DISCIPLINE in disposals has been a key theme in the past few weeks, as manufacturers and decision-makers alike look to get the best value from used vehicles. Fleet managers are going back to basics in their efforts to make sure vehicles fetch the best price at remarketing time.

Amid fears that residual values are struggling, fleets are ensuring that cars being defleeted are presented in the best possible way, with all service records included, any minor damage repaired and valeting carried out. They are also taking more consideration of sales channels.

Evidence of this trend is coming from a wide variety of sources, as Jason Francis, managing director of fleet software specialist cfc solutions, proves. He said: ‘We have had contact from a number of users of our software asking how they can best use their systems to bring discipline to the disposal process. What we provide represents little more than a detailed vehicle history and a disposal checklist – but it does mean that an infrastructure is put in place that gives fleets a chance to maximise RVs.’

Manufacturers are also looking at new approaches.

Manheim Auctions has unveiled a new series of multi-manufacturer sales that it believes have produced consistently high sales and prices. Manheim’s nine-acre Leicester site, home to the bi-monthly sales, offers cars direct from manufacturers.

Star car

Car: 1998 VW Golf 1.8S Cabriolet with ABS, alloy wheels and central locking
Mileage: 85,073
Where sold: Manheim Rotherham
When: August 13, 2004
Condition: Excellent
How much: £4,475
% of CAP Clean: 120%
Sale: Direct from a leasing company
Background: Vehicle was in excellent condition and benefited from Dent Wizard and Flying Colours refurbishment, helping to increase the residual value of the car. The condition of the vehicle, together with a full service history and just two former keepers, helped the car to perform so well.

What’s it worth?

If your car is leased or outright purchased, knowing its value is vital, particularly if you want to offer staff the chance to buy the vehicle at the end of the contract. Use our weekly guide to benchmark prices.

Ford Focus 1.8 TDdi 5dr
Age: 99S
Mileage: 56,000 miles
Value - Trade
CAP Clean: £3,525
Glass’s Guide: £3,850
Retail to staff price guide: £4,290

Retail price source: www.parkers.co.uk based on private trade for good condition vehicle