THE VEHICLE DEALER’S NEWS SOURCE MONTHLY MAGAZINE OF AUTOTALK.CO.NZ – VOLUME 10 | ISSUE 6 | JULY 2019
Confidence for the road ahead.
VIA likely to need budget extension
he board of VIA is making progress on funding and its Tbudgets - though is likely to need an extension to the time-frame it was given at the recent AGM. Buy Right deal ends up At the meeting, the board was given two months to present a bal- anced budget and funding options in High Court to the membership. It is looking to stave off he former owner of Buy Right the earn-out deal. insolvency - caused Cars is adamant he does not want That earn-out deal is now at the by a loss of revenue Tthe business back. heart of legal proceedings, with a case channels and deficit Brandon Orlandini sold the eight- set down for the High Court next year. budgets. yard business to Turners in 2016, part of It focuses on his claims that Turners North Island chair Turners’ expansion into a more retail fo- forced him out of the business, and ran Graeme Macdonald cused business. Earlier this year Turners it in a way that was against the earn- Graeme says work has pro- Macdonald dropped the Buy Right Cars brand and out deal in the sales agreement. gressed, though not replaced it with its own. For its part, Turners is steadfast that it as fast as they would have hoped. The deal was for a notional sum has done nothing wrong. “We are in the final process of of $15.3 million plus inventory, which In court, Justice Anne Hinton asked finalising the working group that will included $22m in vehicles. Orlandini, Orlandini’s lawyer Don MacRae if Or- be drawn from leaders of the indus- through his company Turnover Limit- landini was worried about the business- try,” Macdonald says. ed, received $7.5m in cash and $2m in es assets being stripped, or just about That working group will be led by stock, with the rest to be paid out under Continued on page 12 South Island chair Nick Owens, who has a background in accounting. INSIDE “We are hoping to have that under TBAExperience lost in restructure? 3 way in the next couple of weeks,” Cars and solar power dealership 8 Macdonald says, suggesting the On the hunt for ESC 13 group’s makeup will likely be con- Multi-Tasking mum runs dealership 22 313 522 Continued on page 12
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AutoTalk Magazine and autotalk.co.nz are published by Auto Media Group Experience lost in 8/152 Quay Street, Limited. P.O. Box 10 50 10, Auckland City, 1030. Ph. 09 309 2444. rules reshuffle MANAGING EDITOR Richard Edwards 021 556 655 he New Zealand Transport Agency [email protected] has restructured the team that drafts rules for the transport industry - raising T ASSISTANT EDITOR concerns from some that years of experience Geoff Dobson may have been lost. 021 881 823 AutoTalk was told by industry sources the in-house legal team, with more senior roles [email protected] team that handled rules were notified of a has been put in place to ensure that the team restructure, with some given relatively short has the capability and capacity to support JOURNALIST notice that their position was no longer the current and future needs of the Transport Sophia Wang required. Agency,” the spokesperson says. 021 240 2402 Our understanding is some of the rule Motor Industry Association chief executive [email protected] drafting work will be handled David Crawford says a larger, by Meredith O’Connell, the law broader team may not necessar- firm that has been handing case ily be a poor outcome. BUSINESS MANAGER Dale Stevenson reviews for the agency. “So long as the functions 021 446 214 The agency denies this, but remain in-house to the NZTA [email protected] does acknowledge changes and some of the staff were have been made to the legal transferred from the old rules RECRUITMENT SPECIALIST team. David Vinsen David Crawford team to the new larger team, / PRODUCTION “A review of the NZTA’s legal then the extent of institutional Fran Da Silva team was initiated in April 2018,” a spokes- knowledge lost is reduced,” Crawford says. 021 933 279 person told AutoTalk. “As part of the review “However, losing some of the senior staff [email protected] process, there were several rounds of con- from the old rules team does mean the new sultation, an opportunity to express interest in team cannot rely on the extent of experience GROUP GENERAL roles, and interviews with affected staff were and institutional knowledge previously availa- MANAGER undertaken before the final structure was ble to the agency,” he explains. Deborah Baxter implemented in March 2019. “This can be ameliorated to a certain 027 530 5016 [email protected] “The new structure brings all of the NZTA’s extent by seeking advice from the Ministry regulatory legal functions into a single team of Transport who retain an oversight of all (including rules drafting, legislative develop- transport rules. PUBLISHER / CHAIR ment and advisory work). The team that was VIA chief executive David Vinsen is signifi- Vern Whitehead previously dedicated to rules drafting was cantly more critical of the move. 021 831 153 [email protected] disestablished, but the functions the team “We’re disappointed that a wealth of insti- performed have been brought into the new tutional knowledge and expertise in rules Auto Media Group Limited makes regulatory legal team. drafting and implementation appears to every endeavour to ensure information “As a result of the restructure, a larger have been lost,” Vinsen says. contained in this publication is accurate, however we are not liable for any losses or issues resulting from its use. Annual subscription: INDUSTRY SUPPORTERS $84 + gst ($96.60) Printed by: Alpine Printers.
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AUTOTALK JULY 2019 | www.autotalk.co.nz | 3 NEWSTALK
Lala continues to rise at Toyota New Zealand
oyota New Zealand has be his successor. promoted its general Lala is on the board Tmanager of new ve- of TNZ as an executive hicles and product planning director. to the role of chief operating “Over the past two officer. decades I have had the Neeraj Lala has only been privilege of amazing in the role since last year, opportunities within this when he returned from an great company,” Lala says. executive leadership pro- “It has been an honour gramme placement with and I am looking forward Toyota in the United States. to continuing to grow Current chief executive with Toyota as we seek officer and managing direc- new levels of excellence in tor Alistair Davis also spent everything we do.” time working in the US, and it He has worked in has been long been expect- most areas of the Toyota Neeraj Lala, Toyota New Zealand’s COO, and Alistair Davis, Toyota New Zealand’s CEO ed amongst the new vehicle business including mar- trade that Lala could one day keting, new vehicles, prod- uct planning, IT and used of Business Administration vehicles. In 2014, he com- (MBA) with Distinction from pleted an Executive Master Massey University. Bennett to lead MBNZ as Giffin Specialists in becomes dealer pre‑shipment inspections ercedes-Benz years in the automotive in Japan & UK New Zealand industry, having held a Mchief financial number of different roles Full border inspections officer Lance Bennett within MBNZ, MBUSA, Fiat has been, announced as Chrysler (in Australia and Authorised MPI inspections the brands new general New Zealand) and BMW. manager. “Since re-joining MBNZ Authorised NZTA inspections The move follows the as chief financial officer, resignation of Ben Giffin, Bennett has continually Odometer verification who is making the move demonstrated a prom- to retail, inent knowledge and Pre-export appraisal becoming passion for the brand, the dealer princi- product and the market, Vehicle history reports pal of Botany as well as exceptional Mercedes- leadership capabilities on Benz - part the ground. of the Arm- “We are confident strong Motor Lance Bennett Lance’s expertise will help Group. him to excel as he takes Bennett brings to the on this new responsibility,” JEVIC NZ role a wealth of experi- MBNZ said in a statement. ence from more than 13 09 966 1779 www.jevic.co.nz
4 | AUTOTALK JULY 2019 | www.autotalk.co.nz
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The ban that wasn’t? Report triggers big debate
he long and involved process of “ESC can reduce the risk of crashing stage by officials has been on establish- developing vehicle rules hit the due to loss of control by 30% and has ing what constitutes an unsafe car and Theadlines in the last month with a been hailed as the biggest step towards even the suggestion of banning cars on huge debate amongst the industry - and reducing serious injuries and fatalities a star rating is an issue. in the media - over suggestions of a ban since the compulsory wearing of seat- “What is a two star car? A two star for “unsafe” models. belts,” Crawford says. car from last year is not the same as a An import ban was being considered “We’ve effectively been a disposal two star car from a few years ago.” for vehicles that did not achieve a two- star safety rating under the Used Car Suzuki NZ an innocent victim? Safety Rating system was reported by Suzuki New Zealand quickly became Radio New Zealand. The idea was one an innocent victim in the debate - with of many discussed by the Ministry of the prime example of vehicles that Transport’s safety reference group. could be banned being the previous MOT mobility and safety manager generation used import Suzuki Swift. Brent Johnston led the group, and not- Gary Collins David Vinsen David Crawford Suzuki New Zealand automobile ed none of its reports had been consid- marketing general manager Gary Col- ered by government, or were policy. bin for other countries’ old bangers for lins says customers are also unaware on “Neither the reference group reports, many years now. Many of these vehicles the difference in specifications between or the discussions therein constitute have been at the end of their use-by New Zealand new vehicles and used government policy, and reference group dates in their country of origin.” import models, the latter often having members were advised they were not VIA chief executive David Vinsen lower safety equipment levels. expected to reach a consensus,” John- swung back, indicating such a rule New Suzuki Swift models since 2005 ston told Radio New Zealand. change would hit some MIA members have never ranked less than four stars “The reference group reports are the as well. on the ANCAP crash testing procedure views of a broad section of society, with “It is going to catch his members too rating. over 100 people having their input.” as they are bringing in one and two star ANCAP’s crash testing procedure as The priorities of the reference group cars,” Vinsen says, adding next year’s ESC a safety rating is used until a car is seven will be used to help develop the next rule will largely clear out the older cars. years old, then it is rated on the New government road safety strategy, set to “As far as used cars go, the focus Zealand government’s used car safety, replace Safer Journeys next year. on one and two star cars is likely to be ratings based in part on data from local The Motor Industry Association was overtaken by ESC next year,” Vinsen crashes. quick to join the discussion, noting in a says. “This alternative rating for earlier statement it would “welcome discus- He believes the current coverage is a model cars is much more subjective sion on sensible policies to ban unsafe tiny aspect of broad ranging work being than the rigorous and highly regulated used vehicles from being imported into taken out of context. ANCAP crash testing with results not New Zealand as part of the govern- “This is not news, the news is the reflecting the international ANCAP ment’s new road safety strategy”. government is working on improving standard,” Collins says. MIA chief executive David Craw- the fleet. It is one idea amongst a num- ford says that, for too many years now, ber of ideas. And it is some two years New Zealand has been importing older away from implementation. unsafe vehicles that are not designed for “We support the general initiative All the Auto Industry HOT NEWS New Zealand conditions. of the government reviewing the New every day as it happens on “We have a huge number of used Zealand fleet.” vehicles coming through our ports that Vinsen is not expecting any specific www.autotalk.co.nz do not meet modern safety standards of rules soon after ESC to further restrict New Zealand-new vehicles.” what can be imported. Subscribe online Crawford expects to see a big influx of “Not at this stage. There is all sorts for FREE twice lower quality used cars coming into the weekly updates of stuff being chucked around. From direct to your email country in the next few months ahead this I am expecting some initiatives to of a ban on the importation of vehicles improve the safety and efficiency of the without electronic stability control (ESC) fleet.” coming into force next year. Vinsen notes a lot of the work to this
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Dendo Drive Station - Powercuts as part of the sales process?
ike us Kiwis, the Japa- came with a built-in inverter nese know a little about capable of supplying up to Lnatural disasters. The 1500 Watts at the Japa- devastating Tohuku earth- nese-standard 110-120 volts. quake of 2001, like Christ- Again, the idea being is when church, left thousands of the power goes out you can homes wrecked, and millions run home basics as long as without services for weeks. you have battery charge or Mitsubishi Motors Japan even petrol in your tank. saw a way they could assist Those 1500 Watts will go their customers with their - a long way, with Mitsubishi at the time - relatively new sales staff in dealerships electric vehicle product demonstrating that this could lineup. The first move was a be enough to run a house- unit that could be plugged hold fridge, keep devices Drive Station - a merger of In the apartment, specially into the Chademo port on charged, heat a jug, run a vehicle charging, home tech- trained staff can literally plug the small iMiev and provide laptop and even run a micro- nology demonstrations and in and out real appliances power to homes in the event wave with a little manage- civil defence operation all to show the customer how of extended outages. ment. rolled into one. On a recent much they can run off their The next step spread the Such demonstrations are trip to Japan, AutoTalk took a Outlander. An artificial black- idea further. Every Japa- part of a Mitsubishi dealer tour of the station in Seta- out is triggered, and then you nese-sold Outlander PHEV concept called the Dendo gaya, a suburb of Tokyo, with switch to the vehicle supply Taku Kawai, manager of do- and add appliances. mestic network development It’s an interesting way to sell the concept, and really does break down what can be done with the vehicle's energy in an easy-to-understand way. The building itself is On your freshly partially powered by 3.3kW of solar panels, which imported stock for feed either into the main up to 90 days. building supply, or into a 0% demonstrator Outlander for the sales and EV solution parked on a V2H unit. Excess Source your vehicles DIRECT from auction in departments of Mitsubishi energy can be supplied to Japan through Action Motors and enjoy 90 days of Motors Corporation. the grid. A smaller number of interest free finance. Of the 591 Mitsubishi Hyper Energy Stations have dealerships, 66 (as of the also been build which feature end of May), feature a drive more solar, up to 30kW, and Plus our expertise in sourcing the right stock for station of some form or a 12kWh battery storage unit. your dealership. another. The Dendo system A small colour display includes roof-top solar, DC and control unit show how • Purchase and monitor stock online and AC charging, a V2H unit much power is coming in and a demonstration “apart- and where it is going - either • Easy shipping arrangements ment” where all the technol- back into the car, out of the • Motorcentral integration ogy comes together. car or in from the grid. On • Tokyo and New Zealand offices for easy service Overall, 501 dealers have the day we visit the sun is DC fast charging units. They shining and the dealership is For more information.... service a Mitsubishi plug-in taking full advantage of the fleet of 49,476 vehicles - in- solar to power itself. Apply today at www.actionmotors.jp cluding the Outlander, iMiev The ability to be energy and Miev commercials. Continued on page 9
8 | AUTOTALK JULY 2019 | www.autotalk.co.nz NEWSTALK
Continued from page 8 in vehicle financing and mak- independent means that in ing it more affordable. the event of an emergency, "It is currently too ex- the dealership can be used pensive, we are asking for it as a gathering point for the to be cheaper," he says. He local community. The main prefers to call the unit a “car local emergency gathering conditioner” than its more point is technically in a park technical name. across the road, but working Drive station charging is with the local government not just restricted to Mitsub- the dealership and its energy ishi vehicles, with an eGolf will be put to use should it be popping in for a top-up while Taku Kawai required. we were at the site. number of our parts and ser- been upgraded to enable DC In its own right, the deal- How much does charging vice dealers also upgrading fast chargers to be installed ership is an appealing space. cost? In Japan you tend to their facilities to incorporate once the new dealership is Japanese dealerships are subscribe to a membership EV charging,” Congdon says. completed.” small, and tend to eschew card. With Mitsubishi's, for “At head office out at Porirua The possibility of mak- large number of cars inside 50kW DC you pay five Yen a we have 5 AC and 2 DC ing V2H units available to for people friendly spaces, minute at a dealer, up to 12 chargers currently in use.” Outlander customers is being coffee to order and even play Yen a minute at non-auto DC is being consid- considered, but cost is get- areas for children. Full height branded chargers and 15 Yen ered for some dealerships, ting in the way. glass walls and high ceilings a minute at other automak- though that comes with “MMNZ in very keen to give a feeling of space and er's chargers. AC charging challenges. take a leadership stance in costs around 1.4 Yen per “We are reviewing 25kW DC this space and see a vast ar- minute. fast chargers at dealerships but ray of opportunities for own- Don't just expect to this requires street transformer ers in the future. However, at be ignored when coming upgrades in many locations,” this current point in time V2H into charge either. When he explains. “Our new dealer- devices are still prohibitively driving an electric vehicle ship rebuild in Tauranga has expensive as prototypes.” in a rural area we pulled into a Nissan dealership just as it was opening. Sales staff waved us into the charging slot, plugged us in, lead us into light. the customer waiting area The design of this deal- and offered a coffee. • NZ’s most installed and fastest growing dealer ership is similar to the new Considering the charge management system concept being rolled out only cost around $5 it makes in New Zealand, with black for good value - and a strong • Seamlessly handles dealership sales, service exterior finishes and signage. bond to the brand. and parts in a wide range of industries It is striking and stands out amongst brands. DC prep for Mitsubishi New • Integrated Options: Mitsubishi believes Zealand dealer Fleet Management Asset Management charging is a way to main- Mitsubishi Motors New Rental/Leasing tain a connection with the Zealand is currently planning customer, and while most on taking on aspects of the • Installation, con iguration, training and phone charging is AC at home, it Dendo Drive concept for & email support from the industry’s best welcomes customers to the New Zealand. dealership to top up. “Absolutely, in fact we are "Yes, this is a part of the currently working on a pro- corporations for the devel- totype Dendo House. We are opment of EV infrastructure hoping to have more informa- as a social action, and it also tion to share on this exciting can be aiming for our EV project later in the year,” head customer’s satisfaction," the of marketing and corporate Contact Details brand said in a statement. affairsReece Congdon says. P: Orion Sales +64 9 583 2451 Kawai is working on devel- Already most of its metro Orion Support +64 9 583 2455 oping the sales of V2H sys- dealerships have AC charg- Orion AU +61 1300 852 243 tems to customers, both from ing for customer use. E: [email protected] the perspective of including it “We are also seeing a
AUTOTALK JULY 2019 | www.autotalk.co.nz | 9 NEWSTALK
Cars join commercials at 51st Fieldays
rucks and utes were key highlights finest on display and the at the 51st Fieldays at Mystery large numbers of punters TCreek which saw more than getting some valuable time 128,000 people through the gates over off farm to keep up with four days. the industry’s latest,” Nation The Mystery Creek event ran from says. June 12 to 15 featuring the latest in Gough Cat and John heavy equipment, tractors and agricul- Deere were among Fieldays tural machinery. 2019 exhibitors awarded for Thrusday proved the busiest day effort and ingenuity in the with a whopping 40,135 turning up to creation of their sites. check out the show. The companies took out Prime minister Jacinda Ardern cut the Best Heavy Equipment the ribbon to the event alongside New Precinct Site Award and Zealand National Fieldays Society presi- Best Tractor and Machinery dent Peter Carr. Site Award, respectively. Society chief executive Peter Na- In the motor vehicle pre- tion says the event is a “platform that cinct, the judges struggled educates and supports those within the to select the winning site, industry while attracting opportunities with the likes of Hyundai, for trade with international visitors”. Isuzu Utes and Toyota all “It is always a proud moment for us vying for the coveted award. when we open the gates on opening However, it was fan-fa- day and we stroll through the streets to vourite Volkswagen New see the various agribusinesses with their Zealand that stole the show with its As well as sponsoring the awards, the twinkling lights, vintage Beetle Xero judges were required to assess the display, and stunning architectural sites’ use of innovation, education, tech- design. nology, sustainability and, of course, the The first round of judging took Fieldays theme. place on the opening Wednesday, The Fieldays 2019 Supreme Site with 16 volunteer judges assigned Award, and Best Agribusiness Indoor a sector to assess based on the Site Award, were won by four different overall attractiveness of the site, organisations operating under Crown experience-enhancing interactive Research Institutes. elements, recognisable branding A unique winner for this year’s cate- and signage, and a clear focus on gory, the site was shared by the AgRe- customer service. search team, Manaaki Whenua Landcare At the end of the round, they Research, Scion, and ESR. designated several finalists for each This year, the Agribusiness Outdoor precinct. Two senior managers Site Award was separated into three from principal partner, Xero, had categories based on the size of the the task of judging the finalists on exhibitor sites. Thursday. Continued on page 11
