-exchange business from dealer sources, the focus has been on the steady flow of product from the corporate sector.

'The bigger buyers are very active – as they have been throughout the summer – and competition for the best prepared, well-specified examples is strong, resulting in excellent performance against guide prices.'

He added: 'If volumes increase significantly – and there are signs that they might – then the unprepared, lower spec vehicle may well be overlooked. Few buyers are prepared to buy work for their bodyshops at the moment.'

Smith said that while many corporate vendors were using the full range of Smart Prepared services to get their vehicles in ready-to-retail condition, a move that will continue to attract the buyers, those that don't may well fall prey to buyer selectivity – or cherry-picking as it is known.

He added: 'Looking around the various sectors, niche and prestige models continue to sell strongly, as buyers look for something different for the retail forecourt. Model and specification are very important and that element of exclusiveness or scarcity can see prices sky-rocket.

'The supermini and lower-medium sectors remain very strong, with the latter being a very popular retail choice for those motorists downsizing.'

Smith added that diesel remains sought after but not just for its low running costs.

He said: 'Many people seem to simply enjoy driving diesel, with the high torque and fairly effortless power making for stress-free driving.'

And demand is also high for mini-MPVs, the company has noted.

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