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Continued from page 10 Lely Dairy New Zealand Ltd were the lucky recipients of the Best Agribusiness Outdoor Site Award (Small). Its bright red site design secured them the win. The Best Agribusiness Outdoor Site Award (Medium) was awarded to Waikato Milking Systems, recog- nised for its tidy site. Meanwhile, the Best Agribusi- ness Outdoor Site Award (Large) was won by Ballance Agri-Nutri- ents, whose site felt more like a playground for farmers. The winner of the Best Ru- ral Area Site Award was NZ Tiny Homes, with its site drawing admiring visitors over the ti- ny-yet-innovative designs. And finally, the celebrations of The Local team were heard site- wide when they discovered they were the recipient of the Best Food Vendor Site for the second year running. The newest category introduced this year was the Contribution to • Motor Vehicle Insurance Sustainability Award. Instep repre- sentatives covertly judged which • Lumley Underwritten site made the greatest effort to not only practice sustainability in the creation of their site, but to also • Fast-Flexible-Effective Motor Vehicle Insurance involve visitors in their vision. The Contribution to Sustainabil- designed for Dealers and their customers ity Award was presented to Zespri International which featured the popular “blender bikes” which • All Licence types catered for and Histories enabled visitors to create their own smoothie masterpieces through the looked at power of simple pedalling. The Zespri International team were “absolutely stoked to be the • Weekly/Fortnightly and Monthly payment inaugural winners” of the new award and hope to see other options for your customers exhibitors jumping on board in the coming years. • NZRA (NZ Roadside Assistance) Drive Away Insurance
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AUTOTALK JULY 2019 | www.autotalk.co.nz | 11 NEWSTALK
Buy Right deal ends up in High Court
Continued from page 1 was very clear on the same question. dispute with Mr Orlandini about the how his former business was being run. “No, no thanks. I sold the business earn-out consideration for the sale of “Your client does have to remember and I don’t want it back”. Buy Right Cars,” chief executive Todd this is no longer his business.” He said he had “no emo- Hunter said in a statement. Hinton also commented that the tional attachment to the “As this matter is currently be- significant reduction in profit the business”. fore the courts we would not want company produced following Orland- With the case before to comment on aspects of the case ini’s departure was not a good look the court, Turners was or go into detail around our “side of for Turners. limited in what it would the story”. However, Turners are very MacRae told AutoTalk that Orland- say about the case when confident in our position in relation Todd Hunter ini did not want the business back, or approached by AutoTalk. to the dispute and that we have done anything to do with its operations. “Turners Automotive Group ac- nothing wrong.” Speaking to AutoTalk, Orlandini knowledge we are currently in a VIA likely to need budget extension Continued from page 1 and draw the attention of has made no spending commitments firmed at a VIA board meeting next the Commerce Commis- that can not be unwound, although no Thursday. sion. other spending cuts have been agreed. The first job of the working group will “The levy is still the Macdonald notes VIA’s biggest be to establish if a levy on all imports preferred model,” Mac- resource is people, and discussions can be established. The levy has been donald says. around that spending is sensitive in an issue in the past, with concerns it Macdonald says in the nature. Nick Owens could be viewed as anti-competitive meantime, the association
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Options limited on the hunt for ESC
hen AutoTalk spoke Osaka base. to a range of import The auction for today was Wdealers earlier this Toyota Auto Auctions, TAA year to establish what they for short. It is a relatively new were expecting from next facility, with modern auction year’s introduction of the final rooms - rows and rows of stage of electronic stabili- terminals on end, bleeping ty control, answers varied like gaming machines. There widely. are a couple of multi-sto- From hugely disruptive to ry buildings on site holding a small blip was the rang. thousands of vehicles, and Some expected little satellite yards holding thou- change to their stock, others sands more - just a short ride were predicting hits to vol- in a Crown Comfort or Hiace ume of up to 50%. Minibus away. Japan was simply late to The simplest answer for the party with domestic fit- cars that comply comes with ment of ESC on small vehicles a vist to the hybrid yard. Con- - it only became common veniently TAA keeps them all on such vehicles from 2010. together in one place. Prius, And last year only 30% of the Aqua, Camry, Voxy and Noah vehicles imported into New minivans all in one place, all Zealand were built from that sized well for the Kiwi market, date, according to figures and pretty much all with elec- provided by VIA. tronic stability control. Already in Japan to check And there are lots of them. www.myfinance.co.nz out other parts of the indus- Millions in fact. try, and with a day to spare, The second and third gen- call 0800 385 385 we figured we would go to eration Prius models topped the source and head for an the market for a long period auction to see how hard it is in Japan, until there were re- to find cars that will fit the placed by the Aqua. With both new rule for ourselves. now available for a significant Our guide for the day was period of time and coming off old friend and well-known fleet they are easily affordable former dealer, now export- for the New Zealand market er, Nick Jenkins. He is best - both beginning to fall under known as the original oper- the sweet-spot $10,000 retail We’re in this together ator of the Croydon Whole- mark. salers. Today, he exports to a Jenkins, a former Prius select number of dealers in owner who now runs a plug- New Zealand from his central Continued on page 14
AUTOTALK JULY 2019 | www.autotalk.co.nz | 13 NEWSTALK
Options limited on the hunt for ESC
Continued from page 13 story gets a little trickier. Yes, We are back in hybrid is a big fan of the there are a lot of vehicles on the road again, hybrid models, and today here. But picking at a glance this time in a Hiace is in the yard to check out the ones with stability control Minibus to another a couple of Aquas - at least is not simple, and most are yard, filled with a mix one of which he ends up priced well above that $8- of older vehicles and successfully bidding on. $10,000 sweet spot the New commercials. Both “There is a lot of demand Zealand market loves. present their own for this type of car now, with Jenkins is using his years issues. the petrol prices in New of experience to guide him. You can wipe Zealand,” Jenkins explains. For most it will come down out most of the “This will be one of to leaning on your agent’s older stock in the probably the top five most expertise, visual inspection yard - except for the popular cars, because people and the assistance of tools extremely old stock. actually want to buy it - not being developed by VIA to With previous stages just because it is one of the assist in selecting cars. of ESC, VIA reports only ones with ESC,” he says. What will work, Jenkins the importation of “We have plenty of other suspects, is older European vehicles older than cars with ESC, but these will vehicles - 10 years or more 20 years - which be very popular, cause there’s old Volkswagens, BMWs, don’t need to comply Jenkins suggests the best a lot of them here.” Audis and Mercedes-Benz - doubled. Some yards are they will be able to do with “Availability is very, very are relatively low in price and now stocking older Hiaces, the full-size vans will be the good - it was the top selling almost universally fitted with SUVS and people movers. likes of Nissan NV350s, late car in Japan for quite a long the technology. Though by VIA is picking next year model, priced at around time.” this age their comparable this business could rise to $30,000. Back at the main facility reliability compared to Japa- 4.2% of the market - some- “We are going to have to in the multi-storey lots, the nese models is debatable. what counter intuitive to the cover it from two angles, one rule improving the safety of is people movers with the the fleet. seats pulled out at the bot- WORKS WITH ALL MAJOR DMS Vans and people movers tom end, and at the top end SOFTWARE. ASK US HOW are both going to be a strug- we will have near new Nissan gle for importers. Those peo- NV350s and Toyota Hiaces ple movers that do comply that will probably be in the - Jenkins thinks the Nissan $30,000 to $40,000 price Serena will be one of those bracket,” Jenkins says. that can be made to work - He sees the import market Nothing is more influential than trusted will be more expensive, start- is going from its own niche ing in the high teens, rather and competing with the Chi- ratings & reviews about your than the $6000-plus price nese vans that sit in a similar dealership and you can now display bracket they are commonly price point. that information right next to the found in. “It is going to be a prob- vehicles you're selling on Trade Me. There will also be compe- lem. It is going to affect tition to use the cheaper ones business for small com- as vans, with most of the vans panies, like plumbers and imported into New Zealand couriers. They won’t be able wiped from the market. to buy cheap vehicles.”
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14 | AUTOTALK JULY 2019 | www.autotalk.co.nz INDUSTRYTALK
Customers – tyre kickers or legit buyers?
ow many customers a vehicle, they are extremely photo of the car, but that visit your deal- ready to buy – recent studies 20. Mark Greenfield, general ership today, are in indicate that up to 70% of Instead of one H manager, Motorcentral the market and ready to buy buyers plan to purchase from sentence, they can [email protected] from you? The answer is more the first dealership they visit. now read lengthy ready than ever before! That’s When they have narrowed descriptions. On top right, today, that prospective all their research down to just of that, they can do customer is a far hotter more a couple of cars to view and their research about a deal- also had their biggest emerg- qualified lead than those expe- choose from, they are right ership, and whether they ing competitor come along rienced 20 years ago. at the end of their purchasing feel it can be trusted and so and that’s the private seller. Over the past few years, cycle. on. This part of the process Don’t get me wrong, pri- the online experience and It’s easy for dealers to not only narrows down the vate sales have always been available information for start treating them like they vehicle/s of choice but also around. However, it was people thinking about pur- are at the beginning, like within that the dealerships much easier to go to a deal- chasing vehicles has contin- back in the old days when that they’d prefer to interact ership and look at a selection ually improved with more they would look at 5, 10, with. of 50 different vehicles at and better quality photos, 15 different vehicles across I’ve used some numbers in once, rather than 50 individ- better descriptions, more many yards while doing the the following table for ease ual private vehicles all over information, better search long walk along main roads of getting this point across, town, before the internet tools and multiple sources dominated by dealerships. which are purely hypothetical came along. that aid their research. No wonder the term from my thoughts, but you’ll So, don’t treat your cus- Their time online is now tyre-kickers came about back get the picture. tomers as if they’re going substantially more than in the day. The experience Over the past two to three about their car-buying what’s spent on the ground dealers had with customers decades or so, dealers have Continued on page 43 at dealerships - dealers then was right at the have generally listened and start of the purchasing evolved – albeit slowly – to cycle when their only 25+ years ago 2019 deliver information and expe- form of research was Customers’ purchasing 60-90 days 20-30 days riences online that customers the task of scrolling cycle can make decisions from. through the classifieds Number of vehicles 10-30 (physically) 100s-1000s (online) This growing need for in newspapers, Trade & viewed enhanced, deeper online Exchange and the big fat experiences is going to con- Autotrader. Number of dealerships 6+ 2-3 visited tinue to evolve. What sales This process was long people need to understand and hard compared to Number of test drives 5-10 1-2 and accept, is when that cus- how fast it is these days Probability of customer 10-20% 90% tomer makes contact with to narrow the search being ready to purchase your dealership and walks online incredibly quickly, when visiting a dealership into your business to look at and not just see one
AUTOTALK JULY 2019 | www.autotalk.co.nz | 15 INDUSTRYTALK
Negotiation is not just about word tracks
get asked all the time of ways to Now there were a couple Graham Taylor-Edwards - overcome objections, such as “more of glitches and he sorted them Ifor trade”, “I can get it cheaper up the out and kept you in the loop managing director road”, “bigger discount”, a similar prod- every day. Graham has been involved in uct is cheaper, service plans, finance How did he convince you to automotive and customer service offers and so on. sell and the buyer to buy? His training for over 40 years. I figured out early in my sales career philosophy is simple and has To contact Graham: 021 246 8885 there is no cookie cutter solution seven steps: because of the different contexts and 7. Adaptability situations you come across, like cus- 1. Work together A negotiation technique that all tomer criteria, location, gender, genera- Opening up avenues of communica- skilled negotiators should possess in tions, buying motivation, pressure not to tion to your customer signals that you their negotiation skills repertoire is mention decision makers. are ready to listen, an integral first step the ability to adapt to changing cir- When you play golf it is difficult to to building rapport between negotiating cumstances and to respond to those putt from the tee. You need to play customers by building trust … as well as circumstances in a way that preserves some shots and lay the ball up to get displaying empathy. the relationship they have built with on or under par. It is the same in sales. I their customer while also bringing them recently met the best real estate sales- 2. Patience closer to their negotiation goals. man in history. Not only is it important to allow your I want to tell you a story, picture the customer to air concerns during a ne- Summary scene: You have sold a house three gotiation, it is also critical for the negoti- While negotiations are never uniform times, only for every deal to fall over ator to be patient and “avoid jumping or universal, the relationship building for different reasons, buyer remorse, to conclusions and rushing quickly and communication skills advocated finance or change of circumstance. towards a resolution”. in this article, do apply in nearly every So, you decide to keep the property. negotiation scenario you can imagine. That is until you meet Nigel. He owns 3. Active listening Business negotiation still relies upon a real estate agency and had tracked Active listening is an effective skill trust, rapport, and a mutual sense the progress of your property and ap- when it is used to build trust and rapport of respect in order to make the deal proaches you on two separate occa- between negotiating parties with the ef- happen. sions, without pressure, inviting you to fective by-product resulting in informa- Likewise, when dealing with difficult have a chat when you’re ready. You are tion gathering, which can help maintain people in your daily life, active listening too busy, so decline. an open dialogue with your customer. and a respectful, calm demeanour are A few months later Nigel calls again proven techniques for preserving your to catch up and you still have no inten- 4. Respect relationship with everyone while also tion of selling but admire his follow-up Active listening and patience are high addressing their concerns in a thought- style and tell him you’re not really on the list of resolution tactics. Both ful way. interested and luke-warm, but happy to result in your customer feeling they are Internalised word tracks will help but have a chat. respected and that their concerns are without the above-mentioned attributes You meet and within 30 minutes he being heard and addressed. they have limited power. has the listing. You ask for a discount Learn to play the ball and become a but for some reason you are convinced 5. Calm scratch player. he will be worth the money. Within Displaying calm in the midst of a heat- three weeks you have an offer which ed negotiation and not rushing to close was slightly under the list. on the counter or unreasonable offer. All the HOT NEWS You speak with him regarding a counter offer to eliminate buyer’s 6. Self-awareness every day as it remorse and he explained his ne- Self-awareness involves the dual real- happens gotiation technique which is based isation that the negotiator must establish on building a relationship, trust and a relationship with a complete stranger, removes buyer’s remorse by working while keeping their communication stra- with the buyer by building value with a tegic and purposeful in nature. autotalk.co.nz/subscribe win/win situation.
16 | AUTOTALK JULY 2019 | www.autotalk.co.nz INDUSTRYTALK CRAWFORD’S CASE
David Crawford, CEO of the Motor Industry Why Hydrogen? Association
n recent months I have been asked bullish as the figures in the ICCC report pacity will need to be installed. The thing is, several times about the place of hydro- to our Government. with our combination of wind, hydro and Igen as a transport fuel. My response He had me nodding my head in agree- geothermal (the latter which is not carbon has been an enthusiastic “you betcha!” ment with him until he clarified his view on neutral), wind generation gets turned on There are many reasons why I see hy- hydrogen. His view was the inefficiencies and off, which makes the current eco- drogen as a must and the important role in converting electricity to hydrogen to run nomics of wind less exciting. it will play as a transport fuel in coming a fuel cell where electricity is generated to Now imagine a world where wind years. More on that later. drive the electric motors is not great. generation stays on all the time (that However, what I was not expect- Yes, it is an inefficient process. No one there is wind blowing) and when it is ing when providing my views was the is saying it is not, you simply cannot ignore not needed for general electricity gen- strength of opposition to hydrogen-pow- thermodynamics. eration it instead makes hydrogen. It is ered vehicles. Some of this opposition However, the point of hydrogen as a entirely plausible. In this example, from came, in my view, from surprising places. transport fuel is not about inefficiencies, a transport perspective we don’t care Readers of this column will know that I it is about lowering or eliminating CO2 about efficiency, just that hydrogen is am a member of the Government’s Elec- emissions from the transport task. This made from renewable sources. tric Vehicle Programme Leadership Group. point seems to be lost on some of my Hydrogen absolutely makes sense for The subject has come up several times in colleagues on the EV Leadership Group heavy vehicles. The weight of the fuel cell recent meetings and some of the mem- too. is miniscule compared to the weight of a bers almost go apoplectic at why anyone Currently the long run marginal cost large battery pack for heavy vehicles and would want to talk about hydrogen as a of wind generation is about $90 to $105 the range from a fuel cell is impressive. It transport fuel source, especially for light per MWh - this compares to the average even makes sense for light vehicles once vehicles. retail price of electricity at $170 MWh. As the cost of the hydrogen fuel becomes In the last month I attended a presenta- we move to generating more renewable more economical and it will. tion by a visiting consultant who was host- electricity the cost of new wind generation And this is where I differ from the ed by Z Energy and Deloitte, who I hasten is getting cheaper. Some expect this cost naysayers. I find it interesting that the EV to add don’t necessarily support the views to reduce to about $70 to $80 per MWh evangelical brigade are gloating when of the presenter. What was puzzling was within the next few years and possible to noting that only a decade ago saying full that while the presenter gave a very good about $50 per MWH by 2030. electric vehicles will dominate our vehicle explanation of the need to decarbonise All this is to say generating electricity mix would generate guffaws of disbelief? A transport, when speaking about hydrogen from wind is getting cheaper. Solar power decade on who is laughing now? he was downright dismissive. is also getting cheaper by the year and They have a gall to laugh at those of us His views on the rate of electrification more efficient. You do not need bright who have open minds and are technology of the fleet match more closely what sunlight for it to work either, just daylight. agnostic. The truth is, we will need all types we in industry believe, which is not as As the country heads to a greater pro- of carbon-free transport options, including bullish as many governments here and portion of its generation from renewable hydrogen, to reach our 2050 goals legis- abroad believe and certainly not as sources, more wind power generating ca- lated by Government. Keep your stock turning over. 10K Kiwis viewing motors www.trademe.co.nz/motors every hour.
AUTOTALK JULY 2019 | www.autotalk.co.nz | 17 MARKETINGTALK
Lead, test drive and sales by source May 2019 (vs April 2019)
Matt Darby works for AutoPlay which fter April was one of the worst performing months in specialises in pre-sale lead management tools. recent memory, we experienced a bounce back in May To find out more about AutoPlay services email A2019 with increases in the number of leads, test drives [email protected] and sales recorded. or visit www.autoplay.co.nz We saw leads increase by 14.2%, test drives by 17.4% and 8.0% increase in sales from April 2019 to May 2019. – classified sources bounced up to second on the back of a 16.4% increase month to month. Direct test drives also increased, but by a smaller margin (6.8%) – slipping to third in test drive tracking.
The top three sources of leads remain unchanged with web – classified bouncing back from an 11.7% decrease from March to April, with a 10% increase from April to May 2019. Leads from the web – dealer source increased by 6.7% and continued to be the second most common source of As with leads and test drives, we saw an increase in sales. leads in May. This played out as an 12.9% increase in sales attributed to As brands geared up for Fieldays in NZ we saw a number web - classified sources, 3.5% increase in sales from dealer of pre-qualified leads for the event get pushed through to websites (web – dealer) and 5.6% increase in sales attributed dealers in advance of Fieldays. to repeat lead sources. This was reflected in an increase in leads from the brand source of 29.6% from April 2019 to May 2019.
With Fieldays just completed in June, we expect to see a big increase in brand leads when we publish the June Following the trend, we saw test drives increase by 17.4% figures next month. April to May 2019. The most common source was again web Make sure to check Autotalk next month for the top sourc- – dealer leads which increased by 12.4% month to month. es of leads, test drives and sales in June 2019. After drops of more than 30% in April, test drives from web
Top 3 Sources for Leads, Test Drives and Sales - New Zealand Dealerships May 2019 ( vs April 2019) LEADS TEST DRIVES SALES Web - Classified 10.0%1 Web - Dealer 12.4% Web - Classified 12.9% Web - Dealer 6.7% Web - Classified 16.4% Web - Dealer 3.5% Brand 29.6% Direct 6.8% Repeat 5.6%
18 | AUTOTALK JULY 2019 | www.autotalk.co.nz MARKETINGTALK
Facebook, the gorilla of social media
few years back, an anticipated re- So where to start? If your under- action to this month’s article may standing of Facebook as a business Awell have been a pronounced roll marketing tool is limited, then take of the eyes followed by an exclamation heart, as Facebook published earlier Peter Aitken to the effect: “Why not write about a this year a 61-page article with a link in [email protected] topic that is more relevant to our retail the May 2019 edition of “Automotive or 021-940 318 motor industry”. News”. The link is: s3-prod.autonews. Not so today. Whether one likes it or com//2019-05 not this gorilla of social media is here In their introduction Facebook ref- to stay, plus, it has now forced its way erence the fact as most of us are aware pages, lead submissions or other areas to near the top of the dealership digital that they: “Enable 1.52 billion people as appropriate. marketing leaderboard in terms of globally to access Facebook every day. Since this strategy is focused on effective outcomes. Simply put, Face- Their platforms enable you to reach targeting people who show intent book is now a key dealership advertis- real people with the right message at to purchase, the focus should be on ing/promotional medium - ignore it at the right time to influence your key “cost per view” or “cost per click”. your peril. audiences. A recent survey of people To be honest I’m no great fan of who purchased a vehicle within the past Build customers for life Facebook, I scroll my family members six months revealed that 87% of them This strategy focuses on your ex- and friend’s postings maybe two or used a discovery platform during their isting customers or those who have three times a week, very seldom post research, and 80% of them visited a been in touch with the dealership at myself, yet do understand how it has Facebook property.” some point, their information already become such an essential component This publication is divided into four captured by your CRM database. Using of everyday life for so many. I guess key Facebook strategies that are rele- Facebook’s remarketing platform, it what that says of me is that I’m not the vant to the retail motor industry, they then becomes a task of matching data- a-typical Facebook user. are listed in the publication as: bases of your CRM with those using the Whilst I may not be your a-typical Facebook platform. This strategy can Facebook user, I have read comprehen- Why buy here be compared to either your direct mail sively on the subject of applying Face- This strategy is all about build- or email campaigns for effectiveness by book for businesses. Additionally, I have ing your brand equity with potential comparing both costs and results. reviewed numerous dealer renderings customers and to convince them to to know Facebook has become a very purchase from your dealership as Drive promotions and events effective marketing tool for our industry. 78% of potential customers who plan This strategy covers events your As for any marketing tool to im- to purchase a vehicle within three dealership hosts and/or sponsors. plement, an effective and sustainable months don’t know where they will Whether your dealership is hosting a Facebook campaign does require a buy. This strategy is focused on driving sales event or sponsoring a communi- dealership financial commitment and awareness and differentiating your ty event, you can promote your event having the right-sized human resource dealership from others. using this easy-to-execute strategy. to mount the effort. For lower volume dealerships this Reach ready-to-buy consumers In summary may often be left to a family member This strategy uses advanced machine The obvious marketing advantages who has the time or a local, lower learning to capture prospective in-mar- Facebook has over traditional media tier, hence lower cost advertising ket shoppers who are actively search- advertising is that of its accuracy target- agency. Often larger dealer groups ing online. Automotive industry ads ing potential customers in the market, are able to host and co-ordinate mul- automatically show the dealer’s most coupled with its ability to be more cost ti franchise rooftop or multi branch compelling inventory to the right audi- effective. Facebook campaigns. ences - driving them to vehicle detail
AUTOTALK JULY 2019 | www.autotalk.co.nz | 19 ADVANTAGE JULY 2019
Vinsen’s View The monthly update from VIA chief executive David Vinsen Challenges ahead …
or the past few years, there have and a tool that will been no major government inter- enable the database Fventions that affected our industry. to be searched. In fact, I’ve been able to comment that The tool will we were in a “benign political environ- be available as a ment”. smartphone app, But that has all changed, and so that buyers and we have some very real challenges exporters can check ahead of us. Some were foreseen and vehicles before planned, but some are new initiatives they purchase - we and were not expected. are already run- The only legislation that we’ve ning trials of the actually had to deal with recently has initial version of the been the implementation of the various system. phases of the Electronic Stability Rule, Although we’ve with the final phase to come into effect had relatively few on March 1 next year. political interven- This phase will require all passenger tions in the vehicle vehicles to have ESC fitted, which will industry over the severely limit the range of available used past six or seven years, that is all about Biosecurity vehicles to choose from. to change: We have some challenges Ensuring that the country is kept free Although we’ve had plenty of notice ahead that will add up to something of from imported biosecurity risk is an about this rule, it has been difficult to a crisis. ongoing issue. accurately assess the likely impacts. The All Blacks’ approach to dealing The industry and Government col- We do know that the number of with challenges is to “identify the chal- laborated and performed extremely used vehicles imported after March 1, lenge, prepare for it, walk towards it well over the past 18 months in dealing 2020 will be severely reduced, as the and embrace it”. And out of challenge with the stink bug crisis; in particular, number of available used vehicles that comes opportunity: recognition and thanks need to go to have ESC fitted is going to be limited. “When written in Chinese, the word the three Border Inspection Organisa- Some major importers have estimated 'crisis' is composed of two characters: tions (all VIA members), who made a that their volumes will be down by 40% One represents danger and the oth- significant investment in research and to 60% next year. er represents opportunity”. - John F development of heat treatment and The key challenge is being able Kennedy other procedures to mitigate this risk. to identify those vehicles that are VIA’s role is to help the industry But we need to remain vigilant to ESC-compliant, and more importantly, identify the challenges and prepare for ensure that stink bugs and other bios- those that are not, so that they can be them. And there may be opportunities ecurity risks are controlled; we have excluded from purchase and import. among these challenges. already been advised of the re-emer- VIA is now finalising work on an ex- I’ve listed the issues that are going to gence of the risk of Asian gypsy moth tensive database of the specifications of affect us in the short to medium term: infestations. all Japanese domestic market vehicles, Continued on page 21
Advice and advocacy for the used vehicle industry WHAT DO If you have technical questions, compliance problems, WE DO? consumer complaints, staff issues — we can help. For more information: www.via.org.nz | Free phone: 0800 842 842 | Phone 09 573 3058 Advice and advocacy for the used vehicle industry
Continued from page 20 to improve vehicle safety. move the required standards from the Airbag recall The obvious, simplistic solution is to current Euro 4 to Euro 5 or Euro 6. The largest recall in New Zealand’s “reduce the average age of the vehicles In the case of diesel vehicles, there history, with up to 600,000 vehicles in the fleet”. This would also achieve would be significant improvements from affected, is continuing to be managed the Government’s goal of improving moving to Euro 5 or Euro 6, but for pet- by the combined new and used vehicle fuel economy. rol vehicles the difference is marginal. industries, and the relevant Government The ideas of reducing the average Any revision of the Exhaust Emis- departments. Once again, this is a joint age of the fleet or reducing the number sions Rule would be a new issue, which industry-Government exercise. of “less safe vehicles” in the fleet is far would take some time to work its way easier said than done. The first difficulty through the system … but it would still Fuel economy is to identify which vehicles are “less be a further challenge for the industry to In my last article, I wrote about the safe”. What criteria should be used? deal with. Government’s intentions to improve • Vehicle age? So as you can see, we have some se- the average fuel economy of vehicles • Safety star ratings? rious issues and challenges ahead of us. entering the fleet. • Standards and specifications? In my 15 years’ experience in this Without going into the detail again, These are not easy decisions, with no role, I don’t think I’ve seen a longer list it’s worth still noting that whatever obvious choices. of current matters that the association scheme is finally introduced will have And once the criteria have been has to deal with; there’s never been a the potential to limit or change the chosen, the next obstacle is to identify greater need for a strong voice for the range of vehicles, new and used, that those “less safe” vehicles already in the industry. are able to be imported. fleet … and then decide what should be At the same time, VIA is facing financial Although it may be some time done about them? difficulties, as has been widely reported. before any fuel economy scheme is • Incentivise scrappage? We have a fair bit on our plate! actually implemented, the combined • Stricter enforcement of existing effect of the final phase of ESC and a safety inspections? fuel economy scheme will pose signifi- • Roadside inspections? cant challenges for sourcing adequate Once again, not simple choices … volumes of vehicles. and every intervention will have unin- Until we know the type of scheme tended consequences - the effects on that may be introduced, we have no people’s transport choices, convenience UPDATE way of quantifying the likely effects on and affordability. Health and Safety the industry, but we do know that there The over-arching drive is to improve will be changes to the type and number road safety; safer vehicles can contrib- of vehicles that can be imported. ute in two significant ways to improved Are you prepared for the new Once again, a Government interven- road safety: To reduce the risk of vehicle Health and Safety framework? tion, with no clear understanding of its crashes, and to mitigate the effects of By 2020, the Government aims consequences. crashes. to achieve a 25% reduction in As the economist and philosopher All of the initiatives I’ve mentioned workplace injuries. Are you ready? Ludwig von Mises commented: above have been on the agenda for a VIA is here to help, with Every government intervention in the while, with some being actively worked industry-ready Procedures Kits marketplace creates unintended conse- on and some on the back-burner. It for workshops, car yards and quences, which lead to calls for further seems that all of these initiatives are compliance shops – developed government interventions ... now being actively considered. in conjunction with experts But wait, there’s more… HRtoolkit. Safer vehicles For more information, contact: Many of you will have noted re- Exhaust emissions rule Malcolm Yorston, cent articles and discussions about the We’ve just been advised that the MoT Technical Services Manager Government’s intention to improve the has started work on the next phase of on 0800 046 842 safety of the vehicles in the fleet. The the Exhaust Emissions Rule. This has or DDI 09 573 3243 Ministry of Transport, NZTA, industry nothing to do with greenhouse gases, Email: [email protected] and other interest groups have been but is focused on minimising noxious working on various ideas and initiatives gases. Any changes in the rule would CORPORATE PARTNERS NEWSTALK
Multi-tasking mum of 6 juggles home-life and dealership
elly Gordon has four children These days, Gordon works three days and two step-daughters, and runs a week, and spends the rest of her time KHMC Kapiti with husband Daniel working from home and caring for her in Wellington. youngest child. But she says she misses She has been the dealer principal the control of physically being in the since April 2009, and has built up the dealership and around the staff. Holden, Suzuki and Kia franchise deal- “It’s nice to do the mum and work ership on the Kapiti Coast. thing,” Gordon says. “My life is my work. Gordon got the shock of her life When I had my first two children, I when her parents called her and asked if went back to work 10 days after having she wanted to take over their dealership, them!” at aged 22 and pregnant. “Customer and staff satisfaction are “I was thrown in the deep end at age what motivates me. Without those two 22,” Gordon says. “My parents called me things, drive and business, it’s hard to out of the blue and said ‘oh, we’ve taken be successful. I focus on that and see on the Williams and Adams Kapiti deal- good results, and profit from that.” ership, do you want to run it for me’?” The Gordon family purchased the could rely on me. I could only imagine “I took the opportunity and ran with business just before eight-month-old what was going through their heads!” it! Audrey was born, and Gordon says the Going into the future, Gordon says Gordon and her now-husband Daniel business has had a rapid growth period. she will keep evolving. Gordon front HMC Kapiti, with Daniel Previously, Gordon was doing all the “Don’t rest on morals,” Gordon says. taking over the dealer principal role admin and marketing work on top of a “The industry is constantly changing. while Gordon takes care of her eight- newborn last year. Buying and research habits are chang- month-old newborn. “Now, we’ve grown our staff 30% ing rapidly. We have to look beyond Gordon describes her life as “hectic” so it’s taken a little of the pressure off,” the next 12-24 months.” – with six children – one a newborn, Gordon says. “We have to keep moving forward.” running a dealership and still doing the HMC Kapiti is preparing to expand to Gordon has a lot on her plate, but background work. Levin, opening a new dealership there. she says motherhood has given her “We want to diversify our offerings skills others wouldn’t have. and increase our backend,” Gordon “Multi-tasking,” Gordon laughs. says. “It’ll be the same business, but un- “Motherhood has made me a mul- der a different name. HMC Kapiti hardly ti-tasker. I have six children!” works in Levin!” Gordon comes from a customer “We’ve got some opportunities in relations background, so her focus is in the backend in regards to servicing. customer satisfaction. In her role, she The site’s secured, the brand’s secured wears multiple hats. already.” “I do marketing, admin, I’m on the “We are capitalising the growth po- floor selling, and finance,” Gordon says. tential that we’re seeing at HMC Kapiti.” “I do a bit of everything.” AutoTalk spoke with Gordon on her If Gordon could give her past self Gordon is just about to finish her day off, Monday, about what’s lead her advice, it would be to have more confi- certificate in financial services – soon to where she is now. dence in herself. she will be qualified, something she says Gordon began running the dealership “I was 22 and pregnant, in charge will be good to have. with no experience whatsoever about of this dealership. The people there The new Levin dealership will see leadership. Since then, it’s been 10 years not knowing if they had their jobs, and the Gordon husband and wife pair split and the Gordon family have built a here’s me coming in with no experi- up, with husband Daniel likely to stay successful dealership. Husband Daniel ence whatsoever. I would tell myself at HMC Kapiti dealership and Gordon came from the tyre industry and Gordon to keep holding myself high and have working out in Levin. has been helping him through it. more confidence, so the staff knew they “I love my job,” Gordon says.
22 | AUTOTALK JULY 2019 | www.autotalk.co.nz JAPANESE MARKET REPORT
Toyota advances dealership strategy
oyota has announced networks: Toyota for pre- possible services related to it will bring forward mium vehicles, Corolla for mobility available to custom- Tits plan to simplify the mass-market models, and ers through any outlet, Toyo- structure of its dealerships Netz and Toyopet for young ta aims to be able to provide and what they sell. drivers. at an early stage, services that Originally planned for The brand has also better approach the needs of 2022-2025, from next May launched a car subscription its customers,” the company the brand will shift to having programme, Kinto, while also says in a statement. all its outlets sell its full planning to fully enter the A trial in Tokyo began in model range. car-sharing business using of its rent-a-car service affili- April, with all model lines For decades the brand test-drive cars at its dealer- ate Toyota Rent-a-Lease. coming under one roof. has maintained four dealer ship chains and 1200 outlets “By making vehicles and all Dealership targets foreign workers with finance
Japanese trading house Now customers at the Easy remotely disabled. workers in Japan doubled in is using technology to Car Ride dealership in Anjo, Easy Car says minivans have five years to hit a record 1.46 Aassist foreign workers Aichi Prefecture submit their become the most popular million in 2018, according to living in Japan buy cars. personal information and models sold under the scheme. the Ministry of Health, Labor According to Sojitz Auto work history, after which the The number of foreign and Welfare. Group, and its used car online system assesses their partner Million Auto Service, loan application. it has been difficult until now The catch? If the bor- for non-Japanese workers to rower fails to keep up with Subaru, Mazda join get finance on vehicles. payments the car can be Toyota's self-driving Toyota in Chinese vehicle venture ubaru, Mazda and vices platform for electric Toyota are already vehicles in the country as EV tie-up Sworking together early as 2023 based on on platforms and electric Toyota's boxy "e-palette" oyota has signed a deal vehicles. Now they are multi-purpose vehicle. with a Chinese electric adding autonomous vehi- Automakers are increas- Tvehicle battery maker cles into the mix. ingly joining forces with as it ramps up its plans for EV Along with Suzuki, technology companies production. Isuzu and Daihatsu, the as well as each other as Toyota has said it would brands are all investing they grapple with the large partner with leading Chinese ing its own lithium batteries in Monet, an on-demand, investment and software battery-maker Contemporary for some time, and has a self-driving car service. expertise required to devel- Amperex Technology Co partnership with Panasonic Toyota and communi- op these new services for (CATL), as well as Chinese EV- for production, however, cations technology firm which demand has yet to be maker BYD for components. the Chinese deal will add Softbank own 35% of the tested. Toyota has led in technol- capacity. company each. Honda and The announcement ogies for hybrid and fuel cell Last month it announce Hino are also investors. comes after Monet's CEO vehicles, but it has trailled plans to develop an electric The venture, launched told Reuters it was plan- rivals such as Nissan, Hyun- SUV jointly with Subaru, while in October, plans to roll ning to expand its investor dai, Volkswagen and Tesla it is also working with Mazda out on-demand bus and base and start operating in in bringing fully electric and Suzuki on EV technology. vehicle services in Japan Southeast Asia next year. vehicles to showrooms. CATL already supplies bat- in the next year, and a ser- Toyota has been develop- teries to Honda and Nissan.
AUTOTALK JULY 2019 | www.autotalk.co.nz | 23 F&ITALK
The Autosure sales team – we’ve got NZ covered
he key to Autosure’s partnership My role model is our focus on strategically I enjoy the opportunity to develop Tengaging with agents at all levels. our people and customers. Warwick Bourne This includes interaction from I also love the variety - no two days national sales manager our senior managers to ensure we are the same. understand, meet and assist with our With the backing of DPL Insurance, partners’ strategic growth initiatives. I enjoy being part of a more nimble understand, and reflect the complexity Plus, we have a large sales team who operation that’s focused on delivering of the modern car. support their teams on an individual outstanding customer service. basis. I’m proud of I’m Warwick Bourne, Autosure’s Our company culture How we support our dealers and end national sales manager and I’d like to It’s a really driven, supportive culture customers during those moments of tell you a bit more about myself and the here. truth. team ... We work closely with our amazing claims and operations The biggest change I’ve seen in the The team teams and the whole team strive for industry? We have three managers tasked continuous improvement in terms of The way people buy a car. They no with heading up our regional teams, professionalism. longer visit multiple yards, just one or consisting of 11 account managers in Doing the right thing for our agents two after extensive research online. key locations around the country, who and customers is paramount. provide support for our agents on a Key challenge day-to-day basis. What’s new at Autosure? The need for conduct and compliance The Autosure sales team has a wealth The biggest news is our new market- to become part of the culture of every of knowledge and experience, plus a leading system and products, which are business in the industry is paramount. genuine desire to help dealers grow helping us and our agents in terms of I’m pleased to say that this – ensuring their business. compliance. good customer outcomes – is at the Generator is a very user-friendly sales core of everything we do at Autosure. A bit about me system, it’s very quick to quote and I’m English by birth, but have lived in process policies. Dealer support New Zealand for 18 years now and love We continuously review our policy The team support dealers by talking it. wording – based on feedback from through their goals and matching best I have over 26 years’ motor vehicle dealers, our claims, sales and operations practice technique to help achieve industry experience. teams – to identify ways we can them. I’ve worked at UDC in commercial improve them. Each account manager has a core finance, spent five years at Ford Credit And last year we took this to a new portfolio of agents they can actively finishing as the sales & marketing level by developing a whole new range focus on adding value to. manager, and also held sales of policies. We also have a wide range of tools to management roles at Fleet Partners and These have been improved to be support dealers and offer a high level of Custom Fleet for eight years. customer-friendly, easy to read and training - one-on-one, for groups and bespoke to suit.
Here’s the team How is the Autosure sales team different? We have very diverse backgrounds – business managers, mechanics, advertising etc – but what we all have in common is that we’re solutions-focused Stephen Mills Wendy Fenning Nigel Trewhitt heads up the Northern Team heads up the Central Team heads up the Southern Team and truly want to help our partners grow their businesses. The Autosure sales team is here to help our dealers grow their business – and we do a great job of it. If you’d Brad Craig Kerry Brenda Natalie Amanda Daniel Stephen Kerry David Warren like to become an Autosure Approved Prentice Peach Lucas Adams Loader Stephens Warman McMeeken Smith Clarkson Barnes Dealer, contact us to find out more.
24 | AUTOTALK JULY 2019 | www.autotalk.co.nz We’ve got New Zealand covered!
Our Autosure Sales Team are exactly where you need them. Supporting dealers to drive their sales forward.
Brenda Brad Adams Prentice Warwick Stephen Bourne Kerry Mills Lucas Craig Peach Natalie Loader Amanda Stephens
Daniel Warman Wendy Fenning
Stephen McMeeken
Kerry Smith Nigel Trewhitt
David Clarkson
Warren Barnes
Territory boundaries are indicative only.
Confidence for the road ahead. www.autosure.co.nz | 0800 267 873 F&ITALK
Responsible selling and disclosure
esponsible selling of finance and insurance products is best described, simply, as responsible selling, and it applies to all Radd-on and aftermarket products sold via dealerships. Disclosure is required under the Responsible Lending Code. I would like to reinforce to traders and lenders alike that you have a duty regarding disclosure, so that you meet your legal re- sponsibility to comply with the Credit Contracts and Consumer Finance Act. Let’s refresh and remind ourselves of the two key responsibility principles:
1. Responsible selling Lenders must act as responsible lenders and they must comply with specific lender responsibilities in all dealings: i. Lenders need to make enquiries of borrowers (and their affordability to avoid substantial hardship). ii. Lenders need to help borrowers make an informed deci- sion. iii. Lenders must act reasonably and ethically – with 100% disclosure. iv. Credit-related insurance must match borrowers’ needs.
2. Disclosure Lenders and traders acting as insurance providers must meet their obligations of disclosure when offering finance and insur- ance products. It is equally important to understand not only your legal obligation of disclosure upon completing the sale of these products, but also with regard to initial disclosure and the way in which products should be introduced to your customer. You have a duty to disclose all the relevant information in a simple and easy to understand format in order to help your customers make an informed decision. Your customer can then decide whether entering into the credit contract is within their means, and that the offer of Insurance products will suit their personal circumstances. You have a duty to offer all relevant products to protect their liability under their credit contract, and explain how they are designed to assist and protect your customer. To be compliant you need to offer your customer an insurance summary sheet for each product that is offered. This summary needs to also refer the customer to a policy booklet, for the full terms and conditions of the insurance product being offered. Ensure that your initial disclosure and summary sheets include the following for your customer: Continued on page 44
26 | AUTOTALK JULY 2019 | www.autotalk.co.nz SHOWROOM NEW VEHICLE INDUSTRY AND PRODUCT NEWS
Has electric gone Audi?
udi New Zealand has pulled the ing at every dealership comes at a local covers off its first battery significant cost to the brand, with 40 Aelectric model and made the bold technicians already coming to Auck- claim: Electric has gone Audi. land for high-voltage vehicle training. OK, so there is a little marketing blus- Audi's focus on charging will ex- ter in there, but as far as the New Zea- tend into customers’ homes, with a land market goes, the brand does have partnership with Vector and its HRV a little bit of a claim to doing electric subsidiary. HRV will provide home to the extent that only Tesla has done energy assessments as to how much before, and in some areas beyond. power is fed into the house, and sub- Two months ahead of launch it has sequently, how much charging can be landed four left-hand drive models provided. More on that later. into the country and registered them The first of Audi's BEVs to arrive is e-tron is ready for Kiwi life. An optional for road use - they actually showed up the e-tron, a medium-to-large SUV that tow bar gives the ability to pull up to in May's used car registrations. They retails from $148,500 for the 55 Quattro 1.8-tonnes, which is not enough for a are travelling the country for charger model, and $157,000 for the advanced substantial boat or caravan, but suitable verification and testing and will go on model. It comfortably seats five and is for most uses. Roof rails, roof boxes and show and be available for test drives sized at slightly smaller than the sev- cycle racks can all be fitted as options. around the country. en-seat Q7, around the same as the Q8. "Performance means something You can call your local Audi dealer if Built in Belgium, it shares a plat- different in New Zealand, and here at you want a look, though if you're going form with those fossil-fuelled models, Audi we repositioned performance in to buy, the first 100 units destined to though being modular, Audi has done NZ terms," Sheed explains. arrive this year are already spoken for. an excellent job of laying out the battery The e-tron counter's Tesla's massive Audi will be selling the car at all of its in a way that does not impinge on the screen with the brand's virtual cockpit dealerships, and they will all have DC spacious interior. system. The driver gets a screen in front fast charging, some set to outstrip the The battery is 95kWh and actively of them, one atop the centre console current local standard with the fitment cooled. Charging is CCS Combo type 2, where you would typically expect one, of 175kW ABB units. Selling and servic- with DC fast charging at up to 150kW, and a screen below this. The driver and AC charging at up to 11kW. interacts with the variable drive sys- Audi New Zealand general manager tems and regen systems through the Dean Sheed tells EVtalk 22kW may main screen using an “efficiency assist” come next year in combination with system. In combination with the adap- a vehicle-to-home unit that can be tive cruise assist, the efficiency assist packaged with the car. can also brake and accelerate the Audi The two electric motors - one e-tron predictively. front, one rear, give a combined The infotainment system included 300kW of power and a beastly an embedded sim for the Audi Connect 660Nm of torque. Performance system, allowing for live services and 3D from 0-100km/h is rated at 5.7-sec- Google mapping. onds per 100km. On top of the assist systems is the Audi is keen to push that the Continued on page 28
AUTOTALK JULY 2019 | www.autotalk.co.nz | 27 SHOWROOM NEW VEHICLE INDUSTRY AND PRODUCT NEWS
Has electric gone Audi?
Continued from page 29 Just the start central driver assistance controller, Sheed says the e-tron is just the which continuously computes an exact start of Audi's electric fleet - not that model of the environment. The required it is a cold start, with the A3 and Q7 data is obtained – depending on the e-tron plug-in hybrids having been on selected options – from up to five radar sale for a few years already. sensors, six cameras, 12 ultrasound sen- Sheed, prominent for his work sors and the laser scanner. with Drive Electric, is one of the most A unique option - unique to the EV-passionate members of the new point that the NZ Transport Agency vehicle trade. has had to give Audi an exemption The brand will have 30 electrified for the tech - is the optional virtual models on sale by 2025, 12 of those exterior mirrors. Integrated into each full BEVs. Four will be on the road by units are ready for it. of the mirror supports is a small cam- 2021, and you can expect most will "We have spec'd our chargers with an era, whose images are displayed on come here. RFID reader, EFTPOS and 3G. Now if a high-contrast OLED displays inside the "We are almost beyond this car, plan- dealership chooses to put one of those vehicle. ning what is coming over the next four in a very popular location ..." Removing the mirrors gives a 35km years," Sheed says." For most out-of-home charging, gain in range, thanks to the lower wind- What is next? An S version of the e-tron owners will have access to the age of the camera mounts. The mirrors e-tron will be here in six to nine ChargeNet NZ network. Chargers were come as part of a $5800 tech package months, a Sportback around the same tested and adapted to ensure they work, on the Advanced model only. time, and after that the e-tron GT - a while all owners will get a ChargeNet The differences between the stand- platform mate to the Porsche Taycan. fob built into their Audi key-ring. ard and advanced models are relatively “We've got SUV's, we've got sports minor. The Advanced gains 20-inch cars, we've got all the stuff you would It’s an Audi wheels over 19-inch units, extra rear expect. Our theory is the vehicle So what is the e-tron like? EVtalk got side airbags, 360-degree camera, a brought to you by Audi happens to be to check it out, and take it for a very heads up display, upgraded front arm- available as electric.” short drive at the brand’s reveal and rest and higher quality leather. S-Line, The hard work marketing Audi's elec- launch event in Auckland recently. Luxury and the aforementioned tech- tric efforts and planning have already First off, don’t expect some crazy nology and comfort packages can only been rewarded, with the first allocation spaceship-like electric concept. The be added to the Advanced. sold out in just a few days. e-tron fits very nicely between its con- "We sold a year's supply in eight ventional cousins. Yes, it is modern with days. It is kind of a good problem to its sharp lines and blacked-out glass, but have, but not good at the same time." it looks like the crossing of an Audi Q7 Sheed explains the brand decided and Audi Q8 – which makes sense. to work with ABB and dealers - who That appearance similarly applies are footing most of the bill - to put unless the option of the camera-based DC charging in because as the volume rear-vision mirrors is ticked. It takes a of vehicles grows, fast charging will moment to get used to the look of a ve- be required to keep up with demand hicle with only stubby stalks where mir- from cars coming in for service. It rors usually would be. From the driver’s could be that those chargers are seat, the system will likely take a little opened up to customer use, but that getting used to as well, the mirror image will be on a case by case basis. The Continued on page 30
28 | AUTOTALK JULY 2019 | www.autotalk.co.nz SHOWROOM NEW VEHICLE INDUSTRY AND PRODUCT NEWS
Warm weather fails to dampen BMW’s enthusiasm for ice
t is 7.30pm at night, pitch back, and hot seat, alongside trained professional part of a far larger venture. Running rather cold. While I could be sitting in BMW instructors in a fleet of BMW X and from June 27 to July 5, over 150 cus- Ifront of a fire, instead I am behind the M Range vehicles.” tomers, dealers and other partners will - wheel of BMW’s new M 850i convert- Still, along with Australian journal- weather permitting - get the chance to ible, driving down the Crown Range ists, we were treated to a jet boat ride try their luck on the icy surface, along- with Vanilla Ice’s Ice Ice Baby on the and helicopter trip up to the Southern side trained professional BMW instruc- stereo. Hemisphere Proving Grounds. Following tors in a fleet of BMW X and M Range How did I end up here? I am sup- the disappointing, but understandable vehicles. posed to be on top of the Pisa Driving experiences include Range, driving BMW M-cars on slaloms, high-speed hot laps, ice as part of the brand’s first drifting on ice, figure eights, running of the M Town on Ice and road-course layouts all on event, a spin-off of its long run- a snow-covered racetrack. ning, and very successful BMW “We’re here to keep every- Alpine Experience based on the one on the edge of their seats, global M-town digital campaign. it’s not every day that people Sadly, the weather has not have the freedom to bury the played ball. accelerator of a high-perfor- Instead of the sub 2-degree mance BMW on a snow track weather, the day has been rather used to test cars around the warm, and cars can’t even get world,” says Mike Eady, the up to the North Plain test area - well-known driver and in- BMW’s press release best de- structor who leads the on-ice scribes what we were supposed activities. to experience. cancellation, the drive down in the 850 “Each year, we see more and more “Upon sunset, a light show of BMW is a pretty decent consolation. At the people looking for new winter experi- headlights and fire installations lit up the end of it was a Josh Emmett-curated ences, and the BMW Alpine Experience SHPG to set the stage for M Town on menu served in Michael Hill’s private is just that.” Ice. Here, guests had the opportunity golf clubhouse. A seat on the experience costs to test their night driving skills in the The M-town on Ice event is just one Continued on page 30
AUTOTALK JULY 2019 | www.autotalk.co.nz | 29 SHOWROOM NEW VEHICLE INDUSTRY AND PRODUCT NEWS
Warm weather fails to dampen BMW’s enthusiasm for ice
Continued from page 29 their own bill, with some dealers using it The cancelled event is not going to $3500, though this includes the chop- as part of their marketing efforts. put BMW off returning to the mountain. per ride up, two nights’ accommodation “Some dealers will use it as a great “BMW Alpine Experience is open to at Millbrook, a special dinner afterwards opportunity to reward loyal custom- everyone, so we hope even more peo- and a branded Icebreaker jacket to keep ers,” Byfield says. ple can join us next year for this incred- the chill out. For BMW NZ, running the event is an ible adventure that is so unique to New Attendees are predominantly cus- expensive exercise, though it does pay off. Zealand,” Byfield says. tomers from New Zealand, although “It is part of investing in the brand,” “It’s not every day that people can BMW NZ’s head of marketing Gabrielle Byfield says. “We get existing customers get behind the wheel of a luxury high Byfield says they are increasingly taking and those new to the brand who get to performance vehicle in the snow and interest from Australia customers and try new vehicles - and that can turn into take on the same course global brands others just wanting the experience. sales - a benefit that cascades down to use to test their new models and snow Not all customers will have to foot the dealers.” tyres.” Has electric gone Audi? Continued from page 28 el, with a unique transmission shifter particularly on more dynamic roads, the displayed on screens in the door of the – the main shifter is rigid, and you e-tron will not be left behind. car, just below the front corner of the select Drive by pushing its centre-right The Efficiency Assist system has window. section forward and back. Pulling away a range of automatic and manual The interior itself is fabulous. The in the e-tron is quiet and smooth. models that maximise range through virtual cockpit screens are all canted The length of the drive means we reducing response or beefing up re- towards the driver and in easy reach. can’t give you too much insight into generative braking. Regen can also be The front seats are large and com- how it handles, but we can see the boosted using steering-wheel-mount- fortable, while the rear seats are steering is light and has a nice feel to ed paddles. Audi claims the car can very spacious – more so than the it, the ride is excellent on imperfect generate up to 220kW of energy when Mercedes-Benz EQC. Even with the city roads, and that the Audi is quiet - regening, and claims, if you are com- optional panoramic sunroof, head- very quiet. ing down a steep hill, you can gain one room is excellent. Knee space for the A blast away from the lights proved km of range for every km travelled. centre rear passenger is right due to performance-wise the Audi is no Tesla, Our drive in the e-tron was impres- the position of the climate controls. but arguably it does not need to be, sive but all too short. We will get to The boot, at 660 litres with the and will likely still beat most SUVs off drive the car properly – and in right- seats up, is proper Kiwi-family size. the mark. I would hazard a guess that hand drive rather than left-hand drive Behind the wheel, there is a slight despite the deficiency in power over a – in late July. Keep an eye on EVtalk. learning curve over the standard mod- Model S or X, in real-world conditions, co.nz for that report.
30 | AUTOTALK JULY 2019 | www.autotalk.co.nz SHOWROOM NEW VEHICLE INDUSTRY AND PRODUCT NEWS
More SEATS and more service
panish brand SEAT has just only. It offers two powertrains, a 1.4L ambient lighting and park assist with introduced the new Tarraco TSI 110kW/250Nm with six-speed DSG front parking sensors. Sseven-seater to the New Zea- and a 2L TSI 140kW/320Nm 4Drive with On the road, the SEAT Tarraco has a land market, joining the Ateca in the A a seven-speed DSG and comes in a confident feel about it. Despite being segment of our very popular medium three-model range, Tarraco Style (1.4L 4.74 metres long and 1.66m tall, it SUV market. only) $47,900, Tarraco Xcellence (1.4L) navigates both town and country roads SEAT sits in sixth spot on the VW $53,900 and Tarraco Xcellence (4Drive) well. The steering feels well weighted family tree, but with worldwide sales $59,900. No diesel models are available. and it has good acceleration, with the in 2018 of over 517,600 and net 2L reported to get to 100km in profits of 254 million euro, it’s not eight seconds. It’s comfortable and exactly an unwelcome sibling. spacious, boasting a seat-down In figures shown by James Yates, luggage area of 1775 litres, plus its general manager of Espana Motors digital screens and dash design give Ltd, since 2010 in NZ SUVs have off a vibrant and modern look. grown from 28% of the market to a For the foreseeable future, SEAT whopping 65% with the A segment is concentrating its efforts on SUVs holding the major share. On top (SEAT Urban Vehicles) and looking to of that, the demand for European increase test drives nationally. headquartered passenger vehicles The NZ network is expanding with has experienced significant growth, Farmer Autovillage Tauranga, Gazely rising from 12-17%. Motors Wellington and Archibalds As a brand created in Barcelona, Christchurch becoming sales agents, SEAT basks in its vibrant youth ap- where clients are invited to test drive peal and this may prove to be a key and purchase vehicles there on be- point of SUV difference, as figures show “We are a petrol-only brand until half of the SEAT store in Auckland. that in NZ since 2010 the age of SUV plug-ins arrive,” James Yates says. Although SEAT is currently a pet- buyers under the age of 40 has almost Style offers 18-inch alloys, adaptive rol-only brand, their EV quest is ever doubled to 39%. cruise control, AEB, LKA,LED headlights, present. While the Mii electric vehicle So, according to SEAT, when it rear view camera, keyless entry and go, won’t be coming to NZ, it will look comes to expanding their SUV range hands-free tailgate, eight-inch infotain- to reduce the brand's global carbon and launching the new Tarraco, “why ment screen, 10.25-inch digital instru- footprint and the SEAT Minimo concept/ not now”. ment cluster, triple-zone climate, five- SEAT eXS KickScooter powered by Seg- In sheer size, the 8.7 square metre Tar- star ANCAP and five-year/100,00km way may look to make an appearance raco eyes its competition (outside of the warranty. While Xcellence adds in locally at some point. VW group) as being everything from the 19-inch alloys, top view camera, cloth/ However, one thing’s for sure, the Mazda CX-5 to the Hyundai Santa Fe. Alcantara seats (heated front and rear), electric hatch el-Born is due here The Tarraco comes in seven-seat electric driver’s seat with memory, LED around 2021.
AUTOTALK JULY 2019 | www.autotalk.co.nz | 31 NEWSTALK
Ebbett Toyota celebrates Paralympics NZ
s part of the Paralympics New privilege to host the celebration event. Zealand celebration project, “One of our ‘believe’ statements here A18 Waikato Paralympians were at Toyota is ‘if you can dream it, you can awarded pins in the Ebbett Toyota do it,’ and wow, did the Paralympians I showroom in Hamilton. met personify that statement,” van den Each Paralympian was rewarded to Engel says. celebrate their achievements in local “Thank you, team Paralympics NZ, for community events. Since New Zea- inspiring us, challenging us and unifying land’s first Paralympics in 1968 in Tel us.” Aviv, 209 have now represented the The next Paralympics will be the country. 2020 Games in Tokyo. Toyota is a Ebbett Toyota chief executive officer worldwide mobility partner to the Richard van den Engel says it was a Olympics and Paralympics Games.
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32 | AUTOTALK JULY 2019 | www.autotalk.co.nz STATSTALK USED VEHICLES
Importing Cars. Made Easy. Your trusted Imports continue vehicle import agent steep decline For more than 30 years
sed import registra- ues to be the hardest hit by sales for the brand, with The Toyota Prius was tions have continued the decline in the market. In registrations down 16.4% to the top hybrid on 336, the Uto fall - with the pas- June, the volume of Toyota 597 units and a 5.3% market Mitsubishi Outlander the senger car market the worst badged vehicles fell 14.1% share. top SUV on 303, the Nissan since the current boom to 2474, equating to 22.1% Mitsubishi took seventh Leaf the top EV on 290, the began in 2014. market share. on 538 vehicles, up 27.8% Toyota Wish the top MPV on Passenger registrations for Nissan continues to close for a 4.8% share, followed by 257, the Mazda Atenza the the month were down 11.75 in at second, down 6.6% to BMW on 377, Volkswagen on top large car on 254 and the to 11,177 units - from 12,651 2323, down 6.6% for a 20.8% 368 and Audi on 184. Volkswagen Golf the top this time last year. share, followed in third by The Mazda Axela took the European model on 252. At the halfway point of Mazda on 1755, down 13% top import spot again, with In commercials, Toyota 2019, registrations are down for a 15.7% share. 574 units registered for the topped the market with 392 8% to 68,851, compared to Honda was fourth in June, month. This time last year the vans, Utes and trucks, down 74,572 in the first six months with volume was down 5.4% Nissan Tiida lead the market 13.5% for a 45.7% market of last year. to 1251 units or an 11.2% but has since fallen to fourth. share. Commercials took a larger share, followed by Subaru, In second was the Honda Nissan took second on hit for the month, down down 5.4% but up a spot with Fit on 525, followed by the 213 vehicles, up 6% for a 14.1% to 850 units from 999 a 5.8% share. Suzuki Swift on 492. 24.8% share, followed in third 12 months ago. Year-to-date It is possible the all the The Tiida recorded 456 by Isuzu on 42, down 20.8% commercials have fallen 5% discussion of safety and the unit registrations, while the for a 4.9% stake. to 5582. Suzuki Swift mentioned on Toyota Corolla rounded out Mazda was fourth with 36 The Toyota brand contin- page six may have influenced the top five on 418. Continued on page 34 USED IMPORT COMMERCIAL MAKES TOP 10 USED IMPORT JUN JUN % Market MAKE Movement COMMERCIAL MODELS '19 '18 Change Share JUN JUN MAKE MODEL MAKE MODEL TOYOTA 392 453 -13.5 45.7 '19 '18 NISSAN 213 201 6.0 24.8 TOYOTA HIACE 293 TOYOTA HIACE 355 ISUZU 42 53 Up 1 -20.8 4.9 NISSAN CARAVAN 62 NISSAN CARAVAN 60 MAZDA 36 65 Down 1 -44.6 4.2 MITSUBISHI 32 33 Up 2 -3.0 3.7 NISSAN NV200 50 MAZDA BONGO 53 HINO 31 33 -6.1 3.6 NISSAN NV350 50 TOYOTA REGIUS 40 FORD 28 39 Down 2 -28.2 3.3 ISUZU ELF 32 NISSAN NV200 38 FIAT 13 20 Up 1 -35.0 1.5 TOYOTA DYNA 32 ISUZU ELF 29 CHEVROLET 11 20 Down 1 -45.0 1.3 MAZDA BONGO 28 NISSAN VANETTE 29 HOLDEN 10 13 -23.1 1.2 TOYOTA REGIUS 28 NISSAN NV350 27 OTHER 50 69 -27.5 5.8 NISSAN VANETTE 22 TOYOTA DYNA 27 TOTAL 858 999 -14.1 100.0 HINO DUTRO 18 NISSAN ATLAS 23
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Fast Loan Approvals Flexible Repayments Sales see dealer bow out five months of the year in Fisher says 12 month ago, Personal Service For used car dealer Pete total. there were 3700, and now Fisher of PFVehicles in Fisher took a few grand there’s around 3200. Get in contact today 0800 367 233 Thames, Saturday, July 6 will off the price, and sales were “Five hundred have gone,” be his last day. made due to the slashed Fisher says. “It’s just too “I’ve pulled the pin,” Fish- prices. bloody hard.” er says. “I would have stayed “I’ve talked to some deal- Fisher says the industry in the game if it was going ers in the area. In Thames, has had a total change and to go well.” there are five car dealers. highlights the emergence of Continued from page 33 The month of June saw One sold seven, one did five, electric cars, and the govern- registrations, down 44.6% Fisher drastically reduce the another did four. These guys ment trying to reduce fossil for a 4.2% stake, followed by prices of the vehicles in his are normally doing 10-15 fuel cars on the roads. Mitsubishi on 32, down 3% yard, and stock went very each month.” He says with so many for a 3.7% stake. quickly. Two of these Thames people out there selling used The Toyota Hiace is, as “This just shows there are dealers are nearly 90 years cars illegally, taking that always, the most popular still people out there buying old and have stayed in the all into consideration, it’s commercial on 293 units for cars.” game because they love it. no wonder the market has June. Fisher says 85% of the But it’s costing them more shrunk. Second was the Nissan sales were on finance. money to stay open. “There are way too many Caravan on 62, followed Since Christmas, Fisher “I just can’t compete an- dealers, it’s almost too easy by the Nissan NV200 and says that’s when the slump ymore with these big guys,” to get a license,” Fisher says. NV350 on 50 units each. started. Prior to Christmas, Fisher says. “We’re having to “The good buys get penalised The Isuzu Elf and Toyota he sold 370 vehicles in 18 accept the price that brands for what the bad guys have Dyna rounded out the top months, which he says for like Honda and Toyota put been doing.” five, and tied for most popu- a population of 10,000 in on. The margins have shrunk Fisher says SUVs sold very lar truck, on 32 units each. Thames, it isn’t so bad. From considerably.” well at PFVehicles in June. then until the end of May, “The market has changed These SUVs were almost all Fisher’s yard only achieved so much. People’s percep- sub-$15,000. AROUND THE 40 sales. tions have changed. The For used car dealership June saw 40 sales, the market is still very confused,” Devonport Car Company, COUNTRY same amount as the first Fisher adds. PASSENGER Continued on page 35 REGISTRATIONS USED IMPORT COMMERCIAL MAKES – YEAR-TO-DATE 2019 JUNE JUNE %
DIST - '19 '18 CHANGE WHA 289 279 3.58 AUC 5269 5905 -10.77 GEN OTHER TOTAL HAM 787 887 -11.27 CHEVROLET DODGE FIAT FORD HINO HOLDEN ISUZU MAZDA MITSUBISHI NISSAN TOYOTA VOLKSWA THA 109 104 4.81 19-Jan 19 1 30 58 35 19 39 40 35 206 399 6 50 937 TAU 399 458 -12.88 18-Jan 13 8 35 45 26 22 57 78 36 210 441 3 50 1024 ROT 162 173 -6.36 % diff 46 -88 -14 29 35 -14 -32 -49 -3 -2 -10 100 0 -8 GIS 71 73 -2.74 19-Feb 22 9 24 48 45 13 42 61 29 213 437 9 48 1000 NAP 216 297 -27.27 18-Feb 19 3 15 48 49 16 47 41 41 203 407 8 51 948 NEW 148 187 -20.86 % diff 16 200 60 0 -8 -19 -11 49 -29 5 7 13 -6 5 WAN 119 129 -7.75 19-Mar 12 6 15 36 38 14 45 50 20 218 499 10 46 1009 PAL 288 398 -27.64 18-Mar 21 6 7 39 30 20 48 75 39 229 399 3 59 975 % diff MAS 90 72 25.00 -43 0 114 -8 27 -30 -6 -33 -49 -5 25 233 -22 3 19-Apr 11 1 10 34 34 18 37 44 25 209 381 3 41 848 WEL 856 1011 -15.33 18-Apr 13 3 4 38 30 11 54 35 22 174 389 5 50 828 NEL 240 265 -9.43 % diff -15 -67 150 -11 13 64 -31 26 14 20 -2 -40 -18 2 BLE 60 61 -1.64 19-May 13 3 6 40 38 18 51 26 36 218 446 5 40 940 GRE 27 28 -3.57 18-May 24 11 5 41 46 29 79 65 41 223 494 7 41 1106 WES 3 3 0.00 % diff -46 -73 20 -2 -17 -38 -35 -60 -12 -2 -10 -29 -2 -15 CHR 1379 1582 -12.83 19-Jun 11 5 13 28 31 10 42 36 32 213 392 6 39 858 TIM 117 121 -3.31 18-Jun 20 4 20 39 33 13 53 65 33 201 453 6 59 999 OAM 23 19 21.05 % diff -45 25 -35 -28 -6 -23 -21 -45 -3 6 -13 0 -34 -14 DUN 363 409 -11.25 YTD 19 88 25 98 244 221 92 256 257 177 1277 2554 39 264 5592 INV 162 190 -14.74 YTD 18 110 35 86 250 214 111 338 359 212 1240 2583 32 310 5880 TOTAL 11177 12651 -11.65 %diff -20 -29 14 -2 3 -17 -24 -28 -17 3 -1 22 -15 -5
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Fast Loan Approvals Continued from page 34 completely out of the blue.” winter. Flexible Repayments owner Lewis Rowe says June “We had a hard May, so When asked why the Personal Service was a surprisingly strong June evened us out.” sudden push in June, Rowe Get in contact today month. Rowe says the company couldn’t pinpoint one reason. 0800 367 233 “We had a really strong hit well above average target “We stock really month in regard to retail and is surprised because typ- high-quality stock, and just sales,” Rowe says. “It was ically sales decrease during had the right mix of what people wanted. It was weirdly 20 TOP USED IMPORT PASSENGER MAKES good.” JUN JUN % Market MAKE Movement '19 '18 Change Share 20 TOP USED IMPORT PASSENGER MODELS TOYOTA 2474 2881 -14.1 22.1 JUN JUN MAKE MODEL MAKE MODEL NISSAN 2323 2486 -6.6 20.8 '19 '18 MAZDA 1755 2018 -13.0 15.7 MAZDA AXELA 574 NISSAN TIIDA 627 HONDA 1251 1322 -5.4 11.2 HONDA FIT 525 MAZDA AXELA 621 SUBARU 648 685 Up 1 -5.4 5.8 SUZUKI SWIFT 492 SUZUKI SWIFT 605 SUZUKI 597 714 Down 1 -16.4 5.3 NISSAN TIIDA 456 TOYOTA COROLLA 559 MITSUBISHI 538 421 Up 1 27.8 4.8 TOYOTA COROLLA 418 HONDA FIT 550 BMW 377 590 Down 1 -36.1 3.4 MAZDA DEMIO 392 MAZDA DEMIO 474 VOLKSWAGEN 368 363 1.4 3.3 TOYOTA PRIUS 336 SUBARU LEGACY 356 AUDI 184 267 -31.1 1.6 MITSUBISHI OUTLANDER 303 TOYOTA PRIUS 336 MERCEDES-BENZ 121 216 -44.0 1.1 NISSAN LEAF 290 TOYOTA WISH 322 LEXUS 110 105 4.8 1.0 TOYOTA AQUA 270 NISSAN LEAF 297 VOLVO 56 76 Up 1 -26.3 0.5 TOYOTA WISH 257 MAZDA ATENZA 237 FORD 53 81 Down 1 -34.6 0.5 MAZDA ATENZA 254 MAZDA PREMACY 231 CHEVROLET 39 34 Up 2 14.7 0.3 NISSAN DUALIS 252 MITSUBISHI OUTLANDER 230 HOLDEN 32 34 Up 2 -5.9 0.3 VOLKSWAGEN GOLF 252 VOLKSWAGEN GOLF 228 JAGUAR 26 44 Down 2 -40.9 0.2 SUBARU LEGACY 251 NISSAN NOTE 223 LAND ROVER 26 41 Down 2 -36.6 0.2 TOYOTA VITZ 236 TOYOTA VITZ 216 DODGE 25 33 -24.2 0.2 SUBARU IMPREZA 224 BMW 3 SERIES 209 JEEP 20 22 Up 4 -9.1 0.2 NISSAN NOTE 197 NISSAN SKYLINE 181 OTHER 154 218 -29.4 1.4 NISSAN X-TRAIL 184 SUBARU IMPREZA 180 TOTAL 11177 12651 -11.7 100.0 HONDA STREAM 156 NISSAN DUALIS 169 THE 17 LEADING USED IMPORT PASSENGER MAKES – YEAR-TO-DATE 2019 AUDI BMW CHEVROLET DAIHATSU FORD HOLDEN HONDA HYUNDAI MAZDA MERCEDES MITSUBISHI NISSAN PEUGEOT SUBARU SUZUKI TOYOTA VW OTHER TOTAL 19-Jan 177 417 44 8 90 31 1270 23 1873 149 552 2328 2 653 653 2450 391 487 11598 18-Jan 250 523 65 8 115 46 1356 27 2310 210 440 2629 26 809 722 3232 445 506 13719 % diff -29 -20 -32 0 -22 -33 -6 -15 -19 -29 25 -11 -92 -19 -10 -24 -12 -4 -15 19-Feb 210 395 39 8 79 24 1224 20 1780 171 531 2207 9 621 601 2406 344 460 11129 18-Feb 192 467 63 8 122 39 1232 2 1996 250 325 2220 16 696 682 2872 366 500 12048 % diff 9 -15 -38 0 -35 -38 -1 900 -11 -32 63 -1 -44 -11 -12 -16 -6 -8 -8 19-Mar 248 456 39 5 84 32 1373 25 1979 152 526 2260 5 665 691 2483 356 473 11852 18-Mar 235 514 48 8 104 40 1188 35 1978 227 307 2132 22 704 606 2878 357 458 11841 % diff 6 -11 -19 -38 -19 -20 16 -29 0 -33 71 6 -77 -6 14 -14 0 3 0 19-Apr 207 394 39 6 66 26 1216 20 1882 146 530 1976 9 614 594 2392 339 427 10883 18-Apr 228 471 39 9 0 25 1053 23 1760 222 379 1970 14 623 604 2644 371 458 10893 % diff -9 -16 0 -33 4 15 -13 7 -34 40 0 -36 -1 -2 -10 -9 -7 0 19-May 246 441 38 1 66 44 1318 39 2013 156 512 2424 8 748 636 2591 415 516 12212 18-May 276 621 41 12 102 44 1374 30 2063 257 463 2630 17 770 682 3102 402 534 13420 % diff -11 -29 -7 -92 -35 0 -4 30 -2 -39 11 -8 -53 -3 -7 -16 3 -3 -9 19-Jun 184 377 39 3 53 32 1251 19 1755 121 538 2323 16 648 597 2474 368 379 11177 18-Jun 267 590 34 11 81 34 1322 25 2018 216 421 2486 15 685 714 2881 363 488 12651 % diff -31 -36 15 -73 -35 -6 -5 -24 -13 -44 28 -7 7 -5 -16 -14 1 -22 -12 YTD 19 1272 2480 238 31 438 189 7652 146 11282 895 3189 13518 49 3949 3772 14796 2213 2742 68851 YTD 18 1448 3186 290 56 524 228 7525 142 12125 1382 2335 14067 110 4287 4010 17609 2304 2944 74572 %diff -12 -22 -18 -45 -16 -17 2 3 -7 -35 37 -4 -55 -8 -6 -16 -4 -7 -8
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NEW VEHICLES COMPETITIVE FINANCE Heat comes off BROUGHT TO YOU BY: new vehicle market
5.5% on the first six months of 2018. market share (1222). “The trend is downward though we Toyota was the market leader for have seen some lumpy results in the passenger and SUV registrations with ewer new vehicles were sold first half of this year. Two months of 18% market share (1561 units) followed in June compared to the same registrations were stronger compared by Hyundai with 11% (926) and then Fmonth last year, confirming the to 2018 whereas the other four months Mazda with 9% market share (790). overall market for the year is likely to be were weaker. The top selling passenger and SUV down on 2018. “However, we need to remember that models for the month were the Toyo- Of just is much concern is dealers we are coming off five year-on-year ta Corolla (464 units) followed by the talking to AutoTalk no longer appear records for new vehicle sales in New Toyota RAV4 (405) and the Hyundai positive about the state and prospects Zealand,” Crawford says. Tucson (338). for the market. “In this context, while 2019 is looking The top three segments for the The latest registration data shows a to be a more pedestrian year compared month of June were SUV medium total of 13,952 new vehicles hit the road to the last two years, the expected out- vehicles with 19% share followed by the in June, down 8% compared to 15,172 turn is likely to be better than in 2016.” pick-up/chassis cab 4×4 segment with units in the same period last year. Toyota remains the overall market 18% share and the SUV compact in third Motor Industry Association chief leader with 18% market share (2534 with 13%, the same market share as for executive David Crawford says overall units), followed by Ford with 11% (1474) the previous month. year-to-date sales are down by nearly and Holden retained third sport with 9% Continued on page 37 NEW PASSENGER MODELS NEW PASSENGER MAKES JUN JUN MAKE MODEL MAKE MODEL JUN JUN % Market '19 '18 MAKE Movement '19 '18 Change Share TOYOTA COROLLA 449 TOYOTA RAV4 678 TOYOTA 1561 1558 0.2 17.8 TOYOTA RAV4 405 TOYOTA COROLLA 360 HYUNDAI 926 823 Up 1 12.5 10.6 HYUNDAI TUCSON 338 MAZDA CX-5 328 MAZDA 790 862 Down 1 -8.4 9.0 MAZDA CX-5 287 KIA SPORTAGE 293 MITSUBISHI 616 727 -15.3 7.0 LANDCRUISER TOYOTA 281 HOLDEN CAPTIVA 282 SUZUKI 569 563 Up 2 1.1 6.5 PRADO KIA 562 639 -12.1 6.4 KIA SPORTAGE 263 MITSUBISHI ASX 265 HOLDEN 540 695 Down 2 -22.3 6.2 MITSUBISHI OUTLANDER 253 HYUNDAI TUCSON 255 NISSAN 393 394 Up 3 -0.3 4.5 SUZUKI SWIFT 229 SUZUKI SWIFT 243 HONDA 333 521 Down 1 -36.1 3.8 MITSUBISHI ASX 226 HONDA JAZZ 241 FORD 326 443 Down 1 -26.4 3.7 HYUNDAI SANTA FE 189 MITSUBISHI OUTLANDER 222 VOLKSWAGEN 304 413 Down 1 -26.4 3.5 NISSAN QASHQAI 189 HYUNDAI KONA 194 SUBARU 282 323 -12.7 3.2 HYUNDAI KONA 179 NISSAN QASHQAI 189 MERCEDES-BENZ 193 207 Up 1 -6.8 2.2 NISSAN X-TRAIL 163 HYUNDAI SANTA FE 162 AUDI 161 213 Down 1 -24.4 1.8 BMW 159 170 -6.5 1.8 MAZDA MAZDA3 153 FORD ESCAPE 149 SKODA 122 170 -28.2 1.4 HOLDEN COMMODORE 144 NISSAN X-TRAIL 148 LAND ROVER 96 124 Up 1 -22.6 1.1 SUZUKI VITARA 136 SUBARU OUTBACK 143 SSANGYONG 96 69 Up 2 39.1 1.1 TOYOTA YARIS 126 MITSUBISHI ECLIPSE CROSS 138 HAVAL 81 49 Up 5 65.3 0.9 FORD ESCAPE 114 HONDA CRV 137 JAGUAR 79 48 Up 5 64.6 0.9 SUBARU XV 114 MAZDA MAZDA3 136 OTHER 559 714 -21.7 6.4 HOLDEN EQUINOX 107 TOYOTA HIGHLANDER 121 TOTAL 8748 9725 -10.0 100.0
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36 | AUTOTALK JULY 2019 | www.autotalk.co.nz STATSTALK NEW VEHICLES
Continued from page 36 thing. It’s a little bit tougher compared not a In commercials, Ford retained the to last year with Suzuki. nation- NEW VEHICLES market lead with 22% market share “Subaru has been ticking along wide COMPETITIVE FINANCE (1148 units) followed by Toyota with against the trend nationally,” Chapman promo- BROUGHT TO YOU BY: 19% (973) and Holden third with 13% says. “The market is down 10%, but tion but (682). Subaru’s performance remains strong just at The Ford Ranger retained the top compared to its competitors.” Nelson spot as the bestselling commercial Whilst Subaru is going against the Bays model with 20% share (1057 units), trend and climbing in sales, Suzuki is Motor followed by the Toyota Hilux with 14% sticking to the status quo. Group. share (719) with the Holden Colorado in “All and all we had a good first quar- Chapman says some dealers and third with 13% (677). ter,” Chapman says. down, some are up. He predicts things Year-to-date, utes continue to Suzuki celebrates its 22nd birthday will be tougher in the second half of this dominate the market. The Ford Ranger in June, which helped sales a little bit. year. retains the market lead with 5077 units, Chapman’s dealership had a birthday “With this month, and going forward, followed by the Toyota Hilux (3505), sale on Swifts, taking $2000 off the business confidence is waning.” Mitsubishi Triton (3046), Holden Col- price. Eight units were sold, compared In Auckland, John Andrew Mazda orado (2662) and the Toyota Corolla to an average of three a month. dealer principal Paul Ah Kuoi says new regains fifth spot (2073). Chapman says his dealership is car sales were strong this month. fortunate because the two brands are Even though they were just short of Sales ‘okay’ according to dealer good and complement each other. their target of 163 at 153, Ah Kuoi says Nelson Bays Motor Group Suzuki & In June, enquiry was strong about given the talk of the downturn of the Subaru dealer principal Mark Chapman the Subaru XV, Chapman calling it the market, John Andrew Mazda ended up says new car sales were “okay” this “star performer” and “biggest turnover fairly strong in new vehicle sales. month. for Subaru”. Continued on page 38 “June was okay, we weren’t beating Swifts also performed this month, the people down at the door or any- largely due to the promotion, which was NEW AROUND THE COUNTRY PASSENGER NEW COMMERCIAL MAKES (UNDER 3500KG) – YEAR-TO-DATE REGISTRATIONS JUN JUN % DIST '19 '18 CHANGE WHA 211 185 14.05 AUC 4025 4293 -6.24 FIAT FORD FOTON WALL GREAT HINO HOLDEN HYUNDAI ISUZU LDV MAZDA MERCEDES-BENZ MITSUBISHI MITSUBISHI FUSO NISSAN SSANGYONG TOYOTA VOLKSWAGEN OTHER TOTAL HAM 634 679 -6.63 19-Jan 51 888 32 73 33 53 353 76 283 120 163 84 445 338 33 594 99 278 3996 THA 121 135 -10.37 18-Jan 101 808 66 66 16 46 385 64 258 153 172 57 318 284 94 780 165 204 4037 TAU 339 420 -19.29 % diff -50 10 -52 11 106 15 -8 19 10 -22 -5 47 40 19 -65 -24 -40 36 -1 ROT 148 140 5.71 19-Feb 44 818 23 73 33 51 302 76 246 140 196 76 506 335 43 817 119 221 4119 GIS 34 46 -26.09 18-Feb 59 788 47 50 8 68 366 64 304 102 169 48 368 384 63 946 110 172 4116 % diff -25 4 -51 46 313 -25 -17 19 -19 37 16 58 38 -13 -32 -14 8 28 0 NAP 254 267 -4.87 19-Mar 66 982 26 77 30 68 493 113 308 164 284 111 594 325 36 737 162 270 4846 NEW 157 151 3.97 18-Mar 69 1047 49 99 17 55 427 80 322 191 159 73 382 315 64 1225 160 244 4978 WAN 87 103 -15.53 % diff -4 -6 -47 -22 76 24 15 41 -4 -14 79 52 55 3 -44 -40 1 11 -3 PAL 218 258 -15.50 19-Apr 57 865 28 58 27 62 403 52 254 73 154 68 465 268 37 694 78 219 3862 MAS 76 102 -25.49 18-Apr 60 803 41 47 14 54 312 44 281 144 133 101 258 268 28 598 122 267 3575 WEL 736 812 -9.36 % diff -5 8 -32 23 93 15 29 18 -10 -49 16 -33 80 0 32 16 -36 -18 8 NEL 98 113 -13.27 19-May 60 1009 22 80 40 80 466 114 273 86 206 95 514 362 39 807 19 363 4635 BLE 65 69 -5.80 18-May 80 1132 64 67 18 55 412 80 319 159 197 94 437 466 21 789 205 297 4892 GRE 18 26 -30.77 % diff -25 -11 -66 19 122 45 13 43 -14 -46 5 1 18 -22 86 2 -91 22 -5 WES 4 -100.00 19-Jun 30 1148 14 69 43 59 682 119 286 154 199 86 530 364 70 973 164 213 5203 CHR 1101 1430 -23.01 18-Jun 61 1186 57 122 16 70 581 56 415 255 202 97 507 365 23 900 244 290 5447 TIM 51 70 -27.14 % diff -51 -3 -75 -43 169 -16 17 113 -31 -40 -1 -11 5 0 204 8 -33 -27 -4 OAM 5 13 -61.54 YTD 19 308 5710 145 430 206 373 2699 550 1650 737 1202 520 3054 1992 258 4622 641 1564 26661 DUN 236 257 -8.17 YTD 18 430 5764 324 451 89 348 2483 388 1899 1004 1032 470 2270 2082 293 5238 1006 1474 27045 INV 134 152 -11.84 %diff -28 -1 -55 -5 131 7 9 42 -13 -27 16 11 35 -4 -12 -366-1 TOTAL 8748 9725 -10.05
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AUTOTALK JULY 2019 | www.autotalk.co.nz | 37 STATSTALK NEW VEHICLES
Continued from page 37 Ah Kuoi says the Mazda CX SUV range was strong this month. NEW VEHICLES “We had a strong three quarters of “It’s kind of where a lot of our bread COMPETITIVE FINANCE the month. We had a slow start to June, and butter sales come from.” BROUGHT TO YOU BY: but it picked up in the last three weeks,” “Challenging” is what Waikato Honda Ah Kuoi says. general manager Hamish Spall de- Ah Kuoi says the market is officially scribes June new car sales. trending down, with figures not going to “I see the market contracting in the match last year’s volume based on June future in the new car market,” Spall says. numbers. “The conditions are challenging.” “We were quite buoyant,” Ah Kuoi Spall says SUVs are still popular. says. “We had strong sales in both fleet “We’re lucky to have a strong player “We do well with the Honda Jazz and and retail.” in the small hatch segment with the the small car segment.” Honda Jazz,” Spall says. NEW COMMERCIAL MAKES (UNDER 3500KG) JUN JUN % Market NEW COMMERCIAL MODELS (UNDER 3500KG) MAKE Movement '19 '19 Change Share JUN JUN MAKE MODEL MAKE MODEL FORD 1148 1186 -3.2 22.1 '19 '18 TOYOTA 973 900 8.1 18.7 FORD RANGER 1055 FORD RANGER 1049 HOLDEN 682 581 17.4 13.1 TOYOTA HILUX 719 TOYOTA HILUX 646 MITSUBISHI 530 507 4.5 10.2 HOLDEN COLORADO 677 HOLDEN COLORADO 567 NISSAN 364 365 Up 1 -0.3 7.0 MITSUBISHI TRITON 530 MITSUBISHI TRITON 507 ISUZU 286 415 -31.1 5.5 Down 1 NISSAN NAVARA 364 NISSAN NAVARA 365 MAZDA 199 202 Up 2 -1.5 3.8 TOYOTA HIACE 235 ISUZU D-MAX 286 VOLKSWAGEN 164 244 -32.8 3.2 MAZDA BT-50 199 TOYOTA HIACE 227 LDV 154 255 Down 2 -39.6 3.0 HYUNDAI 119 56 Up 5 112.5 2.3 ISUZU D-MAX 195 MAZDA BT-50 202 OTHER 584 736 -20.7 11.2 HYUNDAI ILOAD 113 FORD TRANSIT 137 TOTAL 5203 5447 -4.5 100.0 FORD TRANSIT 91 LDV T60 135 NEW PASSENGER MAKES ALFA ROMEO ALFA AUDI BMW CHERY CHRYSLER DODGE FORD WALL GREAT HOLDEN HONDA HYUNDAI JEEP KIA LAND ROVER LEXUS MAZDA MERCEDES-BENZ MINI MITSUBISHI NISSAN PEUGEOT PORSCHE SKODA SSANGYONG SUBARU SUZUKI TOYOTA VOLKSWAGEN VOLVO OTHER TOTAL 19-Jan 17 111 130 0 0 0 606 0 689 450 551 110 710 179 76 1052 247 65 803 370 107 60 113 72 382 592 1718 374 68 290 9942 18-Jan 12 178 187 0 1 7 846 0 777 524 553 82 762 73 62 1025 188 77 626 423 89 54 140 82 342 591 2490 300 57 250 10798 % diff 42 -38 -30 -100 -28 -11 -14 0 34 -7 145 23 3 31 -16 28 -13 20 11 -19 -12 12 0 -31 25 19 16 -8 19-Feb 9 120 163 0 1 0 416 0 545 512 528 55 580 128 76 758 152 41 547 355 72 49 108 55 299 580 800 309 64 256 7578 18-Feb 5 169 144 0 1 4 395 0 602 412 489 142 512 76 69 773 166 70 489 269 86 35 104 64 157 577 1013 342 47 203 7415 % diff 80 -29 13 0 -100 5-9 24 8 -61 13 68 10 -2 -8 -41 12 32 -16 40 4 -14 90 1 -21 -10 36 26 2 19-Mar 19 157 178 0 0 0 346 0 543 699 561 77 626 135 70 805 214 72 631 489 84 22 124 67 338 564 960 307 61 276 8425 18-Mar 6 193 232 0 1 4 504 0 673 636 551 143 617 83 71 858 200 66 722 371 99 37 164 59 291 605 1196 341 53 274 9050 % diff 217 -19 -23 -100 -100 -31 -19 10 2 -46 1 63 -1 -6 7 9 -1332-15-41 -24 14 16 -7 -20 -10 15 1 -7 19-Apr 12 98 109 0 0 0 273 0 325 305 562 82 537 90 74 601 159 58 444 365 42 43 107 76 299 460 1112 231 46 268 6778 18-Apr 8 140 126 0 0 8 312 0 540 317 398 88 511 60 61 760 183 46 486 354 84 20 116 42 373 539 712 258 51 255 6848 % diff 50 -30 -13 -100 -13 -40 -4 41 -7 5 50 21 -21 -13 26 -9 3 -50 115 -8 81 -20 -15 56 -10 -10 5 -1 19-May 11 125 139 0 0 0 328 0 536 407 688 37 455 96 69 707 192 81 474 346 71 32 133 92 305 528 1086 311 54 321 7624 18-May 6 176 161 0 0 5 487 0 660 399 831 153 618 135 66 879 187 65 600 268 84 30 130 52 342 543 1779 336 50 233 9275 % diff 83 -29 -14 -100 -33 -19 2 -17 -76 -26 -29 5 -20 3 25 -21 29 -15 7 2 77 -11 -3 -39 -7 8 38 -18 19-Jun 5 161 159 0 0 1 326 0 540 333 926 66 562 96 72 790 193 77 616 393 66 36 122 96 282 569 1561 304 57 339 8747 18-Jun 22 213 170 0 0 5 443 0 695 521 823 169 639 124 66 862 207 56 727 394 71 33 170 69 323 563 1558 413 53 336 9725 % diff -77 -24 -6 -80 -26 -22 -36 13 -61 -12 -23 9 -8 -7 38 -15 0 -7 9 -28 39 -13 1 0 -26 8 1 -10 YTD 19 73 772 878 0 1 1 2295 0 3178 2706 3816 427 3470 724 437 4713 1157 394 3515 2318 442 242 707 458 1905 3293 7237 1836 350 1750 49094 YTD 18 59 1069 1020 0 3 33 2987 0 3947 2809 3645 777 3659 551 395 5157 1131 380 3650 2079 513 209 824 368 1828 3418 8748 1990 311 1551 53111 %diff 24 -28 -14 -67 -97 -23 -19 -4 5 -45 -5 31 11 -9 2 4 -4 11 -14 16 -14 24 4 -4 -17 -8 13 13 -8
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38 | AUTOTALK JULY 2019 | www.autotalk.co.nz STATSTALK SECONDHAND
Second-hand reflects market slump
he market for second-hand vehi- 13.1% to 344, while dealer cles appears to be following the purchases dropped 23.3% Ttrend of the new and used import to 260. categories. The public transacted Trader sales of second-hand units 1695 units, up 11.1%. were down 6.5% to 16,129 units, de- In trucks, dealer sales spite reports dealers have been shifting rose 4% to 3166, while to models seeking bigger margins. purchases were up 6.6% to Dealer trade-in volumes were down 2746. 4.9% to 12,761, while public-to-public Public-to-public regis- transactions fell 5.1% to 39,491. trations were down 3.1% to In bikes, dealer sales were down 6369.
SECONDHAND REGISTRATIONS − JUN 2019 SALE TYPE WHA AUC HAM THA TAU ROT GIS NAP NEW WAN PAL MAS WEL NEL BLE GRE WES CHR TIM OAM DUN INV TOTAL Cars 2019 Public to Trader 234 4883 943 183 540 117 51 436 218 120 1194 86 976 188 87 31 1754 99 1 398 222 12761 Public to Public 1926 12828 3085 617 2022 895 347 1335 1010 565 1606 464 3003 992 393 179 25 4601 479 130 1929 1060 39491 Trader to Public 535 5591 1302 247 777 387 142 568 384 212 662 196 1410 253 153 60 6 1972 168 29 689 386 16129 Cars 2018 Public to Trader 254 4965 1002 178 632 124 70 436 183 141 1320 112 1082 228 109 35 1663 147 1 473 270 13425 Public to Public 1930 13565 3150 621 2123 1009 411 1449 1010 636 1592 474 3146 1005 463 157 28 5088 499 133 2006 1130 41625 Trader to Public 585 5923 1279 282 839 392 138 607 363 260 794 206 1544 277 210 53 7 2063 221 38 713 453 17247 Cars % Change Public to Trader -7.9 -1.7 -5.9 2.8 -14.6 -5.6 -27.1 0.0 19.1 -14.9 -9.5 -23.2 -9.8 -17.5 -20.2 -11.4 5.5 -32.7 0.0 -15.9 -17.8 -4.9 Public to Public -0.2 -5.4 -2.1 -0.6 -4.8 -11.3 -15.6 -7.9 0.0 -11.2 0.9 -2.1 -4.5 -1.3 -15.1 14.0 -10.7 -9.6 -4.0 -2.3 -3.8 -6.2 -5.1 Trader to Public -8.5 -5.6 1.8 -12.4 -7.4 -1.3 2.9 -6.4 5.8 -18.5 -16.6 -4.9 -8.7 -8.7 -27.1 13.2 -14.3 -4.4 -24.0 -23.7 -3.4 -14.8 -6.5 Motorcycles 2019 Public to Trader 4 99 21 3 19 1 3 2 13 10 46 5 24 3 5 2 260 Public to Public 69 502 131 44 91 43 12 68 56 24 64 16 157 43 34 5 207 26 4 62 37 1695 Trader to Public 15 96 34 5 18 8 5 12 10 6 23 12 31 4 3 1 40 3 16 2 344 Motorcycles 2018 Public to Trader 2 133 38 2 28 1 8 2 3 15 6 47 4 3 28 1 14 4 339 Public to Public 54 435 115 37 99 48 8 53 37 28 57 11 154 49 27 3 1 195 22 3 54 36 1526 Trader to Public 12 127 50 5 27 12 2 15 8 13 16 8 33 6 3 1 37 3 16 2 396 Motorcycles % change
Public to Trader 100.0 -25.6 -44.7 50.0 -32.1 0.0 -62.5 -100.0 -33.3 -13.3 66.7 -2.1 25.0 -100.0 -14.3 200.0 -64.3 -50.0 -23.3
Public to Public 27.8 15.4 13.9 18.9 -8.1 -10.4 50.0 28.3 51.4 -14.3 12.3 45.5 1.9 -12.2 25.9 66.7 -100.0 6.2 18.2 33.3 14.8 2.8 11.1 Trader to Public 25.0 -24.4 -32.0 0.0 -33.3 -33.3 150.0 -20.0 25.0 -53.8 43.8 50.0 -6.1 -33.3 0.0 -100.0 8.1 0.0 0.0 0.0 -13.1 Trucks 2019 Public to Trader 80 965 306 63 115 53 21 100 51 34 176 39 150 62 41 9 284 28 79 90 2746 Public to Public 376 1635 513 141 364 170 88 258 176 110 272 127 411 207 63 28 4 727 88 27 350 232 6367 Trader to Public 149 813 292 91 159 83 62 148 83 60 167 55 181 96 66 17 332 33 9 151 119 3166 Trucks 2018 Public to Trader 81 842 294 65 111 34 28 108 41 27 136 36 137 68 47 9 286 34 1 97 95 2577 Public to Public 417 1591 531 137 382 202 106 269 198 121 270 111 407 205 105 38 6 789 93 16 348 230 6572 Trader to Public 142 741 243 76 166 102 54 128 83 70 162 67 190 63 51 15 2 347 58 14 154 115 3043 Trucks % change Public to Trader -1.2 14.6 4.1 -3.1 3.6 55.9 -25.0 -7.4 24.4 25.9 29.4 8.3 9.5 -8.8 -12.8 0.0 -0.7 -17.6 -100.0 -18.6 -5.3 6.6 Public to Public -9.8 2.8 -3.4 2.9 -4.7 -15.8 -17.0 -4.1 -11.1 -9.1 0.7 14.4 1.0 1.0 -40.0 -26.3 -33.3 -7.9 -5.4 68.8 0.6 0.9 -3.1 Trader to Public 4.9 9.7 20.2 19.7 -4.2 -18.6 14.8 15.6 0.0 -14.3 3.1 -17.9 -4.7 52.4 29.4 13.3 -100.0 -4.3 -43.1 -35.7 -1.9 3.5 4.0
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AUTOTALK JULY 2019 | www.autotalk.co.nz | 39 STATSTALK TRUCKSBIKES
Another dip for bikes
otorcycle registra- The TNT Roma topped says. “It may change this Cycles, BMW adventure bikes tions were down the model list with 35 units, month, with the weather are the big seller, and is also Magain in June, with though probably more bucketing down. You’d have the dealership’s primary fo- the market continuing to trail interesting was the arrival in to have rocks in your cus. 2018. second o the KTM 790 Ad- head to look at mo- A total of 535 new bikes venture R with 21 bikes. torcycles when it’s were registered, down 6.6% The Suzuki UZ50 was next raining.” year-on-year; 2019 registra- on 19, followed by the Forza The motorcy- tions total 4342 units. Cyclone and the Harley Da- cle market seems In June, Suzuki returned vidson Street 500 on 14. to be “pretty to the lead, with registra- Used bike registrations even” all year, tions up 5.1% on last year to were down 2.7% to 145 units Holmes says. 82 bikes and 15.3% of the from 149 this time last year. “For us, market. Harley Davidson, as usual, it’s been Harley Davidson was dominated - up 12.3% to a little bit second on 53, down 30.3% 64 units and 44.1% of the better for a 9.9% share, followed in market. than third by Honda on 47 - down Triumph was second on last 16.1% for 8.8% of registra- 20, followed by Honda on 14. year.” tions. In Tauranga, Mount Motor At In fourth, KTM was up Cycles salesman Ray Holmes Mount 58.6% to 46 and an 8.6% says June was reasonably Motor share, while Yamaha rounded steady. out the top five - down 2.2% “I think maybe slightly NEW BIKE MODELS to 44 and an 8.2% share. better than last year,” Holmes MAKE MODEL JUN '19 TNT MOTOR ROMA 2T 35 NEW BIKE MAKES KTM 790 ADVENTURE R 21 JUN YTD JUN % Market SUZUKI UZ50 19 MAKE '19 '19 '18 Change Share % FORZA CICLONE 15 SUZUKI 82 789 78 5.1 15.3 HARLEY DAVIDSON STREET 19 STREET 500 14 HARLEY DAVIDSON 53 384 76 -30.3 9.9 HARLEY DAVIDSON SOFTAIL 19 SPORT GLIDE 9 HONDA 47 352 56 -16.1 8.8 SUZUKI GN125H 9 KTM 46 209 29 58.6 8.6 FORZA CAPRI LX 8 YAMAHA 44 548 45 -2.2 8.2 MOTO GUZZI V85 TT 8 TNT MOTOR 36 232 20 80.0 6.7 SUZUKI GSX150 FDZA GIXXER 8 KAWASAKI 34 248 36 -5.6 6.4 TRIUMPH 31 230 36 -13.9 5.8 USED BIKE MAKES % of FORZA 23 154 15 53.3 4.3 MAKE JUN '19 JUN '18 % Change ROYAL ENFIELD 21 134 7 200.0 3.9 Market APRILIA 12 67 8 50.0 2.2 HARLEY DAVIDSON 64 57 12.3 44.1 DUCATI 12 74 11 9.1 2.2 TRIUMPH 20 10 100.0 13.8 MOTO GUZZI 10 32 3 233.3 1.9 HONDA 14 13 7.7 9.7 BMW 9 176 33 -72.7 1.7 DUCATI 8 15 -46.7 5.5 INDIAN 8 56 9 -11.1 1.5 SUZUKI 8 5 60.0 5.5 MOPED 8 90 18 -55.6 1.5 YAMAHA 7 14 -50.0 4.8 VESPA 8 81 9 -11.1 1.5 BMW 6 5 20.0 4.1 ZNEN 8 45 7 14.3 1.5 KAWASAKI 5 6 -16.7 3.4 KEEWAY 6 37 2 200.0 1.1 APRILIA 2 1.4 HUSQVARNA 5 32 2 150.0 0.9 BUELL 2 2 0.0 1.4 Other 32 372 73 -56.2 6.0 other 9 22 -59.1 6.2 TOTAL 535 4342 573 -6.6 100.0 TOTAL 145 149 -2.7 100.0
Talk to Dale Stevenson about advertising your Do you sell or deal with business here with AutoTalk – in print and online your Motorcycles? ad Phone: + 64 21 446 214 | Email: [email protected] | www.autotalk.co.nz here
40 | AUTOTALK JULY 2019 | www.autotalk.co.nz STATSTALK TRUCKS
Truck registrations down in June ew commercial regis- units year-on-year. 3500kg GVM sits at 452 units (22), UD Trucks down 8.7% trations have dropped Total registrations of for the month. (21), Kenworth down 9.1% Nin June, down by 221 new trucks and buses over This is down 32.8% com- (20), DAF down 41.7% (14) pared to the same period and Fiat down 59.4% (13). NEW TRUCK MAKES (OVER 3500KG) last year which saw 673 Meanwhile, total used registrations of new com- imported truck and bus JUN JUN % YTD YTD MAKE MARKET '19 '18 CHANGE '19 '18 mercials for the month. registrations were also down A total of 3078 new year-on-year with 163 units ISUZU 91 129 -29.5 20.1 625 600 trucks and buses have hit registered in June compared FUSO 69 122 -43.4 15.3 430 453 HINO 59 70 -15.7 13.1 373 348 the road in the year-to- to 187 registered in the same MERCEDES-BENZ 34 25 36.0 7.5 195 168 date compared to 3147 for period last year. SCANIA 27 37 -27.0 6.0 93 125 the same period last year. Isuzu lead the used com- IVECO 22 14 57.1 4.9 135 126 Isuzu is market lead- mercial import market for the UD TRUCKS 21 23 -8.7 4.6 132 118 er for June with 91 units month with 37 units regis- KENWORTH 20 22 -9.1 4.4 144 142 registered and a 20.1% tered and a 22.7% market DAF 14 24 -41.7 3.1 126 152 market share. The brand share. This was down 22.9% FIAT 13 32 -59.4 2.9 129 179 was down 29.5% year- compared to the 48 in the Other 82 175 -53.1 18.1 696 736 on-year compared to the same period last year. TOTAL 452 673 -32.8 100.0 3078 3147 129 registered in the same Toyota comes in second, USED TRUCK MAKES period last year. down 5.7% with 33 units reg- Fuso is in second spot istered and a 20.2% market JUN JUN % YTD YTD MAKE MARKET for the month, down share. '19 '18 CHANGE '19 '18 43.4% with 69 units regis- Hino third, down 6.1% ISUZU 37 48 -22.9 22.7 230 290 tered and a 15.3% market with 31 registered and a 19% TOYOTA 33 35 -5.7 20.2 231 217 HINO 31 33 -6.1 19.0 221 214 share. market share. MITSUBISHI 20 16 25.0 12.3 117 113 Hino comes in third, Mitsubishi follows, up 25% NISSAN 14 17 -17.6 8.6 105 90 down 15.7% with 59 units (20 units), Nissan down 17.6% FIAT 5 4 25.0 3.1 18 22 registered and a 13.1% (14), Fiat up 25% (5), Mazda MAZDA 5 3 66.7 3.1 27 28 market share. up 66.7% (5), Kenworth down KENWORTH 3 4 -25.0 1.8 10 12 MERCEDES-BENZ 3 5 -40.0 1.8 12 24 Mercedes-Benz fol- 25% (3), Mercedes-Benz FACTORY BUILT 2 1.2 5 7 lows, up 36% with 34 units down 40% (3) and Factory Other 10 22 -54.5 6.1 127 129 registered, Scania down Built (2). TOTAL 163 187 -12.8 100.0 1103 1146 27% (27), Iveco up 57.1%
AUTOTALK JULY 2019 | www.autotalk.co.nz | 41 TRIBUNALTALK
False CGA statement referred to Commerce Commission
Savage v Park N Sell Ltd tyres, a power steering leak, a rear dif- steering, $71.26 for power steering fluid, ferential leak and split bushes. $80 for the cost of a wheel alignment n August 2018, the purchasers The adjudicator felt the tyres were required after the power steering re- bought a 2010 Ford Falcon from the not a relevant fault, as they were fine at pairs, and $55 for the warrant of fitness Itrader for $10,995. The vehicle had an the time of purchase and had lasted in check. odometer reading of 157,100km at the a reasonable way. time of sale. Regarding the power steering leak, Misleading conduct? The vehicle had not been issued a which had required regular top-ups by Further to the main claim, the pur- warrant in over eight months - some- the purchasers, the adjudicator felt on chasers alleged the trader engaged in thing the trader had an obligation to the advice of the tribunal's assessor, that misleading conduct in breach of section do prior to delivering the vehicle. As this was likely to be pre-existing - and 9 of the Fair Trading Act by representing it has not had a check, the purchasers would be considered a fault under the that the vehicle had been fully serviced. took the vehicle to a local repairer for a CGA. The purchasers advise that the ve- warrant of fitness inspection. The vehicle failed this inspection due to: a. discoloured indicator bulbs; b. low brake fluid; c. a faulty left front fog light; d. both rear lower shock absorber bolts were fouling on suspension arms; e. the tread depth on the left hand rear tyre was below minimum re- quirements. The repairer also considered that the right rear tyre was close to the minimum tread depth, that play was developing in the rear suspension, that the front tyres were becoming worn on their inner edges and that the auto transmission cooler was leaking or seeping. The purchasers asked the trader to The rear differential and split bush- hicle’s transmission should have been repair all the failures, which it did, as es were not considered the same way. serviced when its odometer reading was well as replacing the worn right rear "There is no evidence to suggest that 90,000km and that he has been told tyre. these defects existed at the time of that due to the condition of the trans- "I am satisfied that the vehicle was sale, and because the defects were not mission fluid, that service most likely did not of acceptable quality for the pur- identified until more than seven months not occur. poses of section 6 of the CGA because after sale, I am satisfied that the vehicle They also advised that the vehicle of the faults that caused it to fail the has been as durable as a reasonable has a plastic transmission pan, which warrant of fitness inspection,” the adju- consumer would consider acceptable." would have been replaced with a steel dicator says. The assessor noted these are com- transmission pan if the vehicle’s trans- “Notwithstanding that the purchaser mon faults with this type of Ford Falcon. mission had previously been serviced. of an eight-year-old Ford Falcon that Overall, the adjudicator was satisfied Email evidence from the trader - who has travelled more than 157,000km at that the vehicle had pre-existing faults, did not attend the hearing - denied time of sale must have realistic expec- some of which caused it to fail a warrant representing that the vehicle had been tations as to its quality and durability, I of fitness inspection, that breached the fully serviced. am satisfied that a reasonable consumer acceptable quality guarantee. The adjudicator noted the evidence would not expect such a vehicle to have The adjudicator awarded the pur- from the purchasers does not show that pre-existing warrant of fitness failures." chasers $125 as being half the excess the vehicle’s transmission has not been In March 2019 the purchasers took of the differential repair under their serviced, with the assessor noting the the vehicle in for a service, and multiple mechanical warranty, $69 for the cost presence of the plastic transmission pan further issues were found: Worn front of freight for parts to fix the power Continued on page 43
42 | AUTOTALK JULY 2019 | www.autotalk.co.nz TRIBUNALTALK
Continued from page 42 upon as evidence that routine servicing er's] rights under the CGA, I am satisfied is not evidence of a lack of servicing. has not been performed. that [the trader's] statement amounts to The assessor says that the pan This aspect of the claim was turned a refusal to rectify the vehicle’s faults." would have been replaced with a steel down. "Consequently, I will refer this de- transmission pan if it had been ser- The adjudicator did find the trader cision to the Commerce Commission, viced by a Ford servicing agent, but is had mislead the purchasers in one area, which has jurisdiction to consider such unlikely to have been replaced if it was however. The purchasers claimed that matters under the Fair Trading Act." serviced by any other mechanic. when they asked the trader to recti- Further to this, the trader emailed Further, in the absence of service fy faults, the trader refused to do so, the tribunal indicating he was travel- records proving that a transmission claiming that the CGA no longer applied ling overseas and unable to attend. The service was performed, there is simply because its arbitrary 30-day period had tribunal requested evidence of travel no way of knowing whether the trans- expired. and this was not supplied. mission has been serviced, because the "There is no such 30 day period in the He charged the trader a further $50 condition of the transmission fluid can CGA, and in addition to being a mislead- to cover the purchasers’ appearance degrade quickly and cannot be relied ing representation as to [the purchas- fee. Customers – tyre kickers or legit buyers?
Continued from page 15 son to purchase from you. er’s buying journey will be pivotal role in your success business “back in the day” In many cases it’s the another interesting one in getting people buying because the reality is they smallest things that can that we need to adapt and from you, something they aren’t. If you do, you will lose start reducing your chances evolve with. already wanted. them to another dealership, of success, so it’s impor- But as long as vehicles Our dealer solutions team or worse still a private seller tant to view the experience continue to be physically has various tools and ideas who delivers them a better through your customer’s presented and delivered to that can help you understand experience combined with eyes, accept the things you clients at dealerships, areas your customers and deal- a similar vehicle to the one can improve and – most such as presentation, cus- ership’s performance. For you had. importantly – do some- tomer service, experienced more information, phone us Once customers visit your thing about them. staff, and what your past on 0800-623 687 or email dealership, they are yours to The next phase in the customers say with ratings dealersolutions@motorcen- win, so give them every rea- evolution of the custom- and reviews will play a tral.co.nz.
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AUTOTALK JULY 2019 | www.autotalk.co.nz | 43 NEWSTALK
Responsible selling and disclosure
Continued from page 26 sider the benefits of the policies? schedule or policy certificate, and confirm • The key benefits and features of the It is essential that you use and have the payment terms of the premium. Insurance policy. your customer read a disclosure form in As professionals, we are legally • The key exclusions of the policy. conjunction with the use of a detailed required to disclose the offering of any • The amount of the premium. insurance summary sheet, to ensure that insurance product in all cases, and we • The total amount of interest you provide this information correctly. should not pre-judge the requirements charged, which includes the List all products on the disclosure of an individual customer. Unless you amount of interest charged on the form and request that your customer disclose you will have no idea how you policy offered. answers “Yes or No” to accept or decline can assist and protect your customer. • Advise that the purchase of your each individual product. Make sure you If you disclose your products cor- policy is optional. obtain their signature to confirm the rectly and you understand how to dis- • The duration of the policy. process. cuss with your customer any questions • The cooling-off period for the Involving your customer and keep- or concerns they may have, the benefits policy. ing a record achieves two important and features will allow the product to • A reference to review the full policy procedures: sell itself. terms and conditions of the policy 1. Enables the customer to make an Remember, the offering of pro- prior to purchase. informed decision to purchase the tection makes for a better customer Your customer then needs to make policy. experience. “Insurance is the one thing an informed decision as to whether the 2. Provides a record of the disclosure that you can’t buy when you are in following applies: process to protect you as the trad- immediate need of its protection”. • Does the policy provide appropriate er, should a customer portray at a If you or your staff need further cover for my personal circumstanc- later date that they were not offered advice, training or assistance to under- es? protection, or the disclosure was stand your responsibilities regarding • Will the provision of the policies not correctly undertaken. responsible selling and disclosure or the prevent financial hardship? Upon the purchase of the insurance use of disclosure forms to effectively • Do I understand the terms and con- policy you need to immediately supply offer finance and insurance products, ditions of the policies? the customer with a copy of the full policy call me and I’ll be happy to help. • Have I had sufficient time to con- terms and conditions, together with a
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44 | AUTOTALK JULY 2019 | www.autotalk.co.nz DIARYTALK
The special ute, featuring Benz Cars team in New Zealand THE DIARY significant aesthetic and dy- for the past seven years, guiding AutoTalk’s editor Richard Edward namic upgrades, was months the team to the number one looks at the month gone by on in the making and Auto Media position within the segment for AutoTalk.co.nz was among the first to get a the past three years. glimpse of the vehicle ahead of the Mystery Creek event Costco’s NZ arrival a starting June 12. month of May in the previous ‘game changer’ June 4 two record years. A fuel station and a tyre centre are all part of the package for Ford Ranger line-up June 7 global bulk discount retailer June 5 Costco which has announced gets upgrades at no Imports down across plans to enter New Zealand. extra cost Jaguar Land Rover the board The US giant has worked The Ford Ranger has up- set sights on The used import market with the New Zealand Retail graded its line-up at no extra struggled in May, with falls in Property Group and secured a cost, now with autonomous Queenstown every segment, and down at a site at Westgate in Auckland’s emergency braking (AEB) and Jaguar Land Rover New Zea- significant rate for the year. North West. pedestrian detection. land want in on the booming Used import passenger “Ranger has established Queenstown market, and are vehicle registrations were a tradition of providing on the hunt for an experienced down 9% for the month to June 14 class-leading technology, car retailer to do it with. 12,212 units from 12,420 this which includes being the Jaguar Land Rover NZ gen- time last year. For the year, the NZTA Palmerston first pick-up to achieve a eral manager Steve Kench- market for passengers cars is North office five-star ANCAP safety rat- ington says Queenstown is now down 7%. ing, and in 2018 we added one of the fastest growing evacuated more powertrain choices towns in the country and like The NZ Transport Agency’s and significant drive assist many other areas around New June 10 Palmerston North office was technology coupled with a Zealand, the upward trend evacuated on June 13 after it five-year, 150,000km war- in property values has had a McLaren sportscar was revealed the building is ranty,” Ford New Zealand positive impact on demand for earthquake prone. managing director Simon premium vehicles. comes with Auckland Structural investigations Rutherford says. property were carried out on the Palm- In North Auckland, an erston North office building, MITO backs June 6 eight-hectare property is up before advising NZTA that EVolocity to help for sale and comes with a treat the building is below 34% of the New Zealand Building training Greg Murphy says – the property comes with an orange MP4-12C McLaren Standard. Automotive industry training driver training will sportscar. “Staff are evacuating the organisation MITO is support- save lives Designed and manufac- building and it will be closed ing EVolocity, a programme Greg Murphy says he drives tured by McLaren Automotive, until further notice,” NZ where secondary school every day and sees people the McLaren 12C is powered Transport Agency Interim chief students design, build and race making terrible driving deci- by a McLaren M838T 3.8L executive Mark Ratcliffe says. small electric vehicles. sions. twin-turbocharged V8 engine MITO says it sees value in Training people to be more and has a maximum speed of Second-hand quiet in aligning with EVolocity to prepared and responsible about 333km. Wellington support the human infra- drivers is the answer to saving Used car dealership AutoSelect structure required for the lives on our roads – rather than Wellington sales team leader widespread uptake of EVs in reducing speed limits or blam- Ilias Musa says sales were very New Zealand, supporting the June 12 ing the roads, Kiwi motorsport quiet this month. programme for the second driver Greg Murphy says. Mercedes-Benz The first week was good, successive year. Murphy says the most NZ boss chooses but the two weeks in the mid- Slow May sign of important message is to start dle of May were very quiet, taking driver responsibility, dealership role Musa says. things to come? training and testing seriously, Mercedes-Benz Cars New New vehicle sales fell signif- as people will still crash if the Zealand general manager Ben icantly year-on-year in May, current driving culture does Giffin has quit his head office June 17 a clear indication that the not change. role with the brand – to work long-expected slowing of the with one of its dealers. Bill prohibiting market has arrived. Holden Colorado Who that dealer is has yet Total registrations for the ROX takes ‘pride of to be announced, though Au- smoking in cars with month were down 13.5% toTalk understands it is likely children in motion (1910 units) on the same place’ to be the new Botany deal- A ban to prohibit smoking in Holden New Zealand is aiming month in 2018. ership, with the Armstrong cars with children has taken to steal the show at this year’s The May 2019 result is Group recently advertising for a step closer with a new bill Fieldays with the beefed-up stronger than the same month a dealer principal. introduced to parliament. concept Colorado ROX. in 2016 but weaker than the Giffin has led the Mercedes- Continued on page 46
AUTOTALK JULY 2019 | www.autotalk.co.nz | 45 DIARYTALK
Volkswagen New Zealand won adjacent roundabout. Continued from page 45 the coveted motor vehicle pre- June 20 A dealership with just one The Smoke-free Environ- cinct site at the Mystery Creek car won the commercial ments Amendment Bill was in- Fieldays 2019. MoT fraudster building category at the New troduced as part of the govern- The judges struggled to Joanne Harrison’s Zealand Institute of Architects ment’s plan to prevent people select the winning site, with Southern awards. smoking in cars with children the likes of Hyundai, Isuzu criminal past GWD Lexus of Queenstown, and commitment to reaching a Utes and Toyota all vying for revealed designed by Anna-Marie Chin smoke-free nation by 2025. the coveted award. The woman who commit- Architects, features one Lexus However, it was fan-favour- ted massive fraud against the in a one-car showroom on a Ban of low safety ite Volkswagen New Zealand Ministry of Transport (MoT) has high-profile site in Queens- rated cars discussed that stole the show with its had her previous fraud history town. A Ministry of Transport ref- twinkling lights, vintage Beetle made public. erence group has discussed display, and stunning architec- Joanne Harrison was sen- Thieves use the possibility of banning low tural design. tenced to three years and sev- unmarked tow trucks safety rated cars from entering en months in jail for stealing to steal cars the fleet – though it appears Suzuki responds more than $725,000 from MoT Police are investigating reports the chance of any such move to pay off credit cards and her to car safety ban of thieves using unmarked coming to reality is unlikely. mortgage. She has since been confusions tow trucks to steal cars off the Radio New Zealand report- released and deported to the Suzuki New Zealand has street. ed on the idea, pulled from a United Kingdom. been responding to confused Thieves are pretending report by the Vehicle, Vehicle consumers who misunder- to be tow truck drivers as an Standards and Certification stood the proposals to ban undercover way to steal the Reference Group. the importation of some older, June 24 vehicles, before dropping used cars. Lexus showroom them off at wrecker yards. June 18 New Zealanders are concerned certain old model wins architecture All the HOT NEWS every Volkswagen is best Swifts may be among the award day as it happens models likely to be banned if The Lexus is easily seen from exhibit at Fieldays the proposals go through. vehicles travelling around an autotalk.co.nz/subscribe
AussieTalk Diary conclusion of the banking Toyota LandCruiser is likely AutoTalk Australia’s editor royal commission has damp- to see the iconic 4.6-litre Scott Murray looks at the month ened enthusiasm among the petrol and 4.5-litre twin-tur- gone by on autotalk.com.au automotive businesses. bo diesel V8 powerplant dropped in favour of V6 Victorian treasurer propulsion. ota in the Ranger versus Hilux tells LandCruiser June 4 ute arm wrestle for the first time in years. buyers to ‘get a life’ June 21 Seasoned Mitsubishi Ranger 4×4 reported 3604 Victoria treasurer Tim Pallas dealers still brand’s sales in May, topping the has told the Melbourne Press Auto industry meets 3137 Toyota could manage Club buyers of $100,000-plus best in the same period, however, vehicles his new luxury car with legal counsel Mitsubishi Australia has that’s where the sales dom- tax was introduced “because today awarded its top dealers for ination ends, according to I could”. The Australian Automo- 2019, many of whom are VFACTS sales data provided According to The Aus- tive Dealer Association and seasoned franchisees. by the Federal Chamber of tralian, Pallas initiated what Federal Chamber of Automo- The Distinguished Dealer Automotive Industries. Liberal opposition leader tive Industries are meeting awards, which Mitsubishi Michael O’Brien dubbed with their legal teams today says are one of the long- the “Toyota Tax” due to a in preparation to fight the est-running dealer recog- June 11 reduced stamp duty revenue Victorian government’s luxury nition initiatives recurring in the property market. vehicle tax since 1981, praised the tri-di- Dealer outlook ‘less The AADA says it is keep- amond brand’s best in sales, ing its legal options open parts, service and customer optimistic’ than last June 19 and has good advice which experience. year suggests there could be The Cox Automotive Dealer LandCruiser V8 set constitutional grounds for Sentiment Index survey says for extinction a case against the Victorian the franchised new car retail June 5 The era of V8-powered (and Queensland) govern- network is nervous about Toyota towing ability could be ment which announced the future. Ranger arrows Hilux coming to an end. the tax on $100,000-plus The survey of 115 dealers in soggy May A CarAdvice report sug- vehicles in its state budget reveals the tightening of fi- Ford has finally outsold Toy- gests the next generation of last month. nancial regulations since the
46 | AUTOTALK JULY 2019 | www.autotalk.co.nz DIARYTALK
EVTalk Diary Auckland’s biosecurity dogs around the city. EVtalk New Zealand editor Geoff June 19 The terrier team ride Dobson looks at the month gone Christchurch from their home base to by on www.evtalk.co.nz revealing a raft of Auckland’s wharves where they check for pests on Auckland City Electric Vehi- electric initiatives boats bound for Hauraki June 12 cles (ACEV) officially opened The first announcements Gulf Islands. its new showroom in Takapu- around electric transport NZ’s EV progress na on June 15. coming out of Christchurch Fast charger Owners Hadley Hargadon include park rangers now opening extends discussed riding UBCO electric bikes. A need to increase electric and Alana Clarke moved to a larger, fully indoor show- A keen promoter of more rollout vehicle uptake and reduce The official opening of a fast room to cater for their elec- environmentally friendly emissions from the light vehicle charger at Pak’nSave Mill tric vehicles. initiatives, the Christchurch fleet, in particular, has been ex- City Council is also revealing Street Hamilton on June 26 pressed by associate transport Audi dealerships to its all-electric LDV EV80 van pushes the nationwide rollout minister Julie Anne Genter. provide EV charging for central city parks mainte- closer to about 70 supermar- This came during discus- nance, stocked with battery kets in 60 towns by the end of Audi New Zealand and ABB sions with the Electric Vehicles electric tools and equipment. this year. Leadership Group meeting New Zealand will offer charg- Hamilton mayor Andrew in Wellington on June 12 in ing points in Audi authorised King opened the charger which EV initiatives are seri- dealerships nationwide. June 26 with store owner opera- ously being considered. Designed to align with the tor Hamish Walton saying arrival of the electric Audi E-bikes haul dog Foodstuffs is committed to e-tron in New Zealand, the team around sustainable practices and June 17 charging stations will offer promoting the uptake of both AC and DC, includ- Auckland clean energy transport. ACEV in new ing 50kW and 175kW fast Special canine cabs towed 900sqm showroom charging. by electric bikes transport
TransportTalk Diary TransportTalk New Zealand editor The level 4 New Zea- The Waterview Connection Nigel Moffiet looks at the month land engineering certificate project has been recognised gone by on www.transporttalk.co.nz “gives learners a really strong at the Los Angeles Busi- grounding”. ness Council’s Architectural Awards. He takes over from Colin Urban design and archi- Muir who resigned from the June 4 tect partners Boffa Miskell business in April. June 17 and Warren and Mahoney Ballantyne was promoted TRT expands South received the Tripartite Award from his previous position of Napier-Wairoa rail Island operations officially re-opened at the event. Tidd Ross Todd Limited (TRT) national sales manager, a post The reopening of the Napier has moved its South Island he held since joining Isuzu to Wairoa rail line in the operations into a larger site to Trucks in September 2016. Hawkes Bay is being wel- June 26 carry a greater variety of truck comed as an important step and trailer parts. in boosting the region’s Ports of Auckland The new warehouse fa- June 12 forestry sector. scoops award cility is located at 6 Brydone State-owned enterprises Ports of Auckland has won Road, Hornby, Christchurch. Otago Polytechnic minister Winston Peters and Best Seaport in Oceania at the The move comes only 10 starts heavy vehicle regional economic develop- 2019 Asian Freight, Logistics months after TRT’s first training ment minister Shane Jones and Supply Chain Awards. branch opening in the South Otago Polytechnic is were at the official opening Leading companies in Island. launching a heavy automo- of the line at KiwiRail’s Napi- the cargo, logistics and tive engineering programme er depot on June 14. supply chain sectors took and driver training as a home 48 different awards June 10 result of consultation with at the Hong Kong event on local industry to meet the June 21 June 17. New boss for Isuzu skills shortage. Ports of Auckland was the Trucks Otago Polytechnic auto- Waterview only New Zealand seaport Isuzu Trucks New Zealand has motive programme manager Connection wins in the Oceania category as a appointed Dave Ballantyne as Hamish Miller says “it’s a finalist. its new general manager. win-win”. international award
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